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, 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.
It is a common experience. For years, an agency startup thrived on a steady stream of referrals, never having to do proactive business development. The founders had stellar reputations for delivering exceptional results and breakthrough creativity; past clients moved with... Read more →
When you define a target audience for your business development program, you will probably use criteria like CPG, Hospital system, Fintech, or startups with a minimum of $50M in total funding, $100M+ annual sales, 100+ employees, Midwest, $3B+. There are... Read more →
The ad agency sales cycle can be long. The average tenure of an agency-client relationship is about three years. The average CMO tenure is about 3.3 years. What's worse (or better if you have one), according to R3, the Top... Read more →
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 →
Personalization in marketing has been one of the hottest trends over the last 5-10 years. There is a good reason for that. According to Twilio, 62% of consumers say a brand will lose their loyalty if they deliver an experience... Read more →
It's not an easy question to answer. In fact, 95% - 98% don't want anything, at least not right now. Better said, don't want anything when you try to reach them. Marketo says that only 4% of website visitors are... Read more →
No matter how you get there, agencies will eventually have to generate new clients through proactive means. Maybe you've been fortunate to have a network of friends who keep sending referrals. Perhaps a campaign you did went viral, achieving fame... Read more →
Agencies must prospect for new business if they want to stay in business and grow. Some say they don't. Leads and opportunities come through their network, friends, past clients, and other sources. Others say they do, but they don't do... Read more →
Two of the most significant barriers to ad agency new business success are time and resources, and this past year has made those barriers even worse. No matter how an agency handles new business, it is a struggle to allocate... Read more →
Ad agency business development is anything but predictable. On any given day, you have a list of prospects and go about the work of getting their attention, demonstrating value, and motivating engagement. Whether it's emails, phone calls, friendly referrals, mailings,... Read more →
According to an Adweek survey fielded Oct – Nov 2020 among 70 brand marketers, 41% said they plan to retain their agency/agencies, 31% said they plan to make changes to their roster, and 22% weren't sure. That means up to... Read more →
2020 is over, and what a year it was. Despite the pandemic, economic crash, social unrest, and a presidential election that continues to drag on, most agencies have managed to hold on, and many of those believe they will end... Read more →
A rhetorical question. What isn't a barrier? The pandemic's impact has reverberated through all aspects of the agency. From people to partners, payment to profit, and everything in between, the results are devastating. Many have eliminated or cut back on... 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 →
Your top priority must be to reach more prospects and quickly find those looking for new ideas, new resources, and new agencies. If you were working 10, 50, or 1,000 prospects before, the Ad Agency Prospecting Platform, Winmo, and Sales Navigator are the must-have tools now. Read more →
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 →
These are surreal times, yet we are starting to see signs of improvement and hear the experts discuss how and when to open back up. As crass as it may sound, how can your agency take advantage of this crisis... 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 →
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 →
