Category Archives: Sales

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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New Business – Art or Science?

I am a big fan of a blog written by Bob Hoffman called the Ad Contrarian. He has a passion for calling bullshit on bullshit.  How hard can it be these days to do tha?  Yet he does it well … Continue reading

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Is positive thinking delusional? Part 2 of 3

The journey for many to Waterstone’s or Amazon to select a self-help book is to increase ones self-esteem and the pursuit of happiness.  And I have read more than most. From Think and Grow Rich by Napoleon Hill the classic really, … Continue reading

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Money Ball – what rounders can teach us.

I would strongly advise anyone concerned with new business, especially those who run agencies read a book called Money Ball by Michael Lewis, the film is good too but doesn’t get into the detail of how to re-evaluate your prejudices … Continue reading

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Pitches are exciting, addictive and bad for your health.

I recently read this great article about pitching that compares it to the destructive behaviour in abusive relationships.  Click here to read it.  I also noted in Rory Sutherland’s book Wikiman that he quipped that people in agencies often prefer … Continue reading

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