Partners in Excellence

JUNE 5, 2019

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 Customers And Us.

Customer 67

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

Partners in Excellence

FEBRUARY 13, 2020

Every nuance of marketing, sales, customer experience, business, dating (oops) talk about best practices. The products and services offered may be very different and targeting different types of customers. The customers may be very different. We have to adjust them to fit our specific situation.

Face-to-face 115

Face-to-face Vendor Consumer Video 115

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

DECEMBER 20, 2020

Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” Much of their discussion has to do with the current mechanization of selling that’s become popular in the SDR/AE approach to selling. Both articles are outstanding.

Ideal Customer Profile 141

Ideal Customer Profile Lead Rank Maximizer Engineering 141

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 75

Face-to-face Engineering Strategy Maximizer 75

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. This is the final post in this series——-YAY!

Ideal Customer Profile 56

Ideal Customer Profile Face-to-face Hiring eBook 56

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