Category Archives: System thinking

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

Challenging the 80/20 rule for agencies.

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

Posted in Marketing, new business agency, Referral Marketing, sales training, System thinking | 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

Why don’t good ideas get done?

This is a guest blog, well two info-graphics from Steve Hacking who is the CEO of Kardelen. Logic trees or critical thinking is a method to make sure what seems like a good idea is torture tested and then there … Continue reading

Posted in new business agency, Referral Marketing, System thinking, Uncategorized | 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

New Business – Question Everything.

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

Posted in new business agency, sales training, System thinking | Tagged , , | Leave a comment

Do ‘they’ even need new business people?

Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap.  I bought it … Continue reading

Posted in Marketing, new business agency, System thinking | 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

The 9 most populars arguments for setting KPIs deconstructed

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

Posted in new business agency, sales training, System thinking, Uncategorized | Tagged , | Leave a comment

The Wason Task and new business

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

Posted in new business agency, Referral Marketing, sales training, System thinking, Uncategorized | Tagged , , , , | Leave a comment