New Business Insights From the Front Lines

Is your office repelling clients?

I just called a firm to talk to them about a potential opportunity and here’s what happened: 1. No receptionist was available (it’s after lunch – 1:30) 2. Their “dial by name directory” didn’t allow me to enter the name of the person to find their extension. Rather, it featured a woman reading staff names […]

Read More

What to do when a great prospect goes dark…

So, you just had a great meeting with a prospect. They definitely have a need for what you do and expressed a high level of interest and a bit of urgency. And, yes, the individuals you met with are actually bonafide decision makers. Makes you almost want to go have a celebratory drink. Not! Fast […]

Read More

Easy come, easy go. How full is your pipeline?

Shop-Hopping Clients Threaten Small Agency. Moves to bigger, diversified ad firms leave boutiques in the dust. Read more: Easy come, easy go. How full is your pipeline?

Read More

Do clients only think of you when they need something?

While doing some customer research for one of my clients recently a concept surfaced that I thought was pretty powerful and therefore worth sharing. “I think of (firm) when I need something. I don’t think of (firm) when I don’t need anything.” It’s great to have customers think of you when they need something. After […]

Read More

Use Buyer Personas to Align Sales and Marketing Around Buying Behavior | The Customer Collective

 Read more: Use Buyer Personas to Align Sales and Marketing Around Buying Behavior The Customer Collective

Read More

Is Your Company a Thought Leader? Take the Test.

 Read more: Is Your Company a Thought Leader? Take the Test.

Read More

The Art of Purposeful Storytelling

Read more: The Art of Purposeful Storytelling

Read More

Will your pipeline be ready when you need it?

I had a conversation with a firm recently that experienced a much needed bump in business to start the year. Great news for both staff morale and of course, the all important bottom line. By the way, that’s not the agency principal in the photo. More on that later. The troubling news according to the […]

Read More