THOUGHTS

Welcome to my blog. I like to share my thoughts on how to better operate and grow marketing agencies. Most videos are derived from current experiences in the trenches.
Finance | May 16, 2023
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ALL THOUGHTS

You can filter the different content I have created over the years by topic here. I hope you enjoy.
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My Top Rule for Successful Sales at a Marketing Agency

I made a rule 10 years ago that we never send contracts sending contracts is a crappy experience for your...

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Using Just In Time Labor for Capacity Planning at a Marketing Agency

So the way just-in-time Labor Works is you’re trying to take your sales cycle let’s say it’s 60 days and...

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Being Remote Missing Connections

Being remote has a ton of benefit but one of the hardest parts about being remote is you lack that...

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Don’t Make Unprepared Agency Hires

You get bigger that gets really really hard and you’re going to start to need some checks and balances because...

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How to Handle Blue Chip Accounts at your Marketing Agency

Blue Chip for us is essentially you are a household name so just everyone knows who it is you are...

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Let People Introduce Themselves

By having people publicly introduce themselves I find that they get much quicker connected to their people their tribe their...

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Reward Loyal Employees at your Agency

What I found is the most competitive and driven people are quite often also the most committed loyal caring and...

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Ask for the Agenda BEFORE the Meeting

I always ask for the person I’m doing the one-on-one with to send me their Agenda 24 hours before conversely...

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All Meetings Matter

You might hate meetings they do matter though conversely you should cancel any meetings that don’t have agendas and that...

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Leave Emotion to the End

That would put the emotionally charged things in the one-on-one at the end if you do it in the beginning...

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Why More Employees Means Fewer Hard Chats

As the volume of employees goes up the number of difficult conversations being had can often go down because you...

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How to Run Employee Reviews at a Digital Marketing Agency

Remember you always as a manager write your review after the individual you’re reviewing has written their own so that...

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How to Ask the Right Prospect Questions

You don’t just want to have the prospect talk your ear off you want to control the conversation you want...

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Setting OKRs to Achieve Goals at your Agency

Setting okrs for operations is one of the most important parts of running an agency it’s really important in my...

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Do This With New Hires

Having a mock assignment for new hires in other words we have them go through the entire project phase they...

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The Difficulties of Hiring and Firing in a Agency

Want to lay anyone off so you really focus on sales but then sales are struggling to come in now...

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How Often Does Your Marketing Agency Hit Client goals?

For me NSM attainment that’s like how often do we hit our client goals so Northstar metric every time we...

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Save Your Voice for the Important Things

I wanted my voice to not be the administrative voice I wanted my voice to be the Strategic chief executive...

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Benefits of Remote Workplaces

Days you can choose not to there’s probably some strength set in person Culture Connection productivity I’m sure you can...

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Do Not Cancel 1-on-1’s at Your Digital Agency

As a leader do not cancel your one-on-ones do not be the leader who shows up late to your one-on-ones...

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Why You Should Celebrate Employee Loyalty at your Agency

What’s really important to me is celebrating loyalty there’s nothing more powerful as a business owner than developing a loyalty...

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Your Marketing Contracts Should Start at a Year

Takes a lot of hard work and effort to earn your audience’s trust develop messaging that resonates identify personas that...

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You Need to Be Using Tiers for Your Accounts

Unfortunately I have found the CMO of VMware doesn’t want to talk to a 23 year old SDR and in...

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Bad at Agency Sales? Try This

So if you’re watching this and you’re bad at self you don’t ever do sales you’ve never done sales you...

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How to Manage a Sales Team at a Marketing Agency

Some point you’re going to need more than just AES because it’s going to be hard for you to manage...

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How to Keep Your AEs Productive

We just have AEs do about four calls a day kind of max three to four and if they do...

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The #1 Reason You’re Losing Deals

I think one of the biggest things people don’t do in a pitch is talk price you got to talk...

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Who Should Get New Accounts?

Some directors you put them on a call and they were made for the moment other directors you put them...

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This Is Why TAM-based Advertising Works

We believe in Tam based advertising which to me is the Natural Evolution of ABM it’s a scaled up approach...

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Your Sales Process Is Broken! Here’s How to Fix It

Is hard to grow your business if you can’t expand the purchase size of someone’s appetite when they come to...

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Stick to Your Strengths

I used to try to like teach people to be me and that did not it would just look like...

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How to Properly Up Your Prices

The more you charge the more value you have to provide or else price will go up but so will...

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What You Need to Know About New Deals

Marketing is exceptionally front loaded when it comes to setup relationship establishment campaign development there’s a lot that goes into...

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Stop Sending Contracts Too Early in Your Sales Process

You just send a contract and it’s the first time the person saw your price you have lost all the...

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Business Tips: How to Delegate Tasks

The AE remember they are not an SME with 10 years experience and that is the difference of closing 500k...

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How Do You Analyze Customer Data?

Whenever we do a pitch we’re trying to get access to their Google ads to their LinkedIn to any other...

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Pitching With Data Wins Every Time

We’re pitching a cyber security account I can only get two years of data I have 22 million dollars in...

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Trust Wins Business

To me trust is everything when it comes to winning business as well as keeping business trust is the linchman...

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What’s Needed for a Good Marketing Agency Pitch?

What information do you feel like you really gotta get to doing a world-class pitch I think one of the...

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Benefits of Session Buddy for Marketing Audits

Session buddy allows you to essentially have all your pre-open tools and tabs and I just have one saved as...

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Solving Prospects’ Needs

My goal as prospects are talking about their marketing org or the strategies they have this year what the CEO...

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Why I Focus on the Pipeline

99.9 percent of the time need our customers to do a better job with offline conversion tracking and to be...

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Be Honest About Price

Being authentic and direct and honest and talking about price you do get a chance to do a value sale...

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Stop Trying to Find An Agency Unicorn

It’s very difficult to find someone who is a true expert in marketing and also a true expert in sales...

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Your Ops Stars Are Destined for Sales

I think the method you did which would bring someone from operations who already knows your product into the sales...

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When to Hire a Salesperson at Your Marketing Agency

My best recommendation for Staffing your team is hire your first sales person after you’re doing about two pitches a...

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Integrate Pod Systems into Your Team

There’s a lot of benefit to having a pod system with sales AE and SME but then you get leverage...

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You’re Calculating Contracts Wrong for your Agency

Winning a deal should mean something substantial after taxes remember you still got to pay taxes on all stuff so...

CONTACT

I run an agency in the low-mid seven figures. But I work with Garrett in order to get to eight-figures. When you work with people who have done exactly what you want to do, you will get there faster.

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