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Chicken soup for sales teams

1/24/2017

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There’s a LOT sales team can learn from the following famous TED talk by Guy Winch. Sales teams can do a much better equipped in their jobs by improving their emotional hygiene. Specifically Guy cites four areas to improve upon:
  1. Proactively fight loneliness
  2. Change your response to failure
  3. Protect your self-esteem
  4. Battle your negative thinking
As he says in the end: “With this formula, you won’t just heal your physiological wounds, you will build emotional resilience and you will actually thrive."
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Advertising agencies suck at selling

1/3/2017

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Running a profitable agency business has only gotten harder in recent years. Most large agencies routinely downsize every 4th quarter, just to balance for the lost margins. The business model has been under attack for some time now with loss of AOR business, the move away from long term Retainers to shorter fixed bid or T&M projects, fragmenting client relationships, and the worst of all - the decline in productions fees. Per a recent 4As survey, the average length of a client/agency relationship in the 1990s was 8 years -- but now, it's 3-years (if that). Coping with this new business model is making agency execs heads spin. The top three concerns I routinely hear from agency execs are:
  1. How much work are we going to do that we won't get paid for?
  2. Which of my relationships will disappear next year?
  3. When can we expect to get paid back?
The model is clearly broken here and the ripple effects are palpable.

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    NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.

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