Agency New Business: It Goes Both Ways


In a recent post on RSW/AgencySearch’s site, we pointed out how marketers believe that “The Future Is Now” for digital agencies. Results from our most recent survey (download here) suggests that digital firms can’t wait to get themselves deeper into the traditional space. Marketers state that being digital-only simply isn’t going to cut it long-term –…
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Zombies: They Can Help Your Agency New Business Effort

walking dead

So, I love Halloween.  I do. And with Halloween comes the second season of  The Walking Dead. A fabulous (albeit wrenching) show (and comic book) that I am unfortunately not being paid to plug. If you’re not familiar, the show is about a zombie apocalypse and what might happen if real world folks were caught in…
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Agency New Business: Be a Challenger


I read an interesting blog post from the Harvard Business Review (Selling Is Not About Relationships), identifying the five sales personalities and which one was the most successful. Relationship Builders Hard Workers Lone Wolves Reactive Problem Solvers Challengers I’ve been in sales for 10 years and during that time I’ve taken countless training sessions on…
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Pat the Bunny-It Can Help Your Agency


As a New Business Director, much of my outreach to prospects is a combination of e-mail and letters mailed along with collateral pieces. Most marketers with whom I speak receive literally hundreds of communications weekly from other agencies. Think about how many e-mails you receive during a week.  It’s 3:15 PM, and I’ve already received…
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How The Kindle Fire Can Help Your Agency New Business Effort


So Amazon’s big news this week was the Kindle Fire, a beautiful full color Kindle for movies, TV shows, music, books, magazines, apps, games, web browsing and more, for only $199. It looks like there might actually be competition for Apple’s iPad. Slate had an interesting piece about it called Amazon Opens Fire and in…
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The Agency New Business Letter-Why Aren’t You Using It?


One of my favorite  bands, R.E.M., broke up in September 2011. What does that have to do with the new business letter? Read on. It is widely argued that perhaps it should have happened when original drummer Bill Berry left in 1997.  (I am, sadly, inclined to agree.) Nevertheless, they left a great legacy, with…
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Don’t Hire An Agency New Business Dog And Then Do Your Own Barking!


Was meeting with a prospect here at RSW/US the other week and as we talked about the potential of a relationship together, he said that he’s been in relationships before with his own clients where they hired him (the dog) and then proceeded to do their own barking….and talked about how he did not want…
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Agency New Business First Meeting- It Was Great-Wait, Who Just Got Fired?


The diversion of thought between Marketers and Agencies in what Marketers want from an agency new business first meeting and what they actually get is a topic we look at ongoing here at RSW-US. Our owner, Mark, conducted a webinar “Counsel on Closing (2011 Update)” (which can view here ) and he tackled the subject.   Understandably,…
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How Many Times To Touch That Lead?


Do you know the answer? It’s typically 6 to 10 times. What I’d like to see now is your reaction. Not going to happen obviously (although feel free to leave a comment in its place.) Does this surprise you? Are you doubtful of this stat? Or have you been doing this for a while and…
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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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