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...
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Jul 19, 20232 min read
Habits of Hyper-Growth Sales #8: Never Compromise on Win-Win
(This post originally appeared on LinkedIn here) In an earlier post in this series, I spoke about the concept of building flywheels as...
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Jun 9, 20232 min read
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
“Knowing the place and the time of the coming battle, we may concentrate from the greatest distance in order to fight.” Sun Tzu, The Art...
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May 4, 20232 min read
Managing Corporate Lifecycles: How to Get to and Stay at the Top
“What causes aging is a decrease in flexibility and an increase in controllability. As controllability increases and flexibility...
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