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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- Feb 27
- 3 min
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....
450
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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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- Dec 27, 2023
- 3 min
The Dynamics of Competing Proposals as a Buying Decision Influence
“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...
590
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- Dec 1, 2023
- 3 min
It's the Risk, Stupid!
“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...
1700
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- Nov 20, 2023
- 2 min
Shaping the Buying Decision’s Reward for Competitive Superiority
“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...
390
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- Nov 17, 2023
- 4 min
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...
130
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- Nov 12, 2023
- 2 min
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...
270
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- Oct 26, 2023
- 4 min
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...
830
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- Oct 20, 2023
- 3 min
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...
260
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- Sep 8, 2023
- 3 min
How Cultural Fit Wins Deals. And Misfit Kills Them.
“The Volkswagen Group, with its global expertise in automobile production, and Amazon Web Services, with its technological know-how,...
2790
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- Aug 11, 2023
- 4 min
Why Being Connected to the Right Power Base Wins Every Deal
“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...
570
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- Aug 3, 2023
- 3 min
How to Deal With Economic Buyers as the Focal Point of Every Sales Cycle
Every buying decision requires an Economic Buyer to fund it. To qualify as an Economic Buyer the stakeholder of a buying decision must...
610
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- Jul 29, 2023
- 4 min
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.”...
1130
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- Jul 26, 2023
- 2 min
Habits of Hyper-Growth Sales # 9: Win. Or Leave Early.
(This post originally appeared on LinkedIn here) All highly competitive salespeople hate to lose, but we can’t win every deal. There are...
180
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- Jul 6, 2023
- 3 min
Technical Buyer: Why There is no Such Thing as an Unbiased Tech Evaluation
“We have seen a significant increase in the need for consensus in order to get deals done. Because the payoff of buying a complex...
470
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- Jun 23, 2023
- 3 min
Formal Approvers of Buying Decisions: Why Ignoring Them Will Make You Lose.
I came across scores of salespeople treating Formal Approvers in buying decision processes as roadblocks one just needs to run over with...
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