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An interesting article from Marketing Charts on lead conversion, a study by Leads360 and tangentially-cold calling. It kicks off with this: Analyzing results from almost 3.5 million leads generated in the first half of 2012, across more than 400 companies, the study finds that phoning a new prospect within a minute of lead generation improves conversion rates […]
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 […]
A client recently told our Owner, Mark, that there are realistically 1-2 weeks when a prospect will be receptive to, or have a need for, your agency. While anecdotal, it’s still an astute observation, and in our experience, true. So knowing that, new business can’t stop and start. Agency New Business Can’t Stop And Start […]
The daunting cold call, a process that really shouldn’t be if you handle correctly, but even then, agencies often forget everyone is calling your prospects and not just your competitors. Although we actually don’t like to refer to it as cold-calling, because literally calling someone cold is ineffective, but I’m probably preaching to the choir […]
On this blog, we try to help agencies, PR firms and marketing services firms improve their new business programs. We typically draw from our own experiences with clients or data from our reports, but I took a dive into several other companies and their content to reinforce 3 “meat and potatoes” sales tips. We’ve made […]
In our 2018 Agency New Business Thought Leader Survey Report, Jason Parks, EVP/Managing Director at Barkley asked the following question: Are you satisfied with the success of your new business plan/program? As my post title points out, 64% said no. And Jason also asked, “Why do you feel the program has been a success or […]
I tweeted out a post (Why Aren’t You Using The Phone For Agency New Business?) on the importance of picking up the phone for agency new business this week and happened to come across a post on the Sales Hacker blog that makes for an excellent companion piece. And more than that, the post brings […]
The 3C’s to Successful Pipeline Building. Too many agencies prospect in fits and spurts. Too many agencies are terrible at marketing themselves. Too many agencies don’t take the time to build an organized new business process. Winning new business starts with building a solid pipeline of potential opportunities. Building a solid pipeline starts with developing […]
You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me. The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals […]
In case you didn’t see it, Coca Cola got rid of voicemail at their Atlanta Headquarters: Office voice mail at the world’s largest soft-drink maker was shut down “to simplify the way we work and increase productivity,” according to an internal memo from Chief Information Officer Ed Steinike. The change went into effect this month, […]
