I am not a sales guy. The ability to talk small eludes me.  I’m quite happy to take no for an answer.  And the idea of engaging with new people…gah…stranger danger! So while I haven’t had any genetic testing done yet, I’m pretty sure I don’t have the new business chromosome.  My work at RSW/US […]

I was privileged to be a part of a series of new business roundtables recently, and the topic that came up more than any other was the struggle agencies have in breaking through to prospects. Not a new thing-in our 2017 Agency-Marketer New Business Report, 69% of agencies told us breaking through to prospects was […]

Building prospect lists can be daunting – but it doesn’t have to be. If you start with a solid strategy, the execution can be simple. The goal of a list building strategy is to review the qualifiers that make up the types of companies where your best opportunities lie. In this post, I’m going to […]

LinkedIn Sales Advisors recently sent out findings from their Advisors Community on prospecting lists, and one stat stood out: 78% of sales professionals create or update a list to manage leads and prospects multiple times a week! RSW/US Director of List Operations, Nicole Bouchard, breaks down the strategy and process behind developing a targeted list […]

In this episode of 3 Takeaways, RSW VP of Sales, Lee McKnight Jr, talks an unfortunate reality in our industry: new business directors at agencies last, on average, 18 months. Incredibly frustrating for agency owners when they have to deal with that revolving door. So why is this? The reasons are numerous, but in this […]