builder | Disruption Selling

Feb 232 min read

Organization Maturity: Reaching Level 4 (Delivery Management)

For reaching Level 4 in the Disruption Selling Maturity Model the Disruptor’s organization must evolve accordingly. Upon the closure of a...

Feb 63 min read

Organization Maturity: How to establish Level 3 (Partner Management)

(This post originally appeared on LinkedIn here) Level 3 of the Disruption Selling Maturity Model is Ecosystem Fit, where the Disruptor...

Jan 144 min read

Real Life Pitfalls Establishing and Evolving the Sales Function of Your Organization

(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...

Dec 12, 20233 min read

Building the Disruptor’s Organization for Market Leadership

(This post originally appeared on LinkedIn here) The recently launched Disruption Selling Maturity Model helps companies successfully...

Aug 8, 20232 min read

Confessions Part 1: Doing The Math Wrong When Scaling Sales In A Startup

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

Jul 19, 20232 min read

Habits of Hyper-Growth Sales #8: Never Compromise on Win-Win

(This post originally appeared on LinkedIn here) In an earlier post in this series, I spoke about the concept of building flywheels as...

Jul 4, 20232 min read

Habits of Hyper-Growth Sales #6: Be a Flywheel Builder

(This post originally appeared on LinkedIn here) You cannot scale input exponentially, but you can build engines that exponentially grow...