Topic

forecast funnel pipeline

A collection of 205 issues

Conclave Jockeys

Political mapping is a core part of solution selling. So intrigue oozes from this short-lived uploaded chart[ᴜᴘᴅᴀᴛᴇ] (from London's Telegraph) of where papal runners sit ahead of the most secretive of ballots. Organised religion, blimey. Other views are open. In this race, the odds are widely reported as being

Change what you can. Accept what you cannot.

Summary advice from broadsheet columnist investor, Tom Stevenson. Revealing his general theme whilst 'Trump bump turns to Trump slump'. Which, his proffered crunched numbers claim, will be merely the blip of required correction. Haven't we all seen (not just) salespeople whirl in the maelstrom of anxiety when stuck, frozen in

What Does Best Working with a Corporate Psychopath Share with Optimal Selling?

I've lately seen a coincidental flurry on workplace hazards when dealing with tricky people. From the angry likely being more successful to how narcissism supposedly greases those often murky career wheels. And here's another. Given that roughly one in a hundred people are supposedly psychopaths, that quintet of (similar, save

Cases per Detective

In the land of my birth the public has lost confidence in their police. Just search how many phones are stolen in London each day. Burglaries, car thefts and shoplifting all go uninvestigated. But hey, you get a crime number for the insurance, if you have it. Not to mention

4-Choice Rankings Work

On some issues you just gotta pick a side. There is a severe dereliction of duty underway in England's presently world-class school system. For it shall not be a global benchmark much longer. Hardened extreme ideological vengeance about to betray those in need and shackle any potential achievers. Birthing a

Your Movie Suspense Scale Deal Picker

I embed above a "system for rating new horror movies, comparing them with classics along a 10-point scale". As framed by Slate. They score on a trio of criteria; suspense, spookiness, gore. I came across it over festive downtime wondering if I ought suggest the movie Longlegs. One day I

Another 'Leaky Bucket' KSI Lens

As the Century motored in, I was loving helping Enterprise salesteams get what was in the head of their top rep for any particular tactic, into the mouths of all the others. My clients began in the range of around a dozen to two-dozen solution sellers. Pretty soon that expanded.

Is Your Prospect California or Morocco?

Where I am currently, a new passenger rail line just opened in England's North East. An area seemingly forever starved of investment, it created quite the buzz. But not for why you'd hope. The track was already there. Used by freight. Going strong sixty years. Stations existed at the termini

Dual-Hatters

A phrase that seems to have grown out of public sector contract awards that have the, ahem, sniff of the elicit gain about them. Dual-hatting is where someone quietly works both sides of the fence. Secretly leveraging a vested interest, or at least taking advantage of privileged relationships and information,

The Decision to Buy is ____% Emotional

From one of my very first ever solution sales training courses. At the very beginning of the day (yes, training was done in whole days back then), this question was posed by the yoda. Writ large in caps on a flip chart sheet. 'Round-the-room, please. Half-dozen of us. Solely, I