Geoffrey James of Inc. wrote a post on sales development, 6 Steps for Developing Sales Opportunities and he makes a good initial point (with a caveat I’ll add below): Salespeople similarly expend a huge amount of thought and energy on closing deals that turn those sales leads into real, live paying customers. Ironically, the beginning […]
“NO” stings. A recent Wall Street Journal post offering a CEO’s recommendations for dealing with rejection brought my thoughts to remarks people make when they hear about my work. “Oh!” they say. “Where do you get the courage to pick up the phone and call people you’ve never met before and try to sell them […]
These are rites of spring: Baseball Opening Day. The Kentucky Derby. Turkey Hunting Season. And, the Mirren – RSW/US Tools and Technology Report. Once again we surveyed advertising executives for the latest insights on tools and technology that their firms are using effectively for their agency new business programs. With the latest survey, it has […]
RSW/US Director of Business Development Lee McKnight Jr. talks about the increasingly competitive agency new business landscape in our latest brief video. A recent agency client summed it up best when they hired us, “We spend too much time working in the business and not on the business.” Agencies across the country are having this […]
Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar (or slides) for agency new business, we related that […]
Through our daily interactions – and quarterly surveys – with both marketers and agencies we see a number of dynamics and trends shaping the “agency of the future”. These forces give insight to agency capabilities and culture that will be important to success as our industry evolves. The recent CMO.com article, 15 Mind-Blowing Stats About […]
Agency principals often say they’re considering our new business services because they a) don’t have time to follow a consistent process or b) once they’re in the pitch, they’re in good shape, but it’s getting there that confounds them (and they don’t have time as well). CMO tenure, and the revolving door nature of the […]
So, you’ve scheduled that new business meeting. This is Part II in the series on “Now The Work Begins!” Our recent post on fully preparing for that agency new business meeting your team worked so hard to schedule offered steps to take in advance, showing your prospect how interested and familiar you are with their business […]
With agency new business, you KNOW how much effort can go into getting a prospect to commit to an initial meeting. Once that meeting is scheduled though, the work is not over. Accordingly, as we collaborate with our clients here at RSW/US, our support continues on long after getting the meeting on everyone’s calendars. Each […]
(This is part 2 of Ed Burgoyne’s post Do Your Values Inform Your Agency Culture?) When you are busy and stressed, I know it requires an extra effort to be in the moment and focus on being the leader the organization needs, and the leader you would like to be. This is why it helps […]
