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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...
750
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May 18, 20232 min read
The New Power Base Selling
“When you combine strategy with unexpected customer value, politics, and other traditional sources of relative superiority to form...
870
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May 11, 20232 min read
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...
1800
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Apr 27, 20232 min read
How to Write a Plan for Conquering a Target Market Segment
“The fundamental rule of engagement is that any force can defeat any other force – if it can define the battle.” Geoffrey A. Moore,...
1080
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Mar 31, 20233 min read
Disruption Selling: Unseating Incumbents with a Multi-Year Sales Strategy
“He will win who knows when to fight and when not to fight. He will win who knows how to handle both superior and inferior forces. He...
750
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