The second in a series of agency new business thought leaders video interviews, RSW/US Owner and President Mark Sneider interviews Tom Martin, author of The Invisible Sale, Owner of Converse Digital and proponent of “Painless Prospecting.”

Mark talks with Tom about breaking the traditional sales mold agencies have become so entrenched in, the masochistic fascination agencies have with RFP challenges, the fear a great majority of agencies still have of giving away their secret sauce (and why they need to get over it) and the difficulty in determining when a prospect truly becomes a lead.

Mark focuses on Tom’s questions and agency responses to his questions from our thought leader survey, including some tips and tools agencies can use to improve their inbound efforts.

Thanks to Tom for his time.

And if you’re looking for sound advice on new business strategy, you should check out Tom’s new book The Invisible Sale-you can get it here.

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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.