Fuel Lines
SEPTEMBER 21, 2016
Those charged with new business often neglect to plan their work and work their plan. Agencies are great at analyzing and planning for their clients. But, when it comes to planning for their own new business they balk. It is a strange, but often occurrence. When an agency starts focusing on themselves, it causes their marketing minds to shut down. Agencies can temporarily get away with no planning.
AdPulp
OCTOBER 14, 2016
Frankly, I’m sick of talk about “storytelling.” All brands and marketers and ad people think they’re now in the business of storytelling, to the point where the word is meaningless. Even worse are people who use the word “story” as a concept the way snotty, wanna-be aristocrats use the word “sport.” Thankfully, we get none […]. The post Sell With A Story Keeps It Personal For A Change appeared first on AdPulp.
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More About Advertising
OCTOBER 20, 2016
Finally data is emerging that should put the fear of God into adland and the the UK a whole. Omnicom UK (below) managed organic growth of five per cent in Q3. Deduct the currency bounce as the money is converted to dollars for the US holding company and you get an horrific minus ten per.
Gods of Advertising
DECEMBER 8, 2016
The “Ghost Writer” at your service… No secret I’ve been looking for a creative leadership position in the advertising industry. But securing full time employment has proven to be daunting, even for a lesser title and reduced pay. No secret either that Adland has a fixation on youth, especially when it comes to creative. Too bad since most under-thirties are best at creating “ideas” that amuse and delight their peers but sell nothing to no one.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Advertising to Baby Boomers
OCTOBER 3, 2016
It’s been a bad week or so for online advertising foolishness and chicanery. No big surprise for yours truly. I’ve been yacking about all this nonsense for a decade. A post from 2006: The Brouhaha Over WOMM … When it all comes out in the wash, WOMM will be the best thing to happen to (silly retronym ahead) traditional advertising. Pretty soon, consumers won't believe anybody - even their best friends.
Fuel Lines
APRIL 21, 2016
“We need to stop SELLING and start TELLING.” Your agency is probably already pretty good at storytelling. But how about story-teaching? Park Howell founded Park&Co , an award-winning brand and creative consultancy, in 1995 in Phoenix, Az. The agency ignites the growth of purpose-driven people, products, companies and causes through the power of storytelling.
AdTech Trends brings together the best content for advertising professionals from the widest variety of industry thought leaders.
Fuel Lines
OCTOBER 21, 2016
Only 26% of agency new business directors are viewed as successful. According to the same agency-marketer report , the tenure of a new business director is 2 years or less To help better understand why agency new business executives are struggling and what they can do about it, I wanted to share a recent Webinar, “ Selling Less to Win More Agency New Business. ” You’ll discover the proven new business strategy and tools that the top 5% of agencies use to win new clients.
Fuel Lines
APRIL 1, 2016
If I were the owner of an advertising, digital or media agency, to build my agency’s brand, I would WRITE! This isn’t a new discovery for me. Since the beginning, I’ve written my way into a thriving new business consultancy. My blog provides a consistent flow of inbound leads. I’ve never had to make a cold call for any new business.
Fuel Lines
APRIL 19, 2016
How to read 10 times more books in a fraction of the time. If you’re serious about content marketing, know that reading fuels your writing. Content marketing is proving to be beneficial for gaining a positioning of expertise and thought leadership. It can improve current client perceptions and aid in client retention. It has also become the magnet for generating online leads and creating new business opportunities without having to pitch for them.
Fuel Lines
APRIL 6, 2016
Creating and maintaining agency new business is often harder than it should be because one key ingredient is often missing. I was recently included in RSW/US Thought Leader panel. Along with providing questions for their Thought Leader survey itself, each panelist provided Agency New Business advice and participated in an interview with RSW/US Owner and President, Mark Sneider.
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Fuel Lines
MARCH 8, 2016
The new normal for new business integrates your personal life and your work life. If you really want to generate new business through social media – get personal. Learn to use social media to humanize your agency. It’s the secret sauce that most agencies have neglected. Because of technology and social media, the line between your personal and professional life has blurred.
Fuel Lines
FEBRUARY 23, 2016
Too often good agencies succumb to bad writing. When it’s in high-stakes documents like proposals and client briefs, you put revenue at risk. Emails, proposals, website copy, case studies – they’re all responsible for making a crucial first impression. Yet too easily agencies fall back on jargon, generalizations and wordiness when trying to get their message across.
Fuel Lines
DECEMBER 13, 2016
The role of the agency new business executive is the riskiest position due a dramatic change in the way business is acquired and the skills rainmakers need to make it happen. Business development has been dramatically altered. There are many people who have done this job in the past who do not know how to do it well now. The average tenure of an agency business development director is now as low as two years.
Fuel Lines
AUGUST 25, 2016
Building an engaged online community should NOW be a core responsibility of business development. The battle for new business has moved online which makes community development indispensable in marketing your agency online. Knowing how to build an online community has become an important skill-set for those charged with agency new business. Community development comes before business development.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Fuel Lines
AUGUST 4, 2016
Leverage SEO and expert positioning! Based on Google patents and documents, which explicitly state that Google prefers experts and authorities. John McDougall, the author of Web Marketing On All Cylinders and The Big Dog Authority Marketing Checklist , will show you how positioning your agency and team members as thought leaders is critical to digital marketing success.
Fuel Lines
JULY 8, 2016
A “Brand” New Day for Agencies It’s a new day for agencies and for clients. Agencies have been notorious for not creating their own articulated brand, but today we all need a differentiated brand just like our clients. You can “do” a lot of things, but you can only be “famous” for one thing. Agencies need three things for new business success: Positioning Marketing Network Learn how Jamie Dunham and her Brand Wise group developed their own agency positioning – Marketing to Women , and how
Fuel Lines
MAY 14, 2016
Facebook has become an important element in our daily lives it is also important for new business. If you aren’t sharing your content on Facebook, you’re missing out on a big opportunity. Why? “Facebook has over a billion users , and according to a Pew study , 72% of American adults use it.” Of the approximate 1.6 billion users, 30% get news from their Facebook site.
Fuel Lines
JANUARY 7, 2016
The Barkley agency has created a number of thought leadership platforms that drive our new business. In this session of the Fuel Lines New Business Conference, Jeff Fromm, Executive VP at Barkley , shares how his agency has created a number of thought leadership platforms that drive new business. One of the most successful has been built around Millennial Marketing.
Advertiser: ZoomInfo
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.
Fuel Lines
FEBRUARY 3, 2016
Prospective clients shouldn’t hire a marketing agency that can’t market themselves. I wanted to share some excerpts of an interview conducted by Jami Oetting, content strategist for Agency Post, an online publication for agency professionals. The subject of the interview is Douglas Burdett, former artillery officer, Madison Avenue ad man, stand-up comedian and the principal of Artillery, a small agency in Norfolk, Virginia.
Fuel Lines
JUNE 9, 2016
The Art of Telling Your Agency Story for New Business Don Beehler is a public relations/communications consultant to advertising agencies throughout the nation. His career includes agency, corporate communications and journalism experience, and he has worked with news media from local to international levels. Don has also co-authored or ghost written three books for clients.
Fuel Lines
FEBRUARY 3, 2016
How to create a predictable pipeline of leads through inbound marketing. You want to attract new clients from outside of your current sphere of influence, spend less time on unqualified prospects, avoid client reviews, and build a predictable pipeline of targeted accounts. And you can accomplish everything on this wish list with blogging. But there’s one problem: Writing quality content and connecting this with lead generation isn’t easy.
Fuel Lines
JULY 12, 2016
A call to action is an important element for generating inbound leads. Inbound marketing earns the attention of prospects and makes your agency easy to be found primarily through content. By creating interesting and helpful content, written for a specific audience, you help draw prospects to your site. Website traffic is very important. It’s the initial step, but you don’t want prospects to just read your content, you want to ignite engagement with them.
Advertiser: ZoomInfo
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.
Fuel Lines
JULY 27, 2016
How to put yourself in front of prospects so that they can’t help but find you. Since 2007, I’ve pioneered the use of social media, content and inbound marketing strategies specifically for agency new business. I originated a system that makes targeting, positioning, and differentiation easier and helps agencies to find, attract and engage their best prospects online.
Fuel Lines
DECEMBER 30, 2016
Take a look at the most popular articles of the year. Every year we provide a list of articles receiving the most page views of the year that were published on Fuel Lines. Which topics were the most popular with our readers in 2016? Here’s the “Top Ten” list of the most-read articles. Some of them were written this past year. Some in previous years (oldies, but apparently goodies, according to our readers). 1.
More About Advertising
OCTOBER 6, 2016
Joy Bhattacharya is managing director of Accenture Interactive, the world’s biggest and fastest-growing digital agency. Among other things he is responsible for design and innovation practice Fjord’s general management and business growth and leads Accenture Interactive’s business in the UK.
More About Advertising
OCTOBER 13, 2016
The move to bring holding company agencies under one roof continues and WPP has just announced that its to combine all its Amsterdam operations in a new location, the Rivierstaete building in the centre of the city. The new office will bring together 30 companies and about 1,500 people in 19,000 square metres of space.
Advertiser: ZoomInfo
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.
More About Advertising
OCTOBER 11, 2016
WPP’s Sir Martin Sorrell has been strangely quiet recently – by his own voluble standards anyway – but he’s been regaling delegates at the Festival of Marketing in London as only he can. Other speakers at the event include Monica Lewinski and an account manager from Truffle Social (whatever that is) so it’s a broad.
More About Advertising
OCTOBER 3, 2016
Carphone Warehouse’s Talk Talk ISP sits at the cheap and cheerful end of the spectrum although oftentimes the user experience hasn’t been all that cheerful. You suspect that all such networks are reconsidering how they market themselves They’re a (sometimes infuriating) fact of life now. So why not show them in an everyday context?
Fuel Lines
APRIL 30, 2016
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More About Advertising
NOVEMBER 7, 2016
The&Partnership has landed the European agency coup of the year: winning Toyota’s £240m pan-European account including media through its M/SIX media operation. The business moves from Saatchi & Saatchi and Zenith, both owned by Publicis Groupe. The&Partnership, which incorporates London agency CHI, is 49 per cent owned by WPP. M/SIX media trading is handled by.
Advertiser: ZoomInfo
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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