Why and When Disruptors Must Play the Inquiry Game
Why playing the Inquiry Game is required to complete the disruption of a market.
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- Jun 19
- 4 min
How Complex Buying Decisions are Made and What it Means for Sales
“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...
390
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- Jun 12
- 4 min
How to Build Influence in Organizations
Sales people trying to influence buying decisions where Power Bases are involved must engage in strategic networking.
170
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- Jun 7
- 3 min
If You Don't Sell Value, You're Outsold by Those Who Do
Customers buy value propositions, not products or services! If they can’t find it in your proposal they won’t choose it.
390
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- May 3
- 3 min
Growth Strategy: How to Win?
Today we look at how to win where we decided to play as the next definition the Growth Strategy must make.
170
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- Apr 23
- 4 min
Growth Strategy: How to Define Where to Play
The Growth Strategy must define new Target Market Segments and success criteria so management can decide on continuing or suspending them.
160
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- Apr 9
- 5 min
Growth Strategy: How Fast Can You Go, How Fast Do You Have to?
“While the usual explanations for slow or minimal growth - market forces and technological changes such as disruptive innovation - play a...
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- Apr 3
- 3 min
How Shareholders Benefit from Disruption Selling
Should shareholders care about Disruption Selling? Yes, as it boosts a venture’s valuation! Let's look at how Disruption Selling drives...
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- Mar 26
- 4 min
How Disruption Selling Closes the Loop Between Growth Strategy and Sales Execution
Disruption Selling isn’t yet another sales methodology. Instead it combines a number of proven concepts to close the loop between the...
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- Mar 6
- 5 min
Building Offering Maturity Level 5: Strategic Alliance
We define a Strategic Alliance as a relationship between two or more alliance members where the combination of deliverables its members...
450
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- Feb 23
- 2 min
Organization Maturity: Reaching Level 4 (Delivery Management)
For reaching Level 4 in the Disruption Selling Maturity Model the Disruptor’s organization must evolve accordingly. Upon the closure of a...
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- Feb 20
- 3 min
How to Achieve Offering Maturity Level 4: Solution Packages
Mainstream customers will test a disruptive offering in Proof of Concepts (PoCs) and pilot implementations before they roll it out across...
210
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- Feb 8
- 3 min
How to achieve Offering Maturity Level 3: Ecosystem Fit
While the first levels of Offering Maturity (Product Market Fit and Go-to-Market Fit) are well understood and commonly treated as...
50
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- Feb 6
- 3 min
Organization Maturity: How to establish Level 3 (Partner Management)
(This post originally appeared on LinkedIn here) Level 3 of the Disruption Selling Maturity Model is Ecosystem Fit, where the Disruptor...
60
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- Jan 21
- 4 min
Organization Maturity: How to establish Level 2 (Account Management)
(This post originally appeared on LinkedIn here) The foundation of success of a tech company is a compelling and competitive...
80
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- Jan 17
- 1 min
New Disruption Selling Training Program: The 9 Buying Decision Influences
Today we launched “The 9 Buying Decision Influences” as our second Training Program! Between May and December of last year we published...
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- Jan 10
- 2 min
How to achieve Offering Maturity Level 2: Go-to-Market Fit
(This post originally appeared on LinkedIn here) Go-to-Market Fit (GMF) requires the precise understanding of the Ideal Customer Profile...
150
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- Jan 4
- 2 min
Organization Maturity: How to establish Level 1 (Technology Management)
Customers validate offerings against technical requirements, e.g., features and capabilities, to achieve business outcomes and to...
130
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- Dec 19, 2023
- 2 min
How to Achieve Level 1 Offering Maturity: Product Market Fit
Source: CB Information Services According to a 2021 CB Insights report 35% of 111 startups stated “no market need” as one of the reasons...
220
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- Dec 12, 2023
- 3 min
Building the Disruptor’s Organization for Market Leadership
(This post originally appeared on LinkedIn here) The recently launched Disruption Selling Maturity Model helps companies successfully...
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