Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....

(This post originally appeared on LinkedIn here) As the Disruptor’s offering matures and successfully reaches the mainstream market,...

(Image by Pete Linforth) For Maturity Level 3 an offering must achieve Ecosystem Fit meaning it provides alignment with and even...

Partnerships in the business-to-business (B2B) context can be highly beneficial, but they also come with potential pitfalls that should...

(This post originally appeared on LinkedIn here) Once an Offering has gained Product-Market-Fit (PMF) a vendor must build Go-to-Market...

(This post originally appeared on LinkedIn here) The reasons I love sales are the same as in 1993 when I decided that this was the area...

Opposite to B2C, customers in B2B are members of a value chain which means the challenges they face start with their own customers, not them

(This post originally appeared on LinkedIn here) A few days ago we published the roles required for a company as they make their journey...

(This post originally appeared on LinkedIn here) Last week we described the maturation process an organization must go through to achieve...

(This post originally appeard on LinkedIn here) Last week we described the maturation process a Disruptive Offering must go through to...

(This post originally appeared on LinkedIn here) Early-Market buyers (Innovators and Early Adopters) are willing to try out innovative...

(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...

(This post originally appeared on LinkedIn here) In more than 35 years in sales I came across one phenomenon again and again: The...

(This post originally appeared on LinkedIn here) In my last posts I described how to build generic value propositions top down working...

(This post originally appeared on LinkedIn here) In my last post I described how missing to scale out the value proposition leaves the...

(This post originally appeared on LinkedIn here) Disruptors enter the market with a Minimum Viable Product (MVP) addressing the business...

(This post originally appeared on LinkedIn here.) In this post I will share some practical experience regarding pipeline coverage and...

(This post originally appeared on LinkedIn here) The go to market model of PLG (Product Led Growth) has been around for some years in...

This post focuses on a typical mistake startups can make when deciding to scale their sales. I call it "doing the math wrong".

(this post originally appeared on LinkedIn here) In every larger organization people fight for influence. This is totally healthy as long...