Outbound Sales Consulting and Training

The advertising and marketing industry is more crowded than ever. Agencies are finding it harder and harder to differentiate and grow. All the while, agencies remain asleep at the wheel, waiting for inbound leads or referrals. They're not developing proactive sales programs like the tech and software industry. Recognizing this opportunity, I created this website to help agencies build outbound sales programs. To share my knowledge and experiences to empower agencies to develop a predictable and scalable process that wins new business from their dream clients.

What is Outbound Sales?

0 Comments 11 min read 787 views

Mastering outbound sales can be the difference maker in accelerating your organization’s growth past the competition. Outbound sales succeeds when you and your team have the right process, tools, and content. A strategic approach to outbound gives your sales team the best chance of securing more meetings and winning more new business. Below we take a …


Sales Outsourcing vs In-House? 7 Critical Factors to Consider

8 min read 791 views

Brands are increasingly moving work that traditionally has been done by external partners to in-house agencies. Strategy, creative, media, social, influencer marketing, production, and experiential work is shifting. According to an Association of National Advertisers survey, the numbers are significant enough that external agencies need to pay attention. The ANA’s survey of brand marketers showed that …


4 Stages of a Highly Successful Sales Call for Outbound Sales (part 2 of 3)

5 min read 771 views

Just because someone is a skilled marketer that does not mean that they know how to sell or lead an effective sales call. Agency principals and new business development professionals with agencies, it turns out, often get little to no training on how to effectively complete large, complex sales. Yet using proven techniques and pre-call planning, …


Hall-of-Fame Football Coach’s Secret Weapon Will Improve Your Outbound Sales (part 3 of 3)

5 min read 609 views

What happens in your agency after the new business call ends? For too many agencies, it goes something like this. Everyone is pleased with the call, how nice the prospect seems and leave hopeful for future possibilities. But, too many agency new business calls end without a clear idea of what was learned about the prospect …


The Emerging Outbound Sales Tool You Need Now

5 min read 581 views

Your agency’s new business program needs a repeatable, scalable, and importantly, personalized, prospecting process to keep the pipeline full of meetings with dream clients. Without the right outbound sales tool, your outbound efforts will not reach their full potential. One new outbound sales tool to emerge over the last few years is the sales engagement platform. …