Category Archives: sales training

Payment by results and cheating

The above is narrated by John Seddon the CEO of Vanguard Consulting, which takes some of its ideas from William Deming, who is one of the earlier so-called ‘system thinkers’. The above is referring to the public sector, however I think it … Continue reading

Posted in Marketing, Referral Marketing, Sales, sales training, System thinking, Uncategorized | Leave a comment

Lead generation is like fishing

One morning a man decides to go fishing, after all it’s a perfect day for it. He packs up his things and grabs a crate of beer. He arrives at a peaceful spot on the river bank, cracks open a … Continue reading

Posted in new business agency, Referral Marketing, Sales, sales training | Tagged , , , | Leave a comment

Deming’s 14 points for management. My red pill.

“All anyone asks for is a chance to work with pride. Put a good person in a bad system and the bad system wins, no contest.” Deming I am a William Deming fan he devised amongst other things 14 points for management. And … Continue reading

Posted in new business agency, Referral Marketing, sales training | Tagged , , | Leave a comment

Myths of the learning curve.

This is a guest Blog from Steve Hacking Managing Director at Kardelen Partners. It is so self explanatory there is no need for a waffly intro from me. Practice.

Posted in sales training | Tagged , | Leave a comment

Poker and new business – dealing with imperfect information

I think new business can be split up into stages like Texas Hold ’em poker.  However the main reason I like the analogy is because in business like poker you are dealing with imperfect information.   You just don’t know … Continue reading

Posted in new business agency, Referral Marketing, sales training, Uncategorized | Tagged , , , , | Leave a comment

Challenging the 80/20 rule for agencies.

Above is typically how  an agency’s clients are distributed.  It is a negative binomial distribution (NBD), sloping down from left to right. It is what Byron Sharp in his award-winning book How Brands Grow found to be the distribution of … Continue reading

Posted in Marketing, new business agency, Referral Marketing, sales training, System thinking | Tagged , , , , , | Leave a comment

ROI in new business – don’t be fooled by randomness.

I’m trying to show agency owners the problem with being proactive with new business via telemarketing and direct marketing that can end up with them being fooled by their own numbers.. This is not an article about how you should improve … Continue reading

Posted in Marketing, new business agency, Referral Marketing, Sales, sales training, System thinking | Tagged , , , , | Leave a comment

Do you even know how to answer a prospect truthfully?

I had one of those moments last week, what you may call an ‘a-ha’ moment. And I am still not sure if I am 100% right to be frank. I think some people in agencies literally can’t see the God’s honest … Continue reading

Posted in Referral Marketing, Sales, sales training, System thinking | Tagged , , , | Leave a comment

New Business – Question Everything.

Being persuasive is a pretty handy skill to have. Useful in business for obvious reasons but in life in general. How do you persuade someone?   How do you get people to make a decision in your favour? Is it … Continue reading

Posted in new business agency, sales training, System thinking | Tagged , , | Leave a comment

Column Thinking v BANTs

Column Thinking – is a lead qualifying tool. A way of thinking really, to determine whether you are likely to win a piece of new business or not.   You’re attempting to imagine what the buyer is most likely doing behind … Continue reading

Posted in new business agency, Referral Marketing, Sales, sales training, System thinking | Tagged , , , | Leave a comment