Executive Summary

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...

Disruption Selling: Unseating Incumbents with a Multi-Year Sales Strategy

“He will win who knows when to fight and when not to fight. He will win who knows how to handle both superior and inferior forces. He...

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...

Disruption Selling: Unleashing the Power of the Single-threaded Team

“Single-threaded teams will know their customers’ needs better, spend all their waking work hours inventing for them, and develop context...

Disruption Selling: Picking the Beaches for Invading the Incumbents’ Land

“The spot where we intend to fight must not be made known; for then the enemy will have to prepare against a possible attack at several...

Disruption Selling: Building the Sales Organization for Failing Fast and Often

“To enter the mainstream market is an act of aggression. The companies who have already established relationships with your target...