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.
There is ample data available about the B2B buyer and their process for discovering new resources. Marketers searching for a new agency are no different, although some agency leaders tell me they disagree. Agency search is a whole different animal,... Read more →
There is no shortage of opinions from marketers about advertising agency new business development practices. And their opinions are not very flattering. I surveyed marketers at the beginning of the year to get beyond opinions and hear it from them.... Read more →
At the end of last year, I surveyed 156 small, medium and large advertising agency owners and senior leadership about their business development practices. A wide variety of organizations participated, with a good distribution of sizes by employees. 28% were... Read more →
We’ve all heard a lot of horror stories about the business development role in advertising. It is one of the most maligned jobs at the agency. BD people are often the scapegoat for bigger more systemic problems. Hero one day... Read more →
The success of an agency depends on new clients. Agencies invest in me or others to be their catalyst for growth. At the same time, marketers are actively looking for new resources. They have a compelling reason to find and... Read more →
It is often hard to get honest feedback from a prospect after a chemistry Zoom or a phone post mortem when the decision didn’t go your way. We hear things like; you have a great agency but, it was so... Read more →
Standing out among the endless barrage of ad agency prospecting is an increasing challenge for business development pros. To capture the attention of a new prospect, the odds are significantly increased when the message is personally relevant, adds value and... Read more →
There are many channels that advertising agencies use to connect with potential new clients. There is a wealth of research from a variety of sources about the most effective methods to use. I wanted to hear it directly from the... Read more →
Call out the name John in a crowded room and you will likely turn a lot of heads. Chances are good that one of them will be an ad agency owner. The most popular first name among ad agency owners,... Read more →
I recently fielded a survey among over 150 marketers representing companies small to large to ask them about their preferences for unsolicited contact by advertising agencies. Brands in this survey include Hallmark, Disney, Lenovo, Macy’s, Brinker, Hilton, Sony, and more.... Read more →
One of the common questions I get from agency owners is how their peers handle new business. Whether large or small, owners can’t help but notice the successes of others. They often marvel at how one agency is constantly in... Read more →
I remember one Saturday morning when my young daughter asked, Daddy, where do advertising agency clients come from? Of course, I blushed and said, ask your Mother. And then I realized, what a great question. Some say it’s the stork.... Read more →
