4 best books on pitching for new business? Let me pitch them to you!

Find the best self-tuition books on how to pitch and win new business – we review four of our favourites.

Perfect Pitch: The Art of Selling Ideas and Winning NewBusiness

Written by Jon Steel Published – October 2006 A professional “pitching coach” for one of the world’s largest marketing conglomerates, Jon Steel shares his secrets and explains how you can create presentations and pitches that win hearts, minds, and new business. He identifies the dos and don’ts and uses real-world examples to prove his points. If you make pitches for new business, this is the perfect book for you.

What people thought: “Perfect Pitch is a powerful call to arms to the lost art of presentation writing and, more importantly, making compelling arguments. It made me realize some bad habits I’ve fallen into which need correcting and the need to take back control from technology.” – Gareth Kay “Jon Steel is a rare breed of truly smart, creative thinkers. Though originally from an advertising background, The Perfect Pitch is by no means simply an “advertising book.” It is a book about ideas and how to sell them, regardless of your business.” – Amelia Torode  

The Art of the Pitch: Persuasion and Presentation Skills that Win Business

Written by Peter Coughter Published – January 2012 Occasionally, a great idea will sell itself. The other 99% of the time, you have to find a way to persuade others that it is, in fact, a great idea. Most executives spend the vast majority of their time creating their work, and almost no time on the presentation. Through an engaging and humorous narrative, Peter Coughter presents the tools he designed to help advertising and marketing professionals develop persuasive presentations that deliver business. Readers will learn how to hone their individual natural presentation style, how to organize a powerful presentation, how to harness the elegant power of simplicity, how to truly connect with an audience, how to rehearse effectively, and most importantly, how to win. What people thought: “What you’ll love about this work is the total freshness it brings to presentations. From the very first chapter, Coughter redefines the challenge, resets the approach and shares invaluable tales from the front lines that will make you ache for a chance to get back in the game.” – Dan Wieden, President, Wieden & Kennedy ‘Peter Coughter is not only a master of the pitch, he’s an outstanding teacher. Read what he writes, and then read it again. This book is a gem.’ – John Adams, Chairman, Chief Executive Officer, The Martin Agency

Read more

Pay-with-a-tweet: helpful content marketing tool

Are you a business that gives away your content free (as we do)?

Pay With a Tweet

Want to get some reciprocal publicity from your work?

Take a look at Pay with a Tweet from the creative folks at Innovative Thunder

We got a free download e book from Naked Marketing Manifesto

They got promoted using our twitter account

Symbiosis and ‘payback’ all in one!

Enhanced by Zemanta

Infographics used for business development

Former client, Ctrl-Shift, is a strategy consultancy focusing on personal data and its use online.

They realised that the landscape of personal data availability online has changed hugely in a very short time and despite hysterical outcries about Facebook privacy settings, it is an important area that both brands and consumers should be knowledgable about.

Their concept of “personal data stores” is a really interesting concept that is being built out – imagine you, the consumer, setting the ‘terms and conditions’ for a brand to access your personal information?

It’s called Vendor Relationship Management read more here and here.

But see their great Personal Data infographic published in full with a brief snapshot below showing the 2012 situation…it describes the landscape for legislation, technology, entrepreneurs, corporates and consumers and looks forward in scenarios for each to 2017.

Ctrl-Shift the Personal Data Landscape future

Enhanced by Zemanta

Brand campaign brief template improvement

Rob Lane my colleague recently wrote a first draft of a new proposal for a client brand and I was delighted that he chose to insert a new section header,

“Your responsibilities”.

Imagine an agency telling a prospective client – not one we’re working with already – that they had to actively participate in delivering to make the marketing programme effective?

I love it.

Now I’m recommending we put this into all new client proposals. It’s authentic and transparent and gives the brand clear boundaries and guidelines that will help us give them exactly what they hired us to do.

What do you do in order to improve your client briefing and agreements?

Read our archive 

What does a modern creative brief look like?

Call our Rescue service for advice on crafting your perfect brief

Shout! Interview with Corey Eastman of Teehan + Lax

Corey Eastman is the new business director at top user experiencer agency, Teehan + Lax.  He approached us saying “your blog is on my daily RSS feed along with other agency sales blogs.  I try to stay up to date.”  And we were so flattered, we asked if he’d like to be interviewed.

Corey Eastman, Biz Dev Director

Creative – what does it mean to you?

The Agency of the Future to me is all about balancing the client agency relationship.  In the past it’s favored the client and the agency has been reactive.  Blair Enns I’ve met a few times and I’m very influenced by his philosophy.  I look back to what he talks about – agencies being specialized and focused using conversations rather than presentations and being selective about who you work with.

I found the Teehan+Lax philosophy on the company page of their site.

John Lax and Jeff Teehan are two super smart guys.  When we started out, we chose not to rely on the legacy of working models passed down from old agency world as the basis for our new company. Instead, we challenged the conventional formula and created a new approach and process. Even as we’ve grown in size and scale, we still are committed to:

  1. partners on every piece of business, from the first pitch through to the final deliverables;
  2. small, agile teams to make the most effective use of your budget;
  3. direct access to the people actually doing the work, so no more “broken telephone” or account managers promising things that can’t be delivered.

How did you get into new business development?

My background is competitive athletics – I played professional hockey which almost made competitive sales a natural transition for me.  I’m very driven and I have a strong passion for success.

What training would you recommend for anyone wanting a career in biz dev?

I think it’s all about communication and sharing stories and ideas.  Reading, writing, speaking, listening and body language / personality.  I did toastmasters and they are very good at honing speaking skills; get formal sales training and invest in a company that will invest in you – I did the IBM program; take ownership and read blogs; read books (Spin Selling is my favourite).

What has changed in new business techniques in the past few years?

Marketing and sales are converging – the reason I think is the internet.  It’s put the consumer in control.  The buy/sell process – which has become more digital.  We are moving from conducting business offline towards being mainly online.  John Lax always says “we have to create more value than you capture” quote from Tim O’Reilly.  Read more