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process

A collection of 191 issues

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

How The New X Algorithm Exposes Dodgy Solution Selling

Final score = Σ (P(reaction_i) × weighting_i) Recognise that? It should be displayed to all at your next 'internal'. It's apparently the core of the recently published Twitter calc that decides what gets promoted on feeds. Where else to turn for explanation but the AI

POSINWIDD Reminder

Yes, there's more to POSIWID. Especially when we ourselves must have at our selling core the system 'S' of the above guide. "There is after all no point in claiming that the purpose of a system is to do what it constantly fails to do”

How Descriptive Praise Unlocks Sustained Sales Success

Through the years I've had quite the interest on Feedback. To such extent I've ran many training sessions on how to harness its power when done right. Which, spoiler alert, is rarely seen. So I was delighted to read a broadsheet end-of-term report of what works