Sales Process
13 articles
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Give them what they want
Potential clients ask for something specific. Agencies that insist they need something else lose the work. Give them what they're asking for.
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What a chance encounter taught me about cold email
The best outreach doesn't feel like outreach at all. Being in the right place, at the right time, and saying something real - rather than pitching - is how meaningful professional relationships actually start.
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Cold outreach is like wearing a giant green hat
Cold outreach works - but only once you've earned the right to make the ask. Leading with your offer before you've built any visibility is like putting on a giant green hat with no context.
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How to leave a prospect unimpressed
Most of your prospects aren't looking for an agency right now, so talking about yourself won't land. The real play is solving their actual problems until they trust you enough to call when they are.
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How to stop prospects from ghosting you after you send your proposal
Prospects ghost you because you gave them everything they needed upfront. A co-creation sales process with multiple touchpoints keeps them engaged and makes your proposal impossible to ignore.
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Don't call it a sales process: how to design a buying experience that wins more work
Stop designing a sales process and start designing a buying experience, let qualified prospects feel your collaboration, expertise, and service level first-hand so the decision makes itself.
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Frameworks are useless. Here's mine.
Sustainable agency growth is not a straight line but a flywheel, reputation, client attraction, delivery, and proof of results compound on each other, and your job is to find where your loop is weak.
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How to win RFPs by understanding why they exist
RFPs signal high-value, high-risk projects, and if you understand why they exist, you can respond to the people behind the process and dramatically improve your win rate.
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Why your sales pipeline is lying to you (and how to fix it)
Traditional event-based pipeline stages mask the truth about your deals, switching to behaviour-based stages that track prospect engagement gives you accurate forecasting and shows you where to focus your limited sales resources.
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Why sell first, ask questions later can damage your growing agency
The entrepreneurial instinct to say yes to everything powers your early growth, but left unchecked it clashes with the team culture and quality standards you need to scale beyond the startup phase.
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Run this workshop and win more work
Replace spec work and slide decks with a pre-sales discovery workshop that shows real value, tests chemistry with the client, and gives you the insights you need to write a winning proposal.
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I know why they don't reply to your proposals
Prospects ghost your proposals because you gave them everything they needed while getting nothing in return, co-creating the proposal through multiple touchpoints keeps you in the deal and wins more work.
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Win more, waste less: the art of lead qualification
A deliberate lead qualification strategy helps you stop wasting time on dead-end prospects and focus your energy on the deals you can actually win and want to work on.