Topic

forecast funnel pipeline

A collection of 211 issues

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

Job Ad Half-Life & Deal Cycles

As the latest official revision shows better than reported UK economic growth figures, the job market is said the be tightening. An outrageous fifth of all working age adults are not seeking work. Termed economically inactive. For some, there's healthy, plausible or acceptable reasons. For most of this nine million

Decision Scorecard

I recently read another in a long yet perhaps now swelling line in retorts to the misplaced 'axiom of time is money'. Apparently billable hours, nay even today's billable six minute slots, are the fault of 1960s American lawyers. In terms of results, we all accept that output trumps input,

Pebble Test

I learned recently of a corporate scandal and environmental calamity with contaminated land around a disused quarry called Stoney Hill. An initial indicator of damage was the orange coloured water that now filled and ran off from it. Locals versed in such plights sought to establish the safety levels of

xSales

I knew football has its xG measure. For Expected Goals. Loosely, or tightly depending on your view, based on the likelihood any created chance is statistically scored. Now I learn of cricket's equivalent; xW. Expected Wickets. It too looks at chances created to earn a dismissal. And is further involved