4 Social Stats You Need To Know To Improve New Business

4 Social Stats You Need To Know To Improve New Business

We released our latest report with Mirren on the tools your peers use to succeed in new business several weeks ago and by now, probably beaten it to death. But wait, there’s more! In all seriousness, here are 4 new/recent social stats that you need to know to improve new business: B2B is catching up…
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Getting Past Gatekeepers – Stark Statistics for New Sales People

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  First, the technicality: it was a bridge keeper that Sir Lancelot faced in Monty Python and the Holy Grail. Yet, this is a scene that has come to mind more than once over my career as I’ve worked on getting past gatekeepers. Granted I never met any who required me to provide the correct answer…
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Artificial Intelligence – Meet Agency New Business Development?

AI  Thinking

It’s convenient that Harvard Business Review released an article Why Salespeople Need to Develop “Machine Intelligence“ just within weeks of our release of the Mirren-RSW/US 2016 Tools and Technology Report. As we reflect on the results of the survey and the rapidly expanding availability of technology that supports agency new business development, the HBR article adds…
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If You Don’t Have The New Business Chromosome, You Never Will

If You Don’t Have The New Business Chromosome, You Never Will

And that’s OK. We’ve had agency principals tell us straight up: “I didn’t start this agency to be a salesperson-that’s why I’m hiring you guys.” And no, this post will not turn into an RSW commercial, but I’m speaking to you, agency principals-if you don’t have that new business chromosome, don’t run the new business…
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Mainstay Agency New Business Tools: Taken as a Given or for Granted?

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In our upcoming webinar on June 23, we will go into detail about the results of the Mirren-RSW/US 2016 Agency New Business Tools Survey. And while upcoming posts will also look more deeply into the results of the survey, it seems important to call out several important tools that respondents did not mention.  They are…
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Social Media Tools for Agency New Business: Engagement?

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Social Media Tools for Agency New Business: At a Plateau? Four years into the RSW/US-Mirren Agency New Business Tools Survey, use of social media tools, as a category has plateaued with category usage at a strong 93%. Among the “Big 3” – LinkedIn, Facebook, and Twitter, agencies report: Almost universal use of LinkedIn, with 99%…
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The Cata-LIST for Agency New Business?

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Of the eleven categories new business tools rated by 200 agency executives nationwide in the Mirren – RSW/US 2016 New Business Tools Report, only one exhibited growth over 2015: Prospect Contact/List Building Software.     Seeing growth in this category is both encouraging and puzzling. It’s encouraging, as it suggests agencies are increasingly cognizant of…
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There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

I had the privilege of moderating a panel at the Mirren 2016 New Business Conference in NYC titled New Business Tools & Productivity Hacks, with Matt Chollett from AgencySquared, Ryan Barry from ZappiStore and Dave Currie from Winmo. The structure of the panel came from our report, RSW/US-Mirren Agency New Business Tools-2016 and we focused…
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Agency New Business Training – Apples to Apples? Or, Lattes to Lattes?

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A Huffington Post article a while back heralded Starbuck’s commitment to employee development and training. Referenced in it is an HR Magazine report citing that companies investing $1,500 or more yearly per employee on training average profit margins 24% higher than companies with lower training investments. In the world of agency new business training, drawing…
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Is the Agency New Business Garden Planted for a Good Harvest?

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  Seasonal habits die hard.  It just feels like agency new business planning should be in the air! Years ago, as a Consumer Marketing Manager for top household cleaning products, spring brought flowers, birds returning from winter homes, and the hatching of the business planning process for the upcoming calendar year. It’s highly likely that the…
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