Partners in Excellence

FEBRUARY 9, 2021

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? ” But how do we measure sensemaking during the buying journey? It’s a fascinating question.

Closing 124

Closing Up-sell Process Customers 124

Partners in Excellence

JANUARY 26, 2022

We seem oblivious to the customer confusion, overwhelm, and uncertainty, despite the data around sensemaking and decision confidence. At the same time, we are exhausted from the 2+ years of “isolation” resulting from the pandemic. We yearn for human to human interaction. We yearn for physical rather than virtual engagement.

Gaming 71

Gaming Technology Technology Customers 71

Partners in Excellence

JUNE 11, 2019

If you have missed the previous posts, The links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. As you might have guessed, I’m trying to make sense of sensemaking myself. But again, how they respond to your questions in (2) will help refine that guess.

Strategize 56

Strategize CRM Sell Clients 56

Partners in Excellence

JANUARY 27, 2022

We emulate processes that have been proven in manufacturing, such as the Toyota Production System (TPS), to mechanize our interactions with buyers, with the goal of making them perfectly predictable. Let’s extend all the trends we see around the mechanization and automation of sales. A good start!”

Retail 68

Retail B2B Manufacturing Consult 68