Search results for: agency management

[easy-social-share buttons=”facebook,twitter,google,linkedin,mail” counters=1 counter_pos=”topm” total_counter_pos=”leftbig” style=”icon_hover”] Ryan O’Donnell is a midwest kid who moved to NYC after college and landed a job on Wall Street making 500 calls a day. He hated it, followed a passion for tech, and ended up joining a company early that eventually sold to Yahoo for $850M. He grew a business unit from $0 – $20M and left Yahoo to startup. Fast forward 3 meandering years trying to generate sales and Ryan decided to build a product to speed up the time to revenue for any business selling a product or service B2B called Sellhack. He’s successfully running this company today, helping his clients get in front of the right prospects faster and with a better close rate than they’d been doing on their own. He’s a father of 3, husband, and hobbyist prepper, and he’s in relentless pursuit of scratch golf.     What you’ll learn about in this episode: Why sales is all about automation and efficiency Using data to take the guesswork out of the prospect search Crafting compelling emails to prospects based on what you know about their competition (that you already work with) Figuring out how many prospects you need to capture every week at the top of your sales funnel in order to get the number of new leads you need at the bottom of the funnel SellHack’s algorithm for verifying the email address of a person who you might just know their name and company Replyify: a tool specifically devised for sending out cold email campaigns and building a sales process to contact prospects in other ways Strategies for crafting an email that works for cold selling B2B products [...]

[easy-social-share buttons=”facebook,twitter,google,linkedin,mail” counters=1 counter_pos=”topm” total_counter_pos=”leftbig” style=”icon_hover”] Sam Mallikarjunan is a Marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs, the somewhat-secret experimental arm of the world’s #1 Sales & Marketing platform. Sam teaches Advanced Digital Marketing at the Harvard Division of Continuing Education, and he is also the co-author of the book How To Sell Better Than Amazon (which, thanks to the publisher, is ironically available for purchase on Amazon).     What you’ll learn about in this episode: The way the internet has changed selling so that there’s almost too much information How salespeople can help consumers sift through the breadth of information out there Structuring sales calls so they’re all about asking the buyers questions about their business The power of inbound: competition where no one else is competing Learning to say no to bad revenue Why you need to build buyer personas — both for your ideal customers and customers that you don’t want to do business with because they’re going to cost you money Why clients need agencies to teach them what to do — not how to do it Getting involved with your client’s complete business — including the sales side of their business How to get your clients to treat your agency like a partner instead of a vendor The Golden Nugget: […]

[easy-social-share buttons=”facebook,twitter,google,linkedin,mail” counters=1 counter_pos=”topm” total_counter_pos=”leftbig” style=”icon_hover”] Joe Pulizzi is the founder of Content Marketing Institute which is now a UBM company. It is the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world, Content Marketing World. Joe is the winner of the 2014 John Caldwell Lifetime Achievement Award from the Content Council. Joe’s fifth book “Killing Marketing” was just released. His third book, “Epic Content Marketing” was named one of “Five Must-Read Business Books of 2013” by Fortune Magazine.     What you’ll learn about in this episode: The evolution of content marketing Focusing on your core verticals to help clients out with some part of the process that they’re terrible at How agencies can help clients build an audience of people that knows, likes, and trusts them and how that has a large impact over time Why elevating someone to the status of an expert with content marketing is a long-term process Focusing on clients that already value and have a budget for content marketing How delivering value to prospects on a long-term basis will all you to do business with them without going through an RFP How getting your audience to know, like, and trust you with content marketing will allow you to sell easily Some of the many different ways to monetize your customer list Changing the defined idea of marketing to match consumer behavior Why you can’t be everything to everybody and need to focus on a niche Why your sliver of opportunity to get started in on a niche is right now The Golden Nugget: […]

[easy-social-share buttons=”facebook,twitter,google,linkedin,mail” counters=1 counter_pos=”topm” total_counter_pos=”leftbig” style=”icon_hover”] Steve Boehler is a founding partner at Mercer Island Group – a strategic management and marketing consultancy. The company has three key practice areas: strategic business consulting, organization effectiveness, and client-agency relationships. They help companies and executives succeed. One of the ways they do that is by helping them better position themselves and sell more effectively by better bonding with prospects around the prospects’ needs. They work with agencies of all sizes and types as well as consult to major clients in the US and across the globe like Microsoft, Ulta Beauty, PetSmart, Starbucks and many other fine firms. Steve started his career at Procter & Gamble – in his decade there he was the second youngest brand manager in that venerable company’s history, turned around the Pringle’s business, led Jif Peanut Butter to market leadership, and turned around the Tide business.     What you’ll learn about in this episode: Why clients likely don’t know about your agency and why you have to make yourself findable The importance of consistency with content creation Making your pitch unique so that it stands out from other agencies (and why agencies struggle with this so much) Selling and pitching: why it’s all about the prospect and their business and not about you The importance of doing your homework and actually bringing that homework into your presentation What to ask every client person in a pitch meeting to get them all involved Why you need to get prospects to agree to an agenda for a pitch meeting How getting prospects to define a problem helps to get them to buy into your solution Why you need to limit [...]

[easy-social-share buttons=”facebook,twitter,google,linkedin,mail” counters=1 counter_pos=”topm” total_counter_pos=”leftbig” style=”icon_hover”] Luke Summerfield wakes up each morning excited to discover, experience, and share moments of inspirations. He does this at HubSpot, advising startups, writing, and speaking. He founded the Growth-Driven Design movement which is transforming the world of web design. In the first twelve months, they grew from 0 -> 940 agencies in 50 countries offering GDD services to clients. Previous to HubSpot, Luke helped grow a digital marketing agency until it was acquired in 2014. Outside of work, he trains Mixed Martial Arts / Brazilian Jiu-Jitsu and rough houses with his pug puppy, Mac.     What you’ll learn about in this episode: Growth-driven design: what this “smarter way to do web design” is all about Why the platform you use for your website doesn’t matter with growth-driven design How growth-driven design was born out of the pain both agencies and clients felt around web development and why this system is so much better than previous ways of doing web dev Step 1: getting an empathetic understanding of your client’s audience’s world Step 2: building a “launch pad” website — something that looks and performs better than what the client already has but is not the final product Step 3: continually improving websites How to sell and price growth-driven design to clients Why you should always sell at least 15 hours a month of growth-driven design and why you need at least a six month engagement from a client The stats that prove that growth-driven design gets more leads than traditional design Why growth-driven design still works great when you outsource the coding piece of web design All the assets Luke has on his website [...]