The Lexus Hoverboard: this is a product concept that grabs the imagination doesn’t it? From the Jetsons to Back to the Future, the concept may not be new, but Lexus has a prototype. Forbes quoted Lexus EVP, Mark Templin reflecting on the culture that underlies this commitment to innovate: “At Lexus, we constantly challenge ourselves […]
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 […]
Agency New Business is tough business. Many agencies make it harder than it should be by doing it the wrong way when reaching out to a marketing prospect. As an example, you can have the greatest sales person in the world, but if they don’t understand your agency, or they pound and pound and pound, […]
So many things in agency new business are elementary. They should be obvious, but they are SO fundamental, they’ve just become part of the landscape. Basics that unfortunately could be a decisive factor in winning new business. In our work this week we observed several oversights and slip-ups (made by OTHER companies!) that […]
Having now managed over 30 searches for brands like Mariano’s, Mercy Health, Jack-in-the-Box, Duck Tape, Mizkan Foods, Cayman Islands, and Motorola, we haven’t seen it all…but we’ve seen quite a bit. Here are some of the “best of the worst” of agency searches – and some pointers for agencies if they’re listening/watching/reading this post! In […]
Yes, this is very elementary. But, it keeps happening. One of our recent posts addressed how critical it is to put yourself in the prospect’s place when writing emails for agency new business. For ANY written communication, it’s important that the messaging be clear and succinct. Even more fundamental – be CERTAIN to have the […]
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 […]
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 […]
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 […]
