Posts

There’s a time and a place for storytelling in agency new business, and it’s not in your initial outreach. You’ve probably read or heard a good deal about storytelling in sales in the past couple of years. Just google storytelling in sales or some version of that and you will see countless articles/blog posts. AS […]

I was privileged to be a part of a series of new business roundtables recently, and the topic that came up more than any other was the struggle agencies have in breaking through to prospects. Not a new thing-in our 2017 Agency-Marketer New Business Report, 69% of agencies told us breaking through to prospects was […]

My post title is a stat from our RSW/US 2017 Agency-Marketer New Business Report.  We asked agencies: “Why is it harder to obtain new business?” Per the graph above, the top answer was it’s simply harder to break through to prospects. I’ll get to that shortly. Looking at the other reasons given, 38% of agencies […]