Episode 66 - Jeff Tehan on Sensemaking

Sensemaking & Leadership - Turning Technology into Sustainable Business Impact - Episode 66 of the Industrial Growth Institute Podcast with Sensemaking Evangelist Jeff Tehan Summary Jeff Tehan, a former Army Blackhawk pilot, technology product manager and "sensemaking evangelist," joins Ed Marsh in the studio to discuss navigating business uncertainty in the AI era. Jeff brings a unique perspective shaped by his military aviation background and extensive product management experience, now focused on helping leaders interpret uncertainty, align teams, and make insight-driven decisions using AI tools. The conversation explores how AI can help reduce uncertainty in business decision-making while acknowledging the meta-level uncertainty that AI itself creates. Jeff emphasizes the importance of "human in the loop" approaches and explainable AI, arguing that AI should enhance human capabilities rather than replace them. The conversation highlights: The challenge of making decisions amid unprecedented uncertainty and rapid changeHow AI can help process vast amounts of data to reduce uncertainty in business decisionsThe importance of distributed decision-making and human oversight in AI implementationPractical applications of AI in sales qualification, customer insight, and marketing personalizationThe evolution from traditional sales pitches to insight-driven customer engagementStrategies for helping teams embrace rather than fear AI adoptionThe concept of "sense-making" as a critical leadership capability in the AI economy Takeaways Uncertainty reduction is the key goal: AI's primary value lies in helping leaders process information to reduce uncertainty and make confident decisionsHuman-in-the-loop is essential: AI should augment human decision-making, not replace it entirelyExplainable AI builds trust: Teams need to understand how AI tools work and what data they use to embrace adoptionDistributed decision-making becomes possible: AI enables decisions to be made at the point of need rather than flowing up the chainTop performers will benefit most: High achievers will leverage AI tools to enhance their capabilities, while those resistant to change may be left behindSales must shift from pitch to insight: Successful salespeople will use AI to understand customers deeply and co-create solutionsBuyer personas can be enhanced with AI: Marketing teams can create more sophisticated, personalized buyer avatars using AI analysisStrategic planning improves with AI research: Business planning becomes more powerful when AI handles underlying research and analysisValidation is crucial: Always verify AI outputs using multiple sources or human judgmentLeadership starts with self-assessment: Leaders must first understand their own capabilities and gaps before implementing AI across their organization Takeaway Quotes from Jeff Tehan "Reducing uncertainty has been handed to us with AI""People first, human in the loop. We're not developing robots to do humans' jobs." LinkedIn: Jeff Tehan and Ed Marsh Twitter: Ed Marsh Instagram: Ed Marsh YouTube: @EdMarsh Show Transcript Chapters 00:00 Introduction: Making Sense of Chaos in the AI Era 02:21 Jeff's Background: From Radar Repairman to Sense-Making Evangelist 08:10 Military Aviation Lessons for Business Uncertainty 10:00 The Science of Reducing Uncertainty 12:49 From Product Management to AI Strategy 16:10 Jobs at Risk from AI Disruption 18:08 Explainable AI and Building Team Confidence 20:27 Avoiding AI Implementation Pitfalls 24:22 The Rise of Sense-Making as a Buzzword and Capability 27:07 AI's Dual Nature: Clarity Tool and Uncertainty Creator 30:20 Corporate Attributes for AI Success 34:07 The Value of Planning Process vs. Plans in AI Era 37:19 Legacy Software Companies vs. AI-Native Platforms 39:27 Integrating AI into Existing Workflows 42:12 Using AI to Understand Buyers Better 45:45 AI Sales Agents and Deal Qualification 48:39 Creating AI-Powered Buyer Personas 52:29 Data Challenges in B2B Sales 55:20 Helping Buyers Make Sense of Their Situation 58:31 Co-Creating Value in the AI Era 01:00:36 Navigating Rapid Change While Maintaining Fundamentals 01:01:55 Training Future Leaders in Sense-Making 01:03:23 The Future of Office Collaboration with AI 01:04:38 Resources for AI Leadership Development 01:07:12 Adopting Sense-Making in Daily Work #Sensemaking #WhatIsSensemaking