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

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.

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...

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

For reaching Level 4 in the Disruption Selling Maturity Model the Disruptor’s organization must evolve accordingly. Upon the closure of a...

Mainstream customers will test a disruptive offering in Proof of Concepts (PoCs) and pilot implementations before they roll it out across...

While the first levels of Offering Maturity (Product Market Fit and Go-to-Market Fit) are well understood and commonly treated as...

(This post originally appeared on LinkedIn here) Level 3 of the Disruption Selling Maturity Model is Ecosystem Fit, where the Disruptor...

(This post originally appeared on LinkedIn here) The foundation of success of a tech company is a compelling and competitive...

Today we launched “The 9 Buying Decision Influences” as our second Training Program! Between May and December of last year we published...

(This post originally appeared on LinkedIn here) Go-to-Market Fit (GMF) requires the precise understanding of the Ideal Customer Profile...

Customers validate offerings against technical requirements, e.g., features and capabilities, to achieve business outcomes and to...

Source: CB Information Services According to a 2021 CB Insights report 35% of 111 startups stated “no market need” as one of the reasons...