The Physics of
Global Sales.
We replaced "Gut Feeling" with Normalized Sequential Bayesian Inference.
This is how we calculate the Decision Impedance of your B2B Pipeline.
01Dealing with Uncertainty
In B2B sales, information is always noisy. We use Recursive Kalman Updates to filter out the signal from market noise, constantly refining the probability of a win.
02Decision Impedance
Applying the Weber-Fechner Law, we model the client's resistance to change. We calculate the Information Entropy to measure the chaos in the negotiation process.
03The NSBI Engine
Unlike static scoring models, our NSBI engine learns sequentially. Every email, meeting, and delay updates the posterior probability distribution in real-time.
EXA Decision Kernel v5
Information Stability
Inside the EXA Decision Kernel v5
Log-Sigmoid Weights
Non-linear weighting of stakeholder influence based on organizational hierarchy.
Information Entropy
Quantifying the ambiguity in client communication. Higher entropy = Lower predictability.
Kalman Filter
Predicting the future state of the deal by minimizing the covariance of error.