Generating hyper-growth requires scaling the salesforce. Scaling the salesforce is a change process.

In a customer workshop a discussion emerged around who should own the TCO within the Account Team

Repositioning an offering is a change process and requires a strong impulse followed by powerful momentum.

Learn how Autodesk overcomes the inertia their past success drives to prevent themselves from being disrupted and to exploit their full mark

As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...

a real world example for using an Amazon-style narrative, the experience for the customer, and how it drove a strategic decision.

Why playing the Inquiry Game is required to complete the disruption of a market.

“Decision making is not an event. It’s a process, one that unfolds over weeks, months, or even years; one that’s fraught with power plays...

Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.

Customers buy value propositions, not products or services! If they can’t find it in your proposal they won’t choose it.

Ambition doesn't equal Strategy which doesn't equal Sales Execution unless you connect the three.

Based on an analysis there are 6 strategic concepts applied to their growth strategy by enterprises outperforming their peers.

Today we look at how to win where we decided to play as the next definition the Growth Strategy must make.

The Growth Strategy must define new Target Market Segments and success criteria so management can decide on continuing or suspending them.

“While the usual explanations for slow or minimal growth - market forces and technological changes such as disruptive innovation - play a...

Should shareholders care about Disruption Selling? Yes, as it boosts a venture’s valuation! Let's look at how Disruption Selling drives...

Disruption Selling isn’t yet another sales methodology. Instead it combines a number of proven concepts to close the loop between the...

In our recent posts we expanded on the 5 Offering Maturity Levels from Product Market Fit (PMF) through Strategic Alliance. Today we look...

We define a Strategic Alliance as a relationship between two or more alliance members where the combination of deliverables its members...

Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....