One tenet we abide by at RSW/US= No prospect is ever “dead”. But I heard that put in a better way this week: No prospect left behind. So I’m sticking with that from now on. What does that mean to your agency new business effort? Two stats I’ve used in the past that I’ll revisit […]
Experian Marketing Services released its latest annual Digital Marketer Report and there a few good new business takeaways there. First: . . .senior marketers were most likely to say that branding (49%) – telling their story and standing out against competitors – and customer acquisition (45%) are their biggest challenges. And second: . . .senior […]
We recently had a new client win a $700k piece of business from an insurance company within the first two months of prospecting on the agency’s behalf. Only about 20% of our clients see closure in the first six months of the program. Most of the people we reach out to on behalf of an […]
Last year, we asked Peter Caputa, VP of Sales at HubSpot, if he might provide some perspective around what was then, our most recent survey, The RSW/US-Mirren 2014 New Business Tools Report, and Peter was kind of enough to pen a guest post for us. Peter’s post corresponds to one of the chapters in our […]
I enjoy getting sales emails, I often hold onto them, and there are many times an inner new business self should say, don’t send this email. I learn a lot from them, sometimes helpful, sometimes cringe-worthy. I got one this morning and, in the spirit of agency new business improvement, want to share it with […]
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 […]
We asked Marketers an open-ended question in our recent 2015 New Year Outlook Report, “what is the most troubling trend you’re seeing among Agencies today?” They didn’t hold back, and right or wrong, the comments were eye-opening. One of the Marketer trends we’re seeing is a move back towards agency consolidation and from a new […]
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, […]
“The fundamentals of marketing are always going to be the same, but with the landscape changing at the speed of technology, what matters most now is how one activates the fundamentals.” With this observation, marketing and advertising expert, Avi Dan, opens his recent marketing-trends-to-watch post in Forbes. For full appreciation of all eleven trends […]
