How to read minds: Use these 14 “tells” to make hard decisions

by Karl Sakas | Sep 12, 2018 | Attract Great Clients, Build a Stronger Team, Personal Growth & Development

When you’re making decisions, you rarely have all the info you need—you need to decide with incomplete or conflicting data. For example, some job candidates will tell you anything to get hired. And when you’re considering a prospective client, they won’t volunteer...

[Agency Guide] Step-by-step advice to create a “Fast-Failure” Sales Process

by Karl Sakas | Sep 5, 2018 | Attract Great Clients, Optimize Your Sales Process, Strengthen Client Relationships

Wondering what steps should be in your agency’s Sales Process? Here’s a deep dive on the topic! These are the 10 sales process steps I use myself (with my team’s help), and the same ones I help agencies customize for their business development....

[Part 2 of 2] How to handle a current “Reluctant Employee”

by Karl Sakas | Aug 29, 2018 | Build a Stronger Team

If someone can do the job but they choose not to, they’re a “Reluctant Employee.” You can avoid hiring them by asking the right interview questions. (More on that in Part 1.) Here in Part 2, I’ll share what to do if you realize one of your...

[Part 1 of 2] Warning: Are you about to hire a “Reluctant Employee”?

by Karl Sakas | Aug 22, 2018 | Build a Stronger Team

When it comes to agency hiring, one of the biggest risks is hiring someone who can do the job, but doesn’t want to do the job you need them to do—I call these types of hires a “Reluctant Employee.” If you need someone focused one way, and they want...

Close new business faster with CRUX instead of BANT

by Karl Sakas | Aug 15, 2018 | Attract Great Clients, Optimize Your Sales Process

TL;DR — If BANT isn’t helping you fully-screen your sales prospects, upgrade to CRUX: Compatible, Realistic, Urgent, and X-Factor. CRUX considers whether an agency prospect feels right, too—saving you from prospects who were only perfect on paper. CRUX: Find...