Topic

forecast funnel pipeline

A collection of 221 issues

Medals are for Keeps, Records are Borrowed

This blog's title is the exact phrase as said in commentary tonight by javelin European championship and former world record holder, Steve Backley. Notable as it was his own record that just got beat. Eventually. Lasting an impressive 28 years. Remarkable as he had been bemoaning the current

Parasite Load Flagging

I'm not normally wont to focus on a negative. Barely any a solution seller is. Yet on occasion a truly knotty issue can vex. Hence the ol' Sales antennae locked on with alarm to the construct of 'parasite load'.' To précis as I understand

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

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

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

Selling Alimentation

So I watched the British documentary with unprecedented access to the Salvadoran mega-prison. The imagery was indeed astonishing. The sole inmate allowed to be interviewed by the way - named Psycho no less - was candid, resigned, remarkable. As was its conclusion. On balance, the lives of the honest, hardworking

How Pullman's Growth Fantasy is Handy Selling

Bestselling author, Philip Pullman, recently voiced disquiet at not relating to much present day fantasy. A genre especially revered in, he now bemoans the lack of psychology held within. Where a novel does consider that, he posits there's merely surface concern with how people think or feel. Missing

Launch Commit Criteria

View this post on Instagram A post shared by salespodder (@salespodder) An actual moonshot had lift-off this week. Nasa's Artemis II heads to the dark side. Immediately prior with launch countdown at T-minus 10 minutes, it got paused. At the time, I heard seasoned scientists discuss why. Given

Opportunity Assay

assay (verb, noun): testing of a metal or ore to determine its ingredients and quality Let's start with that definition. Aware of it as I am in part child of Birmingham's famed Jewellery Quarter, I read about such process lately with the annual age-old Trial of

Dreamsetting Buyer Goals

If there's one genre to be incredibly wary of, it's surely that of self-help. I myself have little time for the Robbins' of this world. One of many self-styled guru problems, is that whenever there is a kernel of a decent idea, it is swamped