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Always New

In the physical Universe, uncertainty is a fact of every moment . . . the only certainty is change, and change produces uncertainty. As the dominant aspect of creativity, chaos is the nature of new beginnings. This is also the nature of time itself . . . always new — never the same. A need arises for that which will never change . . . hence the universal occurrence of worshipping the unknown beyond the senses. This tries to define...

Rethinking The Sales Process

Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported...