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Jan 85 min read
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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Oct 8, 20243 min read
How to Motivate an Incumbent's Organization to Think Outside the Box
Learn how Autodesk overcomes the inertia their past success drives to prevent themselves from being disrupted and to exploit their full mark
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Feb 23, 20242 min read
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 6, 20243 min read
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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Jan 25, 20243 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 21, 20244 min read
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 14, 20244 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 4, 20242 min read
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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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 12, 20233 min read
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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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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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 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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Jul 29, 20234 min read
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.”...
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Jul 11, 20232 min read
Habits of Hyper-Growth Sales #7: Delegate Outcomes, not Inputs
(This post originally appeared on LinkedIn here) There are two types of delegation: of input where you assign tasks to others, and of...
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Jun 20, 20232 min read
Habits of Hyper-Growth Sales #4: Be a Trailblazer
(This post originally appeared on LinkedIn here) In last week’s post I talked about embracing ambiguity and complexity as your allies in...
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May 31, 20232 min read
Habits of Hyper-growth Sales #1: Listen to Understand, not to Respond
(this post originally appeared on LinkedIn here) Sustained hypergrowth in sales is only achievable via a high-frequency loop of...
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Apr 27, 20232 min read
How to Write a Plan for Conquering a Target Market Segment
“The fundamental rule of engagement is that any force can defeat any other force – if it can define the battle.” Geoffrey A. Moore,...
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