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jHeenan
Atlanta, GA
Agency Growth Consultant | Connecting Agencies with Clients and Brands with Customers
Interests: He is a contributing author of "The World’s Foremost Authorities On Marketing: Top CMOs Share What They Know Best", http://amzn.to/L83SZG and is currently ranked in Social Media Marketing Magazine's list of the "World's Top CMO's to follow on Twitter".
Recent Activity
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Whether you are amid a pandemic or on the rising slope of an economic boom, your prospecting strategy shouldn't change. Some of the internal parts should, some tactics might, the message and offer, yes, but the fundamentals stay consistent throughout.... Continue reading
Posted 5 days ago at #LetsGrow!
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Your top priority must be to reach more prospects and quickly find those looking for new ideas, new resources, and new agencies. If you were working 10, 50, or 1,000 prospects before, the Ad Agency Prospecting Platform, Winmo, and Sales Navigator are the must-have tools now. Continue reading
Posted Jul 11, 2020 at #LetsGrow!
Thanks for the tip, Max. A great tool to augment outreach and achieve greater personalization. I'm going to give it a try.
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2020 started with the promise of a robust economy, businesses, brands, and consumers would thrive. With historic stock market gains, lowest unemployment, record sales across the board, ad agencies expected a terrific year. And then it happened, one after another.... Continue reading
Posted Jul 5, 2020 at #LetsGrow!
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Does it seem that every time your agency achieves momentum and things begin to click, then boom! Another setback. Market corrections, Industry downturns, the 2007 recession, and now Covid. Boom! You can't catch a break. Yes, you've been through this... Continue reading
Posted Jun 13, 2020 at #LetsGrow!
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These are surreal times, yet we are starting to see signs of improvement and hear the experts discuss how and when to open back up. As crass as it may sound, how can your agency take advantage of this crisis... Continue reading
Posted May 3, 2020 at #LetsGrow!
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Working from home is now the new normal. It used to be a guaranteed path to obscurity within the corporate world. Then it became a trendy option and a growing number of experts started touting the benefits. An ever-increasing pool... Continue reading
Posted Mar 29, 2020 at #LetsGrow!
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Wash your hands often. Don’t touch your face. No handshakes. Try the elbow bump, foot bump, or bow. Practice social distancing. Work from home. Stay at home. Pray for a speedy recovery. You know the routine. Flattening the acceleration curve... Continue reading
Posted Mar 22, 2020 at #LetsGrow!
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Many people think that cold prospecting is the only tactic for agency growth. Unfortunately, response rates from prospecting have been declining for years. Win rates are low. The investment in people and pitches is high, and the disruption to the... Continue reading
Posted Feb 23, 2020 at #LetsGrow!
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When I talk to ad agency leaders about their new business struggles, I hear things like in and outbound marketing, cold calling, referrals, pipeline, and many other tactical challenges. There is no doubt agency business development is hard and getting... Continue reading
Posted Feb 1, 2020 at #LetsGrow!
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Marketers say the first thing they do when considering a new agency resource is to ask friends and colleagues for recommendations. Wouldn't it be great to have some influence on those discussions? Wouldn't it be smart to have your own... Continue reading
Posted Jan 25, 2020 at #LetsGrow!
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Content will continue to be one of the top marketing tactics, and it should be for agencies as well. How can agencies create lots of good content to market themselves effectively? It seems to be a universal challenge, but it... Continue reading
Posted Jan 11, 2020 at #LetsGrow!
Thanks, Chuck. Sorry, if I gave you the names what fun would that be? You'll have to figure that out on your own.
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With a little less than a month to go, the clock is running out for any additional revenue this year. At the same time, the holiday season distracts many good prospects from your outreach. It’s an anxious time for business... Continue reading
Posted Dec 7, 2019 at #LetsGrow!
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I believe it is more important to know what a marketer wants rather than what an agency wants to tell them. By knowing what they want; their top challenges, pain points, and goals, an agency can adjust their positioning to... Continue reading
Posted Nov 3, 2019 at #LetsGrow!
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What will agencies do in 2020 to break through the clutter and capture the attention of those elusive, increasingly skeptical marketers? What can agencies do to separate themselves from the growing herd of competition? How can they make a compelling... Continue reading
Posted Nov 3, 2019 at #LetsGrow!
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I help agencies improve their business development and acquire new clients and better clients. Typically, agencies get to a point where their lead sources dry up, inquiries disappear, RFPs stop coming, and people sit idle. We all know that feeling.... Continue reading
Posted Oct 6, 2019 at #LetsGrow!
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Strong growth or recession? Increasing ad spend or cutbacks? Data or creativity? In-housing growth or decline? Talent feast or famine? Human or AI? Republicans or Democrats? What will 2020 bring? There are so many variables in the marketplace today, more... Continue reading
Posted Sep 28, 2019 at #LetsGrow!
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Sure, many agencies post on Facebook, tweet a bit, and publish on LinkedIn. Some buy keywords, and a few do actual advertising. Any kind of marketing is good, but for the most part, few agencies actually develop a marketing strategy... Continue reading
Posted Sep 7, 2019 at #LetsGrow!
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An agency is no different than any other business. It exists to make a profit. As such, business development or sales is no different than other company – in theory. In practice, it is much different. It’s a complex, rapidly... Continue reading
Posted Aug 24, 2019 at #LetsGrow!
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I was looking at an agency's Google analytics to see their traffic sources, LinkedIn in particular. In the past 12 months, they got about 52 referrals from LinkedIn. Of those 52, 16 might be valuable – 10 to the home... Continue reading
Posted Aug 3, 2019 at #LetsGrow!
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An essential part of any business development program is finding the right prospects. There are many ways to identify potential companies and marketing decision-makers. Finding the right candidates, whether you are adding to your current list, expanding into new territory,... Continue reading
Posted Jul 27, 2019 at #LetsGrow!
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The dreaded words, No. All that time and effort to identify, pursue, and engage a prospect only to end up in a No. But…No. Can I…No. Maybe you…No, no, no. A brutal end to a long series of activities that... Continue reading
Posted Jul 9, 2019 at #LetsGrow!
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You already know that marketing automation continues to grow in popularity as marketers spend more of their budget and allocate more of their staff to integrate it into everything they do. The reason is the impact it has on so... Continue reading
Posted Jun 29, 2019 at #LetsGrow!
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The economy is up. Businesses are expanding. Marketing spending is on the rise. If you do not see an increasing number of leads, it may be time to pivot toward the sectors that are driving the economic boom. Not every... Continue reading
Posted Jun 8, 2019 at #LetsGrow!