Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Tag: Sensemaking
Customers Feel Value
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
"It's All About Execution," Easily Said Posted on June, 2019
I've been obsessed with failure recently. More specifically, I've been … [Read more...]
Making Sense Of Sensemaking Posted on June, 2019
This is the final post in this series-------YAY! Thank you for hanging in … [Read more...]
Sensemaking: Sensemaking Within Our Own Organizations Posted on June, 2019
This post is the eleventh post in my series on Sensemaking. The previous posts … [Read more...]
Sensemaking, Time Changes Everything Posted on June, 2019
This post is the tenth post in my series on Sensemaking. Like the previous two … [Read more...]
Sensemaking: Selling To A Hierarchy Of Challenges Posted on June, 2019
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 Posted on June, 2019
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 Posted on June, 2019
This post is the seventh in my series on Sensemaking. It's been a long and very … [Read more...]