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Your 4th Plan

"Of the three plans you put in place, it's always the fourth that happens" Experience recently shared discussing Russian mistakes throughout their Ukraine invasion from Maj Gen Tim Cross. Former head of the UK Defence supply chain. The litany of Russian war errors during their criminal invasion of Ukraine are

How To Make Your Prospect Feel Important Without Being Sycophantic

I was recently reminded of an early realisation of mine. It's from once I'd ascended the greasy pole of Sales and become a senior Manager. Specifically one with a buying budget. I was passing through a potential vendor town. So in the interests of time 'n territory management, arranged to

Cinematic Universe Hieroglyphics

Here's an ad that interrupted my streaming the other day. Actors discussing what some cinematic universe or other meant to them. I think it's called Wakanda. Whatever its entertainment value (I did look up reviews, which recommend viewing time is better devoted elsewhere), I took this screenshot of the ad

If Or When Will ML, AI Make Our Selling Jobs Redundant?

ChatGPT is the latest leap towards HAL, 'replicant' or Skynet human-beating-machine to scare those of us who had thought our working future secure. In beta mode right now, apparently, you've likely been hit with clickbait for its uncanny ability to write blog posts, poetry or lyrics, even student essays and

Mission Statement Adapting

"Identifying everyday problems in the home and solving them through intelligently designed products." That, according to a celebratory in London's Times recently, is the mission statement of an 'innovative functional homeware' brand now turning twenty; Joseph Joseph. From the same piece, an insight into their driving force; “When you’re

Transtheoretical Stages of Change

Not the smoothest of model name, hey. Often abbreviated to TTM, for Transtheoretical Model. It's used in the field of healthcare, stemming perhaps from general behavioural change psychology as published in 1983 by Prochaska and DiClemente. Over many years helping salesteams with 'change', I can vouch for the liberating effect

Liking Gap Reset

The Liking Gap is what psychologists refer to as the difference between your perception of how much someone likes you, and the reality. Would you believe it, experiments find that in the workplace, we tend to under-estimate this. In other words, people often 'like' us more than we think. From

Downturn Pitching Vision Over Momentum

Back in November '22, the OECD published its 2023 GDP forecasts. Although without decent track record in such divinations, most leading market economies will, it projected, see growth. A problem pair did exist though; Germany & UK. If '23 is to see a contraction in these major countries (-0.3 & -0.

The Sales Gig Dichotomy

Back in November '22, of Elon Musk's many 'first 100 days' decisions which grippingly broke out beyond the Twitterverse - and several were superbly transparent live A/B testing actions - one which struck me was the short-term hiring of apparently renowned hacker and coding maverick, 32yo George Hotz aka

Ditch Cheems Mindset for an Improving Mentality

This concept was coined Jan 21. Its name itself deriving from a meme trove surrounding photoshopping a cute dog. Often spelt 'doge', pronounced 'dodge'. Urban Dictionary helpfully lists its definitions. Including those unprintable here. Suffice to say, its 'can't do attitude', 'what's the point fretting', and in the words of