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Making A Difference – Thoughts, Observations and Opinions
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Latest Posts
Sensemaking: Sensemaking Within Our Own Organizations
This post is the eleventh post in my series on Sensemaking. The previous posts focus on how we can align and become sensemakers in working with our customers. This will focus on how we look at our own organizations. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. As a reminder, I’ve posted a copy of the Cynefin model below. The model provides us a framework to assess our organization and how we best address our challenges and problems, based on which quadrant we find ourselves in. I […]
Sensemaking, Time Changes Everything
This post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In the previous posts we looked and how the “context” or domain your customers may be in will change depending on where in the organization of the functions that you engage. As a result, our organizational strategies, our engagement strategies, the skills, competencies, tools, content, processes […]
Sensemaking: Selling To A Hierarchy Of Challenges
This post is the ninth post in my series on Sensemaking. Like the eighth post, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Normally, I’ve started this series with a recap of the Cynefin model. Today, I’d like to look at it differently. When we look at organizations, the reality is there is a hierarchy of challenges/problems they face. As a result, depending on the parts of the organization, the […]
Sensemaking: Putting It All Together In Selling To Our Customers
This post is the eighth post in my series on Sensemaking. I think this is where you will start to see how all the pieces fit together and how you can leverage this with great impact For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I will put together how we can create distinctive value in helping our customers identify which quadrant they are in, and how we can help them use the sensemaking principles to help them understand solutions to their issues and actions […]
On Sales/Marketing Friction
We misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, disagreement, or difficulty. Those are aspects of friction and it’s understandable how we may want to minimize it (at least the difficulty part of it, conflict and disagreement are part of change–we just need to manage it appropriately). But there’s another important aspect of friction that’s absolutely critical and essential to our shared success with our customers. If we look at friction–or the absence of friction from a scientific sense, the […]
Sensemaking, Selling To Customers In The Chaotic Domain
This post is the seventh in my series on Sensemaking. It’s been a long and very technical journey. Thanks for hanging in. We have a few more steps to go. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I’ll do a deep dive into how we sell into organizations operating in the Chaotic Quadrant, as well as what the Disorder space means to us. It builds on the previous discussion of selling in the Complex, Complicated, and Simple Quadrants. As a recap, the Cynefin […]