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Search results for 'cynefin'

Apr 16 21

Rethinking The Sales Process

by David Brock

Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore […]

Jul 15 20

Helping Our Customers Face Uncertainty

by David Brock

Probably the single biggest issue anyone and every organization faces today is uncertainty. Each of us faces things few have every experienced in the past–at least at this magnitude. We have a global health pandemic, economic, political and social turmoil. We have businesses that are facing massive disruption. We face impacts […]

Jul 4 20

The Risky Path Forward

by David Brock

Our collective worlds have been disrupted and changed forever. Whether it’s how we interact in our communities or businesses, everything has changed.

Markets and industries have been turned upside down. Some will take years to recover. The nature of work has changed forever–and that change is not just virtual. How we get […]

Mar 17 20

Buying During Difficult Times

by David Brock

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. The need hasn’t disappeared, the customer, for various good/bad reasons just fail to make a buying […]