Don’t Sell! … Disqualify! How to use the NewSell Strategy

 The biggest untapped B2B opportunity is STILL how to solve the ‘customer engagement’ problem. With NewSell you don’t engage the customer by sell, sell, selling … your aim is to disqualify the non-customer from buying. This is an X10 strategy for creating value.


The much better way to disqualify non-customers is by Word Of Mouth (WOM). And, the much better way to create word of mouth is with satisfied customers who Buy And Tell (BAT) their friends. This is non-customer disqualification squared! This is called WOMBAT Selling. – Michael Hewitt-Gleeson.


Click here to request your own copy of the ebook

“WOMBAT Selling: How to sell by Word of Mouth”

Nothing has changed the business environment more than the WWW, in the last 20 years. Now, with the Apple platform and its glittering array of devices supporting Facebook, Twitter and Google the customer is not only right … the customer rules!

Today, WOMBATs are customers who, in their own right, are global publishers, broadcasters, niche marketers, content-providers and network producers and all well aware of the fact.

When it comes to your B2B offer there are those who will buy and those who will not buy. You need a strategy to sort out the customers from the non-customers. To help businesses create new customers Michael Hewitt-Gleeson has written WOMBAT Selling: How to sell by Word of Mouth.

– A WOMBAT is a satisfied customer who replicates another satisfied customer.
– W.O.M.B.A.T. = Word Of Mouth Buy And Tell.
– A WOMBAT is a customer who is so engaged with your offer or your business that s/he passes it on to those in her/his business or social network. This is customer engagement squared!
– WOMBATs pass it on. Pass it on. Pass it on.
– WOMBATs replicate. Replicate. Replicate.

WOMBAT is a powerful solution to the ‘customer engagement’ problem

WOMBAT is the killer app for selling. The WOMBAT strategy is based on the selling switchuncheck2check. Use the switch to multiply your customers by ten for an immediate surge in an individual’s sales results, or, for a much better return on enterprise marketing. The selling switchuncheck2checkwas researched and designed by Dr Michael Hewitt-Gleeson as part of his PhD, the first in the world on lateral thinking. His external examiner was the legendary American pollster and market scientist, Dr George Gallup Sr of The Gallup Poll.

You have created the first new strategy for selling in 50 years. You have presented a new approach to a very old subject with proof that your ideas do work. There are parallels with your ideas and how I think advertising works. Your thesis also has the quality of being very well written. – George Gallup.

The NewSell Switchuncheck2check–is written up in Hewitt-Gleeson’s books on the theory and practise of selling. They are: NewSell; The XIO Memeplex: Multiply Your Busines By Ten! and WOMBAT Selling: How to sell by Word of Mouth.

Click here to request your own copy of the ebook

“WOMBAT Selling: How to sell by Word of Mouth”

Show Me The Value!

By the time that Tom Cruise was running around in 1996 screaming, “Show me the money” already for a decade the mantra of the revolutionary business leader, Jack Welch of GE, had long been, “Show me the value!” Because, in the real world, Jack knew that before you can create money you first have to create value.

By that time, The General Electric Company was the #1 brand in the US making everything from locomotives to light bulbs. The 100-year-old global business enterprise was undergoing a cultural transformation under the leadership of the new Chairman.

His vision was to change the culture of GE from a traditional industrial, top-down hierarchical company to a modern “boundaryless”, communications and market-aware company focused on creating much better value for customers and much better return for shareholders.

GE XIO – The Simplest Idea in the World

Jack Welch sought out Michael Hewitt-Gleeson as his personal advisor for several years from 1984. Michael created a bespoke program called GE XIO. The idea behind GE XIO was to create ten times the value for the GE customers and therefore to raise ten times the total return to the GE shareholders.

Cleverly and with his focus on the value-creation philosophy, Jack began a re-design of the 100-year-old GE organisation. Installing X10 memes across the enterprise and mentoring GE senior executives in the use of the cvs2bvs brain software to drive globalisation and value.. They used to call him ‘Professor Jack’ as he personally conducted regular training sessions in the GE Leadership Academy at Crotonville-On-Hudson, not all that far from West Point.

To help magnify Jack’s strategy Michael combined multi-media corporate conference presentations and live masterclasses across the enterprise. At the same time he mentored Jack in private, 1-2-1, strategic consulting meetings on crisis issues like the ‘Caspar Weinberger Affair’. Jack often referred to Michael as “my new guru”.

Acknowledging his key role in one of the most successful corporate transformations ever undertaken in the US Jack Welch wrote saying, “Michael, you are a friend of our company”.

Since the 80s, there have been many Fortune 500 companies who have tried to emulate the example set by GE and copious volumes have been written about Jack’s value-driven transformation of his company.

JACK WELCH, CEO of GE used cvs2bvs as an enterprise solution to accelerate the transformation of GE from a 100-year-old slow-thinking monolith to a fast-thinking modern business with a growth surge of 4000% in shareholder value.

He wrote: “I wish I had a management team that really understood the cvs2bvs equation because it is the value-added role in the management process”.

Jack understood the power of cvs2bvs as a killer management app for value-creation. He also said,cvs2bvs is the simplest idea in the world!”


First Law of Thinking

cvs ≠ bvs

“the current view of the situation (cvs)

can never be equal to

the better view of the situation (bvs)”



Do you have “inattention blindness”?

First let’s start with a little test for you to take.

This only takes a minute.

Watch the video below:


This is an example of what is called “inattention blindness” or “change blindness”. The idea is that people often miss large changes in their visual field. This has been shown in many experiments.

So what does this mean if you are designing a website or something on a computer screen? It means that you can’t assume that just because something is on the screen means that people see it. This is especially true when you refresh a screen and make one change on it. People may not realize they are even looking at a different screen. Remember, just because something happens in the visual field doesn’t mean that people are consciously aware of it.

On Thinking

What is a thinker?

A thinker is a sovereign individual who consciously values the natural rights of thinkers.

The School of Thinking supports the natural rights of thinkers. Below is a third draft of ten thinkers’ rights which are promoted by SOT.

Please consider these ten rights and post your own comments or suggestions below. Thanks.

A Universal Declaration of Thinkers Rights

1. As thinkers, we have the right to use thinking in a quiet and confident manner.

2. As thinkers, we have the right to have pride in our thinking skill.

3. As thinkers, we have the right to use that skill and to consider a “thinking reaction” rather than a reaction based on emotion or experience alone. The thinking might make use of experience and emotion, but these would be part of the thinking instead of controlling it.

4. A thinker has the right to escape from current views of situations and to search for much better views of situations.

5. A thinker has the universal right to be wrong.

6. A thinker does not have to defend a point of view at all costs. There is the right to see other points of view and the right to design a much better decision.

7. A thinker has the right to acquire wisdom or to seek it out wherever it may be found. Wisdom is quite distinct from the sort of cleverness that is taught in school. Cleverness may be useful for dealing with set puzzles or defending local truths but wisdom is required for designing a safer future.

8. A thinker has the right to get on with his or her own work and to get along with other thinkers and if things go wrong a thinker has the right to think things through and to fix them without creating a fuss.

9. A thinker has the right to spell out the factors involved in a situation and also the reasons behind a decision.

10. Above all, a thinker has the right to be asked to think about something, to focus thinking in a deliberate manner upon any subject. Thinking can be used as a tool by the thinker at will. The use of this tool can be enjoyable whatever the outcome. This applied thinking is practical—the sort of thinking that is required to get things done.