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Search results for 'complexity'

Jun 20 13

Complexity Is Just An Excuse

by David Brock

There is no question, our worlds are very complex.  The challenges our customers face are complex.  The challenges we face within our organizations are complex.  The challenges in engaging our customers and trying to solve their problems are complex.  Complexity is a reality!
We’re surrounded by, enmeshed in and consumed by complexity.   Sometimes, I think we […]

Jul 17 12

Managing Complexity

by David Brock

It should come as no surprise to anyone that has been semi-conscious over the past decade, that our worlds are becoming increasingly complex.  Our jobs, and those of our customers are more complex and difficult.  Fewer people doing more.  The rate of change is accelerating.  We have too little time to accomplish even our “A” […]

Feb 6 18

Math Works, Always-How Do We Tilt The Numbers In Our Favor

by David Brock

In sales and marketing, we at least claim to be very numbers oriented.  We have metrics around everything:
Click-throughs
Bounces
Open rates
Time spent on a page
MQL, SQL, SAL
Daily/weekly dials
Daily/weekly conversations/meetings
Demos
Pipeline Coverage
Win Rates
Average Deal/Transaction Value
Sales Cycle Time
Lifetime Customer Value
Renewal Rates
….. I could go on.
There seem to be no end to the metrics we can impose on what we do.  […]

Jan 29 18

On Professionalism

by David Brock

How would you feel if you walked into a dentist’s office, and everyone in the office had terrible/rotting teeth?
Would you hire a contractor whose tools are rusted or broken?  Or a landscaper whose yard was filled with weeds and dead plants?
Would you eat at a restaurant that is filthy and has rat traps in the […]