How I Used an Amazon-Style Narrative to Drive a Strategic Sales Cycle
a real world example for using an Amazon-style narrative, the experience for the customer, and how it drove a strategic decision.
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Jul 84 min read
Why and When Disruptors Must Play the Inquiry Game
Why playing the Inquiry Game is required to complete the disruption of a market.
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Jun 194 min read
How Complex Buying Decisions are Made and What it Means for Sales
“Decision making is not an event. It’s a process, one that unfolds over weeks, months, or even years; one that’s fraught with power plays...
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Jun 124 min read
How to Build Influence in Organizations
Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.
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Jun 73 min read
If You Don't Sell Value, You're Outsold by Those Who Do
Customers buy value propositions, not products or services! If they can’t find it in your proposal they won’t choose it.
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Feb 273 min read
Why Vendors Fail in Selling Solution Packages
Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....
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Jan 171 min read
New Disruption Selling Training Program: The 9 Buying Decision Influences
Today we launched “The 9 Buying Decision Influences” as our second Training Program! Between May and December of last year we published...
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Dec 27, 20233 min read
The Dynamics of Competing Proposals as a Buying Decision Influence
“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...
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Dec 1, 20233 min read
It's the Risk, Stupid!
“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...
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Nov 20, 20232 min read
Shaping the Buying Decision’s Reward for Competitive Superiority
“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...
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Nov 17, 20234 min read
How and When Chasing New Logos Starts to Kill a Startup
(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...
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Oct 26, 20234 min read
How to Craft an Unassailable Value Proposition
(This post originally appeared on LinkedIn here) In my last posts I described how to build generic value propositions top down working...
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Oct 20, 20233 min read
How to Scale Out a Value Proposition
(This post originally appeared on LinkedIn here) In my last post I described how missing to scale out the value proposition leaves the...
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Aug 11, 20234 min read
Why Being Connected to the Right Power Base Wins Every Deal
“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...
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Aug 3, 20233 min read
How to Deal With Economic Buyers as the Focal Point of Every Sales Cycle
Every buying decision requires an Economic Buyer to fund it. To qualify as an Economic Buyer the stakeholder of a buying decision must...
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Jul 29, 20234 min read
How Invalidating a Customer’s Technical Requirement Won Me a $20M+ Deal
“To secure ourselves against defeat lies in our own hands, but the opportunity of defeating the enemy is provided by the enemy himself.”...
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Jul 26, 20232 min read
Habits of Hyper-Growth Sales # 9: Win. Or Leave Early.
(This post originally appeared on LinkedIn here) All highly competitive salespeople hate to lose, but we can’t win every deal. There are...
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Jul 6, 20233 min read
Technical Buyer: Why There is no Such Thing as an Unbiased Tech Evaluation
“We have seen a significant increase in the need for consensus in order to get deals done. Because the payoff of buying a complex...
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May 24, 20233 min read
The Formal Buying Process: If the Rules are Made Against You, Break them - or Leave
"Power of estimating the adversary, of controlling the forces of victory, and of shrewdly calculating difficulties, dangers, and...
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