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forecast funnel pipeline

A collection of 217 issues

Does Your Prospect Yearn To Make A Difference?

On a longhaul flight I often enjoy listening to the on-board spoken word offerings. There’s pleasure in unearthing a hidden gem when, inexplicably, there’s no Bruce Willis movie to be found. So I was intrigued to uncover an ‘essay’ by a founder of SAS. A huge software analytics

Can Sail Effect Fell Your Deal In A Storm?

So a huge (well, by English standards at any rate) storm blew through the south of the country over Sunday night, Monday morning. Capetonian friends of mine tried to sound all big and clever when stranded in Hong Kong a few weeks ago by ‘super’ cyclone Usagi. Apparently you know

How Simple Is Your Qualification Test?

I do enjoy neologisms. That is, new words. How they are formed and what makes them stick holds a certain fascination for me. I often find myself on bids trying to conjure up new words. Sometimes they take the form of a portmanteau. Smash together existing words to make a

Change Agent's 5 Cs of Change

[https://salespodder.com/content/images/wordpress/2013/10/mpumi-the-change-agent.jpg] I heard a fascinating first-hand account of how an entire, mature and change-averse industry got to accept a change. You can’t help but like his t-shirt above (despite my blurry long-distance pic from the event [longtableproject.com]). An Eastern

Breaking Bad Calculations

[https://salespodder.com/content/images/wordpress/2013/05/Breaking_Bad_logo.png] Breaking Bad. What’s all the fuss about? It’s not that I don’t watch a bit of telly now and then. It’s just that, as the growing trend, I tend not to follow the broadcast

Assess Your Nuclear Events

[http://en.wikipedia.org/wiki/International_Nuclear_Event_Scale] 300 tons of contaminated water this week leaked [http://www.nytimes.com/2013/08/21/world/asia/300-tons-of-contaminated-water-leak-from-japanese-nuclear-plant.html?_r=0] from Japan’s Fukushima nuclear power plant. Worried news coverage revealed it as reaching the third level on the seven-step

Facts Are Stubborn Things

Working away with rolling news on in the background the other day, this talking head quote caught my ear. > Facts are stubborn things I was immediately reminded of the use of “facts” when pitching. For starters, there are all sorts of sage quotations about all facts being merely opinions.

Regret Induced Status Quo Bias

Here’s essential ammo for the solution seller I caught driving around listening to BBC Radio 4’s The Human Zoo [http://www.bbc.co.uk/programmes/b01r6j16]. People are more inclined to avoid change because they dread facing any regret that they feel will inevitably follow said change. Better

What's a True Gateway?

Those in Sales Operations love to talk about gateways. They’re pretty fundamental to a winning sales process. In simple terms, a sales gateway signifies when you progress from one stage in your campaign to the next. They are important to sales ops types because many sales reporting systems are

Cook The Lame Duck

I had an email chat the other day with a recently promoted, and highly promising, sales manager. They as a team are going through a typical re-alignment. From open season to focused verticals in their case. I’ve seen this plenty of times. Reps are loathed give up on prospects