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From On-Prem to SaaS – How Has Enterprise Sales Changed?

August 4, 2022 No Comments

Plus ça change, plus c’est la même chose.” (= The more things change, the more they remain the same.) – Jean-Baptiste Alphonse Karr, 1849 As mentioned in my last blog

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B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros

June 22, 2022 No Comments

To understand what it takes to achieve exceptional performance in enterprise sales, as opposed to mid-market or SMB sales, I recently interviewed a dozen experts whom I regard as my

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B2B Market Strategy – Figuring Out Your ICP Without Needing a PhD

May 11, 2022 No Comments

Over the past decade the startup/scaleup world has seen the emergence of a few key business concepts that quickly became three-letter acronyms, such as “PMF”, “MVP”, “PLG” and, more recently,

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