5 Ways You’re Not Controlling the Pitch (and How to Change That)
It doesn't take long for most of us to buy a pack of gum. It can be a matter of minutes from the moment we feel the need arise to the moment we become 100% owners of that gum [...]
How to Onboard New Hires to Be Better Advocates for Your Agency
Primed with this knowledge and the motivation to advocate for your agency, your employees can naturally win over prospects in organic, genuine ways. In this piece I recently contributed to SpinSucks.com, I discuss how to educate your new hires to [...]
Why Inbound Marketing Is Better for Your Business Than Outbound Marketing
Social media has changed our lives in countless ways — for those of us in marketing and sales, the way we reach customers is completely different now.... In this piece I recently contributed to DemandGenReport.com I discuss, how this [...]
How do you deliver bad news?
I was on a flight last week, and it was a few minutes past the time that they should have closed the cabin doors. The pilot came out and got on the PA system. Here’s what he said: “Folks, you [...]
Want to Develop Your Agency? Establish Your Unique Expertise
Every agency has a website and social presence. Companies can shop around and compare options without much regard for geography before coming to a consensus. If you don't define your focus and establish your expertise, you'll be just another face [...]
Hoping to Grow Your Ad Agency? Support Growth Goals With Existing Customers
Agencies aren’t in the business of selling—at least not advertently. Rather, your goal is to help clients grow their businesses. Account executives play critical roles in delivering on that promise. You can help accomplish this task by giving them space [...]
We always have choices
I’ve been recording the video lessons for our new Foundations mini course (for agency owners in their first 5 years of existence) and I’m noticing there is a recurring theme woven into a lot of what I am teaching. Choice. [...]
Actually there is an I in team
When I was early in my career, I measured my work environment on the people, parties and play. Did we have a pop a shot? Darts tournaments were a plus and of course, the beer fridge. But now, looking back [...]
3 Ways to Hone Your Ad Agency’s Niche
Although it might seem counterintuitive, doubling down on what you specialize in will open up growth opportunities for your agency. People seek out specialists because they trust their abilities and thought leadership. You can niche your agency by following these three [...]
Joining a Mastermind Group Could Be Your Best Career Decision
No one who achieves massive business success does it alone. In fact, success in any field is usually the product of collaborative effort. In this piece I recently contributed to SpinSucks.com I discuss how if you’re a business owner, entrepreneur, [...]
