News and Views

Here are our latest thoughts and upcoming events to inspire you to become better at business development.


Beyond an agency: How thinking like a brand can achieve long-term success as an agency owner

Discover the benefits of embracing a brand mindset, from driving interest and demonstrating expertise to attracting ideal clients and commanding premium prices. It's time to think big and stand out in the competitive market. May 22, 2023 Thought leadership

Is your growth sitting under your nose?

It's easy to get wrapped up in the excitement of chasing new business but what if I told you that your greatest growth potential might be sitting right under your nose?It doesn't take a rocket scientist to work out, if we retain and grow clients (i.e. farm), it puts less pressure on new business. April 26, 2023 Thought leadership

Prospecting and Outreach on LinkedIn: Building Digital Rapport for Success

Anyone working in Business Development or Sales will have inevitably come across the numerous software platforms that have sprouted up in recent times, which allow you to automate and send messaging en masse. This has caused LinkedIn to supervise the use of its platform, implementing measures that have allowed it to detect when software automation is being used to the potential detriment of its users’ experience. March 21, 2023 Default

Unpacking the complexity of Positioning

To unpack the complexity, you must start by understanding what positioning entails. Here’s the approach we lean on for our clients. This isn’t a linear process but you can use this framework to help you address the key points of building your positioning. February 15, 2023 Thought leadership

Business Development when buyer apprehension is at its highest point

Gray Matters shares actionable advice to guide your thinking and focus when it comes to Business Development in a challenging time such as the recession. A lot of the principles should be applied long-term, and help your business overcome difficulty and come out of it stronger. January 23, 2023 Thought leadership

The ultimate new business reflection questions to ask yourself for 2023

Growing a business and being effective in sales is a mindset. Next year can be the greatest year you’ve ever had, but only if you stay positive and act now.  December 20, 2022 Thought leadership

13 forms of proof & credibility to attract new business

You’ll struggle massively to get people to believe you if you don’t have proof and credibility, and you don’t need a psychology degree to know that if people don’t believe you, they won’t buy from you.  November 29, 2022 Thought leadership

Prospects ghosting you? Here’s how industry experts deal with it.

The term ‘ghosting’ originated in the dating scene, but salespeople struggle with the same thing in the business world. October 24, 2022 Thought leadership

5 ways to kill your competition and win new business

Let’s face it, the market’s saturated, clients are cutting budgets or making slower decisions, and winning new business is hard. Here's how to set yourself up for success and emerge ahead of your rivals. October 24, 2022 Thought leadership