Helping Agencies Win Dream Clients
Helping Agencies Win Dream Clients
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 …
My very first day at my very first job was as a holiday sales associate at Best Buy. The 16-year-old me was nervous to say the least. It was my responsibility to persuade customers to buy a $2,000 computer. That seemed like a massive among of money to convince someone to spend. And if by some …
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, …
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 …
Are you dissatisfied with how your last sales call went? Do you often find yourself complaining that the prospect was unqualified or not ready to buy? Maybe you felt great rapport but hung up the phone with no clear next steps. Or maybe you sent follow-up materials and never heard anything back. Without sales call planning, those …
Are your business development reps spending the right amount of time on the right targets for agency new business? At many agencies, those tasked with prospecting struggle with how much time to put into cold email personalization and which prospects are worth the effort. They may also struggle with where to go to get the best …
Are you finding lead generation to be a frustrating part of your work as an agency principal? If so, you’re not alone. Many agencies are struggling to find enough leads to fill their pipelines. What’s more, many of those leads – especially from inbound marketing efforts – are unqualified. Agency new business is critical to success, …
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 sales tools, your outbound efforts will not reach their full potential. One new sales tool to emerge over the last few years is the sales engagement platform. While SaaS …
Dining out is one of my favorites activities. I love the experience, the opportunity to be social and of course the food. But, what irks me is when the waiter shares the specials too early after being seated. I need to get acclimated, have a drink, and conversate before being barraged with information. Explained simply, I …
New business is tough. But know that your dream client is one effective cold email away from changing the trajectory of your agency. I’ve sent tens of thousands of emails over my career and have advised agencies on tens of thousands more. This is the cold email checklist that I use, and it’s led to millions …
I help agencies build outbound sales programs that create a predictable and scalable process to win new business from their dream clients.
