Do you long for the old days — where all of your major pitch meetings were held face-to-face vs being forced to present your team’s pitch deck via a Zoom Call? I don’t blame you, since we all know research shows it’s easier to make a good first impression via a face-to-face presentation than a …
They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you’re trying to connect with forever. So, let’s talk about how to make …
The Reality: Your advertising, public relations, or digital agency gets most of your new clients via participation in RFPs — you spend your time showing prospective clients that you’re interested versus spending your time becoming interesting. Heck, even the late, great Prince sang about your biz dev troubles and how to fix them. The Problems this …
Do you hate selling but have no choice but to sell anyway? Are you responsible for finding new prospects for your agency? If you answered yes to both then you’re in luck, because this is the post for you.
...We just released a brand new 15-minute webinar specifically designed for advertising, PR and Digital agencies that want to learn how to combine my Painless Prospecting approach to building a consistent inbound pipeline of highly qualified, self-educated buyers that are pretty sure they want to hire you before you ever speak with them directly with …
What are the 5 most important questions to ask on a first sales call in order to write a winning proposal?
...This week RSW/US released its New Year Outlook 2020 Survey Report and based on the content, I think smaller, independent and/or specialist agencies will need to step up their biz dev game and learn to Sell Greatly this year or get left behind. Let’s talk about why. Clients Plan To Shrink Their Agency Rosters Charts …
Yesterday morning I had the pleasure of spending an hour with a group of men discussing gratitude — its role in our lives, how we should be teaching it to our children, its role in our religion (it was a prayer group) — and that got me to thinking about the role of gratitude in …
Prince wasn’t just a great singer, he was also a great sales prospecting philosopher. Don’t believe me? Let’s look at two of his songs and how he contrasts the painful traditional ad agency business development process vs a painless prospecting process preferred by agencies like Converse Digital. Traditional RFP Based Business Development Are you familiar …
Getting and maintaining a consumers’ or sales prospects’ attention. It’s the single hardest and most important step in any sales process. So how, in a digitally centric, content overload world do you actually do it? Getting A Sales Prospect’s Attention People will take interesting calls. – David Droga Getting A Consumer’s Attention Attention spans are …
In a world of marketing automation, artificial intelligence (AI), and mass personalization, human beings are craving connection. But you can’t mass produce connection.
But the good news is… it doesn’t have to for you to succeed in sales. Read On….
...The 4 key insights for agencies from the Content Marketing Institute 2019 Agency Survey highlighting the income generating opportunity available for agencies.
...What if you woke up in a world without ANY sales prospects? What would you do? How would you proceed? A real life success story of a man that survived that in this post.
...What do you do when you’re in the car, or on the treadmill? Maybe you make phone calls or listen to the radio. These days, a lot of people are finding new audio entertainment in the form of podcasts. In fact, podcasting has exploded. The latest stats report over 600,000 podcasts are available and over …
Over the last 10 years, content marketing has emerged as a powerful driver for effective social selling and inbound sales lead generation programs. And while largely heralded as a way to drive inbound leads there is another, even more powerful reason that ad and PR agencies should develop a consistent content marketing program. Let’s talk about …
A few weeks ago Tom had a chance to sit down with Luke over at Toucan Advertising to talk about how ad agencies, pr agencies and frankly anyone in the consulting world, can turn conversations into customers. The podcast, Briefly, is about 30 minutes long and they covered a number of topics including: How …
On May 1st, Converse Digital turned five — five years of helping clients turn conversations into customers. But as I sit here reflecting on what I’ve learned over the last year, two overriding lessons overshadow everything else. Such universal truths. Such simple rules. Rules that I’ve spoken of before, but yet, it took the events of …
Content marketing is a widely recognized driver for effective, inbound sales lead generation programs. While largely heralded as a way to drive inbound leads there is another, even more powerful reason that ad agencies should develop a consistent content marketing program. The Traditional Benefit of Content Marketing Content drives all digital marketing lead generation programs. …
This Thursday, March 27th, I’ll be talking about the 7 keys to successfully leverage your social media strategy to drive lead generation and sales prospecting efforts. If you’ll be at Social Media Marketing World in San Diego and free at 2:15pm on Thursday, please join me in Seaport C for a great social selling session. …
Since the mid-2000’s, full-service ad agencies have been vacillating between keeping a wary eye on their new digital agency brethren and full sprints to catch up and surpass them. Why? Because research like the 2013 RSW/US Agency-Marketer Business Report showed (and continues to show) that clients intend to keep shifting more dollars to digital marketing and social …
A few years ago I participated in a panel at BlogWorld Expo in Vegas. I had the pleasure of serving on a panel with a few outstanding travel marketers, Doug Anweiler, Leanne Jakubowski and Mike Taylor where we tried to help travel bloggers understand how to better work with brands and the agencies that represent brands. As part of …
It’s in vogue these days to make fun of how far behind ad agencies are in the understanding and adoption of social media. On Twitter, in blog posts and in the hallways at all the cool social-media conferences, the social-media agencies/consultants love to sell against the big, old, traditional ad agency. But should we be so quick to rule out agencies?
...Breadcrumb Marketing is about enticement, allure, information, and persuasion — all without the buyer really realizing they are being sold.
...Over the last couple of years I’ve offered up a few thoughts on resolutions your agency should be making to remain competitive in the coming year. Here’s this year’s installment. Continue reading article on AdAge.com >>
...