Why Vendors Fail in Selling Solution Packages
Solution Packages deliver synergies between products and services out of the box and lower adoption barriers for disruptive innovations....
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Feb 193 min read
Common Pitfalls In Delivery Management
(This post originally appeared on LinkedIn here) As the Disruptor’s offering matures and successfully reaches the mainstream market,...
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Feb 133 min read
Where and Why Disruptors Fail in Ecosystem Fit
(Image by Pete Linforth) For Maturity Level 3 an offering must achieve Ecosystem Fit meaning it provides alignment with and even...
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Jan 253 min read
Real Life Pitfalls establishing Partnerships
Partnerships in the business-to-business (B2B) context can be highly beneficial, but they also come with potential pitfalls that should...
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Jan 163 min read
Challenges in Establishing Go-to-Market Fit
(This post originally appeared on LinkedIn here) Once an Offering has gained Product-Market-Fit (PMF) a vendor must build Go-to-Market...
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Jan 144 min read
Real Life Pitfalls Establishing and Evolving the Sales Function of Your Organization
(This post originally appeared on LinkedIn here) The reasons I love sales are the same as in 1993 when I decided that this was the area...
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Jan 63 min read
Why Product Market Fit in B2C and B2B Are Fundamentally Different
Opposite to B2C, customers in B2B are members of a value chain which means the challenges they face start with their own customers, not them
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Dec 21, 20232 min read
Real Life Pitfalls in Technology Management
(This post originally appeared on LinkedIn here) A few days ago we published the roles required for a company as they make their journey...
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Dec 16, 20232 min read
Typical Pitfalls in Maturing the Go To Market Organization
(This post originally appeared on LinkedIn here) Last week we described the maturation process an organization must go through to achieve...
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Dec 15, 20233 min read
Typical Pitfalls in Fully Maturing a Disruptive Offering
(This post originally appeard on LinkedIn here) Last week we described the maturation process a Disruptive Offering must go through to...
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Nov 26, 20233 min read
Why Scaling Sales in Pre-Chasm Doesn’t Work
(This post originally appeared on LinkedIn here) Early-Market buyers (Innovators and Early Adopters) are willing to try out innovative...
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Nov 17, 20234 min read
How and When Chasing New Logos Starts to Kill a Startup
(This post originally appeared on LinkedIn here) After startups succeeded in winning first customers of their new, revolutionary product...
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Nov 12, 20232 min read
The Evil Sales Org Flywheel
(This post originally appeared on LinkedIn here) In more than 35 years in sales I came across one phenomenon again and again: The...
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Oct 26, 20234 min read
How to Craft an Unassailable Value Proposition
(This post originally appeared on LinkedIn here) In my last posts I described how to build generic value propositions top down working...
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Oct 20, 20233 min read
How to Scale Out a Value Proposition
(This post originally appeared on LinkedIn here) In my last post I described how missing to scale out the value proposition leaves the...
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Oct 17, 20233 min read
Where Most Disruptors Ultimately Fall Short: Scaling Out Their Value Proposition
(This post originally appeared on LinkedIn here) Disruptors enter the market with a Minimum Viable Product (MVP) addressing the business...
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Sep 6, 20233 min read
Confessions Part 3: Get Your Pipeline Coverage Right
(This post originally appeared on LinkedIn here.) In this post I will share some practical experience regarding pipeline coverage and...
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Aug 19, 20232 min read
Confessions Part 2: Navigating the PLG Landscape - Fact vs. Fiction for Founders and Investors
(This post originally appeared on LinkedIn here) The go to market model of PLG (Product Led Growth) has been around for some years in...
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Aug 8, 20232 min read
Confessions Part 1: Doing The Math Wrong When Scaling Sales In A Startup
This post focuses on a typical mistake startups can make when deciding to scale their sales. I call it "doing the math wrong".
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Aug 2, 20232 min read
Habits of Hyper-Growth Sales #10: Defend Your Ownership
(this post originally appeared on LinkedIn here) In every larger organization people fight for influence. This is totally healthy as long...
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