Hall-of-Fame Football Coach’s Secret Weapon Will Improve Your Agency’s New Business Calls

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 ...

4 Stages of a Successful Discovery Call for Agency New Business

Just because someone is a skilled marketer that does not mean that they know how to sell or lead an effective discovery 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, ...

It’s Your Fault the New Business Call was Unsuccessful, You Weren’t READY

Are you dissatisfied with how your last sales discovery 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  pre-call ...