Yikes: Sales Meeting Insanity
This is a shoutout to RSW/US’s Lee McNight and his mind-blowingly sad video about advertising agency sales: 3 Takeaways Ep16 – 3 Reasons Why Initial Agency New Business Meetings Go Nowhere
I watched this video on my mobile phone in the dark at 6 AM in San Miguel de Allende, Mexico while I waited in a long line to fill up my gas tank (we are experiencing a fuel shortage due to an anti-corruption effort by Mexico’s new President.)
I thought that the fuel shortage and associated stress was a bummer until I watched Lee’s video. Bummer might not be the right word for how some agencies run their business development program. Insanity is a better descriptor.
Other than Lee’s points about how some agencies do not know how to run a sales meeting, I am most perplexed that an agency that does any one of these three points is still in business. As an ex-major league agency business development director and growth-obsessed agency owner, I cannot believe that by the time an agency leader is invited to a sales meeting that she or he has not prepared for the meeting. At this point, I suggest that you buy my book: “The Levitan Pitch. Buy This Book. Win More Pitches.” 250 pages on how to win new business.
Back to Lee.
The 3 Reasons Why Initial Agency New Business Meetings Go Nowhere…
“You didn’t do your homework.”