We misunderstand the concept of friction in sales and marketing. At least we … [Read more...]
Tag: Problem Solving
On Sales/Marketing Friction
Sensemaking, Selling To Customers In The Chaotic Domain Posted on June, 2019
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 Posted on June, 2019
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 Posted on June, 2019
This post is the fifth in my series on Sensemaking. For links to the other … [Read more...]
Learning Conversations Posted on June, 2019
Recently, I was reading a particularly vile conversation thread. Inevitably it … [Read more...]
Sensemaking: Selling To Customers In The "Simple Quadrant" Posted on May, 2019
This post is the fourth in my series on Sensemaking. For links to the other … [Read more...]
Sensemaking: A Framework For Making Sense Posted on May, 2019
Preface: This is the third article in my series on sensemaking, for links to … [Read more...]
Sensemaking, The Foundations Posted on May, 2019
This is the second article in my series on Sensemaking. For links to all the … [Read more...]
Sensemaking, The Big Issue Facing Both Our Customers And Us Posted on May, 2019
As we look at the world that surrounds us, we are confronted within increasing … [Read more...]
Are Your Sales People "Organizationally Nimble?" Posted on May, 2019
When we talk about critical skills and competencies of great B2B sales people, … [Read more...]
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