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Small Spark Theory: a marginal gains approach to new business and marketing

New business is one of those subjects guaranteed to get a reaction from agency owners everywhere. Many will have a nagging feeling they should be doing a bit more, wonder how other agencies manage to land the accounts they covet, have moments of wild inspiration and energy then falter because the day job just, well gets in the way.
Gunpowder’s Lucy Mann has worked in agency new business for over 25 years and has witnessed these scenarios, and many more like them, as an outsourced new business telemarketer, a new business recruitment consultant, in house new business developer, in house head of marketing, and new business mentor across multiple disciplines and agency shapes and sizes.
Regardless of size and discipline, many agencies encounter the same new business challenges, and more and more, the solution is not necessarily an ambitious marketing plan, or expensive sales resource, but instead a forensic application of process and a marginal gains approach to performance improvement.
Gunpowder’s podcast, Small Spark Theory® explores the small changes we can make to our sales and marketing process to achieve better new business results. With contributions from a range of experts, each episode will examine a single element of the process in detail, providing manageable tips for improvement.

Find our more about Gunpowder Consulting, please visit gunpowderconsulting.com
Follow us on Twitter @gunpowdertweets and join the conversation #smallsparktheory
Music from Jukedeck - create your own at http://jukedeck.com.
Host - Lucy Mann
Producer - Isabelle Jarvis

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  2. EP27: LinkedIn | Alex Low | Digital Leadership Associates

EP27: LinkedIn | Alex Low | Digital Leadership Associates

Apr 3, 2019

“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.”

This is a phrase I have repeated many times during my engagements with agencies over the years, and one I stand by now more than ever.

LinkedIn has become an incredible tool to support new business, but in many cases, agencies are only just scratching the surface of how they can leverage the platform to expand and engage their networks, whilst showcasing expertise.

And since the introduction of Sales Navigator, I’ve been searching for a true ‘super-user’ to join me on the podcast and really get to grips with the functionality on offer. So it was fitting that through LinkedIn, I found the brilliant Alex Low, Head of Social Selling at Digital Leadership Associates.

Having spent many years working in property, recruitment, management consultancy and law, Alex now advises a wide range of professional services businesses, empowering fee earners, business development and marketing teams to leverage the power of their networks to drive better, more relevant business conversations through social.

So if you’ve been wondering how to get started with LinkedIn, or how to unlock the next level of network engagement – this episode is for you.

We’ll be giving away a copy of Alex’s recommended read: Technology vs. Humanity: The coming clash between man and machine by Gerd Leonhard just listen in to find out how to win.

Also recommended in this episode are:

Life 3.0: Being Human in the Age of Artificial Intelligence by Max Tegmark https://www.foyles.co.uk/witem/computing-it/life-30-being-human-in-the-age-of-arti,max-tegmark-9780141981802?term=life+30

Salim Ismail on Exponential Organizations

https://www.youtube.com/watch?v=FNQSM4ipZog

For more information on how to make the most of LinkedIn you can see the full collection of Alex’s guides here