agency prospects Archives - Agency Management Institute

4 Questions You MUST Ask To Uncover Your Prospect’s Needs
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4 Questions You MUST Ask To Uncover Your Prospect’s Needs

Agency Management, Agency Smarts, Client Relationships, New Business

4 Questions You MUST Ask To Uncover Your Prospect’s Needs

The tone and outcome of the sales conversation are set into motion by how well you uncovered your prospect's needs early on. It’s impossible to adequately sell if you don’t even have a clear understanding of what your prospect needed in the first place! While that sounds like a no-brainer, many sales pros rattle off [...]

By Stephanie Chung|

Do You Know Your Prospect’s Secret Process for Choosing an Agency?
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Do You Know Your Prospect’s Secret Process for Choosing an Agency?

New Business

Do You Know Your Prospect’s Secret Process for Choosing an Agency?

All prospects have a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners. Surprised by this? So were we. We just completed a study in which we talked to 500 CMOs and business owners about their decision-making processes when hiring and firing agencies. Not only did we [...]

By Drew McLellan|