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Common Pitfalls of Scaling B2B Sales Organizations And How to Avoid Them
Generating hyper-growth requires scaling the salesforce. Scaling the salesforce is a change process.
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Jan 85 min read
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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.
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May 3, 20243 min read
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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.
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Apr 23, 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 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: 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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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 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 14, 20244 min read
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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...
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Jan 4, 20242 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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How a Disruptive Offering Must Mature to Achieve Market Leadership
(This post originally appeared on LinkedIn here) Our recently launched Disruption Selling Maturity Model helps companies successfully...
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Dec 11, 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 #6: Be a Flywheel Builder
(This post originally appeared on LinkedIn here) You cannot scale input exponentially, but you can build engines that exponentially grow...
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Jul 4, 20232 min read
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