{"id":983326,"date":"2021-02-11T21:25:01","date_gmt":"2021-02-12T05:25:01","guid":{"rendered":"https:\/\/partnersinexcellenceblog.com\/?p=65161"},"modified":"2021-02-11T21:27:14","modified_gmt":"2021-02-12T05:27:14","slug":"making-sense-of-sensemaking-2","status":"publish","type":"post","link":"https:\/\/customerthink.com\/making-sense-of-sensemaking-2\/","title":{"rendered":"Making Sense Of Sensemaking"},"content":{"rendered":"
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question, “How do we know\/measure if we are making sense with the customer?<\/p>\r\n\r\n\r\n\r\n
It’s a fascinating question. <\/p>\r\n\r\n\r\n\r\n
I’d love your thoughts, but here are some ideas I’ve come up with:<\/p>\r\n\r\n\r\n\r\n
I think it’s pretty easy to measure after the decision has been made. We can measure decision regret. We can assess, “Are they accomplishing what they had hoped to accomplish?”<\/p>\r\n\r\n\r\n\r\n
But how do we measure sensemaking during the buying journey? How do we know that we are actually being helpful with how we engage our customers, helping them make sense of what they are trying to do? <\/p>\r\n\r\n\r\n\r\n
We are used to all sorts of buying cycle\/selling cycle metrics–customer commitments, certain activity levels on both the customer and sales sides.<\/p>\r\n\r\n\r\n\r\n
But how do we measure and track whether we are actually helping the customer make sense of what they are trying to achieve? How do we determine where the customer is in their buying process, and how we contribute best to helping them move through it?<\/p>\r\n\r\n\r\n\r\n
And then how to we use that to improve our sensemaking activities in engaging customers?<\/p>\r\n\r\n\r\n\r\n
Some thoughts:<\/p>\r\n\r\n\r\n\r\n
A lot of these are difficult to develop meaningful answer to. A lot are very difficult to measure. But qualitatively, they may indicate we are being more helpful than not, and that we are helping the customer move through their buying journey more effectively.<\/p>\r\n\r\n\r\n\r\n
What are your thoughts?<\/p>\r\n\r\n\r\n\r\n
We do have to have some way of knowing whether our sensemaking initiatives actually are making sense and helping the customer gain more confidence in their ability to make a high quality decison.<\/p>","protected":false},"excerpt":{"rendered":"
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question, “How do we know\/measure if we are making sense with the customer?<\/p>\n
It’s a fascinating question. <\/p>\n
I’d love your thoughts, but here are some ideas I’ve come up […]<\/p>\n
The post Making Sense Of Sensemaking<\/a> first appeared on Partners in EXCELLENCE Blog — Making A Difference<\/a>.<\/p>\nRelated Posts:<\/h3>\n
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