Sales

Some directors you put them on a call and they were made for the moment other directors you put them on the call they’re scared they’re nervous they don’t like doing sales and it comes across to avoid all that and the fact that if the like in your agency the director should be doing […]

Is hard to grow your business if you can’t expand the purchase size of someone’s appetite when they come to you we have a sales process that will identify the truth of what they’re trying to accomplish so it’s not what they need because a lot of times they treat us like vendors right I

I used to try to like teach people to be me and that did not it would just look like people who were like Bad actors yeah instead and I was like what Drew let’s focus more on like your strengths right and I’ll focus on mine but if I tried to sell like you

The more you charge the more value you have to provide or else price will go up but so will retention or churn when you raise your price make sure you raise your value so if you sear all this you see this you’re like all right that was dope Garrett I agree I’m gonna

Marketing is exceptionally front loaded when it comes to setup relationship establishment campaign development there’s a lot that goes into a new engagement you will be losing money if you’re actually tracking time if you just bill a flat rate and you say well you know we make it up in months nine through 12.

You just send a contract and it’s the first time the person saw your price you have lost all the information you need as a salesperson at this moment you don’t know what they think about your offering you don’t know if you offered the right Services you don’t know if you’re too expensive or

The AE remember they are not an SME with 10 years experience and that is the difference of closing 500k million dollar contracts and not as the founder owner I don’t have to be on all those calls I get to be on one call usually I do the Strat Brady can do the whole

We’re pitching a cyber security account I can only get two years of data I have 22 million dollars in spend yeah and I can show you every CPC every click-through rate every cost per opportunity every cost per lead every cost per demo every cost per customer across 22 million dollars in spend and

What information do you feel like you really gotta get to doing a world-class pitch I think one of the biggest questions is what do you wish you were getting and really allowing them to lose their imagination of an Ideal World and then you pretty much pitch that Ideal World but you do it

My goal as prospects are talking about their marketing org or the strategies they have this year what the CEO wants it’s bridging all those thoughts to what we do within our strategies methodologies and deliverables to kind of create that like oh I found it I only know how to speak towards it but