Tag Archives: Teeming

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

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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

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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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Would you read this book? KYO New Business Development

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

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You don’t like it, tough, go to another universe.

  Have you ever had a well planned out idea?  One where you feel organised and in charge from the very beginning? Well, here’s mine.  I recently bought Bob Hoffman’s book ‘Marketers are from Mars Consumers are from New Jersey‘. Buy … Continue reading

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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

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How expensive is lead generation? Stop beavering around.

I recently met up with an agency head.  We’d met before, when he was looking for help with lead generation. Alas we didn’t win his business then.  All water under the bridge. However, he did tell me what had happened … Continue reading

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The Homer Simpson loop for (agency) new business people

I heard it said on linked-in last week that the demand for new business people is about to rocket, it was on linked-in so it must be true right?  Oh and a recruiter said it too, let that be proof … Continue reading

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New Business / Splitting the Atom

Do you know how physicists split an atom? No, me neither,  That is why I have wisely used that analogy to talk about how agencies can find more clients. Of all the hundreds of agencies that I have worked with over the … Continue reading

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The dysfunctional new business system

So why do agencies use the same practices over and over to prospect for new business despite the evidence that says it doesn’t work? Well not very well at least. They employ far better strategies for their clients than they do … Continue reading

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