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How Autodesk Leveraged Disruption Selling to Raise Their Game to C-Level
As one of our first customers Autodesk engaged us in Q2 2023 to help them with developing a more compelling value proposition and...
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Aug 31, 20242 min read
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Ambition ≠ Strategy ≠ Execution
Ambition doesn't equal Strategy which doesn't equal Sales Execution unless you connect the three.
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May 26, 20244 min read
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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 9, 20245 min read
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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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Apr 3, 20243 min read
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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 26, 20244 min read
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How AWS Mastered the 5 Disruption Selling Maturity Levels in Just 10 Years
In our recent posts we expanded on the 5 Offering Maturity Levels from Product Market Fit (PMF) through Strategic Alliance. Today we look...
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Mar 20, 20243 min read
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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 23, 20242 min read
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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...
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Feb 6, 20243 min read
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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 25, 20243 min read
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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...
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Jan 21, 20244 min read
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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 21, 20232 min read
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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 16, 20232 min read
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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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Dec 12, 20233 min read
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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 26, 20233 min read
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What to Sell When You Don’t Have a Product: A Working Backwards Anecdote.
“You've got to start with the customer experience and work backwards to the technology. You can't start with the technology and try to...
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Oct 4, 20233 min read
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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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Sep 6, 20233 min read
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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 9, 20232 min read
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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...
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Jul 26, 20232 min read
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Habits of Hyper-growth Sales #3: Embrace Ambiguity and Complexity
(This post appeared originally on LinkedIn here) Last week I spoke about how planning for a longer term automatically establishes a much...
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Jun 13, 20232 min read
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How Saying No to the Customer Resulted in a Strategic Alliance With Them Just Six Months Later
“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...
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Jun 2, 20232 min read
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