Insights topic
24 articles on this topic.
Sales training often says buyers decide with a primitive brain. The real science is more interesting. What we know about emotion and reason in decisions, and how to sell honestly.
10 min read
How to estimate conversion rates, defect rates and success rates when you only have a little data, using priors, pseudo-counts and honest uncertainty instead of misleading percentages.
10 min read
Why rough prototypes are often more useful than polished ones, how to decide what each prototype should learn, and how to keep early tests cheap, quick and honest.
11 min read
Questions are the most powerful tool in any customer conversation. When to use open and closed questions, how to sequence them, and habits that quietly undermine conversations.
10 min read
Qualifying is the discipline of finding out early whether an opportunity is real. The questions that matter, common frameworks such as BANT and MEDDIC, and how to walk away gracefully.
10 min read
How to validate automated decision systems: performance metrics, rare-event simulation, robustness to model errors, trade-off analysis, adversarial testing and responsible deployment.
10 min read
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
Probability is a language for uncertainty. How degrees of belief, distributions, conditional probability and Bayes' rule help you reason clearly about evidence and risk.
10 min read
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
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
A practical way to judge whether a product solves enough of a real problem to justify the time, money and risk of building it.
10 min read
The reasoning behind KEVOS's early exploratory phase, and how its focus was expected to narrow. KEVOS now focuses on engineering, manufacturing and operations services.
10 min read
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