Four Segments of New Business
Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the “pantheon” for new business: positioning, lead generation, sales, and pricing.
Win Without Pitching®: Thinking
Lead Generation
Four Steps To Lead Generation Success
When I think of the firms that drive numerous inbound leads they all have one very clear thing they do. Their lead generation efforts are as focused as their positioning. They’ve resisted diluting their efforts across numerous channels, avoiding Warren Buffet’s admonishment that “Diversification is for people who don’t know what they are doing.”
The One Question I Would Ask Your People
Take this simple test and consider putting it to your team members. It’s one question to which the answers reveal so much about the firm and the individual respondents. I love putting this question to people who do not have day-to-day business development responsibilities – people like creative directors, partners, CFOs and pretty much anybody else in the firm.
Okay, here’s the million dollar question…
Is Your Lead Gen Stalled? Do This One Thing
Have you lost momentum on the lead generation front? Check this out. I’ve discovered that firms who commit to doing this one easy thing tend get out of the rut. Those that don’t do it stay stuck. Before you click through to read what the one thing is, make a promise to yourself that you’re going to do it, whatever it is. It’s not hard, it’s not ridiculous of embarrassing – it’s pretty straightforward.
Four Reasons to Write
Agency business development is a cocktail of sales, marketing and public relations activities. To be successful, your firm has to possess assets in each area.
How Will You Feed The Machine Today?
Are you continuously haunted by the question: where will I find the work, and the revenue, to keep everything and everyone going…
My Prospecting Email
Recently, I wrote about my Closing the Loop email that’s a bit of a secret weapon when it comes to raising deals from the dead. I received some comments and many more emails about the fantastic responses people were getting from it. One of the emails asked me if I had a similarly effective email template for
Seven Words You Can’t Say in Business Development
A couple of years ago I wrote an article titled, ‘I Wish I’d Said That: Seven sentences to get you out of sticky situations.’ Just as there are words you can employ to helpful means, there are also words that you should avoid to keep you out of trouble and in control of the buy-sell
The New Rainmakers
Years of insisting that business development people generate leads instead of just follow up on those generated by other means has forced creative firms to prefer sales-based skill sets of cold calling and networking over others. In this article I explain why those skill sets are less valuable today and what is replacing them in
Voicemail: To Leave or Not to Leave
For years I counseled that rather than leave a voicemail when doing telephone introductions, you’re better off hanging up and dialing again at a later date. Then someone (I wish I could remember who) explained the dynamics of cold calls and voicemail to me in a new light: “Knowledge is power…”
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