We identify and fix the real root of sales problems, then help agencies attract and win new business
We solve the real challenges
that will transform your growth
What's so special about you? And who should care?
Why aren't you getting or converting the right leads?
You don't have right BD skills, time or inclination
We point out
the elephant in the room
We can’t stand businesses who claim they can “guarantee you 37 leads next week” without knowing anything about you. You’ve all received those careless sales messages! We fix the real root of sales problems.
We don’t believe in makeshift sticky-plasters or turning a blind eye. We exist because we know exactly what it takes to establish successful and sustainable new business practices within your agency. That starts with smart consultancy to create a winning positioning and strategy; and then it’s about tenacity, consistency, creativity – underpinned by a rigorous sales process – to pull it off.
That’s how you build long-lasting business growth.
Ditch your hopes of a magic wand.
We focus on...
Mentality & Mindset
Many business owners tell us, “we’ve tried this, and that, nothing works, it’s all crap”. But the reality is, many new business campaigns fail because of the mindset and approach to sales. Many either haven’t come from a sales background and they’re possibly trying to delegate or think too short-term, rather than develop a new business culture, a long-term growth strategy and the right processes and accountability to make BD successful. This is the right place to start.
Positioning & Strategy
This is often the most overlooked part of a new business strategy. Without nailing it, it’s so much harder to do all the rest successfully!
If you lack a differentiated positioning, in an increasingly competitive market, it’s like asking your prospects to find a needle in a haystack. We’ll help you find what makes you special, improve your sales messaging, align key stakeholders and determine your target audience (not just anyone with a heartbeat and cash!).
Growth Plan & Operations
Too many people want to jump right in – so desperate for leads that they don’t stop to think about what actually needs to change.
Putting in place a robust sales programme that’s guaranteed to deliver time and time again, does not happen over night. Depending on where you are on your journey to BD utopia, we know what ‘best in class’ looks like, so can easily spot weaknesses in your game plan.
Technology & Resource
With us you get senior consultancy with the experience to manage a team of outbound and inbound skills, whilst mentoring you and driving the strategic direction of your growth programme. We will bolster or supplement you from content writing, to lead gen, to events.
We’ll also overhaul your entire Tech Stack. Whether its emails, LinkedIn automation, lead scoring, dynamic messaging, chatbots or customised landing pages; we’ve got you covered.
Happy agencies we’ve worked with
Sales... it's a dirty word that creatives, like me, get all snooty about. As a 40-something grizzled (and not so chiselled) veteran in the agency game, I've seen a bazillion sales people. None are as strong as Adam and the team at Gray Matters. I value Adam's insight and know-how, but most of all I trust his instincts.
“We engaged Gray Matters to help us validate and develop our thinking around New Business, and to help us improve our ways of working and team alignment. Their interrogation of all areas of our Sales & Marketing processes helped us unearth strengths and weaknesses which we were able to tackle together; ultimately enabling us to have a very strong start to the year! The team’s work is now core to our working practices and we’d like to thank Adam and Ivan for their honest feedback and excellent support!”
“Gray Matters are flexible, challenging and informed; everything you need in a lead generation and business development partner. Ivan and Adam took the time to get to know our business and context, undertook a thorough review of our positioning and offer, and have fully embedded themselves as an extension of our team. Their advice and guidance has helped us to really think differently about our new business approach whilst keeping us honest and ensuring we get the basics right first. We know we can trust Gray Matters to keep pushing us and keep generating leads, and I would recommend them wholeheartedly.”
“We first came to Adam in the early days of lockdown looking to get a few quick wins in lead generation. As it turned out, we got a lot more. Together we quickly realised we needed to tighten the agency proposition and - like all good coaches should - Adam gave us some tough love and helped us simplify our offering and double down on what we stood for. We’d highly recommend Gray Matters if you feel like you’re at a crossroads and need to empower yourself to approach business development head on.”
“We approached Gray Matters after a rocky time for the business. We had a vision in our head for what the business should be known for but it wasn’t until we sat down with Gray Matters, that we were able to articulate it. We were really impressed with how they ‘got us’ and this has now been brought to life through a new website. New Business has always been a struggle for us and that came down to lack of focus. Our content and targeting was all too generic but now we are honing in to make ourselves much more relevant to a certain audience. The database and Mailchimp lists were all quite out of date and so the quality of our data was letting us down. This is something Gray Matters has addressed, putting in place a much more effective nurturing programme to help us build a consistent pipeline.”
“We have tried lots of different approaches to new business but we’ve never had such a cohesive plan that ties everything together. Working with Gray Matters has helped us articulate our USP much better, so we can now help prospects and clients buy and value us on our strengths. They also added more clarity and depth around our target audience so we can develop intelligent content to attract those types of people. This has all been underpinned by a well throughout strategy, giving us clear KPIs, tactics and a process to achieve the growth we are looking for.”
"We initially reached out to Adam and his team to help us out with our positioning as an agency, as well as helping us refine our new business and marketing plans for 2020. We were immediately impressed by Adam's ability to come in and constructively analyse where we were at as a business and what we could tweak in order to position us in a place we were happy with, then help sculpt our new business and marketing plans to reflect this new positioning. Overall, Adam and his team have been super easy to work with, and a fantastic asset for us going into the new year, successfully helping us clarify where we are and how to get to where we want to be."
"Working with Gray Matters has been key in our growth so far. Their outlook of the new business world is highly refreshing and their approach unique and organic. Coupled with their experience working across the agency world, Gray Matters have helped us take a step back, view things from a different perspective and develop our brand proposition effectively."
“A year ago, we were in a position having never really conducted any new business or marketing, no clarity on who we are and a shockingly dated website. Having worked with Gray Matters over the past year, we now have a clear positioning, new website, case studies, content and an entire new business strategy to activate. They have shown us the importance of new business and what is required to make a success of it.”
Views and Events
Keep up to date with our latest thoughts to inspire you to be better at business development and look out for plenty of invaluable upcoming training and events.