Sales self-management: planning your time, pipeline and energy
Selling well depends on how you manage yourself. A practical system for planning your week, keeping your pipeline honest and sustaining the effort sales requires.
10 min read
Insights category
Business
Operations, building businesses, systems and decisions.
Articles in Business
Share buybacks: when a company invests in itself
What share buybacks and treasury stock are, why a history of buybacks can signal a strong business, and when buybacks help owners and when they do not.
10 min read
Solidifying: keeping and growing customers after the sale
The sale is the start of the relationship, not the end. What the solidifying stage involves, why retention matters so much, and practical habits for keeping, growing and learning from customers.
10 min read
Stop emailing, start communicating: practical steps to be understood
Sending a message is not the same as being understood. Why so much business communication fails, how to choose the right channel, and practical habits that make sure your message actually lands.
10 min read
The assets the balance sheet cannot see
Why a company's most valuable assets, its brand and reputation, often appear nowhere on its balance sheet, and what goodwill and intangible assets do and do not tell you.
10 min read
The equity bond: valuing a business by its growing yield
Buffett's idea of treating shares in a great business like a bond whose interest payment rises every year, and why the price you pay still decides the outcome.
10 min read
The sales funnel explained: stages, leaks and the numbers that matter
What a sales funnel is, how opportunities move through it, where they leak out, and how to measure and improve each stage without chasing vanity numbers.
10 min read
The value of information: when is it worth finding out more?
Information is only valuable if it could change your decision. How to calculate the value of information, judge whether a test is worth its cost, and avoid analysis that changes nothing.
10 min read
Turning business goals into a workable strategy
Use five planning questions to connect your current position, future goals and practical choices, then turn the answers into a plan your small business can act on.
13 min read
Utility: putting a value on outcomes when choices are uncertain
Expected value is not enough when outcomes are risky. How utility theory, rational preferences, risk attitudes and the maximum expected utility principle help make consistent choices.
10 min read
Wealth effects: how rising asset prices change the way people spend
When shares or homes rise in value, people feel richer and often spend more, save less or borrow. How wealth effects work, why they reverse, and what they mean for businesses.
10 min read
After the peak: what happens when a bubble bursts
When a bubble bursts, falling prices, distressed borrowers, cautious banks and wary consumers can turn a market correction into a recession. How the bust unfolds and how recovery comes.
10 min read
