How to Have a Long, Happy Relationship with Your Head of New Business

I’ve seen my fair share of healthy relationships between agency owner and new business person. But unfortunately, unhealthy relationships outweigh healthy ones. Here are five things you can do to ensure you’re embarking on a satisfying collaboration that will lead to increased revenue, healthy agency growth, and a more sophisticated approach to pursuing the right clients.

New Business Operations, Agency Business DevelopmentJody SutterFebruary 17, 2021agency growth, agency new business, new business pipeline, hire a salesperson, hire a new business person, small agency, small agency leadership, new business process, digital agency, brand agency, marketing agency, new business person, scale your agency, track leads, pitch process

Hiring a salesperson when you need more sales is a bad idea

You’ve decided to hire your first salesperson for your agency. The need is acute: not enough good leads, an overreliance on competitive RFPs, and a poor pitch-to-win ratio. It seems logical to hire someone qualified to help. But, the decision to hire must be based on scaling your agency, not digging it out of a hole. Here are two important indicators that you’re ready to hire a salesperson.

New Business Operations, Agency Business DevelopmentJody SutterJanuary 28, 2021agency new business, new business pipeline, hire a salesperson, hire a new business person, small agency, small agency leadership, new business process, digital agency, brand agency, marketing agency, new business person, scale your agency, track leads, pitch process

Sales or Business Development – Which Does Your Agency Need More?

It’s not uncommon for agencies to expect their new business leads to excel at both business development and sales. And they’re frequently disappointed when that doesn’t happen. Sales and business development are essential for generating revenue, yet they require paradoxically different skills. Here’s an easy way to determine which one your agency needs more.