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

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

Disruption Selling isn’t yet another sales methodology. Instead it combines a number of proven concepts to close the loop between the...

(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...

Our Disruption Selling Approach for pushing disruptive products and services through the innovation adoption lifecycle was developed and...

(This post originally appeared on LinkedIn here) In last week’s post I talked about embracing ambiguity and complexity as your allies in...

(This post appeared originally on LinkedIn here) Last week I spoke about how planning for a longer term automatically establishes a much...

(This post appeared originally on LinkedIn here) In 35+ years in sales I rarely came across ideas that where too ambitious, but often...

“Thinking small is a self-fulfilling prophecy. Leaders create and communicate a bold direction that inspires results. They think...

“The fundamental rule of engagement is that any force can defeat any other force – if it can define the battle.” Geoffrey A. Moore,...