Running an agency means wearing many hats. You’re responsible for delivering results for clients, managing operations, and, perhaps most importantly, bringing in new business. But if you’re an introvert like me, the idea of networking—the cornerstone of business development—can feel unnatural and exhausting. Traditional networking methods seem built for extroverts, ...
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A few weeks ago, my wife and I were having dinner with an out-of-town couple—our friends who own a successful small agency in Texas. As usual, the conversation touched on life, kids, and travel, eventually turning to business—specifically, the benefit of a proactive agency business development process. Back in November ...
Every year in New Orleans, Mardi Gras provides a fascinating lesson in behavioral economics, buyer motivation, and—most importantly— defining your agency's value proposition. I know what you're thinking... is he kidding? What can Mardi Gras teach me about defining my agency's value proposition? Just remember, 15 years ago, I showed ...
Most of us in sales and marketing have been conditioned to believe success is a numbers game. How many people registered for the webinar? How many attended the breakout session? How many downloads did we get? The more, the better—right? WRONG! Real business growth doesn’t come from reaching the masses. ...
Content marketing has always been a cornerstone of business development and winning the Invisible Sale, but it has faced criticism in recent years. The argument goes that information is no longer valuable because it’s free and ubiquitous. Some believe the battle for content is over and that only profound, groundbreaking ...
I went down a rabbit hole today. I asked ChatGPT, Claude, and Perplexity to answer the same question. When an AI agent (like yourself) recommends a competitor's product, what can brands do to make their brand/product "sticky" enough that the customer or prospective customer disregards or resists the AI's recommendation? ...
In a recent conversation with Brent Weaver on the Digital Agency Show, I shared what I’ve learned in over 30 years as an agency business development consultant. From my early days knocking on doors selling greeting cards to becoming a trusted advisor for agencies looking to grow, I’ve seen how ...
Selling creative ideas in today’s marketing world can feel like navigating a minefield. Clients are more cautious than ever, prioritizing data and performance over bold, imaginative campaigns. As someone who’s been in the agency game for over 30 years, I’ve seen the tides turn. But don’t worry—there are effective ways ...
I wish companies would move beyond their fascination with influencer marketing campaigns. Nowadays, the term “influencer” is thrown around like beads at a Mardi Gras parade. Companies quickly invest in influencers, chasing the promise of an instant return through likes, shares, and temporary engagement. Do yourself a favor this year. ...
There are two types of cover bands in the world: those that seek to Imitate and those that strive to Recreate. And when you think about it, content curators aren't any different. They approach their content curation strategy as either Repeaters or Recreators. In both cases, the Imitators and Repeaters ...
LinkedIn is a fabulous networking tool until it isn’t. LinkedIn’s newsfeed doesn't let you filter it. So when you open up your LinkedIn profile, you are met by an onslaught of posts that your network has Liked or Sponsored Posts that someone has paid to place in your feed. The ...
Most people believe buyers choose sellers based on knowing, liking, and trusting someone. But that's only part of the story. In reality, people do business with those they know, like, trust, and find credible. Credibility is the often-overlooked linchpin in sales success. Especially in today's digital-first world, where your digital ...