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You Top-Down or Bottom-Up?

There's celebratory focus on a totemic book this year. It is the 250th anniversary for The Wealth of Nations. Adam Smith's formalised paean to enterprise, competition and free spirited innovation. As necessary now as it was most worthy then. A reminder that capitalism is not about

Keep A Symptom Diary

The title of this post was the number one of six tips for patients I recently read from an insider on how to make the most of your ten-minute slot with a doctor on a fresh ailment. Fortuitously relevant for a prospect that is experiencing business pain, here are a

Your Sales AI Literacy

There's a journey of perhaps a majority. Marvel at the first wave of chat with an AI bot. Until about (so research of the time reported) half-dozen questions in, when you asked it about something of which you had unique, special knowledge. Which revealed the AI knew nothing.

Enemy Building Render

I fed antirender an actual image of Salesforce Park. https://t.co/GkLLF3aP9M pic.twitter.com/5sIdDup02f — Matt Baran (@mattbaran) December 22, 2025 Many a firm will humblebrag its glossy pro-shot office building. Yet should we know that such image portrayed is merely skin deep. Underneath they may not be

Message Latency Hack

A sibling to my post last month on post- (especially first) meeting doc lag times. Not all emails are created equal. When it comes to those from a prospect, even now thirty years on from experiencing my first such comms, there can be upheaval in a seller's day

Instant After Shots

It's the economy immediacy, stupid. Not quite a chad for our times? How are you using AI to help you sell? Did you reach the supposedly typical initial half-dozen chats with a bot then leave it be? Do you stay with the served up snippets when general searching?

Bypassing Uncanny Valley

Tempted to use AI when selling? Whether it be a bot creating glowing collateral to send a prospect or deploy some magical 'agent' that speaks with them on your behalf, and anywhere in between, surely by now you've used the new tech in some way. Yet

Label Tpyo

Yep. The latest in a long line of tax-funded BBC fails. Unsurprisingly 'forwarded many times' among message groups. Apart from the many majoring on the array of put-upon intern, lax editing or DEI hiring - and let's be fair showing similar screenshots of other news channel

Cartogram Label Bubbling

Here's a little helper for those considering travel at this time to the Middle East courtesy of the Daily Mail graphics team. What do you notice about it? As with many such guides, the broad brush of national boundaries can be sticky. As I'm sure places

Is Great Flattening of Salesteams Incoming?

Know anything of BPR? Tom Peters (remember him?) was a huge proponent. Selling thousand-dollar-an-hour tickets to events triumphantly explaining how organisations needed serious hollowing out. Cut swathes of meaningless middle management and miraculously improve both your top- and bottom-line. Business Process Re-engineering became the vogue wrap-around term. I recall one