Category Archives: Marketing

Do ‘they’ even need new business people?

Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap.  I bought it … Continue reading

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Agencies stuck being dysfunctional with new business and pitching

To Pitch or Not to Pitch  published in The Drum – misses a key piece of evidence on whether an agency should pitch or not. Maybe your own evidence will confirm this.  Of course what an agency is (should be) really deciding … Continue reading

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You don’t like it, tough, go to another universe.

  Have you ever had a well planned out idea?  One where you feel organised and in charge from the very beginning? Well, here’s mine.  I recently bought Bob Hoffman’s book ‘Marketers are from Mars Consumers are from New Jersey‘. Buy … Continue reading

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Marketing must tap into the brain. Is that news?

Marketing recently ran a piece titled ‘Marketers must tap into the human brain here’. This is my response that was recently published in Marketing. Don’t tell me that marketers have only just discovered we must tap into the human brain? … Continue reading

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New Business Equity and Value – learn some poker #2

The chances of what happened above is 7%,  similar to the chance of closing a cold lead if you are a new business fish. Also a good lesson in humility. In poker there are two terms that a new player … Continue reading

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Creativity in Ad Agencies is now Banned.

I  believe that brands should put in their ads what ever they want, yes literally. I know some may say what about racist or misogynistic ads or ads that lie. Well I think we’ll cope.  If brands want to make … Continue reading

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The Relationship is king. F**King annoying.

What is ‘the relationship’? Why do people use the phrase so tediously often? As tediously often as those articles that tell us it is all about people, lest we forget.  “Don’t forget it is all about people at the end … Continue reading

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An alien perspective on client / agency relationships part 2 of 2

continued from part 1 here… The Alien recaps what I said, “How could Marketing Directors and agencies get on better and how could relationships last longer?” “Er huh.” I nod back at him “And you want to know why so … Continue reading

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Stop using new business stock.

In stand up comedy there are put downs and lines that a comic uses that are often refered to as stock.  Nobody really knows for 100% who came up with them.  And really anyone can use them, even you.  They … Continue reading

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I have the solution – why won’t they buy it?

I’ve always had a nagging question re sales, why do sales people (new business folk) close so few deals. Sharon Drew Morgen developer of Buying Facilitation ® explained that I (like everyone else, phew!) have been focusing on selling their … Continue reading

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