Why you should consider accepting random LinkedIn requests

Why you should consider accepting random LinkedIn requests

When you get a LinkedIn request from a random person, should you connect with them? If you’re an agency owner, it comes down to your pipeline strategy. Feel like you’re too busy or your pipeline is too full to respond? That attitude will give you a dry pipeline in six months. See my step-by-step process for handling random LinkedIn requests.

Client “Need” vs. Client “Want”

Client “Need” vs. Client “Want”

When you’re frustrated by a prospective client, it’s often because they need your help… but don’t want your help. Successful relationships require clients who Need and Want your agency’s help. Once you prioritize this in your sales process, there are 5 things you can do to handle those prospects.

How to hire the right salesperson

How to hire the right salesperson

Grow your agency by hiring the right salesperson, instead of a wolf in sheep’s clothing. It’s all about having a process—and mine has four steps: define the right role, hire the right person, structure the right compensation plan, and hold them accountable for results.