Dave Brock

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 [...]

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 [...]

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 techncal 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 [...]

Replacing The Sales Funnel With The Sales Flywheel

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is [...]

Sensemaking, Selling To Customers In The Complex Domain

This post is the sixth in my series on Sensemaking. 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 Complex Quadrant. It builds on [...]

Marketing Success, It’s All About The “Open?”

Over the past couple of days I’ve had an “interesting” exchange with a marketing/lead gen “expert.” I had been the “victim” of one of his demand gen campaigns. As you will see, the campaign generated, not only, a negative response from me, but one in which I stated I would actively encourage people [...]

Sensemaking, Selling To Customers In The Complicated Quadrant

This post is the fifth in my series on Sensemaking. 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 Complicated Quadrant. It builds on [...]

Learning Conversations

Recently, I was reading a particularly vile conversation thread. Inevitably it was about something happening in the political world. It started with someone taking a position about a certain issue in the news. There were about 80 comments in the thread by the time I got to it. As you might expect, the comments represented [...]

Sensemaking: Selling To Customers In The “Simple Quadrant”

This post is the fourth in my series on Sensemaking. 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 Simple Quadrant. As a recap, [...]

Sensemaking: A Framework For Making Sense

Preface: This is the third article in my series on sensemaking, for links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It turns out that sensemaking is not just a “cool buzzword,” that we can apply to helping our customers solve problems, [...]

Sensemaking, The Foundations

This is the second article in my series on Sensemaking. For links to all the other articles, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It’s impossible to begin to think about sensemaking unless we have a foundation. That is, a context in which we are seeking to make [...]

Sensemaking, The Big Issue Facing Both Our Customers And Us

As we look at the world that surrounds us, we are confronted within increasing levels of turbulence and disruption. Whether it’s our personal lives, our communities, our societies, our jobs, our companies, our customers, our markets, our nations. Every day we are confronted with things which we struggle to understand, manage, or take [...]

Are Your Sales People “Organizationally Nimble?”

When we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly, however, this capability is critical for sales success. Organizational nimbleness is the ability to understand how organizations work and to navigate them to get things done. There’s a lot of evidence that shows the [...]

“Forwarding This Marketing Email Is Strictly Prohibited By Law….”

It’s been a while since I’ve whined about the stupid prospecting emails I get. I could literally post every day–even if I set the criteria “I’ll only post unsolicited marketing emails from ‘Global 1000’ corporations.” Today, I received an intriguing email from a Fortune 50 corporation. I’ll overlook: The fact that our company is already [...]

Customers Are Irresponsible When They Don’t Answer Our Prospecting Calls!

I’m following a fascinating discussion in LinkedIn. You should read it here. The author makes a fair point that executives must constantly look for opportunities to learn, improve, and grow their businesses. He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions [...]

“Is It OK To Manipulate For Good Purposes?”

James Muir published an outstanding post, “Is it ok to manipulate clients for their own good?” It’s a must read. Basically, James describes a conversation with a sales person who feels it’s OK to manipulate and pressure a customer because that sales person knows how happy the customer will be with the solution. Most of you [...]

Who Am I Talking To?

I suppose I’m being naive. I had always thought “social platforms,” were a way that we could connect and engage with each other. While they wouldn’t replace face to face and personal connections, they might expand our relationships. They would enable us to expand our relationships–though they wouldn’t be close, with people [...]

The New World Of Co-Opetition

The relationships we establish, in business, are very complex and constantly changing. We have relationships with colleagues. At some point, we or colleagues may choose to go work someplace else–even our competition. We don’t, at least I haven’t, stopped those relationships. Most of the time, there is intense competition–I want to beat them, [...]

Sales—Science Or Art?

Recently, I read an article about sales being more science than art.  Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science.  We want to [...]

“Customer Propensity To Buy”

For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, [...]

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