We all buy things, all the time. We buy jeans, cars, insurance, website design, ecommerce platforms, marketing agencies… These are high value purchases – things that we invest time in evaluating and think carefully about before buying. If you think about a successful sales pitch you’ve been on the end of I … Read More
Thanks for your card, here’s my email address…
Every time I go to a meeting someone hands me their business card and I have to explain I just don’t do them any more. I’d much rather connect on Linkedin or via BBM then take a card. I just don’t see the point in the digital age of the … Read More
Why do some big companies never learn…
I remember selling digital back in the 90s, when the web really started to kick off. There were massive opportunities for brands that did digital well and as a result lots of agencies were delivering projects and campaigns that showed 4 and 5 figure percentage increases in revenue. With these … Read More
Commercially astute new business managers are hard to find and spot (so if you are one, please get in touch…)
They’re out there but it can be hard to spot the difference between someone who gets a P&L, either instinctively or due to past experience, and someone who thinks it’s worth a 3 day trek to Harrogate for a £10K project…and at the same time is not too senior (and … Read More
Selling the channel or selling the brand
We’ve a long history of doing new business for clients in new and growing industries. More recently that has meant working with clients in areas such as social media and mobile, and in the past with all sorts of digital agency, from email marketing to search specialists to pure website … Read More
Best salesperson in movies? You decide…
When sitting have our lunch together earlier this week we started talking about movies. Then it moved onto sales pitches in movies. Then onto who are the best salespeople in movies. So the list was long; some were great, some were shocking, some were just simply not salespeople. But we … Read More
Ten ways to retain and develop salespeople
Ensure you have a mentor in place (that doesn’t mean the MD) Information is key – encourage attendance at conferences and seminars as well as subscriptions Performance related bonus schemes motivate no end – KPIs don’t just mean financial targets though Money is it’s own reward so give time in … Read More
Many marketers don’t know a best in class mobile solution and specialists in the sector are losing opportunities to incumbents…
Specialist mobile marketing agencies have a window of opportunity but many are missing opportunities because incumbent agencies and platform providers are taking the work despite not necessarily being able to deliver the best in class solution. Many clients are going straight to incumbent agencies and asking them if they can … Read More