Learn how Autodesk overcomes the inertia their past success drives to prevent themselves from being disrupted and to exploit their full mark

Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.

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

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) The reasons I love sales are the same as in 1993 when I decided that this was the area...

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

(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) Our recently launched Disruption Selling Maturity Model helps companies successfully...

(This post originally appeared on LinkedIn here) In more than 35 years in sales I came across one phenomenon again and again: The...

“The Volkswagen Group, with its global expertise in automobile production, and Amazon Web Services, with its technological know-how,...

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) There are two types of delegation: of input where you assign tasks to others, and of...

(This post originally appeared on LinkedIn here) The eight common mistakes in sales management I presented over the last weeks received...