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.
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 →
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 →
Many agencies are doing business development the same way they did ten or more years ago. Yet the industry has changed so dramatically. Doing the same thing, the same way over and over again will yield a diminishing return no... Read more →
You just fired your last BD person. You are ready to hire your first BD person. Everyone in your agency is a BD person. No one in your agency is a BD person. Agencies do business development in a variety... Read more →
I posted some thoughts on this last year and received a lot of good feedback. You can read it here. To summarize, three key factors influence success, and then there is the exception. The first, according to recent sales statistics,... Read more →
It is typical for an agency to have a BD person or a BD team, or for the owner and leadership to have responsibility for agency growth. But does it end there? My favorite quote is from Philip Kotler, “the... Read more →
We have all heard it time and time again – content is king. Our clients are investing more in content every year. According to Econsultancy and Oracle Marketing Cloud research, 77% of companies are planning on increasing content marketing budgets.... Read more →
Research suggests that 3% of marketing executives are actually in the market ready to buy – only 3%. That should have significant implications on advertising agency business development but too often is ignored. 3% is a tiny percentage of people... Read more →
What would happen if you make YOUR agency your best client? First, almost certainly, panic would set in across the firm. Second, what a ridiculous idea – billings and cash flow would be upside down. Third, I can’t keep up... Read more →
New clients are essential for ad agency success. What are the best qualities of a person who can successfully match a good client with a deserving agency? How can you spot that future superstar, the one you can keep, grow... Read more →
