Category Archives: sales training

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

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The 9 most populars arguments for setting KPIs deconstructed

This is an updated blog post from June 2013.  I love it so much for its clarity. I thought it well worth an update for 2015. I actually have a really fond memory of meeting an MD in 2013 and … Continue reading

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Would you read this book? KYO New Business Development

I am writing a book on new business development.  In fact it’s written.  A printed copy is sat next to me right now. Staring at me, covered in red ink.  How did that happen? Nobody told me editing would be so much fun. … 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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The Wason Task and new business

Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading

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How expensive is lead generation? Stop beavering around.

I recently met up with an agency head.  We’d met before, when he was looking for help with lead generation. Alas we didn’t win his business then.  All water under the bridge. However, he did tell me what had happened … Continue reading

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Why we should still diagnose before we prescribe.

 (Clip features – Mahan Khalsa – Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship) How do people make decisions? Okay, how do we make business decisions ? Okay, how do you get a marketer to choose your agency? It’s not a … Continue reading

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The Homer Simpson loop for (agency) new business people

I heard it said on linked-in last week that the demand for new business people is about to rocket, it was on linked-in so it must be true right?  Oh and a recruiter said it too, let that be proof … Continue reading

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Can you reason someone out of their beliefs?

Sam Harris makes an interesting point here – that people often prefer to change their mind in private. Rather than do it when they are face to face with you. This should be interesting to new business people.  If you are face … Continue reading

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What would Socrates make of an RFI?

I have just read Meno. It is one of Plato’s dialogues. Socrates has a conversation with Meno about whether a man can be taught virtue or is it a result of practice or is it in one’s nature? And is … Continue reading

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