Tag: b2bsales

Whilst on holiday I read Malcolm Gladwell’s new book, “What the Dog Saw”, a collection of his writing from The Spectator and it made my think about agency new business. One of the many insightful essays was on the vagaries of the stock market and hedge funds and how too much information can be a bad thing. His hypothesis was that in the pre internet age, trying to anticipate market movements was a puzzle.

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Using the four cornerstones of sales in agency new business, like any sales operation, is a good way to effectively measure the performance of our teams . To do this effectively, it is always worth remembering the four cornerstones of sales upon which effective performance is built. They are, of course: 1) ABILITY – The[…]