Building a Scalable Sales Strategy
David wants agency principals to develop new business plans which delivers more new leads with less labor so their organizations can have more controllable growth, as well as increasing their likeliho...
19 Juni 202426min
Have We Hit Peak Strategy?
Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more "strategic." Both he and David see these agencies losing more and mo...
5 Juni 202424min
What Tech Bros Get Right...and Wrong
David definitely doesn't want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.
22 Maj 202421min
Turning Your Delivery Team Into a Sales Team
Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts. LI...
8 Maj 202430min
Advising Clients Ethically
Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work. LINKS "Advising Clients Ethically" article on Punctuation.com
24 Apr 202424min
Just Stop Talking
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes. Links "How ...
10 Apr 202431min
Working With a Maverick
When it comes to qualifications for ideal clients, David doesn't hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically ski...
27 Mars 202423min
The Dichotomy of the Expert Salesperson
As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show ...
13 Mars 202423min
