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.
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 →
When I talk to ad agency leaders about their new business struggles, I hear things like in and outbound marketing, cold calling, referrals, pipeline, and many other tactical challenges. There is no doubt agency business development is hard and getting... Read more →
Marketers say the first thing they do when considering a new agency resource is to ask friends and colleagues for recommendations. Wouldn't it be great to have some influence on those discussions? Wouldn't it be smart to have your own... 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 →
I was looking at an agency's Google analytics to see their traffic sources, LinkedIn in particular. In the past 12 months, they got about 52 referrals from LinkedIn. Of those 52, 16 might be valuable – 10 to the home... Read more →
The dreaded words, No. All that time and effort to identify, pursue, and engage a prospect only to end up in a No. But…No. Can I…No. Maybe you…No, no, no. A brutal end to a long series of activities that... Read more →
You already know that marketing automation continues to grow in popularity as marketers spend more of their budget and allocate more of their staff to integrate it into everything they do. The reason is the impact it has on so... 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 →
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 →
The ad agency prospecting platform integrates nine essential functions that improve, automate, and accelerate so much of your prospect's journey. Are you running business development and tired of hunting and picking prospects out of a spreadsheet or Google doc whenever... Read more →
A marketing automation platform is nothing more than a tool in the business development toolbox. It is a powerful tool, an essential tool, a time-saving, insight-gathering, results-generating tool, and so much more, yet only a tool. Like any tool, you... 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 →
The start of a new year means an all-out scramble for new business. Missed opportunities, lost pitches, even lost clients last year put the pressure on the new business team to make up for the missed forecast. Panic sets in.... Read more →
Marketing leaders today say 34% of their budget is spent on channels they didn’t know existed five years ago. 75% say they own or share responsibility for the P&L, a complete change to what was primarily a promotional role a... Read more →
Ad agencies have to bring on new clients to survive. The average client-agency relationship is down to about 2.8 years on average. Increasingly agencies are being hired for projects that last months rather than years making it harder to sustain... Read more →
The right tool for the job is as accurate today as it ever was. However, what is the right tool for ad agency business development – today? Your process should determine what tools are best, and business development processes vary... 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 →
Agencies need new clients to survive and better clients to thrive. That's it. No need to read further unless you aren't sure what the right approach is for your agency. There are two general approaches for ad agency growth. The... Read more →
I’ve heard from many agency owners about their experience blogging. It's often not very good. For many, blogging is hard, time-consuming, frustrating, and even with the best intentions, gets derailed by other priorities. Add to that our natural inclination to... Read more →
