Category Archives: New Business

Expedia And Sales Chutzpah

A Lesson From Expedia On Sales Chutzpah OK, we all have bad customer service experiences. I get it. But when the bad experiences go across four Expedia service phone conversations (that lasted about three plus hours over two days) and another six back and forth Twitter direct tweets and the customer who is spending over $5,000 on […]

The Cost Of Ad Agency Business Development

Ad Agency Business Development. What Does It Actually Cost? Simple answer? Ad agency business development costs… a lot. A more detailed answer follows. I recently spoke about ad agency business development (essentially the art of Account Based Marketing) at Hanapin Marketing’s PPC Hero conference in L.A. and did a day long ‘how to pitch’ workshop […]

How Do Clients Choose An Advertising Agency?

How Do Clients Choose An Advertising Agency? Ah, let me count the ways clients decide which advertising agency to contact when they need to dial up their marketing. But, let’s just keep this blog post real simple. They choose them based on what they do. The “Data” Agency. I am going to Miami next week to […]

How Digital Agencies Win Clients

How Digital Agencies Find (and Keep) Clients I was interviewed for the DM News article, “How Digital Agencies Find (and Keep) Clients”. Were my comments brilliant? Well, brilliant might be a stretch. But here are my key points. Referrals – The Default Business Development Tool Where do clients come from? “The traditional rules of marketing […]

Surprise: Inbound Marketing Works

Inbound Marketing Works Some inbound marketing tips about half way down. But, ya know, I just gotta start with a story. OK, no big surprise here… I just have to say it. Inbound marketing does work. Why am I bringing up this subject that you probably think about every day? Because I have been starting […]