The Art of Winning Less

Written By Adam Graham

Kerry Gibson has spent over 12 years in new business, working at some of the world's most well-known agencies. In this episode, she sits down with Adam to talk about what it actually takes to win and why focus is the ingredient most agencies consistently underestimate.

From a landmark Sainsbury's pitch won on the chemistry of an existing team, to the realisation that a new business director's real skill is packaging people rather than knowing everything, Kerry brings rare honesty to a role that is often misunderstood.

She also talks about burnout, the importance of permission culture, and the line from a former manager that still pops into her head at 4pm every day.

This is a conversation for anyone in new business who's ever felt the pressure of being all things to all people and the freedom of letting that go.

Show notes:

https://tmwunlimited.com
https://gray-matters.co
https://gray-matters.co/podcast

The Art of Winning Less
Adam Graham
Adam Graham

I’m the Founder and Director of Gray Matters. I'm passionate about changing the perception of sales and helping people learn to love it.

At Gray Matters, we empower and mentor businesses, agency owners and their teams to be better at attracting and winning new clients and projects. We build long lasting growth strategies for B2B businesses of all shapes and sizes. From 1-5 man Mastermind Groups; to 10-50 people, independent agencies across all disciplines, providing positioning and sales messaging, new business strategy alongside technical execution of sales and marketing tactics.

https://www.linkedin.com/in/adamkgraham/
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