Fundamental Sales Methods: Insight From Outside the Agency Business
New business – or “sales” – is far more methodical and consistent in almost every other industry, including other types of professional services firms. However, it’s often a reactive hot mess at most agencies leading to unpredictable periods of feast and famine.
Tom is a senior sales strategist, sales director and executive coach. In this session, he’ll cover a few fundamental principles that other industries see as core to their process. After a brief look at the sales pipeline, Tom will dig in more deeply with the most critical step: client discovery. If your approach is flawed, you then set your team (and resources) on a course that is completely off the mark for what the prospect really needs — often ending up with, “you came in second.”