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Optimize Your Sales Process
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Read this before you hire a commission-only salesperson! Your agency saves on overhead… but expect to find all kinds of new problems. [Last updated: January 2024]
Stop wasting time on bad agency sales prospects! Use my 10 in-depth steps to create a Fast-Fail Sales Process, to focus on prospects who’ll really hire you.
If BANT isn’t helping you avoid bad sales prospects, try my new approach: CRUX (Compatible, Realistic, Urgent, and X-Factor). See how to screen prospects better, faster.
Should your agency accept credit cards? Maybe, but you need to balance your profit margins against clients’ convenience. Let’s review options to help you decide, including how to handle fees.
To do higher-value work at your agency, you need to know clients’ five Strategy Tiers: Business, Integrated Marketing, Digital Marketing, Channel, and Campaign Strategy
Are you telling prospects that your agency’s prices are negotiable? Stop selling against yourself! See how to fix this… and boost your profit margins.