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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 19 18

Addressing Performance Issues!

by David Brock

Managers are responsible for maximizing the performance of the people on their team.  It seems such a simple and obvious observation, but one that doesn’t seem to be executed.
Many managers struggle with understanding this, some retort, “My job is to make the numbers!”  But when I ask, “How do you do that,” they start stammering […]

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:
Open rates
Time spent on a page
Daily/weekly dials
Daily/weekly conversations/meetings
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.  […]