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 […]

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 […]

    We’re excited to have our most recent survey results, Marketers & Social Media Monitoring Survey 2011 (click here to download) on two online pubs this week. Excellent Agency Prospecting Tool A few highlights from each article, but first wanted to mention that this survey was co-sponsored by RSW/US and Web Liquid, an RSW […]

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, […]

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 […]

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 […]