Putting Social Media to Work for Agency New Business Development

Putting Social Media to Work for Agency New Business Development

A recent article from eMarketer shows that 74% of B2B sales people who exceeded their sales quotas in 2014 are highly effective in using social media. Curiously, results of our own New Business Tools Survey show that although agencies report Social Media being the #1 tool they use for new business development, more than half…
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A 10 Year Anniversary Reflection: Three Words of Wisdom I Live By

Upfront03HR SpongeBob SquarePants 10th Anniversary

There are three words of wisdom I live by and have impressed upon our team since the start of the business 10 years ago (11/11/2005). Add value Continuously re-invent Stay true to your core Actually there’s a fourth, fifth, sixth, and seventh that are more important than any of these three: Be nice, respectful, thankful,…
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Agency New Business Via Bill Burr-Get To The Point

Agency New Business Via Bill Burr-Get To The Point

I’ve been on a jag lately in regards to clarity and conciseness in your new business messaging. (Well, not just lately, actually constantly.) Any time I write an email, a letter-whatever vehicle I may be using to prospect-I always ask myself, “How can I make this shorter, more concise and more relevant to the prospect?”…
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Lamb’s Lettuce, Meet Gray Wolf: What’s New for Brand Ambassadors?

wolfnlamb

Several years ago, I was a Regional Sales Director for a small company that grew and packaged specialty lettuces and greens. At the core of the product line was a lovely salad-like green known as “mâche” or lamb’s lettuce.  Mâche is very much a niche item, and the company’s marketing budget was tiny. The Marketing…
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Is Silence the Sound of Influence?

influence

INFLUENCE.   In agency new business – where facing prospects who hold the decision making power that can potentially carry your firm to new heights – influence is a coveted ability. At every phase of the new business development process, building credibility and influence is vital. It’s quite an art to accomplish this pleasantly and…
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What’s Your Agency’s Bumper Sticker?

too-many-bumper-stickers-3

Ever put a bumper sticker on your car? I have – usually during political election seasons. Bumper stickers typically very clearly and very succinctly articulate an idea or a position. If you had to create a bumper sticker for your agency, what would it say? How would it define your point of difference in a…
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Pepsi at ANA: Stop calling it Advertising!

ANA logo

Brad Jakeman, the President of Pepsi’s Global Beverage Group, had a pretty tough message to send to the 2,700 attendees at this year’s ANA Masters of Marketing Conference: Stop Calling It Advertising! Jakeman, in an impassioned speech given on Thursday at the event, suggested that agencies have not kept pace with the changes that have…
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Striking the Right Emotions in Agency New Business?

emotions

In a conversation with one of my New Business Director colleagues the other day about particularly successful clients, she reflected on the importance of “Thank You”. She specifically recalled the AdAge article reporting on the new business panel discussion at their Small Agency Conference, when one panelist remarked: “I’ve seen when an agency won the…
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Does Your Culture Fuel Passion?

dog yoga

Over the past few weeks, our posts have presented the Agency of the Future, describing traits agencies will need to flourish in our rapidly evolving industry. Several traits we presented described how agencies can continuously grow in value as a partner to their clients.  Others centered on becoming a more effective competitor as marketers consolidate agency partners.…
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