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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. EP50: Raising your profile - part two | Laura Hannan | Pitch121

EP50: Raising your profile - part two | Laura Hannan | Pitch121

Mar 5, 2021

We’ve talked a lot on this podcast about LinkedIn over the years, and specifically the often untapped potential of Sales Navigator.

From the conversations I’ve had with my clients, I know that whilst consistent LinkedIn engagement can deliver fantastic results – for many, finding the time and focus required to create momentum can be a challenge.

Which is why I was intrigued by the service that Laura Hannan and her team at Pitch121 provide.

Laura joins me for the second episode in our mini-series exploring different techniques and resources to help raise your agency profile.

Listen in to hear a how the clever combination of tech, content and highly targeted Sales Navigator outreach is connecting agencies with their audiences, and a wealth of tips for elevating your own LinkedIn presence.

As always we’ll be giving away of Laura’s recommended read; Social Selling: Techniques to Influence Buyers and Changemakers by Tim Hughes.