Partners in Excellence

MAY 28, 2019

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 sense of things.

Sell 90

Sell Customers Sales 90

Partners in Excellence

FEBRUARY 9, 2021

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). ” But how do we measure sensemaking during the buying journey? And then how to we use that to improve our sensemaking activities in engaging customers? It’s a fascinating question. We can measure decision regret.

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Closing Up-sell Process Customers 122

Partners in Excellence

MAY 21, 2020

“Purpose” is a foundational principle for success, yet we pay little attention to it. ” But having a strong, focused purpose provides us the foundation to figuring out how we grow, how we make money, how we create value–for our people, our customers, our communities, and our shareholders.

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Presentation Pitch Growth Customers 117

Partners in Excellence

MAY 30, 2019

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. What’s this mean for sales people, hoping to be “sensemakers” to their customers? Many very mature businesses may have become “simple.”

Sell 81

Sell Customers Manufacturing Education 81

Partners in Excellence

JUNE 2, 2019

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. This leads us to an analysis stage.

Sell 64

Sell Customers Sports Education 64

Partners in Excellence

APRIL 2, 2020

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. He posed the question, “What’s the worst question you can ask a customer?

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Contract Price Customers Sales 123

Partners in Excellence

AUGUST 26, 2020

We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you are a Simon Sinek fan, by now you have internalized his principles of “Start with why.” Simon Sinek would have us start with “Why.”

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Start-ups High impact Technique Follow-up 96