How to Motivate an Incumbent's Organization to Think Outside the Box
Learn how Autodesk overcomes the inertia their past success drives to prevent themselves from being disrupted and to exploit their full mark
top of page
-
Aug 312 min read
How Autodesk Leveraged Disruption Selling to Raise Their Game to C-Level
As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...
1390
-
Jun 73 min read
If You Don't Sell Value, You're Outsold by Those Who Do
Customers buy value propositions, not products or services! If they can’t find it in your proposal they won’t choose it.
390
-
May 64 min read
Growth Strategy: 6 Concepts Used by Outperformers
Based on an analysis there are 6 strategic concepts applied to their growth strategy by enterprises outperforming their peers.
280
-
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...
170
-
Feb 273 min read
Why Vendors Fail in Selling Solution Packages
Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....
450
-
Jan 63 min read
Why Product Market Fit in B2C and B2B Are Fundamentally Different
Opposite to B2C, customers in B2B are members of a value chain which means the challenges they face start with their own customers, not them
110
-
Dec 27, 20233 min read
The Dynamics of Competing Proposals as a Buying Decision Influence
“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...
600
-
Dec 1, 20233 min read
It's the Risk, Stupid!
“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...
1700
-
Nov 20, 20232 min read
Shaping the Buying Decision’s Reward for Competitive Superiority
“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...
390
-
Nov 17, 20234 min read
How and When Chasing New Logos Starts to Kill a Startup
(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...
140
-
Oct 31, 20233 min read
How to Build a Sales Initiative Around an Individual Value Proposition Stack
“Customer Advisors provide indirect political support to customer Foxes, Power Base members, and those people who have the potential to...
690
-
Oct 26, 20234 min read
How to Craft an Unassailable Value Proposition
(This post originally appeared on LinkedIn here) In my last posts I described how to build generic value propositions top down working...
850
-
Oct 17, 20233 min read
Where Most Disruptors Ultimately Fall Short: Scaling Out Their Value Proposition
(This post originally appeared on LinkedIn here) Disruptors enter the market with a Minimum Viable Product (MVP) addressing the business...
200
-
Oct 4, 20233 min read
What to Sell When You Don’t Have a Product: A Working Backwards Anecdote.
“You've got to start with the customer experience and work backwards to the technology. You can't start with the technology and try to...
1390
bottom of page