Your Best Salesperson Called. She’s Inside Your Agency.
I repeatedly hear other agency owners lament their inability to find that mythical salesperson who can sell to prospects so owners don’t have to. My response is always the same: Are you sure that person isn’t already inside your agency? [...]
What if you got paid to be a thought leader?
We’re all blogging, writing newsletters, trying to speak at conferences, etc. We’ve got content coming out of our ears but content does not equal thought leadership. If you and 1,000 other agencies all blogged about the new Pantone color of [...]
6 Bad Habits To Break When Writing New Business Proposals
Writing proposals–whether responding to RFPs or pitching new services to existing clients–is a responsibility that most agency execs would rather avoid. Some agencies, especially larger ones, outsource the task to professional writers or even have a proposal specialist on staff. [...]
Is your AE leaving money on the table?
One of the more interesting takeaways from the research we have done over the years is the juxtaposition between two beliefs that our clients have about account executives. The first was that about a third of the respondents felt that [...]
Optimizing your Linkedin Profile
Over the past few years, LinkedIn has emerged as the go-to social network for anyone operating in the B2B space. If you are an agency, then your clients are certainly active on LinkedIn. But where do you start? The first [...]
Data is an agency’s new special sauce
Remember the good old days when we could just share the monthly Google Analytics with a client and they were wowed by our prowess? Sadly, those days are gone. One of the biggest challenges facing most agencies is how to [...]
For Agencies, It’s Strategy Or Bust
It’s no secret that there has been a sharp growth in the development of internal agencies. Ad Age reported about a year ago that 78% of Association of National Advertisers members have now developed some level of in-house agency. That’s [...]
Growth is awesome, until your agency collapses under the weight
What’s that old adage — nothing kills a business like growth? I’ve seen agencies get way too close to the edge more than once. Managing growth is no easy task and scaling your business requires something that many agency owners [...]
Recession Proof Your Business Development
Referrals are every agency's dream. Do good work. Others take notice. Inbound, warm leads get referred. What happens when those referrals aren’t coming in as much as they were in the past? Or, better yet...how do you get in front [...]
Lead Generation 2.0
Study after study tells us that CMOs rank lead generation as their #1 priority and one of their biggest sources of frustration. So if we practice the tired “what keeps you up at night” exercise — I think we know [...]
