Topic

forecast funnel pipeline

A collection of 200 issues

SCARF To Keep Buyer Chills At Bay

The acronym SCARF Dan Rock created from the five ‘key social domains that are either rewarding or threatening for us’ which tend to drive behaviour. Namely; > Status Certainty Autonomy Relatedness Fairness. He explains his model as originally published by Booz & Company, in the PWC journal, s+b [https://www.strategy-business.

Chance of Success vs Positive Outcome 2x2

Draw a square. Split into four quadrants with a pair of centrally perpendicular lines. Et voila. A 2×2 matrix. A familiar trope yes, yet the ‘two b/two’ is remarkably durable in the salesroom. Usually where the vaunted place of desire is top-right; ◳. Think of the ‘priority matrix’, pitting

Add BITE To Your Political Analysis?

Political mapping is an area I field many questions in. Even salespeople pathologically disposed against selling “systems” are often fascinated by a tool or three that can help them visualise the potential machinations at play prospectside. -------------------------------------------------------------------------------- Perhaps the simplest of entry-level models can be adapted from the discipline of

Are You Romanticising Time Spent In Your Territory?

I was reminded recently of the time way back I helped assess the breakdown of a long-standing, pavement pounding salesperson’s results. They kept a tight clasp on a particular town in their patch. Had done so for over a decade. Using data analysis newly available, it turned out profits

Your Magic Of Averages

The annual policy reboot that is UK Party Conference season ends with the incumbent PM setting out his agenda for all things non-pandemic. He was widely praised for using the phrase of his perhaps most illustrious predecessor; the magic of averages. Here’s one former government economics adviser’s description

Zipf Law of Power Funnel Management

How often do you think on the make-up of your pipeline portfolio? How your funnel is constituted can have a huge effect on productivity. Directly impacting on your commission, career and clout. Chasing solely the high contributing campaign(s) can lead to dependence on the odd Whale, periods of feast

AllSides Political Mapping

These colours are American. From a Likert Scale styling of online news media political leanings. The centre ground – of colour mostly desaturated dark magenta – remember, is not the same thing as impartial output. According to the compilers, unbiased news [https://www.allsides.com/blog/unbiased-news-or-balanced-news-diet-what-do-we-really-want] does not exist. Their 13

5 Foundational Persuasion Bases To Cover

> People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies. I came across this sentence from a 2012 Blair Warren ebook. Via a post by Scott Adams [https://www.scottadamssays.com/2018/01/

5 Second Wave Framings & Your Key Bid Success

[https://salespodder.com/content/images/wordpress/2020/07/Japans-3-Cs-edit-h500gr.jpg] The Three Cs Would Western societies be trusted to adhere to this Japanese coronavirus second wave preventing government information campaign? If it is the case that we sometimes struggle to accept the difference between abhorrent hate speech and expression of

Nowcasting Pipeline Check

Coronavirus medic planners in the UK are currently engaged in nowcasting. This intrigued my sales antennae having first blogged on this back in 2014 [http://salespodder.com/how-nowcasting-can-improve-forecasting/]. The media’s focus is (understandably) the headline figure of daily released fatalities. Yet this tragic toll, is also a misleading stat.