Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.
Win more business at a lower cost of saleJoin Blair Enns live for the Win Without Pitching Workshop and learn how to take control of your sales process (and actually enjoy it).
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If creative and production really are non-working then why be so irresponsible as to spend 20% of your budget on them? Shouldn’t you be focused on getting that to zero?
Your two main levers of profit are to lower your expenses and to raise your revenue. (Profound opening, I know. Stay with me.)
Something is in the air in Agencyland. After a long, cold and seemingly endless winter, something is finally in the air. Free pitching, the addictive and destructive opioid of both client and agency is disappearing like the White Witch’s endless winter. It may not yet be summer, but spring is most definitely here.
