Good or Bad Idea? Calling the Prospect after the Pitch

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  Should you call the client after a pitch but before they say yes or no? I’ve talked about this with a few people lately and I’ve had varying views on it. Some have said it’s too pushy where others have been all for it. I don’t mean calling to … Read More

Using Big Data Analysis To Find Hot Sales Leads

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Imagine a programme that could tell you who in your CRM is most likely to buy. You’re thinking you can already do that, but the question is how accurately can you do it? Not very, because the characteristics of likely buyers are a million miles from perfect. I think it … Read More

Supersonic Sales Session: Quick Questions And Interesting Intros

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  We do weekly sales training sessions with our team. Quick, 20 minute sales sessions focusing on individual sales skills to keep everybody at the top of their game on their sales technique. We break the sessions down into smaller bite-sized chunks to make sure everyone is engaged.  We also include … Read More

We Love Slack And Here’s Why

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This is how Slack describes itself in the website: “A messaging app for teams […] To make working lives simpler, more pleasant and more productive.” Slack is a cloud-based team collaboration and project management tool which we use constantly! “Be less busy.” Well actually, Slack doesn’t make us less busy, … Read More

The Queen at 90

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Happy 90th Birthday to the Queen!   With the Queen’s 90th birthday upon us today, we thought we would ask owners agencies within the creative industry their thoughts on a couple of short questions. What would they buy as a gift for the Queen?  Where would they go for a … Read More

Trust

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Trust takes time to build. Many months, if not years. With inbound leads there is already trust there because typically it came from a referral or somebody knows of you. Therefore they inherently trust you more because they don’t think you’re trying to sell to them, plus if they have … Read More

How Should New Business Drive Growth For An Independent Agency

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The most successful independent marketing agencies grow because they win initial projects with the right clients and are very adept at growing those clients once they’re on board. Over the last 15 years in new business for agencies we’ve worked with a lot of clients, the vast majority of them independent, … Read More

We’re hiring! New Business Development Manager in Edinburgh

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We are looking for a New Business Development Manager based in our Edinburgh office. Overview Icebreaker is a new business agency with offices in London and Edinburgh. We help the digital and creative industries win business from top tier UK organisations through a combination of outbound sales, clever leading-edge strategy … Read More

Agencies: Quick Tricks To Get Better At Blogging

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We encourage all of our clients to actively blog and there are lots of reasons to do so. Apart from the obvious ones – SEO, trust, credibility and so on – blogging gives your new business people content to use in marketing campaigns and it adds a lot of context … Read More

How To Get Sales Quickly And Minimise Your Lead Time

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The lead time in our business for winning new work can be anything from 3 months to 18 months (our average is worked out at 5 months).  We often therefore have our clients asking us how they can win work quicker – or at least minimise it being at the … Read More