Exploring the 6 Hierarchies of Knowledge

The world is full of people with varying levels of knowledge and the ability to act on that knowledge. Some individuals are completely oblivious to reality, while others possess knowledge but fail to act on it. On the other hand, there are those who have the will to act but lack the way, and those who have the ability to execute but not clever enough to cover their tracks or have the right contacts. However, there are also individuals who have reached the pinnacle of knowledge and execution, enabling them to operate without detection while achieving their goals. In this article, we'll explore the six levels of knowing and not knowing.

Level 1: Complete Ignorance

At this level, individuals lack knowledge and are oblivious to reality. In fact, 80% of people fall under this category. These individuals have no idea about what's going on around them, and they do not make any attempt to find out.

Level 2: Knowing but Not Acting

At level 2, individuals possess knowledge but fail to act on it. They adopt a laissez-faire attitude, which means they take a hands-off approach to life. 19% of people belong to this category, and they may feel frustrated about their inability to act despite knowing what needs to be done.

Level 3: Having the Will but No Way

At level 3, individuals have the will to act, but they lack the way. There is no clear path, and they are not able to execute their plans. This group makes up only 1% of people, and they may feel trapped in their current situation, unable to break free.

Level 4: Able but Unwise

At level 4, individuals possess the knowledge and the ability to execute, but they are not clever enough to cover their tracks or have the right contacts. This level is extremely rare, with only 0.0000001% of people falling into this category. These individuals may be careless, leading to their eventual self-destruction.

Level 5: Able and Wise

At level 5, individuals possess the knowledge and ability to execute their plans, and they are clever enough to cover their tracks and have the right contacts. However, they must execute indirectly, with little or no detection by deflecting the truth to another party. Governments today are a good example of this level, with only 0.00000001% of people operating at this level.

Level 6: The Pinnacle of Knowledge and Execution

At level 6, individuals have reached the pinnacle of knowledge and execution, enabling them to operate without detection while achieving their goals. These individuals can execute indirectly, anonymously, while furthering other goals in tandem with contingencies set up for failure or a chain of goals. The perfect move, ghost, bitcoin founder, the watcher, super-intellectual black hat/white hat hackers operating from the shadows are examples of individuals operating at this level. Only 0.000000001% of people possess the necessary knowledge and ability to operate at this level.

In conclusion, understanding the six levels of knowing and not knowing can help us better understand ourselves and those around us. It is crucial to recognize where we are in this hierarchy and strive to move up the ladder towards greater knowledge and execution. Remember, we are all capable of climbing to the top, and it is up to us to make it happen.

The Psychology of Heroes & Villains in Complex B2B Sales Cycles

Selling in the complex world of B2B sales is a tough business. Companies buy when they are ready, and there's little to nothing you can do about it. This sense of being "out of control" of the sales process can be daunting, but it's a natural reality that must be embraced to succeed in this environment.

Sales organizations must be comfortable with "controlled chaos" and manage their expectations of failure and success. Failure is inevitable, but success is proportional to the volume of opportunities in the sales funnel. The more prospects you have in the funnel, the more opportunities exist for closure over time. It's a numbers game, where the larger the starting amount, the larger the resultant essence, in this case, sales revenue.

However, the lack of understanding of the modus operandi of the B2B sales funnel creates a disconnect in expectations, and often results in management making sales staff changes prematurely. It's reminiscent of planting a seed and expecting it to grow into a mighty oak tree in a few months. When it doesn't happen, you give up and plant another seed. But complex, high-figure B2B sales is like this. Due to the nature of the long sales cycles and the mismatch of expectations between management's quarterly revenue milestones and reality, closing a deal can take years.

Sales force efficacy on performance for lagging indicators such as deal closures typically occurs at monthly and quarterly intervals. These "snapshots" of sales performance occur too frequently on a longer B2B sales cycle timeline, creating the illusion that no progress is being made because you can't "see" progress behind the scenes. This expectation disconnect is a function of the lack of understanding on how human psychology works coupled with a mismanagement of expectations between sales and management.

To succeed in this environment, sales organizations need to adopt a different mindset. They must manage their expectations by understanding the natural reality of the sales process, which includes a large volume of opportunities and the inevitability of failure. They must align expectations between sales and management, adopting a mindset of "controlled chaos."

The long sales cycles require a different approach to measuring leading and lagging indicators of activity. Senior leadership, sales management, and the sales force must work together to manage expectations and align their goals. In the complex world of B2B sales, success is possible, but it requires a different mindset and a clear understanding of the psychology of heroes and villains in the sales process.

Complex B2B sales cycles are challenging, but they can be mastered with the right mindset and approach. Embrace the "controlled chaos," manage your expectations, and align your goals to succeed in this environment. Remember, it's a numbers game, and the more prospects you have in the funnel, the more opportunities exist for closure over time.

Mind the Gap: Bridging the Chasm Between Early Adopters and the Mainstream

As innovators and entrepreneurs, we all strive to create products and ideas that change the world. But how do we take our brilliant ideas and transform them into a cultural phenomenon? The answer lies in the power of diffusion of innovation.

Diffusion of innovation is the process by which new ideas and technologies spread through society, from the earliest adopters to the broader market. It's a concept that has been at the heart of some of the most transformative inventions of our time, from the personal computer to the smartphone.

At its core, diffusion of innovation is all about understanding how to connect with the early adopters who will be the driving force behind your idea's success. It's about recognizing that innovation doesn't just happen in a vacuum, but is shaped by a complex web of social and cultural factors.

So, what are the key factors that influence diffusion of innovation? One of the most important is the relative advantage of the new idea or product. In other words, people are more likely to adopt something new if they believe it offers a clear benefit over existing solutions. This is why early smartphones, like the BlackBerry, gained traction among business users who valued the ability to stay connected on-the-go.

But relative advantage is just the beginning. Other factors, such as compatibility with existing technologies, complexity, and observability, all play a role in determining whether a new innovation will take hold. And of course, social and cultural factors, such as the influence of opinion leaders and the power of social networks, are also critical in shaping the diffusion process.

As innovators, it's up to us to understand these factors and craft our products and ideas accordingly. It's up to us to think different, to challenge the status quo, and to create something that truly stands out in the crowd.

The power of diffusion of innovation is not just about creating something new. It's about creating something that will change the world for the better. So, let's think different, let's take risks, and let's make a difference. The world is waiting for the next big thing – and it could be yours.