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Rebel Rousing Spreadsheet

The answer to the above, in a word, is "no". Remarkable. The country of my birth has gone round the bend. Who knew today was the day? Amid the political tumult of (shortest ever serving) Prime Ministerial resignation, there sit plenty of solution selling steers. I highlight one by way

Alligator Pitch

I recently happened across this term in relation to Marketeers' struggles to impress upon bean counters their wonderful 'effectiveness'. Principally due to speaking outside of the specific language Finance understands. Although as many a seller may ruefully attest, such hard numbered returns can often feel elusive when dealing with our

The Case For KPEs

There's a pair of control mechanisms with which you're no doubt familiar. MBO (Management By Objectives) have been around a lifetime. Courtesy of (who else?) Peter Drucker in 1954. Apparently back then (new to me) aka Management By Planning. Hoping to recalibrate management from supervision to measurement. Setting 'agreed' goals

DOTMLPF Analysis

Courtesy of heroic Ukrainian resistance at the evil hands of the worst of humanity, I learn of this framework for assessment of capabilities to accomplish any particular mission. Ungainly pronounced dot-mill-pf, I believe. A method from the American military. Not necessarily an organisation renowned for its must-copy systems and approach.

Overview Overreach

'That 20-slide vendor corporate overview was really uplifting,' said no once semi-engaged buyer ever. Indeed, it is difficult to imagine any potential customer being riveted by how wonderful you think you are. Unless perhaps they are in the serious consideration stage of formal supplier vetting. Yet time and again,

Watercooler Starters

Spare a thought for Middle England. If the gender switcheroo in elected leader-unelected head of state wasn't perhaps traumatic enough, there's the late onset shock from realisation how much the twin towers of Putin invasion and China shaped lockdown closures eventually crash into their world. One manifestation of such being

3 Front Talk Pillars Plus One

Looking back I perhaps first mentioned the minefield of Front Talk in 2008. Having then learned the most fertile trio for common ground. This month, I read that four minutes of small talk can better facilitate workplace collaboration. In a round-about sort of way. Four minutes feels quite a long

Moravec Selling

The complex is simple, yet the simple is complex. That's the basis of Moravec's Paradox around AI. A robot can solve the trickiest of calculations far beyond our brains. Yet cannot master the most natural of our movements. The difficult is easy, yet the easy is difficult. A concept hitting

The Disneyfication of Video Calls

Mid-'22 and the Disney streaming empire (Disney+, ESPN, Hulu) surpasses Netflix for subscribers. Leading the media world to herald an epoch passing. The latest case of tortoise overtaking hare? Our selling space seems to bear witness to similar. Gratefully embracing Zoom as our saviour March '20. Only for the ubiquity

Grawlix & Leet Your Pitch

Down the years I've blogged on many ways to make your mark with a slide. I reminded myself of another idea to implant a message with a recent post deriding the video call option gorilla that is Teams. Or as I wrote Microsoft's product name, T@#!s. I used the