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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” […]

Mar 22 17

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

by David Brock

Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling.  They should never pick up the phone and make a prospecting call!”  Many of you can imagine what my knee jerk reaction was to this statement.  But for […]

Mar 12 17

It Ain’t Easy, Those Days Are Long Past!

by David Brock

Sales isn’t easy!  If it was, it could be totally automated and our customers and companies wouldn’t need sales people.  We continue to see those parts of selling carved away, with more effective and efficient channels being leveraged—as they should be!
We don’t create value in those areas, we only create cost—for our customers and our […]