Narratives provide the base for decision making on up to six pages plus appendices. They adhere to Amazon Writing standards and stand on their own. Access to Narratives requires a Membership and they are subject to Copyright.
Disruption Selling
Overview of Disruption Selling Approach
Disruption Selling for Shareholders
How Disruption Selling Drives Company Valuation
Customer Portfolio
How to Define and Manage a Portfolio of Customers
Portfolio Team
The Single-Threaded Team Owning a Customer Portfolio
Value Stages
How to Use Alternative Positionings of Offerings
Execution
How to Execute the Disruption Selling Approach
Buying Decision Influences
The Nine Groups of Buying Decision Influences in B2B
Formal Buying Process
How to Deal With Customers' Formal Buying Processes
Formal Approvers
How to Manage the Formal Approvers in a Buying Decision