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 […]
Category: Sales & Growth Strategy
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.” […]
The Truth About RFPs and Why You’re Wasting Your Time Responding to Them
I’ve won one RFP in my career. And that’s because I helped the client write it. When the RFP finally went out? It was tailor-made for my agency to win. That’s when I realized the cold, hard truth about RFPs: 🚨 97% of the time, the winner is decided before the RFP is even published. The […]
Why Is No One Responding to Your Outreach?
Because your message sounds like every other cold pitch clogging their inbox. Here’s what’s happening: ❌ You’re leading with you. (“Hey, I’m [Name] from [Agency] and we specialize in…”) They don’t care. ❌ You’re not hitting a real pain point. If your offer isn’t urgent, it’s ignored. ❌ You’re asking for too much, too soon. […]
The Agency’s Cheat Sheet for Spotting the Right Clients Before You Waste Your Time
We’ve all been there. You’re deep into a sales cycle, answering emails at all hours, hopping on “just one more call,” crafting the perfect proposal—only to have the prospect ghost you, balk at the price, or tell you they “went in another direction.” The worst part? That deal was never real to begin with. It […]
Stop Explaining Your Process—Start Owning the Outcome
If you’ve ever taken a parent or loved-one to a doctor’s appointment, you know the moment. The doctor peers at the X-ray, rattling off terms like ligament, elasticity, meniscus. They’re talking to the nurse, not your parent. Then they turn and say one of two things: “There’s structural degradation in the joint…” Or: “You’ve got a bad […]
How to Choose the Right Business Development Partner
Most agencies get this wrong from the start. They assume every business development firm promising leads is the same.That growth is just a matter of more outreach, more calls, more meetings. But that’s exactly how you end up with: • Wasted time and money on tactics that never convert• A pipeline full of bad-fit prospects• […]
17 Signs You Need a Business Development Partner (Before Your Growth Stalls)
You didn’t start your agency because you love sales. You built something great, landed some clients, and suddenly—you’re running a business. But now? You’ve tried fixing it—tweaking your messaging, testing different tactics, maybe even hiring a lead gen agency. But nothing’s clicking. But if growth still feels unpredictable?You might not need more effort. You might […]