Most agencies think of lead generation as a simple numbers game—run some ads, send some cold emails, post on LinkedIn, and boom: clients. But if that were true, every agency would be growing effortlessly. The reality? Lead gen only works if your positioning is strong. If you’ve ever felt like: 🚫 You’re getting leads, but they’re […]
Ignition
Is a Fractional Business Development Partner Right for You? 5 Signs You Need One
If your agency’s growth feels unpredictable, or you’re stuck relying on referrals, you’re not alone. Many agency owners hit a point where what used to work stops working. At this stage, hiring a fractional business development partner can help—but only if you’re ready. This guide will help you decide: Let’s break it down. What Is […]
Referrals Are Just Code for Luck—And You Can’t Build a Business on Luck
Legendary NFL coach Bill Parcells had one rule: “If they want you to cook the dinner, at least they ought to let you shop for some of the groceries.” Translation: If you expect me to win with the team, I should be able to pick the players. Now, let’s talk about your agency. Right now, […]
Why Your Agency’s Lead Gen Isn’t Working – And What to Do Instead
Every agency hits a wall where lead generation stops making sense. And yet… ❌ The pipeline is unpredictable. ❌ The leads coming in aren’t the right fit. ❌ Sales calls feel like uphill battles. You start wondering: “Maybe we just need to do more.” Wrong. The Real Problem: It’s Not Lead Gen, It’s Positioning Most agencies think they […]
Lead Gen Is Just Amplification—So What Are You Amplifying?
My 12-year-old son loves our backyard fire ring. Which makes sense—what pre-teen boy doesn’t love fire? But here’s the thing: he’s constantly trying to light the fire the wrong way. He’ll strike a match and hold it to a big log, expecting instant flames. Nothing happens. He tries again. Still nothing. Then he looks at […]
Why Your Agency’s Offer Isn’t Compelling—And How to Fix It
I once worked at a digital agency that leaned hard into programmatic ad buying. They loved it. Obsessed over it. It was the thing they sold. There was just one problem… Clients didn’t care about programmatic ads. They didn’t want to hear about: ❌ The complex algorithms. ❌ The audience segmentation strategies. ❌ The real-time bidding process. They […]
The 25 Biggest Messaging Mistakes Agencies Make
Most agencies think they have a lead gen problem. They actually have a messaging problem. Because here’s the truth: 🔹 Your prospects don’t care about your agency. 🔹 They don’t care about your process. 🔹 They don’t care about your awards. They care about one thing: What’s in it for them. And yet, agencies keep making the same […]
How to Escape Founder-Led Sales for Good
If you want to scale beyond yourself, here’s what needs to change: 1. Standardize Your Sales Process Right now, your sales process is inside your head. That’s why nobody else can close like you—because you haven’t given them the playbook. 🔥 What to do instead: ✔ Document exactly how you sell: discovery calls, objections, closing techniques. ✔ […]
What I Learned About Selling to the C-Suite When I Was Heading Up Business Development
When I was leading business development, I learned fast that selling to the C-suite is an entirely different game. What worked with directors and managers? Completely useless at the executive level. I saw agency owners struggle because they kept making the same mistakes: And when that didn’t work? They assumed C-levels were just “hard to […]
Prospects Don’t Give a Damn About Your Sizzle Reel
Agencies love to make a splash in pitch meetings. They dim the lights. They roll out the high-production sizzle reel. They showcase themselves. And then they wonder why the prospect tunes out. 🚨 Here’s the hard truth: Clients don’t care about your agency. They don’t care about your award-winning work. They don’t care about your “creative process.” […]