January 16, 2020

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

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October 10, 2019

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

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August 29, 2019

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

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August 22, 2019

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

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June 26, 2019

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….

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June 19, 2019

The 4 key insights for agencies from the Content Marketing Institute 2019 Agency Survey highlighting the income generating opportunity available for agencies.

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May 15, 2019

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.

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March 21, 2019

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

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February 27, 2019

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

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December 12, 2018

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

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May 5, 2015

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

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April 9, 2014

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.

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March 26, 2014

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.

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February 28, 2013

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

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October 25, 2012

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

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November 15, 2010

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?

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May 11, 2010

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 >>

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