Category Archives: Sales

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

The Pitch Result – bloody idiots!

“How could they possibly appoint that agency?” ” It makes no sense at all, I actually can’t believe it.” “Are they thick, stupid, or retarded, or all three?” “I bet they fell for all their lies about how they’d put … Continue reading

Posted in Marketing, new business agency, Referral Marketing, Sales | Tagged , , , | 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

The 12 Laws of Karma for Agencies

1. The Great Law Do a great piece of work and the rest will follow. One good thing leads to another. 2. The Law of Creation You have to put the work in to be good at anything. Keep creating. … Continue reading

Posted in new business agency, Referral Marketing, Sales | 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

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

Posted in new business agency, Sales | 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

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

Posted in Mistakes in referral marketing, myth busts, new business agency, Referral Marketing, Sales, Uncategorized | Tagged , , | Leave a comment

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

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