Preface: It's always dangerous to preface an article with a warning. This is a … [Read more...]
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Helping Our Customers Face Uncertainty
Probably the single biggest issue anyone and every organization faces today is … [Read more...]
The Risky Path Forward
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
Buying During Difficult Times
Complex B2B buying is never easy. I've written, extensively, about how … [Read more...]
False Choices: Transactional Versus Solution Selling Approaches
Often, I get into conversations about the sales approach a company deploys. … [Read more...]
Apples And Oranges
Let's imagine that for some reason you want to evaluate the performance of … [Read more...]
Sensemaking: Sensemaking Within Our Own Organizations
This post is the eleventh post in my series on Sensemaking. The previous posts … [Read more...]
Sensemaking, Time Changes Everything
This post is the tenth post in my series on Sensemaking. Like the previous two … [Read more...]
Sensemaking: Selling To A Hierarchy Of Challenges
This post is the ninth post in my series on Sensemaking. Like the eighth post, … [Read more...]
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 … [Read more...]
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 … [Read more...]
Sensemaking, Selling To Customers In The Complex Domain
This post is the sixth in my series on Sensemaking. For links to the other … [Read more...]
Sensemaking, Selling To Customers In The Complicated Quadrant
This post is the fifth in my series on Sensemaking. For links to the other … [Read more...]
Sensemaking: Selling To Customers In The “Simple Quadrant”
This post is the fourth in my series on Sensemaking. For links to the other … [Read more...]
Sensemaking: A Framework For Making Sense
Preface: This is the third article in my series on sensemaking, for links to … [Read more...]