Agency bizdev, prospects who ghost, and reaching higher-profile clients: Agency Q&A with Karl Sakas

Get agency advice on business development: how to avoid being “ghosted” by sales prospects, how to fix a Client Concentration problem, how to reach high-profile prospects, and more—in the December 2023 episode of Agency Office Hours with Karl Sakas.

Learn more about the 2024 edition of the Agency Leadership Intensive (100% remote, international cohort of agency owners and executives, with live sessions in March and April 2024), and apply today to get the lowest available ticket price.

Click the links below, to “jump” directly to the Q&A video segment:

1. Sales Proposals: “How do we avoid clients who ghost us after they get the proposal?” [starting at 2:11]
2. Sales Management: “How can agencies avoid over-proposing?” [starting at 12:03]
3. Qualification: “What should we do if a prospect isn’t the final decisionmaker?” [starting at 15:44]
4. Client Concentration: “What’s the best way to prevent an agency Client Concentration problem?” [starting at 22:32]
5. Team Motivation: “How can we rally the team to overcome a big obstacle?” [starting at 27:16]
6. Self-Marketing: “What did Joe Pulizzi advise Karl about hiring agencies?” [starting at 30:31]
7. Leadership Development: “How can agencies save money on the 2024 Agency Leadership Intensive?” [starting at 33:15]
8. Referral Models: “How should we handle sales inquiries from clients that are too big to fulfill?” [starting at 36:17]
9. Business Development: “What’s the best way to get a 1:1 conversation with high-profile prospects?” [starting at 49:46]
10. Networking: “What are smarter ways to think about professional networking?” [starting at 56:58]

Top resources from the live event in December 2023:

1. Why did they “ghost” you after you sent a sales proposal?
2. See the highest-ROI self-marketing activities, from our recent research with Databox
3. Here are 37 sales ideas to try (but start with just 1-2 first)
4. Step-by-step advice to create a “Fast-Failure” Sales Process
5. Consider the buying process, as if you were buying services from another agency

Register here for future Q&A events (to ask a question, or RSVP to just listen in). Even if you can’t join live, registering means you’ll get early access to the post-event recording.