Topic

forecast funnel pipeline

A collection of 182 issues

Going Outside Your Precinct

I learned of this term, used by tv series writers, through reviews of the second season of 'TV’s easiest current recommendation', 'outstanding restaurant-set drama', The Bear. A somewhat timely launch, as Season One at the same time scored Thirteen Emmy nominations. With setting now broken free from the original

Steal Scores

The absorbing Ladies draw at this year's Wimbledon grass court tennis grand slam tossed up an interesting stat for me, apparently relatively new to the game. Steal Scores are where you win a point after having been on the defensive earlier in it. As opposed to points won when attacking;

ESBs, Enterprise Sales Boundaries

When it comes to frameworks of this type, my experience matches that of Elon Musk. As he tweeted in '22; “ESG is a scam. It has been weaponized by phony social justice warriors.” Well-meaning initiatives flounder to the point of fatally undermining the true endeavour through misguided, misdirected mission-creep. As

IMF Forecasting Fails

The International Monetary Fund is one of those nebulous quangos that both exerts undue influence across our world whilst simultaneously being wealthily rewarded for abject failure. C'est L'Elite. Their latest debacle revolves around national economic output predictions. To co-opt the famous phrasing of the much missed, peerless Hans Rosling, a

In Sync With Your Prospect?

Here's a definition for you; Synchronicity, the “acausal connecting principle”, or Meaningful Coincidences. I remember as a lad reading a jumble found paperback of Fleming's Bond caper, Goldfinger. I was taken with how the novel's chapters were broken down into three sections. I have used them as a Sales slide

Power, Money & Autonomy

"Everyone is primarily interested in one of three things. To motivate them, all you need do is discover which one drives them most; power, money or autonomy." From the experience of Rory Sutherland. Which he shared in the interests of promoting the under-valued and usually ignored quality of autonomy. Note

Protocol Seven Tests

There appears a breakthrough in UK-EU relations. Deadlock broken on the tricksy so-called Northern Ireland Protocol. The now named Windsor Framework hailed as a 'landmark deal' by those crafting it as a pragmatic platform for future prosperous trade and relations. You needn't be well-versed in the labyrinthine politics surrounding this.

The Sales Tip From 84-yr Study Into Happiness

Dr Robert Waldinger is the current custodian of the world's longest-running study into what makes us happy. As director of the Harvard Study of Adult Development, which has been running for 84 years, the professor of psychiatry at Harvard medical school and a practising psychiatrist has coined a snappy way

Releasing Their Stuff

It's difficult to do any absent-minded mini-scrolling these days and not be served up a link on (someone selling themselves for) the practice of mindfulness. One such headline I saw promoted a book called Meditation Illuminated. Certainly outside my usual zone of interest. Yet there was a little selling nugget

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