Why and When Disruptors Must Play the Inquiry Game
Why playing the Inquiry Game is required to complete the disruption of a market.
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Jun 124 min read
How to Build Influence in Organizations
Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.
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May 33 min read
Growth Strategy: How to Win?
Today we look at how to win where we decided to play as the next definition the Growth Strategy must make.
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Oct 20, 20233 min read
How to Scale Out a Value Proposition
(This post originally appeared on LinkedIn here) In my last post I described how missing to scale out the value proposition leaves the...
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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...
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Apr 10, 20232 min read
Disruption Selling: The Nine Influences of B2B Buying Decisions
„We are not fit to lead an army on the march unless we are familiar with the face of the country – its mountains and forests, it’s...
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Mar 22, 20232 min read
Disruption Selling: Using Value Stages to Build Unassailable Value Propositions
“The best sellers win because how they sell increases the value of what they sell. In fact, how they sell adds value for their customers...
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