Posts filed under: Uncategorized

In sales you have peaks and valleys, it’s inevitable, and not for the weak of will. The successful salesperson knows what to do to get out of the valley, but I’ve seen and heard examples of those responsible for driving...
Continue Reading →
Two very important for your firm’s new business effort: The average sales person only makes 2 attempts to reach a prospect. -and- 80% of sales require 5 follow-up phone calls after the meeting. So, whoever’s handling new business-you’re not following...
Continue Reading →
It’s difficult to hire an individual who understands how to sell your product or servive, more so to keep that person. One sure way to lose them even quicker is to expect too much out of the gate. A quote...
Continue Reading →
An agency principal remarked recently that he used to be more concerned about the hot, new shops that consistently crop up. His realization came when a new client was blown away after an initial pitch, not only with the actual...
Continue Reading →
Getting on the search consultancy radar is tough for small to mid-sized agencies; however, 78% of marketers manage their own searches. That’s good news for agencies, but it means you have to find those opportunities. The bad news: Once those...
Continue Reading →
Many (most of you?) know the scenario-you have a client who accounts for a large, sometimes very large, percentage of your overall work, and they go away. I was talking to an agency principal who had recently gone through exactly...
Continue Reading →
New business is typically about those clients you’re going to get, as it should be, but too often your current clients aren’t part of your new business process. Three tips on keeping your current clients part of your new business...
Continue Reading →
I talk to agencies daily and I’m able to get perspective on the decision to use a company like LAUNCH or hire an agency new business director internally. Both have pros and cons of course, and focusing on the internal...
Continue Reading →
If you haven’t yet, read this article in Ad Age, The Ad Agency of the Future Is Coming. Are You Ready?. Articles like this are always a crapshoot, because you have the old clichés rolled out and the insistence that...
Continue Reading →
Dropping CMO tenure, and the revolving door nature of the position, is consistently cited as a a new business frustration. Agency principals typically list other reasons for a lackluster new business effort as: they don’t know how to create a...
Continue Reading →