Ready to get paid sooner in the sales process? It’s time to start using Paid Discovery at your agency! Last week in Part 1, I shared what’s unique about the initial mini-projects and why Paid Discovery is important to your agency. In a future Part 3...
Business development can feel like an emotional rollercoaster: Closing a deal is exhilarating… and losing one is crushing. But the worst is when a “great” prospect suddenly says they’re not interested any more… or they disappear entirely....
Running your own lead-gen events can be a great way to find new clients… but if you get it wrong, your hard work might be for nothing. Sound familiar? I feel your pain; I’ve helped organize 250+ events since 2012, on both a paid and volunteer basis. Want a...
During a strategy consulting kickoff call, a client asked if I could do some additional financial analysis. I said I was glad to add it—but since it wasn’t part of the original scope, would they like an estimate on the new work? The agency owner turned to his...
A digital agency CEO told me their sole salesperson wasn’t hitting his quota. They’d hired him 18 months earlier, to help double the agency’s revenue. I asked how long he’d been missing his quota. They sheepishly replied, “The whole time.” The whole time! Not...
