Search results for: advanced ae bootcamp

Staff Workshops

Account Managers/Executives/Strategists (or whatever you happen to call them!) are the primary client facing members of your staff.  Each AE basically runs a division of your company and that's division's success is resting on their shoulders. They create, hold and ideally grow the client relationship and your agency's profits. They have to understand: Marketing (not just advertising) Sales (for both the agency and the client) Your client's industries Finance (yours and the clients) Business operations and how to solve business problems All 4 Ps and the 4 Cs of digital marketing How to lead a team And be part salesperson, part relationship builder, part business mentor and part psychologist! That's no small feat and the truth is -- they sure don't learn it all in college. And let's be honest, when you hired them -- it was baptism by fire! Now they've been on the job for a bit and you'd like to groom them to be even better.  That's where our three workshops come in.  They will leave your place thinking they're advertising executives and come back understanding that they're business builders (yours and the clients!). We offer two AE workshops, based on the level of the employee's experience and responsibilities. AE Boot Camp:  This two-day workshop is designed specifically for client facing agency employees who have been in the business for less than three years.  They might be an account coordinator or AE who shows incredible promise and clients already love.  We'll give them the core skills to understand their role in making your agency money and making themselves so valuable the clients can't imagine not working with you. (Learn more) Advanced AE Boot Camp:  This two-day workshop is for your agency's more [...]

April 28th, 2012|

How to Use Public Speaking to Strategically Grow Your Business with Tamsen Webster

Public speaking is the number one fear in America. Death is number two. From sweaty palms to cracking voices, speaking in public can be terrifying, yet it is a crucial skill to have in the agency world. As agency owners, our speaking skills are in the spotlight, be it in presentations, pitches, at conferences or just in front of your kid’s school. No matter how many people you’re in front of or how long you have to talk – every presentation matters. Tamsen Webster believes passionately in the power of human-to-human communication and has made it her life’s work to see to it that you become a better speaker. She coaches TedTalk speakers, business leaders and teams on how to get the audience to focus and relate to your ideas and feel connected to you in the process. Join Tamsen and I as we flesh out how to use presentations and speeches in a strategic way to grow your business. We cover:   Why speaking is the best tool for convincing someone that your agency is the best agency for them Why you need to make your speeches about your audience and not about you Mistakes that agencies make in pitches all the time How to structure your new business presentations so that you win the business Why you want people to remember the one big idea of your presentation — not specific tactics How to develop a thought leadership presentation Why niched presentations are a lot more effective than broad ones “Why,” “what now,” and “how” talks: what’s different about these kind of presentations How to structure a talk when you are given a general topic that you have to speak on Why you should stop before [...]

December 9th, 2016|

Do your AEs bristle at the word sales?

Be honest agency owner, you know that your account executive team is great. But sometimes they struggle when it comes to actual sales. Enter our account executive sales training workshop. 67% of an agency's new business revenue comes from existing clients (on average).  The people who are (or sadly -- are not) going to bring in those additional dollars are your account executive team.  They interact with their clients every day.  They propose new work, they know when the client has hit a barrier (and maybe needs some marketing help to leap over it) and they drive that client's activity. Sounds like sales to me.  But if your AEs think and behave more like relationship managers, you're not alone.  When surveyed, agency owners had these frustrations about the people on their account team: Sometimes they behave like they work for the client, not the agency They don't know how to listen for problems we can help solve They don't understand the business of owning or running a business They don't think new business or sales within our existing clients They let the client lead too much Sound familiar?  That's why we developed our Account Service Advanced Training workshop.  We spend two days teaching GOOD account service people how to really help grow their agency's AGI, reputation, new business (both from existing clients and brand new) and their network.  We talk numbers.  We talk strategy.  And we talk sales. When the participants leave the executive sales training workshop, sales is no longer a dirty or scary word.  They come back fired up and excited to stretch their wings. But don't take our word for it.  Here's what some past participants have had to say: “My AE [...]

September 27th, 2012|

Win More Business

"This was without a doubt the best agency-focused new business workshop I have ever attended.  We implemented what we learned in 2018 and our win ratio has more than doubled! Please register me for both of the 2019 workshops -- I know I can't afford to miss them!" One two day workshop was not enough so in 2019 -- we've got two! If you've attended in the past -- this is new content that will build on what you've already learned.  If you've never attended before, you're in for a mind-blowing, notebook-filling, win ratio crushing few days.  You can register for either workshop or take advantage of the combo discount and attend both. These workshops are taught by Robin and Steve Boehler from Mercer Island Group, agency search consultants who review thousands of RFP responses and sit through hundreds of agency pitches as they help their clients select the right agency and Drew McLellan from AMI, who works closely with over 250 agencies every year, coaching them on how to differentiate themselves. Adding to why you should attend -- we will be onsite at the Grand Floridian Resort with an incredible $299/night rate! Who should attend: Agency owners, leadership teams and business development directors who are charged with growing the agency by landing new clients and growing the clients you have. Selling has never been tougher! In both of these two-day workshops, you will learn skills that will enhance all of your sales interactions – and win more new business! Workshop #1: Win More Business 2019: Turning Incoming into Income Tuesday, January 15 & Wednesday, January 16 Day One: What to do with a prospect’s request for a meeting, proposal or pitch How to quickly build a prospect business profile Best [...]

April 19th, 2016|

Why the Written Word is More Important than Ever in Business with Jody Sutter

Words matter. They’re often an agency’s go to tool for clients and biz dev. Your prospects spend time on your website, follow you on social media, and read your content long before they ever reach out to you – so your written word is critical. It’s the first thing that your prospects see, so it better be up to snuff.   My podcast guest, Jody Sutter has a long history with the written word. Jody works with agencies helping them develop a more proactive approach to growing their business, with a special emphasis around how they communicate - getting jargon, generalizations, wordiness, and sloppy writing out of their proposals and everything else they use to promote their agency. Through your writing, Jody helps you to differentiate yourself, so that your work stands out from the others by being clear about who you are and what you do best. Jody and I help you find your unique voice by showing you: Why strong writing is more important than ever in our digital age The major mistakes that agencies make when presenting themselves in writing How to avoid making the big mistakes agencies make when responding to RFPs Why editing is so important for improving your team’s writing, how to get good at it, and what you should keep in mind if you are outsourcing the editing How agencies can differentiate themselves through storytelling The Pixar pitch The “5 things that you can do to make your writing better right away” checklist What you need to do to assess whether or not your writing needs improvement Jody Sutter started her career in sales and ended up working in agencies leading the new business teams. Today she runs [...]

April 18th, 2016|

Looking Ahead into the Future of Business for Agencies

As agency leaders, we’re as good as our last idea. So we’re always on the lookout for fresh thinking and emerging trends to take to our clients. But how do we do that in today’s overloaded information age where there is never enough time and so many other distractions? And how can we look into the future of business as it relates to the agency space? “Open your eyes, get out of your comfort zone, and learn about the world around you.” These are the words of wisdom from my podcast guest, Rohit Bhargava.   Rohit is a non-obvious trend curator and an expert in helping brands and leaders be more influential. He helps agencies re-think their role when it comes to what they're supposed to be doing for their customers. In his mind, it all comes down to understanding a customer's true business need, rather than what they think they’re asking for. It’s looking around, being curious and finding the non-obvious in the everyday.    Some highlights of our conversation include: Working as a solopreneur vs. working in an agency Rohit’s trend report that started as a blog post Habits for being a trend spotter Big trends for 2016 What lies ahead for the future of business for agencies VR: How Virtual Reality can become important to agencies Data overload: what will happen when all the data available to different parties eventually gets pooled together? Understanding your clients’ true needs and becoming their true partner Architecting an Innovation Day to open up your clients’ wallets How to teach trend-creating thinking to employees coming out of college Rohit Bhargava is a Wall Street Journal bestselling author of five books on topics as wide ranging as [...]

May 23rd, 2016|

How to Create a Modern, Content-Driven Agency with Paul Roetzer

Start with the end in mind, as Stephen Covey taught us. But you’re not going to get there without intentionally putting together a plan and then measuring your progress along the way to make sure you are meeting or exceeding your own expectations. The key in all of that is being intentional. You teach your clients this every day. But when it comes to your own agency, many of you don’t really have a plan or aren’t actively working the plan you have. My podcast guest Paul Roetzer is nothing if not intentional. He created and built his agency with intention every step of the way. As a result, he now has an agency that is an industry leader when it comes to content creation, inbound marketing, performance and strategy. Paul and I cover pricing, content strategy, client fit and employee retention in this podcast. Listen in to see: Why Paul started PR 20/20 How to create a modern, content-driven agency Standardizing pricing to prevent scope creep Paul’s point system for pricing How to create a content strategy that works today Top of the funnel content vs. bottom of the funnel content Using the point system for professional development Where to find the great content writers that you will need to hire How PR 20/20 decides if a client is a good fit The Marketing Score Automated Insights Steps agencies can take right now How to keep employees around and enthusiastic Paul Roetzer is founder and CEO of PR 20/20, a Cleveland-based inbound marketing agency and HubSpot’s first Agency Partner. He is author of “The Marketing Performance Blueprint” (Wiley, 2014) and “The Marketing Agency Blueprint” (Wiley, 2012); creator of Marketing Agency Insider and Marketing Score; [...]

August 5th, 2016|

Who are your inside confidants?

I’ve never met an agency owner who doesn’t find the job a bit lonely sometimes. Most of us grew up in the agency business and we’re used to having at least a portion of our social life stem from our co-workers. As our careers advanced, we were probably in the inner circle but it was definitely a circle so you had people to talk to, confide in, and bounce ideas off of when the &^%# hits the fan. But now that you own the joint, it’s not quite the same. You know and think about things that really shouldn’t be shared with anyone (or too many someones) and who your confidants are can have huge consequences — good or bad. In our work with agencies, we sit around the table with a lot of leadership teams. Here are some of the skills/traits that I think are mandatory if you’re going to give someone the privilege/responsibility of one of those seats: They can keep their mouth shut (you’d think this was a given but we all know better) They can step outside their departmental or day-to-day role to care about the agency as a whole They have mastered the ability to be “kind but clearly candid” with you, the boss and don’t pull punches They’re comfortable not knowing or with uncertainty (if they are fretters — you have trouble) They’re hungry to keep learning Naturally, there are more but those are some biggies. Miss one or more of them and, next thing you know, you’re confiding in the wrong people. By the way — hopefully, it goes without saying that age, title or years in the business don’t always guarantee that those traits are present. I [...]

December 9th, 2019|

How to Utilize A/B Testing and Conversion Optimization to Drive Sales and Leads with Justin Christianson

“It doesn't really matter what you're selling because, at the end of the day, we're dealing with people.” But people can be tricky – why do they do what they do? Most of us have figured out that we do things for one of two reasons, to avoid pain or to gain pleasure and our customers are no different. So how can you use that information to drive leads and sales? According to my podcast guest Justin Christianson, it’s by utilizing split (A/B) testing and conversion optimization. Justin’s vast knowledge of split (A/B) testing and conversion optimization borders on the fanatical. So fanatical, he wrote a book about it, “Conversion Fanatic: How to double your customers, sales and profits with A/B testing”. Join Justin and I and see how split (A/B) testing and conversion optimization can get people to take the desired action that you want them to take by learning: How Conversion Fanatics was born Why you have to track and learn why people do what they do The basics of conversions Big mistakes people make when attempting to get people to convert How to start testing for conversions How to get your clients to actually do case studies Some of the most surprising things Justin has learned from conversion testing What makes an employee good for conversion work Why split (A/B) testing and conversion optimization are two very different things Why you must approach working with other agencies for a client with no ego VR and video: why these two technologies are only going to grow in the future How Justin stays on the cutting edge How to pick the clients that are right for your agency Justin Christianson is a 15-year digital [...]

August 10th, 2017|

How to do a content marketing audit in 8-steps (plus, best practices for fixing your content)

It’s the 80/20 rule of content marketing: 80% of results come from 20% of content. This is true for every website and for every content marketing audit I’ve ever done. A handful of articles pull in the largest percentage of traffic and conversions. Just look at your own data. A report of your top posts by traffic probably looks something like this. A few posts bring in a lot of traffic, while most articles drive little or no traffic.   If you calculate the conversion rate for each piece of content, you’ll see a similar curve. A few articles convert visitors at a high rate, while most articles convert few or no visitors.   A Content Audit for Finding the Top Performers If it’s true that 20% of articles create 80% of the results, then why aren’t we focused more on these performers? The problem is that we usually don’t know which articles are the real heroes. To find out, we need to do an audit. Here’s our content audit checklist. Use the links below to skip to the sections you want. ✪ Advanced Readers: Skip down to section seven for the deeper analysis. FINDING TRAFFIC CHAMPIONS 1. SEO: Content that attracts visitors from search 2. SEO: Content with declining search traffic 3. SEO: Content that has search ranking potential 4. Email: Campaigns that attract visitors 5. Email: Measuring the engagement of visitors from email campaigns 6. Social: Content that gets the shared the most FINDING CONVERSION CHAMPIONS 7. Content that converts visitors into leads at the greatest rate ACTIONS 8. What to do now that you know the strengths and weaknesses of each piece of content. This is a step-by-step guide for auditing content marketing [...]

April 17th, 2018|

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