10 things you can do to sell to Gen Y Millennials

Blatant selling as we know it is dead, i.e. Gen Y consumers are all about pull, not push, to the point that they feel a direct approach – such as a phone call or unsolicited email – is highly intrusive. It will be deleted or ignored; and worse – it’ll put them off future interactions. This leaves many organisations who’ve relied on direct sales and push marketing wondering how to reach what seems like an unreceptive, unreachable audience… but in reality there are more opportunities to reach them than ever... Read The Rest →

20 questions for agency biz dev

Client development is more important than ever in a business culture that has shifted markedly from hunting mode to farming mode (Seth Godin articulates this shift eloquently in his blog here). I was recently asked to write a biz dev article and thought I’d post up an extract – my list of 20 questions agencies should ask themselves, given that they’re five times more likely to grow existing business than win new (and it’s the only real chance of short term revenue). 1. Do you celebrate those who grow existing... Read The Rest →

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