If you are saying that at this time of year, it will be a tough year indeed. The truth is, almost every agency gets to that point every so often. It may be that your biggest client took all your... Read more →
Welcome. I work with agencies who want to rethink their sales approach and prospect more effectively. Whether you are interested in outsourced business development, new business strategy, agency positioning, list building, marketing automation, or training, you can get better new clients faster.
Click to schedule a call
Agency Prospecting Platform
Are you using marketing automation for ad agency prospecting? My prospecting platform, Constant Contact's Lead Gen & CRM, is the best tool for today’s new business environment. Let me show you how I use it to scale my prospecting with data, behavior tracking, lead prioritization, and time-saving automation. Easy to configure. So simple to use.
Want to know who to go after, when, and how? Winmo is an agency’s best tool to find the right people, and the sales intelligence—strategy changes, budget changes, agency changes, C-suite changes, pitch predictions—at the companies you want. Let me show you my Winmo.
Considering all the changes we’ve witnessed in the last year, what do marketers want from their agency partners today? I’ve collected relevant and informative reports, thought leadership, surveys, and other resources from across the web to help answer that question as you consider your new business strategy.
If you are saying that at this time of year, it will be a tough year indeed. The truth is, almost every agency gets to that point every so often. It may be that your biggest client took all your... Read more →
It's almost the end of 2021, and we all have a lot to be thankful for this year. While it may seem insignificant in comparison, I think one person doesn't get the thanks and recognition they deserve—your business development leader.... Read more →
What should agencies expect in 2024, and what can they do to prepare? A lot changed all around us. Extreme business pressures have shortened CMO tenure, applied even greater pressure on marketing performance and ROI, shifted focus from long-term success... Read more →
Whether you are amid a pandemic or on the rising slope of an economic boom, your prospecting strategy shouldn't change. Some of the internal parts should, some tactics might, the message and offer, yes, but the fundamentals stay consistent throughout.... Read more →
Working from home is now the new normal. It used to be a guaranteed path to obscurity within the corporate world. Then it became a trendy option and a growing number of experts started touting the benefits. An ever-increasing pool... Read more →
With a little more than a month to go, the clock is running out for any additional revenue this year. At the same time, the holiday season distracts many good prospects from your outreach. It’s an anxious time for business... Read more →
What is fascinating about the ad business is that new business people come in all shapes and sizes. Each can be as successful as the other or succeed in one place and fail in the next. New business is often... Read more →
There are tens of thousands of advertising agencies selling the same products and services. Almost as many of them claim to be unique, different, or better using mostly the same words like the others. It is one of the most... Read more →
The change over to the new year is not the time to be planning your business development strategy, yet so many agencies do just that. It is like a retailer planning next year’s product assortment during the holiday rush. It... Read more →
The simple answer is Yes. After all, marketing execs are people, and people do the craziest things. Think Nigerian Prince with $10,000,000 dollars to deposit in your bank account. So, yes you can talk certain people into hiring your agency... Read more →
If you've got your new business plan set, kudos. You are in rare company. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons. Fall turns to winter, and you... Read more →
Last week I talked to a young, aggressive agency owner who wanted to grow fast and thought the best way was to create a conceptual campaign to take around to marketers in hopes of selling it to someone. The owner... Read more →
Marketing automation platforms (MAP) are powerful tools for marketers of all kinds including ad agencies, but its promise is far from realized. 2017 data shows that 67% of marketers currently use some type of marketing automation platform and that number... Read more →
Agencies that struggle to grow face many of the same problems; no time, limited resources, inadequate tools, inconsistent effort, no pipeline, lack of focus, too many misses. It is frustrating because your current clients love you and appreciate the hard... Read more →
It is always a challenge for ad agencies to maintain a consistent new business effort. It usually happens in fits and starts. The team gets busy, a person leaves, or many other reasons. The result is a dwindling pipeline, lost... Read more →
It’s that time of year when ad agencies start scrutinizing their business development results and wondering what to do differently in the coming year. Experts predicted this past year would be a breakout year, but many agencies did not reap... Read more →
It’s not uncommon for a new ad agency to launch with some clients from their former agency or with great publicity that brings in new prospects. It doesn’t take long for the agency principals to focus their excitement, passion, and... Read more →
Everyone, no matter what they do, is faced with the same challenge; how should I spend my time most efficiently. Time is our most valuable resource and properly investing it can make the difference between success and something less. Time... Read more →
It’s been my world for more than 20 years. Not as a consultant but in the trenches honing my approach at small, mid-size and large agencies. I know how your prospects want to be engaged and how agencies can succeed. I engage and develop relationships that lead to more clients, more revenue, and a more predictable pipeline. Read more →