Topic

process

A collection of 194 issues

Possible Calamity Awaits

A flyer through the letterbox. As you likely guess, from a home insurance provider. A new player, as it happens. Choosing to go Old School. This piece of direct marketing holds remarkable solution sell parallel. Of the classic FUD type. Spreading Fear, Uncertainty, Doubt. Where there's risk, bring

Step One: Try Delete That Step

"The most common mistake of smart engineers is to optimize a thing that should not exist" An Elon Musk insight into his personal decision-making algo. Our solution sell parallel is just as brutal; 'The most common mistake of smart sellers is to optimise a process step that

What Makes GOATs Stand Out

"Usually, most players receive the ball and the aim is to pass it from A to B. The top ones, when they pass from A to B, they are thinking ahead and looking to see how it will influence C then D. But with Zico, Maradona and Messi, the

First Principles Sales Process Audit - Your Baselines (ii Process Map)

nb Building on yesterday's '1 to 4' starting points; First Principles Sales Process Audit - Your Baselines (i). 5 Now the mapping. Getting to grips with what really takes place in our process. To be right in line with how the SpaceX engineers achieved their world-leading

First Principles Sales Process Audit - Your Baselines (i)

This past month I brushed upon how the Idiot Index could help us trim our winning sales process. Later adding initial questions for ourselves this could spark. For the process junkies among us, this tantalises with opportunity to go deeper. So here's a first step for the foundation

First Principles Audit for Cycle Shrinkage

Building on my recent SpaceX mega-IPO inspired Magic Wand and Idiot Index for Sales post. I mentioned the power of a First Principle Audit to truncate deal timelines. Best I add colour, by way of working framework. Lift off how you see fit. Take your fastest, cleanest wins. Ones that

Apply SpaceX Idiot Index to Your Sales Cycles

You may well know of manufacturing's Magic Wand Number. Famed from the SpaceX slashing of rocketry costs. When going back to 'first principles'. They worked out the cost of each component. The raw material cost. For which they then compared the finished piece cost. The difference

Selling's Platform Decay

Platform decay is the phenomenon where online platforms, services, and digital marketplaces steadily decline in quality over time. There's even a lifecycle trope around this. A concept you may already be familiar with. Through being more popularly known as enshittification. As but one summary suggests, this happens as

Sales Abiogenesis

"Expecting [enzymes] to arise spontaneously on the early Earth is a bit like expecting a Boeing 747 to assemble itself as a whirlwind tears through a junkyard." It holds fascination. How chemistry moved into biology. What happened in that legendary primordial soup to spark life. Where did that

Lower League Breakout Mindset

Daniel Farke is the newly promoted manager of a team trying to buck a tough trend. Namely avoiding immediate return to the division below via the EPL trapdoor. The portents aren't great. He attempted similar before. Twice. And got the sack. Yet this year, there's a