Sensemaking Archives - Page 13 of 38 - Partners in EXCELLENCE

Tag: Sensemaking

Are Your Customers Doing Their Homework?
Posted on October, 2022

Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]

I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]

September 29, 2022 by David Brock 1 Comment

Continuing my series on selling skills we thought we knew but really don't … [Read more...]

We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]

September 27, 2022 by David Brock 1 Comment

Imagine, you are sitting at an airport, on a plane, perhaps in a Starbucks, or … [Read more...]

Recently, a reader wrote, asking a lot of questions about pipelines--what are … [Read more...]

I wrote about how our organizations are sets of interrelated/interdependent … [Read more...]

I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [Read more...]

September 11, 2022 by David Brock 1 Comment

I've been writing a series on the importance of systems thinking in buying and … [Read more...]

I'm continuing my series on the importance of understanding selling as a complex … [Read more...]