When a Sales Process Works…and When it Doesn’t

Is it possible to close new business deals by simply following a step-by-step process?

Agency Business Development, Pitching New BusinessJody SutterApril 12, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #hiringanagency

Why Don’t Agencies Ask More Questions in a New Business Pitch?

Do agencies ask enough questions in a new business pitch? How sharpening your questioning skills helps you close more new business for your agency.

Agency Business DevelopmentJody SutterMarch 10, 2023#pitchnewbusiness #agencybusinessdevelopment #businessdevelopmentpractices #hiringanagency

Your Power in the Pitch

In a new business pitch, there’s the perception that the marketer holds all power. After all, they’re the ones writing the check. But agencies have more power over the pitch than they may realize. Stepping into that power depends on demonstrating to a prospective client how you will maximize their gains and minimize their losses.

Agency Business DevelopmentJody SutterFebruary 14, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #hiringanagency

3 Mental Blocks That Get in the Way of New Business Success

Agency leaders are sometimes better at planning for all the great stuff they could do to generate new business and not so good at doing it. What holds them back? There are myriad priorities that get in the way of agency business development goals. But there are also some powerful mental blocks. Here are three that might be standing between you and your goals for growing your agency next year.

Agency Business Development, Agency New Business PlanningJody SutterNovember 1, 2022#agencybusinessdevelopment, #winnewbusiness #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy #agencyleader #newbusinessoperations #newbusinessplan #annualplan

Found Money: Why Your Contact Database is a Valuable Asset (and How to Get More Value Out of It)

Your agency's list of clients and prospects is a valuable business asset. And like any asset, the more you invest in it, the more valuable it becomes. Here are four ways to get more new business value from your agency’s list of contacts.

New Business Operations, Pitching New BusinessJody SutterSeptember 26, 2022#agencybusinessdevelopment, #crm, #customerrelationshipmanagement, #winnewbusiness, #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy, #clientlist, #clientdatabase, #agencyleader, #newbusinessoperations, #newbusinesstools

Your Story, Your Narrative and Their Impact on Agency New Business

There’s a difference between your agency’s story and your agency’s narrative. Many agencies overlook this – and it can have catastrophic consequences on agency business development. Here’s how to ensure your marketing message is having the right impact.

Writing for Agency New Business, Pitching New BusinessJody SutterAugust 25, 2022#agencybusinessdevelopment, #winnewbusiness #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy

5 Ways You’re Not Controlling the Pitch (and How to Change That)

When a marketer shops for agency services, it’s embarking on a journey. And at each step you have the opportunity, perhaps more than you realize, to exert some control over the journey and affect the outcome (ideally in your favor to win the business).

Each buyer’s journey is unique but here are five common situations in which I see agencies relinquishing control when they should be asserting it.

Pitching New BusinessJody SutterJuly 14, 2022

5 Steps to Creating the Perfect Agency Case Study

If I had to choose only one agency new business tool among all at my disposal, the case study would be it. Here are 5 steps to creating agency case studies that win new business.

Persuasive New Business Presentations, Pitching New BusinessJody SutterJune 6, 2022#agencybusinessdevelopment, #agencycasestudy, #winnewbusiness, #newbusinesspitch, #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy

Three Ways to Turn Your Agency’s Pitch into a Winning Pitch

Good ideas badly presented put you at risk of losing the pitch but a good story can make your agency’s pitch irresistible. Here are 3 essential storylines to win agency new business.

Persuasive New Business Presentations, Pitching New BusinessJody SutterApril 27, 2022#agencybusinessdevelopment, #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy, #howtowinnewbusiness, #pitchingnewbusiness, #winagencynewbusiness, #prepareforapitch

Small Gestures that Make a Big Impact on Agency Business Development

Why does the small stuff matter? Because it has the capacity to communicate in a big way the qualities that clients are seeking when hiring a new agency: trust, responsibility, respect, proactivity.

Agency Business Development, Pitching New BusinessJody SutterMarch 30, 2022#agencybusinessdevelopment, #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy

Measuring Agency Business Development Effectiveness

Agency business development success is often measured by revenue. And of course that’s a good qualitative measure—did you make your numbers or didn’t you?

But a lot goes into a successful new business operation, both quantitative and qualitative. Wouldn’t it be great to have a scorecard that objectively measures where you are today and keeps you accountable for the improvement you want to see? Here’s one way to start:

Agency Business Development, New Business OperationsJody SutterFebruary 22, 2022#agencybusinessdevelopment, #smallagency, #agencygrowth, #agencynewbusiness, #newbusinessstrategy, #howtowinnewbusiness

How to Win New Business by Playing to Your Strengths

I help my clients design agency business development strategies built around their strengths, not in conflict with them. You can too. The 1st step: discover your strengths profile. Are you a Hunter, Communicator, Thinker or Promoter?

Marketing Your Agency, Agency New Business PlanningJody SutterJanuary 20, 2022#smallagency, #agencygrowth, #agencynewbusiness, #businessdevelopment, #newbusinessstrategy, #newbusinessstrengths, #howtowinnewbusiness