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.
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Agency Prospecting Platform
Are you using marketing automation for ad agency prospecting? My prospecting platform 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 automations. Easy to configure. So simple to use. Click to schedule a call
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.
2020 started with the promise of a robust economy, businesses, brands, and consumers would thrive. With historic stock market gains, lowest unemployment, record sales across the board, ad agencies expected a terrific year. And then it happened, one after another.... Read more →
Does it seem that every time your agency achieves momentum and things begin to click, then boom! Another setback. Market corrections, Industry downturns, the 2007 recession, and now Covid. Boom! You can't catch a break. Yes, you've been through this... Read more →
Wash your hands often. Don’t touch your face. No handshakes. Try the elbow bump, foot bump, or bow. Practice social distancing. Work from home. Stay at home. Pray for a speedy recovery. You know the routine. Flattening the acceleration curve... Read more →
Many people think that cold prospecting is the only tactic for agency growth. Unfortunately, response rates from prospecting have been declining for years. Win rates are low. The investment in people and pitches is high, and the disruption to the... 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 →
I believe it is more important to know what a marketer wants rather than what an agency wants to tell them. By knowing what they want; their top challenges, pain points, and goals, an agency can adjust their positioning to... Read more →
What will agencies do in 2020 to break through the clutter and capture the attention of those elusive, increasingly skeptical marketers? What can agencies do to separate themselves from the growing herd of competition? How can they make a compelling... Read more →
I help agencies improve their business development and acquire new clients and better clients. Typically, agencies get to a point where their lead sources dry up, inquiries disappear, RFPs stop coming, and people sit idle. We all know that feeling.... Read more →
Strong growth or recession? Increasing ad spend or cutbacks? Data or creativity? In-housing growth or decline? Talent feast or famine? Human or AI? Republicans or Democrats? What will the new year bring? There are so many variables in the marketplace... Read more →
Sure, many agencies post on Facebook, tweet a bit, and publish on LinkedIn. Some buy keywords, and a few do actual advertising. Any kind of marketing is good, but for the most part, few agencies actually develop a marketing strategy... Read more →
An agency is no different than any other business. It exists to make a profit. As such, business development or sales is no different than other company – in theory. In practice, it is much different. It’s a complex, rapidly... Read more →
The economy is up. Businesses are expanding. Marketing spending is on the rise. If you do not see an increasing number of leads, it may be time to pivot toward the sectors that are driving the economic boom. Not every... Read more →
Now is the best time to evaluate your BD program, reset for the second half, and plan for next year. Traditionally the summer months are the slowest time for business development, vacation; annual plans are in mid-stride, budgets for the... 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 →
You’ve built a successful agency with great people and award-winning work. Your awesome clients love you and have been loyal for years. You’ve received best place to work awards every year. You’ve got a team of superstars who keep the... Read more →
One of the hottest trends over the last ten years is blogging and its impact on marketing is profound. At a recent agency seminar, I had a surprising number of agency leaders ask me if I knew of any agencies... Read more →
Last year is in the rearview mirror and its time to reflect on how we all did. It’s time for everyone to turn their gaze to the new business warrior and ask those piercing questions. Is new client revenue up?... 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 →
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 →
By now your 2019 new business plan is complete, approved, and ready to go. If not read this article. Your priorities for next year are probably the same as this year. Prospect smarter. Pitch better. Stay focused. Subscribe to an... Read more →
