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Too often today we see new business people running around like blue arsed flies, chasing their own tails, wearing rose tinted spectacles about every single opportunity that hits their desk.
The more meetings they go on the worse it gets. The more spam that has to be mailed out to generate more unqualified opportunities that do little more that keep your hand in with PowerPoint. Spurred on often with a barrage of cliches, if at first you don't succeed and it's a numbers day, all the way up to your P45.
Most articles will look at the smartest ways of going about new business in today's competitive marketplace. Much emphasis will be on referral marketing; face to face skills (what we used to call sales skills); how to save time and money by qualifying opportunities properly and how to create solid, quantifiable client servicing programmes. So your business grows the way you'd like it to, like a flower not a sandcastle.
Your dreams, desire and expectations are yours to keep, don't let anyone take them away from you. Success is not perfection. You always have a choice. Have fun, nobody gets out alive.
Category Archives: sales training
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
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
“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
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.
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
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
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
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
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