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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. EP33: Listening | Catherine Allison | Master the Art

EP33: Listening | Catherine Allison | Master the Art

Oct 4, 2019

Throughout this series we have been exploring the notion that by focusing on relationships, rather than a smash and grab for revenue, we build a more sustainable new business pipeline. 

So in this episode I wanted to explore one underused skills in building relationships. Listening. 

Catherine Allison, founder of Master the Art is a trained actress and new business practitioner who works with teams and individuals to help build confidence and gravitas.    

Catherine joined us back in episode three to talk more broadly about how we can hone our presentation and communication skills. In this episode we got together to talk specifically about listening - the benefits of active listening and some simple steps to make sure we are all making the most of our conversations, either with new business prospects, our existing clients, even out teams.

As always we have a giveaway for you. Listen in to find out how to win a copy of Catherine’s recommended read: Do Listen by Bobette Buster.