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The Mistake of Misunderstanding Chemistry
Blair Enns, founder of Win Without Pitching, wrote a great article on 10 new business development myths. In it he references my father, Stuart Sanders (founder of Sanders Consulting Group), […]
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Stop Following the Formal Pitch Process!
Most agencies look and act pretty much the same to most prospects – perhaps doing something differently can help you stand out and win. Let me share a short story to […]
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Fast Close More Agency New Business Wins
Fast closing means closing prospects within 48-hours, or within 7 days at most, from the time of the first visit. That means you bypass formal presentations, proposal writing, long reviews, […]
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Painful Ad Agency Prospect Presentation Mistake
The head of account service (we’ll call him “Tom”) at a fast-moving regional agency was on a roll. Tom had just closed the largest account in the history of the […]
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Ad Agency Baseball: The Secret to Winning New Business
Most agencies focus on the pitch, the show, the new business presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have […]
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