Anecdotal Evidence

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...

How I Used an Amazon-Style Narrative to Drive a Strategic Sales Cycle

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

Ambition ≠ Strategy ≠ Execution

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

How AWS Mastered the 5 Disruption Selling Maturity Levels in Just 10 Years

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

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...

How Invalidating a Customer’s Technical Requirement Won Me a $20M+ Deal

“To secure ourselves against defeat lies in our own hands, but the opportunity of defeating the enemy is provided by the enemy himself.”...

How Saying No to the Customer Resulted in a Strategic Alliance With Them Just Six Months Later

“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...

Hitting the Monster Disruption Wave. Early.

“I believe you have to be willing to be misunderstood if you're going to innovate.” Jeff Bezos The tag line of Disruption Selling reads...