April 15, 2025

Master effective prospect follow‑up: the psychology behind failed outreach, overcome barriers, and use proven strategies to win more clients.

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April 9, 2025

Here’s the truth that too few agencies want to hear: if your agency business development strategy is focused on selling strategy, media, digital, creative, or PR services, you’re replaceable. Harsh? Maybe. But real. In today’s market, clients negotiate on execution. But they hire the agency they believe is most likely to deliver the outcome they

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February 12, 2025

Business development is one of the most complex jobs in an agency. Period. It’s high-pressure, filled with rejection, and misunderstood by the very people who hire for it. How tough is it? The average tenure of an agency business development (BD) person is just under two years (RSW/US). Let that sink in. Twenty-four months isn’t a lot

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February 6, 2025

Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.

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January 29, 2025

Discover why The Invisible Sale remains crucial in the AI era, and how strategic content marketing builds trust, fuels engagement, and drives agency business growth.

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November 6, 2024

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 a clear strategy, resilience, and

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August 6, 2024

Are YOU a Repeater or Recreator? Did you know the answer is THE difference between content curation success and failure?

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October 18, 2023

Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.

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May 9, 2023

I recently listened to Barbara Winters, VP and principal analyst at Forrester, to discuss how Gen Z and Millennial B2B Buyers are reshaping the buying process and what companies should do to succeed with these buyers.And what she had to say, kind of blew me away. Honestly. Here’s why.When I wrote The Invisible Sale, I

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April 12, 2023

The world of sales prospecting has changed dramatically over the past decade. Traditional prospect badgering approaches to business development are giving way to digital sales strategies, especially virtual selling skills-based tactics, forcing businesses to evolve to succeed in today’s fast-paced digital landscape. This guide will provide the tactics and insights necessary to master digital sales

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March 9, 2022

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

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August 27, 2020

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

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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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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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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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