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. In this post, I’ll do a deep dive into how we sell into organizations operating in the Simple Quadrant. They might be anything but that.

Customer 81

Customer Chemicals Face-to-face Enterprise 81

Partners in Excellence

JUNE 5, 2019

This post is the eighth post 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. Collectively, we see the experiences of 100’s and 1000’s of customers facing similar issues, challenges, and problems.

Customer 67

Customer Face-to-face Consultative Selling Up-Sell 67

Partners in Excellence

JUNE 4, 2019

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.

Face-to-face 73

Face-to-face Customer Enterprise Enterprise 73

Partners in Excellence

JUNE 9, 2019

This post is the tenth post in my series on Sensemaking. Like the previous two posts, 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.

Face-to-face 75

Face-to-face Ideal Customer Profile Strategy System 75

Partners in Excellence

JUNE 6, 2019

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.

Face-to-face 74

Face-to-face Engineering Strategy Maximizer 74

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.

Customer 63

Customer Face-to-face Lead Rank Analysis 63

Partners in Excellence

JUNE 10, 2019

This post is the eleventh post in my series on Sensemaking. The previous posts focus on how we can align and become sensemakers in working with our customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. The diagram provides an overview.

Face-to-face 56

Face-to-face Enterprise Enterprise Up-Sell 56