The Godfather Of Insight Selling – An Interview With Geoffrey Moore
Channel: Michael David Harris
Date: 2015-03-10

Geoffrey Moore, the author of “Crossing the Chasm,” is also the godfather of Insight Selling. In March 2009, the HBR published his article “In a downturn, provoke your customer.”
Q1: The first question for our guest is what do you see are the risks for Insight Selling today?
A1: When Solution Selling was occupying the space that Insight Selling now occupies, what tends to happen in these things is when they first show up it’s like, yes that’s the key idea, and then what happens is almost immediately they get encased in kind of a slick brochure and the whole notion of really being in service to the customer’s problem starts being turned into a set of manipulative behaviors. And then you’ve got to start a new one, right? So I think this notion of continually trying to find ways to refresh people’s perspective on what they’re doing is important.