Entries by Lee McKnight Jr

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RSW/US Webinar – Insider Tips to Building Targeted Prospect lists

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 […]

Is A Chemistry Meeting More Challenging Than An Actual Pitch?

Taking more inspiration from LinkedIn: Lindsey Slaby from Sunday Dinner (who you should follow), threw out a great question on LinkedIn: Is a chemistry meeting more challenging than an actual pitch? I would say yes.  Lindsey initially points out, “There’s most likely no brief. And the wrong approach quickly eliminates an invitation to further discussions.” […]

Smaller Agencies=Hungrier For New Business

Coming off the Small Agency Conference and Awards, Ad Age wrote a piece called Why Big Brands Choose Small Agencies. It’s a series of quotes from agency principals on why smaller agencies are doing more work for bigger brands, and while none of them touch on new business directly, the article should stand as a […]

Is LinkedIn Becoming A Used Car Lot?

Of the many people I follow on social media for helpful insight, Derek Walker of brown and browner in Columbia, SC is always good for an unvarnished and thoughtful take on our industry. He recently wrote a brief post via LinkedIn on what is fast becoming a real problem on that platform, as Derek puts […]