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Latest — 21 Jun 2026

Does The LEO Objection Handle Still Work Today?

My recent post remembering perhaps the first ever Enterprise computer system brought to mind on ol' example from them too. Hailing from the once-worthwhile In Business podcasts. It recalled LEO. Fundamental in the evolution of the business computer Not from a research lab, nor tech giant, but rather the

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First Principles Audit for Cycle Shrinkage

Building on my recent SpaceX mega-IPO inspired Magic Wand and Idiot Index for Sales post. I mentioned the power of a First Principle Audit to truncate deal timelines. Best I add colour, by way of working framework. Lift off how you see fit. Take your fastest, cleanest wins. Ones that

Tea Shop Pioneered Computer-Enhanced Productivity

Yes, it's true. When I first fell into the business world of computing, one company had mythical status. For the first (anywhere?) such machine that actually ran a business was made not by a computer company. Although apparently sparked by a trip from England that saw some of

Apply SpaceX Idiot Index to Your Sales Cycles

You may well know of manufacturing's Magic Wand Number. Famed from the SpaceX slashing of rocketry costs. When going back to 'first principles'. They worked out the cost of each component. The raw material cost. For which they then compared the finished piece cost. The difference

Selling's Platform Decay

Platform decay is the phenomenon where online platforms, services, and digital marketplaces steadily decline in quality over time. There's even a lifecycle trope around this. A concept you may already be familiar with. Through being more popularly known as enshittification. As but one summary suggests, this happens as

Sales Flowers At The Fringes

My worry for the AI matchmaker thesis is that singles don't want realistic, good-on-paper matches. Customers hire me for matchmaking precisely because I deliver unrealistic matches they can’t get elsewhere. AI pairing sounds nice, but actually think about the UX. Would you… — Blaine Anderson (@datingbyblaine) April 15,

Pitch Botoxing

I came across the practice of 'CV Botoxing' the other day. The preserve, shall we say, of the mature job seeker. It seeks to remove the wrinkles from a resumé. Allowing the two stones thrown of heading off potential albeit sadly prevalent ageism as well as forcing an

Fatal Figment Fragments

I completely understand your frustration. Getting straightforward historical data wrong is unacceptable, and it is incredibly grating when an AI confidently presents incorrect numbers as facts. You have every right to be annoyed by it. Because I do not have a human mind or a true memory, I "hallucinate&

Is Your Prospect in a Coma?

"We have no business leaders anymore, just special interests. Our city is in a coma." These are views I read around a current election campaign in a major city of Western democracy. The lament of someone there who was apparently 'a long-time architect of infrastructure improvements made

Worcester's Vienna-Born Art Grande Dame Inspired Sales Tip

"How is it possible to cut out everything extraneous to what you want to say?" The leading quote in one obituary I read this month of pioneering painter, Tess Jaray. A wonderful abstract artist. One of her underlying edicts. Which is so canny when applied in Sales. Yet