“Sales is a pull thing. I’m always thinking, inquiring and seeking information to give shape to what our clients need. To be effective, one must be a listener, a service advisor rather a pushy sales person”
When you lead sales for one of the most ambitious agencies, you begin by understanding its mission, values and capabilities. From thereon, it’s about communicating them across platforms - from materials and decks to prospect meetings. Of-course, I manage pitch logistics for new business opportunities, keep stakeholders informed and respond to RFPs and RFIs.
Being the leader of business development, I always take a consultative approach to selling. It’s never about our achievements – but instead it’s focused on what our clients need, their dreams and expectations about their business. I then recommend and make decisions to setup the most effective service configuration for our clients – whether it is through target consumer profiling or other non-traditional media or creative solutions.
There’s no doubt that we do things a bit differently as a small agency. In fact, for a small agency you might even say we’re pretty big on the benefits.
Go ahead. Think it over. You might even say #smallisgood