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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” […]

Sep 6 17

The Tragedy Of “No Decision Made”

by David Brock

Depending on the research you read and believe, the number of buying journeys ending in “No Decision Made,” is around 50-60%.
Think about what that means.  Sure, we’re disappointed–it’s a lost opportunity for us.  We may have invested a lot of time, resource, and energy in competing to win the decision from the customer buying team.
But […]

Aug 2 17

“We Need To Do More To Help Our Sales People!”

by David Brock

It seems everywhere I turn, there is a huge urgency around “helping” our sales people sell more.  Clearly, the data on sales performance is startling, though not new.  The percent of sales people meeting or exceeding their plans is declining.  The percent of organizations not making their plans is staggering.
Everyone is recognizing the changing customer.  […]