Blog: Sales strategy

Another Strong Case for the Power of Storytelling

Bob Wiesner | Mar 07, 2017

Too many organizations are caught in a dangerous loop.  They are continually chasing quarterly results.  In some cases, even more short-term than that.  This is...

Two Reasons You Can’t Grow Your Key Accounts

Bob Wiesner | Sep 22, 2016

  Growth and profitability have become increasingly challenging for the  advertising agency world – and all of marketing communications for that matter.  That’s not...

The Missing Statistic in Your Client Relationships

Bob Wiesner | Sep 22, 2016

How do you measure success? It’s a question you’re getting more and more often from your C-Level clients and prospects.  Whether you’re a marketing...

Raise Your Business Development Efforts By Aiming Higher

Bob Wiesner | Aug 06, 2016

Does this sound like your new business strategy? “We will pursue this target because we can do a better job than their current provider.”...

The Right Time Horizon for Sales Planning

Bob Wiesner | Jul 06, 2016

  Annual sales goals.  Quarterly drive periods.  And then, of course, sales management pushing for “what can you close in the next 30 days?”...

Stop Hiding Behind Your Clients

Bob Wiesner | Jul 06, 2016

  “New business is everyone’s business.” You’ve heard that before. So why do so many professional services firms and ad agencies grow at abysmal...

Why Do You Pursue Business You Know You Can’t Win?

Bob Wiesner | Apr 16, 2016

    Most agencies and marcomms I’ve worked with are populated by leaders with a unique attitude: They are unqualified optimists.  Whatever the challenge, they...

Forget the Past – It Wasn’t That Great Anyway

Bob Wiesner | Apr 16, 2016

We’ve learned that “those who forget the past are doomed to repeat it.”  Very true in most historical contexts. But it’s a potential revenue...

Is Stress Killing Your New Business Efforts?

Bob Wiesner | Apr 15, 2016

  Here’s another strong argument against any growth strategy that relies mainly on pitching for new business.  And this time, it may be as...

Do You Value Emotional Intelligence in Your Sales Leaders?

Bob Wiesner | Sep 07, 2015

  There’s plenty of  literature on the importance of emotional intelligence in business leadership.  Many organizations and agencies I meet understand it, even if...