Six Tips To Help Your Prospecting Next Week

In this post, I’m giving you six tips to help your new business prospecting this week-I hope you’re all doing OK and staying safe. To kick things off, I’m guessing as well-intentioned as a lot of the messaging has been this past week, “uncertain times” is going to be at the top of the list […]

Why “Fix It Now” Doesn’t Work For New Business

We’ve all been in a situation where “Fix It Now” becomes a mantra we repeat over and over in the face of a problem that could have been avoided with preventative measures. Bill Schick, founder of MESH interactive in Boston, had an insightful post on LinkedIn around this topic, and as ever, I looked at […]

It’s a common question from agency principals: what can we do to help our recently hired new business director? It’s an excellent question, and one that is apparently tough to answer, as 85% of Agency New Business Directors last less than 2 Years. We’ve discussed how difficult it can be to hire an individual who […]

It’s time to address your sad, sad new business emails, it is indeed. Although I hope they’re not literally your emails, because if you’re sending out messages like the ones I lay out below, it’s time to recalibrate. We all get the generic, cute, and ineffective emails from salespeople, but I got one this week […]

My musical tastes tend to stay around 80’s and 90’s indie music, but I have a soft spot for several classic metal acts, and that culminated in taking my teenage son to see Iron Maiden. Regardless of your thoughts on the music, 45 years in, they put on an amazing show and are as proficient […]

I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales email” heart. That is, leading a sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. […]

Marketing Charts released an article on our latest 2019 New Year Outlook Survey titled Agencies’ New Business Worries Spike. While we always appreciate the press, it is a bit gloom and doom.  They quote our stats around agencies thinking it will be more difficult to win business this year, in-house agencies increasing and marketers consolidating […]

New business should be an agency-wide endeavor, not just driven by a member of leadership or a new business director. But the question is, how does that manifest itself, in terms of the day-to-day, and for those individuals who aren’t tasked directly with new business activity? The 3 takeaways in this episode begin to answer […]

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.” […]

I own far too many t-shirts. It’s true, and I accept it. What does that have to do with anything?  Over the course of traveling and meeting/talking with agencies, I take notes on potential blog topics. Going over those notes recently, I saw several key takeaways that really would make for excellent t-shirt slogans. Granted, […]