Topic

forecast funnel pipeline

A collection of 225 issues

How Do We Know

Best thing about explaining science to people? Showing people how we acquire reliable knowledge. Science can look like a list of facts but the interesting question is: “How do you know?” How do we know the early universe was hot and dense? How do we measure the distance to a

Managerialism Qualifier

There's been much handwringing in England over the red tape lunacy thwarting essential infrastructure builds. The world's costliest railway decades delayed. The world's most expensive nuclear plant possibly eclipsing the record for most expensive building ever. Projects with eighty thousand page compliance docs costing

Mistake Pattern Habit

When assessing prospect proclivity to our pitch, I have often down the years shared with solution sellers what I termed the Fleming Framing. Specifically then suggesting they follow the Goldfinger Law of Bond. When reading the original source paperback, boyhood me was struck how the 007 author split his novel

The Pokemon Principle

I learn by chance that it's the thirtieth anniversary for Pokemon cards. Whatever they are. Although I do remember the absolute clamour among grown-ups around fifteen years ago when Virtual Reality seemed the future. As those that ought seemingly know better got consumed with Pokémon GO through their

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