Category Archives: Sales

The Reluctant Consultant

I love the phrase ‘The Reluctant Consultant.’ Let me explain what it means to me. To begin with we need to look at the word ‘Consultant’ – what’s one of them? It seems like everyone is a Consultant of some … Continue reading

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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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You need an edge in new business.

This is a response to an article I recently read in PR Week – see here My point is you’ll never understand selling unless you understand buying.  How people buy (creative  services) is where you should take the majority of … 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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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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New Business Fish – learn some poker #1

There are some poker terms that I think agencies could learn from, particularly those with tasked with business development. Today’s word is ‘Fish’. It is a term to describe a poker player that is clueless, sloppy, makes silly mistakes and losses … Continue reading

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Don’t let your prospects die of credential over dose.

This is an elaboration and variation on one of my favourite stories that agency front people should be able to relate to. Have you ever sat in front of a prospect who is checking your creds, then this is for … Continue reading

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Myth Busting # 1

So there you have it, you can fold a piece of paper more than 7 times. Err brilliant. I am starting a new series of blog posts because there are some many annoying myths circulating our business these days or BS … Continue reading

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Selling – It’s not about relationships or chemistry

If you’re in new business you really should listen to the whole of the video and think about its findings. I hope you learn something and are able to change the way you go about doing new business.  If you … Continue reading

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