We got some great news from a client who’s been with us just over a year, that they won a sizable piece of business (900k+) from a door we opened for them and helped nurture. It’s not the topic of my post-but a quick initial takeaway: New business takes patience. This may seem so obvious […]

There’s a time and a place for storytelling in agency new business, and it’s not in your initial outreach. You’ve probably read or heard a good deal about storytelling in sales in the past couple of years. Just google storytelling in sales or some version of that and you will see countless articles/blog posts. AS […]

My musical tastes tend to stay around 80’s and 90’s indie music, but I have a soft spot for several classic metal acts, and that culminated in taking my teenage son to see Iron Maiden. Regardless of your thoughts on the music, 45 years in, they put on an amazing show and are as proficient […]

Agencies love to talk about the culture they’ve created, and it is important, but far too many firms use their culture as the main driver of their new business effort. That’s a mistake, because your prospects don’t care about your culture – at least not right out of the gate. Think about how busy you […]

I tend to save the attempts I get from salespeople in their quest to try and get in the door with a prospect. In this case, our Director of Marketing Communications, Miguel, sent over a sales email he received. The subject line was Titanic!, and the first sentence was Hi Miguel, Pretty good ice breaker, […]