Topic

forecast funnel pipeline

A collection of 200 issues

What Washington Teaches

A quick long holiday weekend musing. Caught listening to a snippet of a radio documentary. The reminiscences of an American [https://en.wikipedia.org/wiki/Robert_F._Kennedy_Jr.] who as a 14-yr old, had to bear the assassination of his father. He then followed in his paternal footsteps and

Your Prospect Uberfact Friend Check

[https://www.instagram.com/uberfacts/] Oh yes, “a study”. Still. Once you get past those that either you owe money or who always cadge things from you, there is something sellingish in this. Imagine if these two modified sentences were true; > A study found that only half of your prospects

Which Muppet Would Your Prospect Want To Shadow

[http://www.thisisinsider.com/facebook-personality-test-cambridge-analytica-data-trump-election-2018-3] Psychographics makes the global news this week. It’s one of the most sadly under-used angles in solution selling. People so often agonise over the numbers which underpin their optimum customer. How much revenue, how many locations, how big their so-and-so department. The demographics. Pretty

Are You Soaking In Prospect Emotion

On a plane recently I went through the documentaries on offer. Sadly one I had high hopes for was not really more than an elongated ‘state of the world’ news channel report stretched into an occasionally painful 76 minutes. At least You’re Soaking In It had impressive looking access

New Proposed Ideal Calorie Diet Plan & Your Funnel Management

[https://www.telegraph.co.uk/science/2018/03/06/britains-new-diet-400-600-600-plan-counter-obesity/] This graphic is by London’s Telegraph, [https://www.telegraph.co.uk/science/2018/03/06/britains-new-diet-400-600-600-plan-counter-obesity/] reporting England’s public health body’s latest eating recommendations. 400-600-600. The calories you should aim for on your three daily meals; breakfast,

How Does History Guru's Only Law Apply to Your Big Deal?

Niall Ferguson [http://www.niallferguson.com/], of whom I last posted [http://salespodder.com/is-the-west-history/] back in 2011, has another cracking sounding ‘album’ out. A history of the power of networks and lessons for today’s freewheelin’ silicon valley. He hopes that will halt their path to becoming Bond Villains.

The Self-Justification Lens

Here’s a tidbit I took from a recent mistakes have been made trope. You’ll likely be familiar with this style of non-apology apology. Mistakes have been made, lesson’s have been learned, we move forward better for it. Vacuous corporate-speak evoked with the recent “transition” in Zimbabwean governance.

Advancement From Negativity

[https://www.youtube.com/watch?v=RCJH4A6h4NI] Sir Kenneth Branagh anchors and directs the update of the 1974 all-star film Murder on the Orient Expressbased on the 1934 Agatha Christie novel. Its release came at the time of a horrifying wave of harassment and worse inside Hollywood becoming public. On

Your Career-Killing Hopecast Trap

I recently posted an instagram of a modified slide I showed a while back. The session sought to raise a salesteam’s Forecast accuracy. Early in my career I encountered the term “hopecast”. If your precious spreadsheet was so labelled, jibes and barbs flew your way. It referred to a

Scale Rank Importance

I was reminded of my 90s flirtations with what’s recently been re-termed the dater’s Drake Formula conundrum. Namely that – just like the probability of life elsewhere in the universe and in Sales [http://salespodder.com/deal-clinching-drake-formula/] a deal coming home – too many funnelling stipulations [http://salespodder.com/your-deal-great-filter/