They say that people buy from people. That’s true. Generally speaking, people don’t buy from dickheads - though it has been known. I’ve worked with some highly successful dickheads.
In November 2016 we launched our first Blueprint business development workshop with some of our agency friends as well as some new faces.
Last summer I was working with a brilliantly talented branding agency and I helped them to close more sales during a 6 week period than they closed in the whole...
...If you build it, they will come.
Let’s talk about cold calling. Have you ever bought anything over the phone? I have. I was very effectively sold-to just a couple of weeks ago by a charming and...
Taking orders is not sales. This for me is one of the most important yet basic distinctions in business development.
Every agency owner I speak to wants more new business and there seems to be an on-going mystery around how to make it work. It's a much-discussed topic.