The Growing Pains of Business Development

hammer on screw, wrench on nail

Picture John. He and his business partner started their company a few years ago now. One or two clients bankrolled the business during the first year. Their offer was really strong – it was new and fresh, client wins were backed by the owners’ personal promise, they were agile and … Read More

“Cold calling is dead.”

phones

“Cold calling is dead.” Nonsense! Nobody likes getting calls, especially bad ones. And everybody sure as hell hates making them (well – we don’t), so people are innately distrustful of using cold calling to reach out to new clients. If you get someone who doesn’t know what they’re doing, it’s … Read More

How to Prepare For and Run a First Meeting

breaking the ice at first new business meeting

If you’re a sales person or have had sales training then new business meetings probably don’t phase you, but if you’re new to sales then first meetings can be scary. Confidence is one of the biggest factors in how you will perform in a new business meeting. Walk in believing … Read More

Filling Your Pipeline & Minimising Lead Times

Pipeline filling Make sure instead that you are constantly filling your pipeline. Going a step further, I would say that you need to get out and meet as many people as possible who could be potential clients, regardless of where they are in their buying cycle. The reason for this … Read More

Blogging For New Business?

desktop

What is the value in having a blog? Does anyone read it? Do you ever win any new business through it? We think it does a lot: Gives you a voice Gives the agency a personality Helps position you in the marketplace Educates staff and help with internal communications Provides … Read More

Good or Bad Idea? Calling the Prospect after the Pitch

  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

How to Build Sales Prospect Personas, What to Create and Why

Most people nowadays are familiar with the concept of personas. Marketing Director Debs, Brand Manager Brian, HR Manager Meg, HR Director Donald, and so on. Digital & content creation agencies borrowed the concept from software development years ago and they’ve been using them ever since to humanise their website visitors … Read More

Sales Statistics You’ll Want To Read

sales statistics

  We recently came across this excellent post by Zachary Lukasiewicz on quite a few different sales statistics.  Without further ado, here they are: Sales Email Stats Email opens increase after 12 p.m., with the most active period being between 2 p.m. and 5 p.m. (MailChimp) Tuesday emails have the highest open … Read More

Good Salesmanship: How to Make an Impression at a First Meeting

When it comes to pitching your agency to a prospective client, first impressions are everything.The first meeting, and this may seem like a crude comparison, is very much like a first date. You need to present yourself well, show interest and ask the right questions. Just like nobody finds ego … Read More