When you sit across the table from a prospective client, you aren’t selling services; you’re selling belief. The modern pitch isn’t a laundry list of deliverables or a gallery of Instagram-worthy portfolio pieces. It’s an invitation to envision a future where conversation drives conversion, where proof validates possibility, and where emotion cements commitment. In my …
Learn how The Propinquity Principle™ reshapes business development in an AI world, as SEO and PPC lose impact in a zero-click, AI-driven era.
...Unlock the power of The Propinquity Principle™ to strengthen your agency business development plan. Build trust, credibility, and top-of-mind awareness to win new clients more predictably and efficiently.
...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 …
Discover how Mardi Gras reveals key lessons in defining your agency’s value proposition—scarcity, convenience, and strategic advantage drive premium pricing.
...Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.
...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.
...A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message …
Converse Digital’s detailed analysis of the 2023 RSW/US Agency New Business Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.
...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 …
Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn …
Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait . As an introverted business development professional, …
As a business development professional, your PowerPoint presentations should communicate more than just information. They should aid your efforts to build a trust-based relationship with your prospects. Only some salespeople have ever been taught how to design a PowerPoint pitch deck that not only delivers information but also fosters a genuine connection with their audience. …
As we’ve discussed before, According to the WSJ, $250 million per day is wasted on bad, ineffectively designed PowerPoint Presentations. It still amazes us that companies continue to spend millions of dollars developing sales slicks, marketing campaigns, lead generation programs, etc., but spend little or nothing on the most utilized tool in their sales toolbox — …
My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter …
At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be …
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 …
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 …
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. …