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. They’ve realized that it’s inefficient to ask highly paid executives to perform a task that’s [...]
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 AEs were too pushy when it came to sales and that was off-putting. But that [...]
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 step is your profile optimization. At my company, Lead Cookie, we have run over 300+ [...]
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 help our clients understand the numbers and what they mean. They’re no longer content to [...]
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 up from just 58% five years ago. Further, of the 22% that didn’t have an [...]
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 struggle with — getting out of the way. Entrepreneur Magazine asked me to offer some [...]
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 of the drought to ensure a steady flow of new leads that could convert into [...]
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 the answer. Most of our clients and prospects need to generate more qualified leads and [...]
If you’re running a marketing agency, there is a good chance that you deliver social media marketing services of some form or another for clients. Your prospects are convinced of the value of social media amplification. Moreover, they feel that social media can generate leads to their business. While you probably provide some kind of [...]
Want to learn how to win your top ten dream clients in just a few easy steps? Then you’re in the wrong place. One of the biggest problems with most case studies and sales tactics is that they attempt to make hard problems seem easy to solve. What nobody wants to admit is that convincing [...]
