Are you a data nerd? If you’re like me, I love it when I can backup a decision, or rather ask my boss for investment in a resource when I have all the supporting data points.
Dream clients added, record revenue won and quotas crushed... We're about to share the stories of sales pros who are literally changing the game when it comes to selling bigger, better and faster - and creating win-win relationships with big-name brands and agencies in the process.
What do they...
How do great sellers break through the noise in cold outreach? How do they capture the attention of a major company, without having a prior relationship?
Quick: count up the number of software tools you use on a daily basis.
We've said it before, and we'll keep saying it: CMO turnover is the strongest signal that changes between a brand and its agencies are coming. It might not be true immediately, and it might not be true in all cases, but most of the time, when a brand's CMO changes, its agency relationships will...
At the end of June, AdWeek published a list of prominent female executives and influencers in sports. These powerful women represent major sports leagues, sponsor organizations, television networks and sports entertainment companies.
When you think of Taco Bell, you probably think of college kids making late night runs to the fast food joint to pick up heaping amounts of low-cost Tex-Mex study fuel. But your mind might not automatically jump to hip strategies that tap straight into the Millennial market.
Many agencies fail to market themselves effectively. Why is it important for agencies to have a consistent pipeline of new business?
Marketing and B2B Sales professionals depend on information (data). They use it to approach and engage the decision makers and other individuals who influence purchase decisions inside corporations they believe their company could potentially do business with.
Do you stumble when asked to describe your firm’s “elevator pitch?” Most agency executives do. The unfortunate truth is that most of us don’t have a very thorough understanding of how our companies create value.
Everyone loves conferences. The nice hotels, the self-conscious "I'm just here for the schwag" vibe, the thrill of meeting people you only know from Twitter and LinkedIn, the shining nuggets of actionable information that made that one really boring presentation worth going to...what's not to...
Despite spending thousands of dollars and labor hours every year to help their clients get new business, sales, leads...the things that put money in the bank for their clients, the quality that's most consistent among agencies is how inconsistent they are with their own marketing.
Last month our CEO Dave Currie sat down with Agency Management Institute's Drew McLellan to discuss the agency landscape and how it's changing.
The retargeting cookie is one of the most powerful weapons in your new business arsenal. Not only does it help you build a detailed profile of the users who visit your website, it helps you serve ads to those same users as they visit other sites.
We had an amazing time at Mirren Live in New York. It was such an informative, useful event for agency new business directors, and we're proud to have been one of its sponsors. We also got to have a ton of fun and took some photos with attendees.
If you went to the Mirren Live agency new business conference this week, you probably saw the launch of the Mirren and RSW/US annual New Business Tools Report. It has a thing or two to say about Winmo and list building software for prospecting in general.
If Mirren Live has left you energized and given you pages of notes, ideas and to-do’s for when you get home, you're not alone. But organizing them into actionable plans so you can keep your momentum going can be a headache. Here are five simple steps that can help you continue to get value from...
For organizations and events looking to partner with brands, knowing how to find and secure a sponsor can be tricky. Even if your organization sticks with its outreach to brands through the dozen or so contacts it takes to get a meeting, that’s not a relationship you can put in the win column...
Sales -- and prospecting in particular -- can veer wildly from goal-crushing to soul-crushing. It’s not unusual for sales people to have a process of filling their pipeline by prospecting, then closing and writing contracts. But when the contracts are being closed and written, cold-calling and...
If sales was a round of golf, the clubs you have in your bag would be just as important as your skill with them, or your familiarity with the course. Gary Player said, “A good golfer has the determination to win and the patience to wait for the breaks.” He could have been talking about sales.