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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
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
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
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
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
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
(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
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
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
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
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