The perfect telephone sales pitch and jazz have an awful lot in common. In jazz the skilled performer will interpret a tune in very individual ways, never playing the same composition exactly the same way twice. Depending upon the performer’s mood and personal experience, interactions with fellow musicians, or even members of the audience, a[…]
Want to know how to win more pitches? be the ONLY agency pitching! Here we are again on the brink of another autumn of reviews, pitches, RFI’s and tenders. So, what can you do to gain an advantage in what is a VERY competitive marketplace? Well, for one thing, you could try selling your agency[…]
Kalarhythms and Interpersonal Style were the focus of a website we came across the other day and we thought you might find it interesting. It takes us back to our “Spark and Torch” training!! It explores how different personality types need to be sold to in different ways. Agency heads often ask me “what should[…]
Agency positioning and proposition development has been a key part of our offering ever since we set Manifest up. As a leading new business agency, we have been helping agencies of all shapes and sizes to articulate their agency positioning and proposition in a compelling and differentiating way. One thing we have learned about agency[…]
The Importance of Face-to-Face New Business Meetings came to mind whilst reading The Globotics Upheaval by Richard Baldwin and I was reminded of just how important it is for agency new business people and heads to resist the simplicity and convenience of the conference call. In chapter 9, Globotics Resolution: A More Human, More Local[…]
The new business sales pitch I hate to hear most? “Hello Adam, this is John from Acme; how are you today?” “Er, fine thanks. Sorry, do I know you?” “No, but I thought you might be interested to hear about our …” “No I wouldn’t be, thank you, have a nice day and goodbye.” BRRRRRRRR (the[…]
Kissing frogs for agency new business is a phrase we come across quite a lot. “I’VE HAD ENOUGH OF KISSING FROGS!” The poor man wailed. “Really?” I empathised, but wanted to dig deeper “why is that?” “It just. Doesn’t. Work” he accentuated each work with a loud thump on the Costa Coffee table at which we[…]
B2B sales stagnation is one of the main problems we hear about these days from businesses we speak with. Even after they have met with a prospect and submitted a proposal, they suddenly hit tumbleweed town. Calls not returned Emails unanswered Voicemails ignored “I’m sorry, she’s not available right now; can I get her to[…]
According to someone I met the other day, Manifest New Business is very different from most other new business agencies. “Why’s that?” I asked them, “after all, all we do is arrange really good quality new business meetings with the people you want to work with.” “EXACTLY!” She replied. “You don’t ‘undertake an agency brand positioning[…]
“Tell me something different” he said, he was looking for a different approach to new business. So I did. I told him that we would identify perfect fit companies for his agency by using the tools the investment community uses (Crunchbase); so we could identify businesses that have received funding in the last month of[…]
