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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.
Tag Archives: sales training
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
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
(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
In my piece about new business programmes being largely dysfunctional I mention that the problem is the unwritten rule that an agency must be proactive. Which is Steven Covey’s Rule #1. I wasn’t saying don’t be proactive but think about your proactive activities. Agencies … Continue reading
The art of conversation is becoming underrated in new business today – which is great news for some of you who still value it. I often sing this song in my head before a sales meeting. It reminds me I … Continue reading
(Click the pic to enlarge in) Is this what your new business programme looks like, give or take? Quite crammed isn’t it, wouldn’t you say like, quite crammed isn’t it? Quite crammed I say, what do you reckon now? … Continue reading
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
This is one of my favourite myths, trainers and the like often like to talk about how important tone of voice and body language is. And to prove their point they drag poor old Albert Mehrabian into to do … Continue reading
What’s in it for the prospect to appoint an agency without a pitch? Once you look at the issue from the buyers angle you may be surprised. Firstly, what is the pitch good for? Well, it’s good for finding out … Continue reading