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Articles & Books From Stewart Stuchbury
Win more new business todayNew business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business.
Cheat Sheet / Updated 02-03-2017
The world of winning new business never stands still; there are always new things to take on board. Consider digging deeper into the topics of data compliance, data quality, avoidance of the "no new business" approach, and qualification.
Article / Updated 02-03-2017
How well do you qualify new business prospects before meeting with them and certainly before committing valuable resources to work on ideas for them? How do you handle qualification? What sort of criteria do you use?Check out the minimum qualification you should perform:
You must be speaking to the decision maker or a key member of the decision-making unit.
Article / Updated 02-03-2017
The "we don't do new business" stance is bull. You may be a single client agency that has grown up servicing the needs of one or a few key clients and be at capacity. What happens when a key person at your client leaves? What happens when he decides on a change? Every company should invest some effort into new business all the time, regardless of how busy you convince yourself you are.
Article / Updated 02-03-2017
Data quality is one of the cornerstones of any new business campaign. Get this wrong — for example, with name or address errors or with inaccurate sector or demographic information that you use for data selection — and you put your entire new business campaign at risk.In an ideal world, you already own the data, and when dealing with your own clients, you will.