Define Your Sweet Spot


I was doing a Q & A session earlier this week with a newly hired New Business Director at RSW. She asked me what pearls of wisdom I could share with her. There are two things that came to my mind that are beneficial to all sales people – regardless of industry – organize your…
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Email is the New Gatekeeper & Other New Business Challenges


We were with a new client recently kicking off a program and I wanted to share a few of the new business challenges they’ve been facing. I’m guessing you’re experiencing one if not all of them currently.   Marketer Tenure Is Non-Existent This is not new, but at least for this client, it seems to be getting…
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Prospecting Isn’t Easy Charlie Brown

Charlie brown football

No One Ever Said It Was Easy Do you know what makes me get up from my seat and do the Snoopy happy dance in my cube? Receiving e-mails from my clients that they have closed NEW BUSINESS from a prospect that I cultivated for them. I got one such email today from a client,…
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Your Agency New Business Person. Struggling? Some Advice.


If you’re a small to mid-sized agency, the reality is the partners are handling new business or you have one, maybe 2 internal sales people. You may have come across this stat on our blog before, but the average tenure of an agency new business person is 18 months.  Not very long in the scheme…
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I Want My Money Back

forget me

As we alluded to in a prior post, the new business directors here at RSW/US recently attended a very interesting sales training session. Consider this post a part two of sorts, there were all kinds of takeaways “worth mentioning.” Before the instructor began his class, he warned us that he was not “politically correct,” and…
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StruckAxiom Honored by Two Leading Industry Publications


It’s been a great week for our friends at StruckAxiom.  The agency with offices in Salt Lake, Portland, NYC and LA, was recognized by two leading industry publications for its amazing digital and creative work. AdAge named StruckAxiom the winner of the Southwest Region for its Small Agency Awards – agencies with 150 or fewer…
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