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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Mar 17, 20232 min read
Disruption Selling: Unleashing the Power of the Single-threaded Team
“Single-threaded teams will know their customers’ needs better, spend all their waking work hours inventing for them, and develop context...
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Mar 10, 20232 min read
Disruption Selling: Picking the Beaches for Invading the Incumbents’ Land
“The spot where we intend to fight must not be made known; for then the enemy will have to prepare against a possible attack at several...
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