How Autodesk Leveraged Disruption Selling to Raise Their Game to C-Level
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As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...
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- Jul 8
- 4 min
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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- Mar 6
- 5 min
Building Offering Maturity Level 5: Strategic Alliance
We define a Strategic Alliance as a relationship between two or more alliance members where the combination of deliverables its members...
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- Feb 23
- 2 min
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...
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- Feb 6
- 3 min
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...
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- Jan 25
- 3 min
Real Life Pitfalls establishing Partnerships
Partnerships in the business-to-business (B2B) context can be highly beneficial, but they also come with potential pitfalls that should...
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- Jun 2, 2023
- 2 min
How Saying No to the Customer Resulted in a Strategic Alliance With Them Just Six Months Later
“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...
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- May 31, 2023
- 2 min
Habits of Hyper-growth Sales #1: Listen to Understand, not to Respond
(this post originally appeared on LinkedIn here) Sustained hypergrowth in sales is only achievable via a high-frequency loop of...
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- May 11, 2023
- 2 min
How to Write a Think Bigger Account Plan
“Thinking small is a self-fulfilling prophecy. Leaders create and communicate a bold direction that inspires results. They think...
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- Apr 17, 2023
- 2 min
Common Mistakes in Sales Management (Part 7): Forcing the Wrong Deal
There are Won Deals, Lost Deals, and – worst of all – Wrong Deals, the deals you win that eventually make you lose because your company can’
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- Apr 12, 2023
- 2 min
Common Mistakes in Sales Management (Part 6): Confusing Communication Quantity with Quality
(This post originally appeared on LinkedIn) “The quality of your communication determines the size of your result.” Meir Ezra A frequent...
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- Apr 4, 2023
- 2 min
Common Mistakes in Sales Management (Part 5): Crushing the Engagement Model
(This post originally appeared on LinkedIn here.) “Move not unless you see an advantage. Use not your troops unless there is something to...
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