It’s inevitable-in sales you have peaks and valleys, it’s not for the weak of will.

The successful salesperson knows what to do to get out of the valley, but I hear of and see people that are responsible for driving agency new business who wallow in that valley.

Why?

Two reasons.

1) You’re waiting

 For content, for that new case study, for the site relaunch or for that perfect “something” you know you’ll unearth about a prospect.

Waiting will kill you, don’t do it.

 That’s not to say, of course, you run blindly and without thought through your prospecting activity, but as in life, putting it off leads to further procrastination and suddenly the quarter’s over with nothing to show for it.

 So you can’t wait, but you’ve used that case study, many times, and there’s no new content at the moment-which leads to the second reason:

Agency New Business Efforts Stalled Let’s Talk

2) Always Crashing In The Same Car

(Apologies, I couldn’t resist the Bowie reference)

A good salesperson has to be resourceful.  You know this.

Yet, I’m not sure you do?

Because in the situation I mentioned above, too many new business people will just use that case study yet again.

It’s easy and you’re busy.

You can’t let that be an excuse-your prospects have a limited attention span and are equally as busy-more of the same doesn’t help you break through.

And you’ve got increased competition. In our latest new business report (2016 New Year Outlook Survey Report) 46% of marketers see a shift to in-house agency support.

Don’t let these two roadblocks derail your new business success.

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I'm the VP of Sales at RSW/US. We specialize in working with services firms to help drive and close new business-if you need help with that, email me at lee@rswus.com. What I actually do: drive sales efforts to bring ad agencies and services firms on board with RSW, create content around successful new business tactics and help drive RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. Dig it.