growth | Disruption Selling

May 33 min read

General

Growth Strategy: How to Win?

Today we look at how to win where we decided to play as the next definition the Growth Strategy must make.

Growth Strategy: How to Define Where to Play

Apr 234 min read

General

Growth Strategy: How to Define Where to Play

The Growth Strategy must define new Target Market Segments and success criteria so management can decide on continuing or suspending them.

Growth Strategy: How Fast Can You Go, How Fast Do You Have to?

Apr 95 min read

General

Growth Strategy: How Fast Can You Go, How Fast Do You Have to?

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

How Shareholders Benefit from Disruption Selling

Apr 33 min read

General

How Shareholders Benefit from Disruption Selling

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

How AWS Mastered the 5 Disruption Selling Maturity Levels in Just 10 Years

Mar 203 min read

Anecdotal Evidence

How AWS Mastered the 5 Disruption Selling Maturity Levels in Just 10 Years

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

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

Feb 63 min read

General

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...

Organization Maturity: How to establish Level 2 (Account Management)

Jan 214 min read

General

Organization Maturity: How to establish Level 2 (Account Management)

(This post originally appeared on LinkedIn here) The foundation of success of a tech company is a compelling and competitive...

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

Jan 144 min read

Opinion

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...

Organization Maturity: How to establish Level 1 (Technology Management)

Jan 42 min read

General

Organization Maturity: How to establish Level 1 (Technology Management)

Customers validate offerings against technical requirements, e.g., features and capabilities, to achieve business outcomes and to...

Real Life Pitfalls in Technology Management

Dec 21, 20232 min read

Opinion

Real Life Pitfalls in Technology Management

(This post originally appeared on LinkedIn here) A few days ago we published the roles required for a company as they make their journey...

Typical Pitfalls in Maturing the Go To Market Organization

Dec 16, 20232 min read

Opinion

Typical Pitfalls in Maturing the Go To Market Organization

(This post originally appeared on LinkedIn here) Last week we described the maturation process an organization must go through to achieve...

Building the Disruptor’s Organization for Market Leadership

Dec 12, 20233 min read

General

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...

How a Disruptive Offering Must Mature to Achieve Market Leadership

Dec 11, 20233 min read

General

How a Disruptive Offering Must Mature to Achieve Market Leadership

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

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

Aug 8, 20232 min read

Opinion

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".

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

Jul 4, 20232 min read

Opinion

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...