2015

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Bob Hoffman: The Most Provocative Man in Advertising

Fuel Lines

Bob Hoffman is one of the most sought-after speakers on advertising and marketing. He has spoken all over the U.S. and has been invited to speak at conferences throughout Europe. Bob’s “Spotlight Lecture” at Advertising Week Europe has drawn almost 50,000 views on YouTube. Bob was one of the keynote speakers at our inaugural Fuel Lines New Business Conference in Nashville, TN.

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You Can Rest Now. O&M Has Integrated Marketing for the Digital Age All Figured Out.

AdPulp

Sampling is the oldest play in the book. Sampling works where ads do not, because people often need to “see it to believe it,” or taste it, as the case may be. Take Coke Zero. How can it possibly be as good as full-calorie Coca-Cola? The idea defies logic. It’s a problem that requires new […]. The post You Can Rest Now. O&M Has Integrated Marketing for the Digital Age All Figured Out. appeared first on AdPulp.

Marketing 111
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W+K Amsterdam explores the inner Messi for FIFA 15

More About Advertising

Football, football, more football…and most football-related ads are pretty much the same. But here’s diverting newbie, ‘The Bitter-Sweet Taste of Football,’ from Wieden+Kennedy Amsterdam for EA’s new FIFA 15 game. Showing Lionel Messi’s hyper-competive digestive tract, as you do. Wonder how much Leo trousers from ads each year?

Agency 111
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Processing creative: The difficult task of monetizing creativity in Adland.

Gods of Advertising

From a business perspective, “creative process” is an oxymoron. Yet, every agency has one. In the age of projects (vs. client relationships) the process looks like hours worked. PM’s and AE’s must estimate how many people to put on a creative project and how many hours they will spend doing it. With clients choosing agencies like restaurants and ordering a la carte off our menus, a neophyte might think it would be easy calculating the bill.

Agency 86
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Baby Boomers Not Wearing Wearables

Advertising to Baby Boomers

Ah! well a-day! what evil looks Had I from old and young! Instead of the cross, the Albatross About my neck was hung. - The Rime of the Ancyent Marinere While we’ve yet to slay any flying metaphors with our bows, we are beginning to do something almost as unforgivable: we’re getting old. What a curse. And apparently we’re all supposed to strap on high-tech wearables as penance… But we’re not.

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Win A Ticket To An Ad Agency New Business Workshop in Orlando

Fuel Lines

'Enter to win a ticket to a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando. Here’s your opportunity to join Michael Gass on Friday, February 6, 2015, in Orlando, Florida for this ad agency workshop: A New Approach to New Business. The battle for new business has moved ONLINE. Interruptive type tactics such as cold calling and email blasts are INEFFECTIVE.

Agency 279

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How to Craft an Agency PR Plan That Drives New Business

Fuel Lines

“A good plan is like a road map: it shows the final destination and usually the best way to get there.” – H. Stanley Judd, Author, Think Rich While there are many things that go into a successful ad agency new business program, one that is often overlooked or underutilized is the strategic use of public relations. Whether your agency emphasizes inbound or outbound marketing—or a combination of the two— PR is an important tool that can help you attract attention and generate new business opportun

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The Preeminent Thought Leader on How to Win Ad Agency Pitches

Fuel Lines

Win more ad agency new business pitches. It’s easier than you think. Peter Levitan has been described as a serial new business pitcher. He has delivered global, regional, and very local new business pitches for over 30 years. He has a Hall Of Fame pitch batting average. Peter ran business development and marketing at Saatchi & Saatchi Advertising Worldwide in New York and London, and bought and sold three of his own agencies (including Portland’s Citrus).

Agency 272
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How to Use Hashtags for Ad Agency New Business

Fuel Lines

The use of hashtags within social media creates a great opportunity it improve awareness and reach prospective clients. Hashtags are words preceded by the hash symbol(#). Twitter users were the first to use hashtags back in 2007 and are still the primary users, but hashtags are now used a lot on other social media platforms such as Facebook, Google +, Instagram, Pinterest, Tumblr and Vine.

Agency 269
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Social Proof: Use Client Testimonials for Ad Agency New Business

Fuel Lines

Adding recommendations is one of the easiest ways to empower your new business program. As part of my consulting work I’m asked to review a lot of agency websites from a new business perspective. Just yesterday I was reviewing the website of a large agency in New York. I wasn’t surprised that I didn’t find a single testimonial from a happy client.

Agency 269
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Retail media advertising: How e-commerce is becoming AdTech’s next frontier

what retail media advertising is what a retail media network is how the changes in the privacy landscape benefit retail media networks how retail media network functions market overview of retail media networks

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Inbound Marketing For Ad Agency New Business

Fuel Lines

Michael and Terri Gass In recent studies, agencies have expressed that new business is more difficult than ever before, but it doesn’t have to be. Don’t get me wrong, new business has historically been a problem for agencies. Most small to midsize agencies have no positioning and no point of differentiation. They look and sound the same. They are often treated as vendors because they lack a positioning of expertise.

Agency 268
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Tips For Improving Your Presentation Skills for Ad Agency New Business

Fuel Lines

'You should be prepared to capitalize on speaking engagements to build a wider network of prospects and to win new clients. Having an opportunity to speak in front of a highly targeted, interested group of prospects is a very effective form of lead generation. Even if you are speaking for free, the opportunity often times outweighs a fee when it comes to the potential for new business and establishing you and your agency as thought leaders.

Agency 264
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A Perfect Platform for Ad Agency New Business

Fuel Lines

For over eight years I’ve prescribed creating a niche blog for agency new business and have helped create over 200 personal blogs for agency principals. A personal blog can provide small to midsize agency owners with a perfect platform to create positioning of expertise and appeal to a very specific target audience. It’s like a fishing expedition. You fish for a specific fish with a particular bait, you fish away from the boat (the agency’s website) so you don’t scare off the fish.

Agency 262
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Workshop: A New Approach for New Business – Chicago

Fuel Lines

The Primary Battle for New Business Has Moved Online. This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development and The List will be held on Friday, July 23, 2015, in Chicago, Illinois. This workshop is designed to help agencies “jump-start” an inbound new business program within 30 days. A step-by-step process that’s been developed having worked with over 200+ advertising, digital, media and PR agencies.

Agency 262
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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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This is My Personal Story In Leading Ad Agency New Business

Fuel Lines

Business development has dramatically changed and rainmakers of the past have struggled with the changes. I wanted to publically thank my good friend, Ken Henley, who is a Nashville artist that created my new caricature. Ken and I have known each other for years. We’ve seen a lot of changes within the advertising industry, but none as great as what has occurred over the past seven years.

Agency 261
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People You May Know for Ad Agency New Business

Fuel Lines

'LinkedIn’s People You May Know feature helps build a targeted network of prospective clients fast. LinkedIn is an important new business tool, thanks to its’ People You May Know feature. It has been rated as the second most helpful LinkedIn feature, enabling users to easily build new relationships with potential clients. People You May Know provides you with a list of people to connect with using LinkedIn’s secret algorithm.

Agency 261
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What’s the Most Dangerous Job in Advertising?

Fuel Lines

ADWEEK said the most dangerous job in advertising i s new business chiefs. According to a recent Agency-Marketer Business Report from RSW/US , the tenure of a new business director is now 2 years or less. Only 26% of new business directors were viewed as successful. They are under a lot of stress and their position tends to have a short shelf life. Why the poor performance?

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The Indispensable Ad Agency

Fuel Lines

How Marketing Talent, Technology and Strategy Gaps Present Invaluable Opportunities for Agency Growth “The marketing services industry is in a state of flux. As CMOs navigate the marketing talent gap, they are increasingly seeking performance-driven agency partners that are immersed in marketing technology and staffed with digital-savvy professionals.

Agency 257
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Signal-Based Selling: How to Leverage 4 Key Buying Signals

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

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The Invisible Sale for Ad Agency New Business

Fuel Lines

'A step-by-step guide to create a painless prospecting system. Many agencies have historically struggled with prospecting for clients. Their struggles have been intensified due to the rise of social media, content and inbound marketing. Today’s prospects are more in control of the agency selection process than ever before. Instead of chasing new business, it’s now more important to be found.

Agency 257
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10 Benefits of Inbound Marketing for Ad Agency New Business

Fuel Lines

There is a new model for new business that makes the existing model obsolete. It may come as a bit of a surprise but, prospects aren’t anxiously awaiting your sales pitch. They’ve heard it a hundred times before from agencies that look, sound and act just like yours. New business doesn’t have to be so hard. There is a better way that makes it EASIER.

Agency 257
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Workshop: A New Approach for New Business – San Diego

Fuel Lines

'The Primary Battle for New Business Has Moved Online. This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development, The List and The Brand Establishment, will be held on Friday, May 1, 2015, in San Diego, California. This workshop is designed to help agencies “jump-start” an inbound new business program within 30 days. A step-by-step process that’s been developed having worked with over 200+ advertising, digital, media and PR agencies.

Agency 254
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Writer’s Block Can Derail Ad Agency New Business

Fuel Lines

'Consistently creating content is the fuel for an inbound new business program. With the rise of content marketing, writing has become an important component to new business as the battle for business has moved online. Content has become the magnet that draws in prospective clients and provides a positioning of expertise. I’ve been writing about business development for eight years.

Agency 254
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Activating Intent Data for Sales and Marketing

Sales and marketing leaders have reached a tipping point when it comes to using intent data — and they’re not looking back. More than half of all B2B marketers are already using intent data to increase sales, and Gartner predicts this figure will grow to 70 percent. The reason is clear: intent can provide you with massive amounts of data that reveal sales opportunities earlier than ever before.

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Registration Now Open for Fuel Lines New Business Conference 2015

Fuel Lines

'A new approach is NOW needed for agency new business. New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The primary battle for new business has moved online. You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete.

Agency 254
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2015 New Business Conference to be held in Nashville, TN

Fuel Lines

The inaugural Fuel Lines New Business Conference for advertising, digital, media and PR agencies will be held the booming city of Nashville, Tennessee on October 8-9. Nashville was recently named among the 15 Hottest American Cities for 2015 and was recently voted by Conde Nast Traveler as one of the top 5 cities to visit. “ The popularity of the TV show “Nashville” has helped boost tourism.

Agency 234
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Ad Agency Network: The Brand Establishment

Fuel Lines

'Guest article written by Russ Cornelius, Managing partner of The Brand Establishment, an association of agencies whose owners are Certified Brand Strategists. I find it interesting that many agencies still consider brand development as developing a “wow” logo and ensuring that all marketing pieces have consistent messaging and look as if they are from the same organization.

Agency 234
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Fuel Lines New Business Conference 2015 to Highlight the New Drivers of Agency New Business

Fuel Lines

BIRMINGHAM, Ala. , Jun. 9, 2015 /PRNewswire-iReach/ – Michael Gass , founder and president of Fuel Lines Business Development, announced the finalization of details for the Fuel Lines New Business Conference 2015, to be held October 8-9 in Nashville, Tennessee. A Super Earl Registration has already begun. “New business has been a problem historically for agencies.

Agency 220
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Predicting the Future of Sales: How AI and Automation Will Revolutionize Strategies

In this exploration, we're diving into predictions about the future of sales. We're talking about a complete shake-up powered by automation and artificial intelligence (AI). These aren't just fancy tools — they're real game-changers. Automation and AI are here to redefine every interaction, making them smarter, faster, and more meaningful. From personalized customer journeys to streamlined sales processes, the goal is to make every moment count, enhancing both efficiency and connection.

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4A’s New Business Webinar

Fuel Lines

'How to Use Social Media to Attract New Business Gaining new business has always been a challenge for agencies – and now, with the paradigm shift in business development, it’s become tougher than ever. In a previous new-business CMO study, 80% of decision makers said that they had found their vendors, not the other way around. Interruptive type tactics, such as cold calling and email blasts, have become ineffective; it’s now more important to be found, rather than to chase new business.

Agency 217
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Is The Shoemaker’s Daughter Syndrome Costing Your Ad Agency New Business?

Fuel Lines

'If you’re suffering from the Shoemaker’s Daughter Syndrome, you may want to consider closing the gap between what you recommend for clients and what you use for your own purposes. Guest article by Gerry Black, Direct Response Copywriter/Marketing Consultant. Over the years, I have come across many clients and agency owners who exhibit this classic disconnect phenomenon.

Agency 198
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Dave Currie

Fuel Lines

Dave Currie, President at The List Partners, Inc. Aussie bloke, husband, father, and coach to those who want to be. I’m just as comfortable in a boardroom as I am on a board (surf, snow, wake or otherwise), and aim to find the perfect balance between each. New experiences, big challenges and the occasional curveball keeps me engaged and coming back for more.

Agency 172
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Giles Keeble: why so many ‘big’ global ad ideas just get lost in translation

More About Advertising

“The single biggest problem in communication is the illusion that it has taken place.” (George Bernard Shaw.) I recently came across an agency claim that they create one idea that can work anywhere, in any channel. This is, of course, the Holy Grail to many a multinational client. But does it really make sense?

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Enterprise ABM Marketing Tools: A Marketers Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.