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Agencies constantly at 2 minutes to midnight

If a prospect walked into you agency tomorrow, how long would it take you to agree the deal, if you had your way that is? Instantly probably. Yeah, me too.  Impatient aren’t we? Okay we’d want some...

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How do we learn new business skills?

I stumbled on this diagram whilst watching a youtube clip on how to get better at poker. It really resonated with me as a trainer. How are the best ways to digest information and learn?  What methods...

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We don’t pitch, bitch or moan. (1 of 4)

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...

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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 and should be...

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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....

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New Business stats that may soothe your head

There are some interesting stats in here if you are a new business person. Some are worth commenting on others less so. Slide 19 - 91% of customers say they give referrals. Only 11% of salespeople ask...

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Do you know what bothers me? TV ads.

My wife said to me the other day, “Why do you and your mates always say that?” “Dunno, just do.” I said.  Then I remembered it was from a TV ad. It got me thinking the amount of TV ads that have...

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Do Marketers buy Playboy burgers?

Yesterday I was kindly taken out for lunch. We went for burgers.  A gourmet burger from Byron Burgers,  I expect you’ve been. It’s a tasty burger and the service is great. The growth of US style food...

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Oh how times have changed. Merry Christmas.

I thought I’d share some Christmas TV commercials from ages ago. Oh how times have changed.  Enjoy your Christmas whatever you choose to do.

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Ever had a duck as a prospect?

Ever had a duck as a prospect? We sell X. Oh we want Y. Okay, shame, bye. Couldn’t you do Y for us this once? No not really, no. Oh please, it will only take you 5 minutes Okay then just this once....

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The Relationship is king. King annoying.

What is ‘the relationship’? Why do people use the phrase so tediously often? As tediously often as those articles that tell us it is all about people, lest we forget.  “Don’t forget it is all about...

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In defence of reason.

This is brilliant – Rebecca Newberger Goldstein in conversation with her husband Stephen Pinker on the power of reason. And why moral reasoning has been so successful at moving humanity in a forward...

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A headless chicken wearing rose tinted spectacles

New business programmes can be destabilising for agencies.  Quite often new business programmes are put into action because a client has been lost, targets have not been hit and someone upstairs is...

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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...

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Myth Busting #2

  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...

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Myth Busting #3

This is one of my favourites bit of bunkum. I particular like it because an amateur took down the establishment. And that establishment was American new-age psychology and if ever there was a world of...

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Myth Busting #4

Not sure if this is really a myth, it’s more of something I hear way too often. That people are more stupid than they used to be. Bullshit! I can see how tempting it is to say that but older...

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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.   Ever sat in front of a prospect asking for creds, then this is for you. It...

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Advertising is not fit to lick Charlie’s boots

(Pokerstars banned TV ad) I have been concerned about the censorious nature in Britain for a while.  Today in some Orwellian nightmare Liberal intolerance is often  wrapped up as tolerance.  I hear...

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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...

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