Value Propositions: Debunking The Myths: As a business predicated on developing and maintaining relationships with other businesses, we have been exposed to many value propositions. A constant theme we have found is that often there is a lot of confusion as to what actually constitutes a value proposition in the first, let alone what it[…]
The benefits of jargon-free value propositions are that value propositions are, by definition, designed to frame your services and offerings in such a way that they clearly convey: How they solve clients’ business problems. The specific value and benefits they offer. Their superiority in comparison to alternatives and competitors: differentiation. Therefore, to deliver a proposition[…]
Exploring and defining your potential client’s needs before even beginning the sales process, is critical to a smooth and efficient on-going relationship management which is why you need to use Means, Authority, Need to identify your client needs. Moreover, it becomes invaluable once the deal has been made and it’s time to deliver on both party’s[…]
With content marketing becoming an increasingly popular tool to interact with and attract customers and clients, it is vital that you can provide them with not only interesting but genuinely valuable content and here are four ways you can improve your content marketing. Focus On Being Productive Being productive may not always be the easiest[…]
When it comes to sales and tailoring your sales approach, whether through direct conversation, PowerPoint-led presentations or the trusty old phone call, one thing is certain – you’ll need to win your prospective client’s buy-in. Central to this process is your ability to effectively tailor your approach to the client and throughout this blog we[…]
On my way to the record store this morning to pick up a few pieces of vinyl for my record player, I started thinking about how things go around and come back into fashion and that made me consider the role of analogue new business in a digital age. For the past few years we[…]
Many agencies believe that the role of outbound lead generation should be undertaken in-house by a dedicated resource. That resource will probably have a job title made up of a combination of some (or even all!) of these words – new, business, account, sales, manager, development, client, lead – but let’s call them a “new business manager”[…]
Many agency new business directors or owners believe that there is so much competition in their market that they should try to open up new markets as opposed to preaching to the converted; whilst laudable, in our opinion this strategy can take far too long and is a path littered with potential hurdles. As you may[…]
Agency new business is everyone’s business. Manifest believes that there needs to be a very real involvement by everyone in the firm in the agency new business programme. Everyone from Receptionist through to the CEO and Chairperson. I was astonished the other day when I had an email exchange with the MD of a pretty[…]
“Do you need targets to achieve results?” is a question I was asked a few days back and one the answer to which I thought deserved to be shared because it is one I have come across many times. I have been managing agency new business people since 1988 and have calculated that I have[…]
