Well Defined Systems and Clear Expectations – A Winning Formula
Recently, I was listening to an interview with Craig Berube, coach of the St. Louis Blues hockey team. The interview covered how they've been able to stay very competitive and lead their division while enduring the absence of their most [...]
60% of Your New Rev Should Be Coming From Existing Clients
When business owners are brainstorming new ways to grow their revenue, they first jump to their prospective new client list. Prospective clients who become new clients of yours are great for building revenue, but I argue to look at your [...]
The trailblazing benefit agency owners need to know about
Remember the “good old days” right after the recession when incredibly talented employees were easy to find, quick to hire and grateful to have a steady paycheck? The upside to that story is that in 2020 the economy is stronger, [...]
How to Give a Presentation Like a Pro
Public speaking is something many people fear — even visionary CEOs. Tesla’s Elon Musk, for example, has publicly chastised himself for his lackluster performances. Even if you’re not Musk-level famous, public speaking is an essential skill. It could be argued [...]
A must read book for every agency leader
In our owner peer group meetings, one of the things we always do is share a recommended app, tool or book. It’s a really easy way to discover some new ideas and tools for getting better without lots of trial [...]
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 [...]
