We like to feature good business development marketing campaigns for agencies when we spot them – and here is a great example from Boston, MA, USA agency, The Mothers of Invention. Robert Rosenthal, the CEO has been an innovator online for business development for years. I first came across him on a FB page called [...]
Do you want to know the real reasons why brands choose to meet marketing agencies? Getting the first meeting for your credentials presentation or a ‘chemistry’ session is often stated as being the hardest part of the business development sales pipeline. Many agencies have told me that if only I could get them in front [...]
Ever get the feeling that social media folk have abandoned normal life and now live in a parallel plane that bears no resemblance to reality? I read four parts of a blog all about using social media for ‘selling opportunities’ B2B. And I couldn’t help thinking that the author had taken a text book and [...]
A guest post by Jason Falls The RFP must die. Or at least the way the process has evolved in today’s marketing world should. On the surface, it seems innocuous. A company or organization issues an request for proposal (sometimes masked as a ‘request for quote’) to several agencies, consultants for firms. They sometimes include [...]
Imagine you have launched your business and the brand is up and running. You are receiving enquiries but not enough are converting to paying customers. Even though you may be the genius behind the business idea, you have no idea how to successfully pitch your business to potential clients and convert them. Why not hire [...]
Pitching is a very important tool for generating new business, but certain aspects of a successful pitch can sometimes be overlooked. When approaching a pitch with a prospective client, try to imagine you are pitching yourself to someone you would like to have a long relationship with. How can you come across as the kind [...]
Hashem Bajwa – Director of Creative Strategy Droga5 Nick Parish – Contagious Spirit a consultancy for non-traditional marketing Ty Montague – Co-collective a story-led innovation collective Alessandra Lariu – Creative Director McCann Ericson NYC John Wimsatt – the CLIENT! Verizon for wired line residential business #sellideas How do you sell Wimsatt: Motivation – if you [...]
Do you struggle with objections or sometimes find that objections you never expected or planned for pop up and cost you sales? Well you’ll be glad to hear that there is an effective way to quickly become skilled at handling “any” objection whether you’ve heard it before or not. So how’s it done? Simple, all [...]
What do you do when the first words you hear on a sales call are; “I’m not interested”, “we don’t have the budget”, “we already have a supplier”, “you’re too expensive”… There are numerous books full of clever techniques for handling these objections some of which are very good. However I have found a simple [...]
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