As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...

Ambition doesn't equal Strategy which doesn't equal Sales Execution unless you connect the three.

“While the usual explanations for slow or minimal growth - market forces and technological changes such as disruptive innovation - play a...

Should shareholders care about Disruption Selling? Yes, as it boosts a venture’s valuation! Let's look at how Disruption Selling drives...

Disruption Selling isn’t yet another sales methodology. Instead it combines a number of proven concepts to close the loop between the...

In our recent posts we expanded on the 5 Offering Maturity Levels from Product Market Fit (PMF) through Strategic Alliance. Today we look...

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

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

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) The foundation of success of a tech company is a compelling and competitive...

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

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

“You've got to start with the customer experience and work backwards to the technology. You can't start with the technology and try to...

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

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) All highly competitive salespeople hate to lose, but we can’t win every deal. There are...

(This post appeared originally on LinkedIn here) Last week I spoke about how planning for a longer term automatically establishes a much...

“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...