Outcome-based selling – Change the way you present disruptive technologies

Outcome-based selling – Change the way you present disruptive technologies In 2008 I read an interesting article from Harvard Business  Review about “Value-Based Analysis” (VBA) and the consequences of adapting VBA in my sales methodology triggered the most remarkable growth...

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Growth Hacking for B2B - Part 2 - Indirect Sales

Growth Hacking for B2B - Part 2 - Indirect Sales Following my last blog on “growth hacking” I received a few messages on LinkedIn requesting some tactics specifically for indirect sales. First of all, it is important to state that channel management goes through a major shift, companies...

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Growth Hacking for B2B businesses - Part 1 - Practical Tactics

Growth Hacking for B2B  If you are an adept of the “Challenger Sales”, you should appreciate "growth hacking" because the secret sauce of growth hacking is plain and easy: Be a rule breaker. “Growth hacking” produces great results when there is genuine and strong cooperation between...

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