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 might be brave enough to test out their 7/10 mark.

Yet this feels a lovely template for our Sales endeavours.

Specifically, grading how a fresh piece of potential business stacks up compared to those we may have pulled in, or not, before.

I often talk with salesteams about their ideal customer profile. This is a fairly standard measure. Visible across solution selling.

Yet far too many pay lip-service to the concept. Or don't really know what it is. Made worse by the fact that the more important ideal prospect profile is completely absent from their mindset.

You don't need to start off with a fully loaded ten calibrations.

Take bid management for instance. You can have just enough for a deal that you absolutely wish never to replicate. One that's middling, unspectacular, yet chugged along. And the gold-standard winner of a wonderful, happy, dreamboat buyer.

You can plot practically most on that.

Same applies for actual deals won (or lost).

You can fashion your own trident; promise, effectiveness, core?

The aim is very much one of strategic alignment. Pinpointing those opportunities that will feed our overall aims and be grateful recipients of what we unleash.

With a healthy slice of ideal qualification. Knowing when to move on, at the earliest mismatch, is often central to owning a delivering funnel that provides smoothly without peaks and troughs.

Avoid dreading any deal that will kill your quota ambitions.