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News and Views

Here are our latest thoughts and upcoming events to inspire you to become better at business development.

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How do people buy from agencies?

Working in agency sales for 16 years means that you get to hear the reasons why people buy from others and in our experience, agencies have a massive blindspot!  September 19, 2019 Thought leadership

Stuck in the mud!

Here's a rather true and humiliating story that I think you'll find funny and there is even some new business learning's from it! September 01, 2019 Thought leadership

Part 5. Failure to demonstrate value

We are all aware of the unanswerable question in our industry… what is the price of creativity? As well as a rant about our ridiculous time / revenue model our industry is built on, we have put together four practical ideas you can implement to help you demonstrate your value to potential buyers. July 13, 2019 Thought leadership

Part 4. Little knowledge or experience in sales

Many agencies emerge from people who want to be doing more of the work they love. They are typically creatives, strategists or technologists who either start a business with career experience under their belts or go straight into it from University. The truth for both of these people is, most have never had any formal sales training and even the most charismatic often don’t know how to implement a sales process to build a robust pipeline. Does this sound like you? June 18, 2019 Thought leadership