Last week I wrote about Sales being a ‘dirty’ word for professionals.
Well it got picked up by MarComProfessional and was the lead article in their Friday round-up email – for which many thanks to Andrew Bruce Smith and Philip Sheldrake.
Villas Bali wrote this comment
completely agree with this, but are you surprised?
a good proportion of new biz folk in the creative services industry go through the archaic career route of Account Director to New biz Director. Makes sense in theory, as the individual gains ‘the knowledge’ to speak knowledgeably to potential client. However, the two roles require different animals entirely, the character profile of a salesman are entirely different to an account bod.
This no doubt worked well in the old ad industry where inbound calls were the norm to a small amount of high profile agencies, but the landscape has changed somewhat. Now, niche is king and the smaller, more nimble specialist agencies always hold the high cards. Their only challenge is how to market themselves effectively to the correct audience. The discipline remains the same though – it’s a numbers game, the better you position and communicate, the easier those numbers become.
But that’s why i suppose you have managed to cultivate a company around coaching creative business’s Rebecca and good luck to you!
This industry is ripe for effective salesman. You can pick up the knowledge reasonably quickly because the reality is, the landscape changes so quickly, no one can ever call themselves a guru in anything – those days are long gone.
The trick is to find good salesman who have a thirst for knowledge. Worth paying for those and it just so happens I’m looking for one. They don’t grow on trees i can assure you!
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