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Boost Illusion

"Nobody buys efficiency. Ever" So runs advice handed down to each new generation of Enterprise reps. Riffing on the famed prediction of JM Keynes. Namely that due to inexorable technology leaps we should have long since been only required to work a 15-hr week. Feel like that today

Video Signalling Baddies for 67pc Close Rate

hired a russian model for Zoom calls our close rate jumped 43% but only when she said absolutely nothing here's how we discovered sales psychology's dark secret: client kept rescheduling calls always "too busy" classic time-waster my sales guy was frustrated "let me

Football Turnaround Building Blocks

At the heart of it is a ‘football first’ policy aimed at creating a world-class environment for the team to succeed in, of which the new [training ground] headquarters will be a shining example with its attention to detail for the players, even including a barbers. Manchester United football club,

Draft Collab Key Points Check

"I love illegal immigrants. Sue me. Sometimes I just go down to Dover and I see a ______ dinghy with 60 of them on and I go, ‘Come on, welcome! Women and children first. Oh, there are no women — just you lads, is it?’ " Armageddon, Ricky Gervais (2023) Buried

A Whale of a Deal

Not quite your Moby Dick, but the label 'whale' can hold similarly mythic meaning among Enterprise sellers. Yes, it's a big one. Perhaps, the big one. They so seldom land as to be the stuff of legend. A trailblazing titan of late-night broadcasting just put his

Rembrandt Reminder (not forgetting Vincent)

A tiny minority of people, including myself and Rembrandt, believe that you should site your webcam at a slight angle to the body. pic.twitter.com/p1RJ6koKhI — Rory Sutherland (@rorysutherland) August 28, 2020 I lament that it is indeed a 'tiny minority'. Yet we are in the right.

Carpool Diamond

If you drive 'round the French capital you may know what this new road sign means. The inside lanes of their Paris orbital, Boulevard Périphérique aka the Périph, now exclude those driving solo. Otherwise nasty €135 fines prowl in wait. What struck me was that this, in its seemingly

Homog'd Selling

I still enjoy running the occasional workshop on idea generation over video calls. It baffles me how making the most of this kind of activity remains so neglected. I guess I'm frustratingly ingrained with the disappointment of missed opportunity. Given the number of organisations I've encountered

Using A Sledgehammer To Miss A Nut

Quite the phrase. Attributed to the late English journalist Christopher Booker. Specifically when describing incoming laws with significant over-reach, vast creep and disastrous unintended consequences. Finding fresh light as Westminster just enacted such legislation. The Online Safety Bill aims to do what we all desire. Namely protect children on the

A Different Problem/Solution Framework

This is an index finger scribble I did on my phone meeting someone the other day. Riffing in one sense on kairos. How an idea is much the more powerful when its time is now. An essential yet often overlooked element in most new product endeavours. Always intrigued by the