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The AI revolution is on fire
The AI Revolution is On Fire I prompted ChatGPT to write this post in May, 2023. More on that later. See what you think of the quality of AI over a year ago and image…
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100 leads in your inbox
I get these every day, as I’m sure you do too. Since I’ve been in this business, the number of people and organizations promising outrageous results has increased exponentially. What’s worse, the number of people…
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If you are reading this now, you are too late
The change over to the new year is not the time to be planning your business development strategy, yet so many agencies do just that. It is like a retailer planning next year’s product assortment…
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If you aren’t moving forward, you’re falling behind
Marketing leaders today say 34% of their budget is spent on channels they didn’t know existed five years ago. 75% say they own or share responsibility for the P&L, a complete change to what was…
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The wind-up salesperson
I just witnessed a valuable lesson and wanted to share. This experience reminded me of others with a very different outcome. And, I expect it is much more pervasive than we think. Too many times…
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Ch-ch-ch-ch-changes
We are all witness to the change in marketing occurring all around us. Consumers, buyers, or more to the point, marketers are also in the middle of this change. Declining response rates, unwilling consumers, decreasing…
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Who is responsible for agency growth? Everyone!
It is typical for an agency to have a BD person or a BD team, or for the owner and leadership to have responsibility for agency growth. But does it end there? My favorite quote…
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Stop the call bombing!
When salespeople decide to go after a prospect, look out. You’ve never seen such single-minded focus, determination, and sheer force of will. They rarely think about what is on the receiving end of their effort.…
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Dialing for dollars
There is always a lively debate going on in the On Startups – The Community For Entrepreneurs group over at LinkedIn about whether cold calling is effective anymore. Over 285 business development and sales professionals…
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Memo to the chief
It is often a brisk conversation in the heat of pitch preparation. Should the agency president be in the presentation, in the room, in it at all? According to marketing executives who hire and work…
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First impressions are hard to change
How do marketing executives find new agencies? They start on the web. Does anyone not know that? Then why are there any advertising agency websites that are outdated, confusing, difficult to navigate, and lack a…
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Careful what you wish for – too much new business
It is inevitable. You work your pipeline diligently, and all you hear is crickets. You post, email, call, knock, cocktails, golf, call, knock, $%@&?! Is there anyone out there? The Account Director taps her foot…
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Ad Agency contact forms. Can you be any more impersonal
Advertising agencies pride themselves on the personalized service they provide their clients. Many cite that factor as their top quality. They go to great lengths to demonstrate their commitment through face-to-face leadership involvement, client wining…
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Does creativity matter anymore
As we hunker down with our tech stack, marvel at the efficiency of our programmatic ad buy, and get intoxicated from endless gulps of data, have we lost the magic in advertising? Technology is great…
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There has to be a better way
When I start my day, a cup of joe in hand, and begin reviewing the countless emails about this new campaign or that failing brand, I think about the one million-plus marketers doing the same.…