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Dec 17, 20244 min read
How to Split Ownership Across the Single-Threaded Team
In a customer workshop a discussion emerged around who should own the TCO within the Account Team
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Feb 23, 20242 min read
Organization Maturity: Reaching Level 4 (Delivery Management)
For reaching Level 4 in the Disruption Selling Maturity Model the Disruptor’s organization must evolve accordingly. Upon the closure of a...
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Feb 6, 20243 min read
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...
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Nov 12, 20232 min read
The Evil Sales Org Flywheel
(This post originally appeared on LinkedIn here) In more than 35 years in sales I came across one phenomenon again and again: The...
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Aug 2, 20232 min read
Habits of Hyper-Growth Sales #10: Defend Your Ownership
(this post originally appeared on LinkedIn here) In every larger organization people fight for influence. This is totally healthy as long...
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Jun 27, 20232 min read
Habits of Hyper-Growth Sales #5: Own the Outcome, Not the Input
(This post originally appeared on LinkedIn here) Hyper-growth is an outcome of convincing more and more customers of using more and more...
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