When you sell, you’re making a promise to the potential client that you will deliver what you are proposing. In big companies, sales people usually know less about the technology behind, so more time is needed to respond to the specific questions of the client. Since when they are big is because they have crossed the chasm, they are able to do it because clients already understand this and are buying from a market leader. But if you are startup, and you are struggling to find your early adopters, having sales people that do not have full details about your product or service is like committing suicide. Product development and market development shall work together to satisfy the client needs, i.e. making the promises come true. If you fail to do it, you’ll never cross the chasm. The mainstream market will always be too far away.