Ambition ≠ Strategy ≠ Execution
Ambition doesn't equal Strategy which doesn't equal Sales Execution unless you connect the three.
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Apr 234 min read
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.
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Mar 264 min read
How Disruption Selling Closes the Loop Between Growth Strategy and Sales Execution
Disruption Selling isn’t yet another sales methodology. Instead it combines a number of proven concepts to close the loop between the...
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Feb 63 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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Jan 253 min read
Real Life Pitfalls establishing Partnerships
Partnerships in the business-to-business (B2B) context can be highly beneficial, but they also come with potential pitfalls that should...
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Jan 214 min read
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...
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Jan 144 min read
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...
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Jan 42 min read
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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Nov 29, 20231 min read
Disruption Selling Re-Loaded: Introducing the DS Maturity Model!
Our Disruption Selling Approach for pushing disruptive products and services through the innovation adoption lifecycle was developed and...
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Jun 20, 20232 min read
Habits of Hyper-Growth Sales #4: Be a Trailblazer
(This post originally appeared on LinkedIn here) In last week’s post I talked about embracing ambiguity and complexity as your allies in...
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Jun 13, 20232 min read
Habits of Hyper-growth Sales #3: Embrace Ambiguity and Complexity
(This post appeared originally on LinkedIn here) Last week I spoke about how planning for a longer term automatically establishes a much...
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Jun 6, 20232 min read
Habits of Hyper-growth Sales #2: Think Even Bigger
(This post appeared originally on LinkedIn here) In 35+ years in sales I rarely came across ideas that where too ambitious, but often...
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May 11, 20232 min read
How to Write a Think Bigger Account Plan
“Thinking small is a self-fulfilling prophecy. Leaders create and communicate a bold direction that inspires results. They think...
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Apr 27, 20232 min read
How to Write a Plan for Conquering a Target Market Segment
“The fundamental rule of engagement is that any force can defeat any other force – if it can define the battle.” Geoffrey A. Moore,...
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