Topic

forecast funnel pipeline

A collection of 204 issues

How Important Is Christmas Tree Density To Your Bidding?

I discover that the end of October sees the selection of the seasonal tree which stands so prominent in Downing Street. Seen by all the world’s media camped outside Number Ten. This year even more so with a General Election set to usher in an era-shaping new UK government

Hourglass Buying

In similar vein to there now being a ‘skills shortage’ – which I know worries those desperately seeking new sales hires today – I’m reminded of the existence of the hourglass economy [https://en.wikipedia.org/wiki/Hourglass_economy]. Here’s a 2014 [https://www.telegraph.co.uk/finance/jobs/11082872/

High Tackle Protocol Selling

The absorbing 2019 Rugby World Cup moves into its knockout phase this weekend. One key feature is the latest revision of the high tackle laws. It is a contact sport yes, but there shall be no contact with your opponent’s head. The protocol that the match officials must follow

Polarisation Deflectors & Proposal Adoption

[https://en.wikipedia.org/wiki/Overton_window] I listened to a recent radio panel discuss impartial journalism in a polarised world. I say discuss, it was pretty much an embarrassment to the medium. Packed with luvvy opinionators with almost no regard for any world outside their cosy bubble. I battled

Greatest Cricket Innings Ranking & Your Decision Criteria

Wow. The mindbending stokesy-cokey that was the Ashes 3rd Test winning knock. Luminaries of the English game seem unanimous. It was the greatest ever innings by an Englishman. One of many such praise laden reports came from former spinner and self-styled ‘analyst’, Simon Hughes. In The Times broadsheet, he proposes

A Marketing View Of Sales Phases

So much for AIDA [https://en.wikipedia.org/wiki/AIDA_(marketing)]? There are many proprietary buying processes. Whereas Sales funnel management tends to stick within a simplified suspect-prospect-client mode, Marketing outside of consumer-land considers more what happens before the project is given the Go. Rather unsnappily, BEFTB in the above

Prospect Stacking Energy

> “You can never have too much on the go” Pipeline advice well meaning, if open to damaging misinterpretation (hint: process…), I was once given a quarter-century ago. There’s crippling rolling powercuts in S Africa. The nationalised energy provider, Eskom, long fallen victim to “state capture”. Corruption and graft [https:

Deal Tomography

‘Twas a long time coming. This month Heathrow airport orders £50m of kit that means us weary travellers need no more unpack our liquids before boarding. In reports of the successful short trial, I learned that the T in CT scan on which this technology builds refers to tomography. Deal

Datafy Buying

You working in a datafied salesteam? The wikipedia page (*groan*) at time of blogging contained these two sentences related to Sales; > Customer relationship management: various industries are using datafication to understand their customers better and create appropriate triggers based on each customer’s personality and behaviour. This data is obtained

Don't Let Wishcycling Affect Your Pipeline

[http://www.dec.ny.gov/chemical/116113.html] Wish-cycling. A ‘loose’ definition (via google ‘featured snippet’); > “the practice of tossing questionable items in the recycling bin, hoping they can somehow be recycled.” Ever since council recycling collections began in England I’ve been happily including all plastic showing the trusty