Marketing Momentum for Agencies – Details, episodes & analysis

If you would love to find more prospects, get more sales meetings booked and make more sales, this episode is for you. In this episode Tracey Burnett is talking to Chaz Horn, a sales, marketing, and mindset strategist, author of The B2B Blueprint to Predictable Sales, and founder of Mastery of B2B Sales. He helps entrepreneurs move from selling to serving using his TTABS framework, which aligns sales and marketing into one seamless process, to help his clients generate 40K+ meetings and onboard over 12,000 clients. Chaz shares his transformative journey from being the worst salesperson to becoming a successful leader in B2B sales. Did you know that only 3% of the people you are reaching through your marketing are actually in the market to buy, so how can you get then to raise their hand - Chaz gives you the answer. He also covers how to come at sales from a service angle rather than the less effective direct sales approach. The lively conversation covers ghosting, following up effectively with prospects, how you need both strategy and tactics to win at sales, and how the conversations you have with yourself can impact on your sales figures. Chaz has plenty of great, simple processes to share, that you can use immediately, to get a call booked and sales confirmed, how to drill down in a conversation to get the in depth information you need to support a prospect best and make a sale, how to handle sales calls, move the prospect effortlessly to take the next step - and so much more! CHAPTERS 00:00 From Worst to Best: Chaz's Sales Journey 03:02 The Power of Mindset in Sales 05:56 Bridging the Gap: Sales and Marketing Alignment 09:07 Understanding the Sales Process: The Importance of Systems 11:55 Transforming Lives Through Sales 15:11 The Five Keys to Predictable Sales Growth 18:02 Emotional Intelligence in Sales 21:00 Leadership and Culture in Sales 23:50 Visibility and Attracting Prospects 26:55 Content Strategy for Sales Success 35:23 Maximizing LinkedIn for Lead Generation 39:46 Effective Communication Strategies on LinkedIn 44:09 The Call to Client Framework 51:44 Handling Ghosting and Follow-Up Strategies 59:33 Mindset and Visibility for Sales Success ABOUT THE GUEST Chaz Horn is a sales, marketing, and mindset strategist, author of The B2B Blueprint to Predictable Sales, and founder of Mastery of B2B Sales. He helps entrepreneurs move from selling to serving—using his TTABS framework, which aligns sales and marketing into one seamless process, to help his clients generate 40K+ meetings and onboard over 12,000 clients. With a faith-driven, service-first approach, Chaz empowers B2B leaders to grow predictably, collaborate strategically, and create meaningful impact without burnout through leverage. ABOUT THE HOST Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio https://www.linkedin.com/in/chaz-horn/ Complimentary access to Chaz's book - The B2B Blueprint To Predictable Sales https://chazhorn.com/the-b2b-blueprint-to-predictable-sales

Is your agency still juggling spreadsheets? Wondering if a CRM is really worth the time and trouble? In this episode Tracey Burnett chats with Rob Manne, founder of Inflectiv.co, about the real-world power of CRM systems for creative and marketing agencies. Rob draws on decades of agency and sales experience to reveal: - Why most agencies miss out on easy growth (and how to fix it) - How to move beyond “random acts of marketing” to a repeatable, data-driven process - The right (and wrong) ways to use newsletters, lead magnets, and nurture sequences - Creative strategies for building and managing relationships without losing your personal touch - How both big and small agencies can use CRM insights to win more pitches and keep clients coming back Whether you’re a solo founder or managing a growing team, you’ll walk away with practical, no-nonsense tips for using tech to supercharge your sales, marketing, and client retention. Ready to stop guessing and start growing? Tune in and get inspired! Chapters 00:00 Rob's Journey in Marketing and Sales 05:21 The Importance of Data in Marketing 12:15 The Role of Newsletters in Marketing 24:33 The Value of CRM for Small Agencies 30:03 Leveraging CRM for Business Development 35:10 Lessons from Big Agencies for Small Agencies 40:02 Creative Approaches to New Business Development 50:31 Leveraging Existing Clients for Growth 58:08 Final Thoughts on Technology and Growth About Rob Manne As the Founder of Inflectiv, Rob partners with growing companies who are frustrated that their website, marketing, and sales investments aren’t translating into revenue. Inflectiv implements and optimizes HubSpot and other growth platforms to enhance productivity, convert customers faster, and generate data for better forecasting, decision-making, and ROI. Prior to Inflectiv, Rob was an award-winning marketing communications and sales practitioner at Interbrand, Edelman, Rogers, and Cohn & Wolfe. Rob is based in Toronto, Canada, has two teenage daughters, and loves washing dishes. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Rob Manne - https://www.linkedin.com/in/robmanne/ Link to Free HubSpot diagnostic - https://inflectiv.co/free-hubspot-diagnostic/ Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio

In this episode, Tracey Burnett shares what she has learnt from my career over the decades - her failures, disappointments, mistakes, skills, and experience of running her own business to create eight success principles that will offer you her wisdom and advice about how you can achieve greater levels of success. These principles emphasise the importance of setting non-negotiable goals, maintaining consistency, being authentic, striving for excellence, embracing grit and resilience, nurturing relationships, staying curious, serving others, and prioritising health. Each principle is explored in depth, providing actionable insights for listeners to apply in their own marketing agencies and personal growth. KEY TAKEAWAYS Establishing clear, non-negotiable goals is essential for personal and professional growth. Accountability partners can help maintain focus and motivation. Achieving exceptional success requires consistent effort and perseverance. Embracing the learning process, even when faced with challenges, is crucial for improvement. Staying true to oneself fosters genuine connections with others. Authenticity resonates with audiences and is vital for building trust and relationships. Overcoming obstacles is a natural part of the journey to success. Developing grit and resilience allows individuals to learn from challenges and maintain long-term focus on their goals. Maintaining physical and mental well-being is fundamental for sustained success. A healthy mind and body enhance clarity, energy, and overall effectiveness in both personal and professional endeavours. BEST MOMENTS "The trouble with not having a goal is that you could spend your life running up and down the field and never actually score." "Excellence is sustainable. It helps you to stand out in a crowded environment, in this crowded field that we all work in in business." "Grit entails working hard to overcome challenges, maintain effort and interest over time, despite your failures, adversities and plateaus in progress." "Curiosity is often associated with as an excessive trait in young children, but I've embraced being curious or nosy." "Health is the ultimate advantage, especially today when we live in a society that's largely unhealthy." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this conversation, John Espirian and Tracey Burnett discuss the importance of building genuine LinkedIn connections, the risks of automation, and the value of LinkedIn Premium services. John emphasises the effectiveness of LinkedIn newsletters for visibility and engagement, and provides actionable strategies for generating leads and enhancing content engagement. In this conversation, John and Tracey discuss the nuances of effective communication on LinkedIn, emphasising the importance of balancing storytelling with educational content. They explore common pitfalls on the platform, the significance of choosing the right social media strategy, and the evolving role of AI in professional networking. At its core, this episode is a call for ethical, sustainable marketing. John and Tracey remind us that success on LinkedIn isn’t about quick wins—it’s about showing up, adding value, and playing the long game. KEY TAKEAWAYS Prioritise authentic first-level connections on LinkedIn over simply increasing follower counts. Engaging in meaningful conversations through direct messages can lead to stronger relationships and potential business opportunities. Using automation tools for sending connection requests or messages can violate LinkedIn's rules and risk account suspension. Engagement pods, where users artificially inflate post visibility by agreeing to like and comment on each other's content, are also discouraged as they lead to low-value interactions. Ensure your LinkedIn profile clearly communicates your value proposition and expertise. A well-optimised profile is crucial for attracting potential clients and leads. Different types of content resonate differently with audiences. Testing various formats, such as text-only posts, images, videos, and polls, can help identify what generates the most engagement. Newsletters on LinkedIn can be an effective way to reach subscribers who have opted in to receive your content. They offer a platform for long-form content that can be indexed by search engines, increasing visibility and potential leads. BEST MOMENTS "If you do anything that could look to others as though it is automated, that's probably not a good thing." "I always give people the analogy, it's like signing up for a networking event. You've got to get in amongst it and connect with people." "The big numbers alone aren't enough. I think relationships are where it's at." "You want your post to grab people's attention, optimising the first few lines of your post is crucial." "I think it's a really confusing term. Some people use them as an ad, solely to sell that course." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Free chapters of Content DNAhttps://espirian.co.uk/content-dna-chapters/ LinkedIn Conference https://uplift-live.com/ Espresso+ Community https://ltsgl--espirian.thrivecart.com/espresso-yearly/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, and today I am covering a topic key to your agency’s survival -  finding new business. I identify seven reasons why enquiries are not coming in at the desired rate and I am going to give you some solutions to each one. These are proven strategies that I have used for my own business and my client's businesses. KEY TAKEAWAYS Relying solely on referrals can lead to inconsistent revenue. It's essential to proactively develop a marketing strategy that includes various lead generation methods rather than waiting for referrals to come in. Focus your marketing messaging on what you can deliver for your ideal clients rather than just showcasing your work. Understanding and addressing the needs of your target audience will help you connect better with potential clients. Inconsistent marketing and sales activities can hinder visibility and momentum. Establish a realistic marketing plan that can be executed consistently over time to ensure you remain top of mind for prospects. Involve everyone in the agency in the marketing efforts. Each team member can contribute to lead generation and client engagement, which can enhance the overall effectiveness of your marketing strategy. Utilise LinkedIn effectively by engaging with your network, posting valuable content, and building relationships. A well-thought-out LinkedIn strategy is crucial for visibility and generating leads in the B2B space. BEST MOMENTS "Around 80% of marketing services agencies struggle to find new business. Is that you? If it is, sit tight. We're going to talk about how you can improve your new business skills." "Prospective clients want to be reassured that you're a good fit for them personally and for their business." "The way to be consistent is to be practical and realistic in your planning and understand that results take time." "Outsourcing can often result in missed opportunities and mistakes and a lack of any real relationship building, which is essential to your success." "It's not just about visibility, it's about your audience really understanding who you are, both as a person and as a business." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In today's episode, Tracey takes a look at the recently released 2025 Benchpress Research, which uncovers critical insights about UK agencies earning under one million pounds. She discusses the challenges faced by agency owners, including rising redundancies, falling hourly rates, and cash flow issues.  KEY TAKEAWAYS Agencies should prioritise measuring and improving their gross profit rather than just revenue. A significant number of agencies (32%) are missing out on vital insights by not tracking GP, which is crucial for sustainability. While 95% of agencies are utilising AI for various functions, it's important to maintain the unique tone and voice of the agency. AI can save time and money, but agencies should not pass these savings onto clients and must ensure the quality of AI-generated content. The main struggles for agency owners include winning new business (41%), being stuck working in the business rather than on it (23%), and cash flow issues (16%). These challenges are often interconnected, creating a vicious cycle that needs to be addressed. Successful agencies are focusing on specialisation, moving out of London for better profitability, and shifting to retainer or subscription models. Agencies with a clear niche see significant increases in fee income and gross profit. High confidence levels correlate with better performance. Building a culture of confidence within the agency, celebrating small wins, and focusing on unique value propositions can lead to improved outcomes and business growth. BEST MOMENTS "Agencies that are achieving 50% gross profit or higher are thriving while those who don't measure GP, shockingly 32% of agencies are missing out on vital insights." "AI is great because it saves us all time and therefore money, but don't pass those savings on to the client. You should get the benefit of your initiative." "The best performing agencies are doubling down on initial specialism, moving out of London to boost profitability, investing in marketing, social proof, and LinkedIn engagement." "Ghosting and unqualified leads are the two biggest frustrations for agency owners responding to the bench press research." "Specialisation drives growth and profitability, and agencies with a clear niche see a 26% plus increase in fee income and a gross profit of 61% or more." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey interviews Alex Berresford, a sales conversion expert and the head of the client success team at ConversionWise. Alex shares insights into the remarkable growth of ConversionWise over the past six years, emphasising the importance of niching down and building monthly recurring revenue. He discusses his approach to managing client relationships and his account management team, highlighting the significance of trust and open communication. KEY TAKEAWAYS ConversionWise experienced significant growth by niching down to specialise in landing pages, which helped establish their reputation as the go-to experts in that area. Success in both client management and team dynamics relies heavily on building trust and strong relationships. Understanding individual personalities and fostering a supportive environment can lead to better performance and client satisfaction. Embracing failures as learning opportunities is essential for growth. Acknowledging mistakes and using them to improve future strategies can lead to better outcomes in business. Utilising direct outreach through platforms like LinkedIn and personal phone calls can yield positive results in client acquisition. Personal connections and timely follow-ups can enhance engagement and build rapport. Investing in team-building experiences, such as corporate retreats, can be more cost-effective than hiring new employees. Focusing on employee satisfaction and retention can lead to a more cohesive and productive team. BEST MOMENTS "The biggest thing is that MRR side of things, that's where we really saw growth." "I think the best thing I've learned is to have good conversations, build relationships, and things come off the back of that." "It's completely okay to mess it up and get it wrong. It's such a good learning opportunity to get it right the next time around." "I think that once you've got that foundation, you can build off of that." "If you know what people are looking for it's free, and it's amazing, and it works." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Alex's Website: www.companyoffsites.co.uk Connect with Alex on LinkedIn: https://www.linkedin.com/in/aaberresford/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, we’re diving into a topic that will increase your sales success rate with your prospects. I am going to share the experience I have gained over the decades doing more than 7000  introductory and sales meetings with prospects. And, of course, making sales effectively. I will talk about how to bring prospects to a meeting highly engaged and motivated to work with you. KEY TAKEAWAYS Conduct thorough research on the prospect's company, industry, and individual roles before the meeting. This preparation helps build rapport and positions you as a knowledgeable partner. Aim for a two-way conversation where the prospect talks 80% of the time. This approach not only gathers valuable information but also fosters a friendly atmosphere that can lead to a successful partnership. Instead of a rigid script, utilize a sales call framework with key questions that help assess fit and commitment. This allows for a more natural conversation while ensuring all necessary topics are covered. Differentiate yourself from competitors by providing insights and suggestions that the prospect may not have considered. This positions you as a strategic partner rather than just a service provider. Pay attention to body language during video calls. Sitting up straight, maintaining eye contact, and using hand gestures can enhance engagement and the perceived value of your message. BEST MOMENTS "The more knowledge and information you have, the better. It builds rapport quickly because it impresses the prospect." "The purpose of the conversation is for you both to decide if your agency is a fit for their project or account, and if you are a fit for each other." "It's better to be over-prepared than under-prepared." "The sheer amount of effort that you've gone to in finding out about them... this is always my go-to, always." "People won't make a decision based on the brilliance of your slide deck. They're going to make a decision based on how they feel emotionally about you." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this very first episode of the Marketing Momentum for Agencies Podcast, Tracey talks you through her marketing journey over the last few decades and the stories along the way. Her expertise lies in developing strategies that help identify and package the unique qualities of marketing and creative agencies, attracting high-quality prospects and accelerating sales. With a deep understanding of business growth dynamics and a track record of significant successes, she is passionate about helping agencies thrive in competitive markets KEY TAKEAWAYS Sales and negotiation are essential skills in both business and life. Early experiences in sales roles helped develop resilience and valuable skills that are applicable in guiding clients today. Identifying and understanding the pain points and needs of clients is crucial. A successful marketing strategy involves having a clear message and a unique proposition that resonates with the target audience. Achieving exceptional results in marketing and sales requires consistent effort over time, similar to the commitment needed for physical fitness. Quick fixes and shortcuts are not effective for sustainable success. Extensive experience in various roles, from working in corporate marketing to running a consultancy, provides a wealth of knowledge that can be leveraged to support agency founders in their business development efforts. Establishing a unique market position and clear differentiation from competitors is vital. This involves creating a compelling message that attracts prospects and encourages them to engage with the business. BEST MOMENTS "Sales and negotiation is the number one skill that we all need in business and life today." "I had a vision that I was going to be able to work three days a week and become a lady of leisure for the rest of the week." "I believe in avoiding the quick fix mindset and get rich quick shortcuts in favour of consistent action taken over the long term." "This is going to be a BS and fluff-free zone, and it aims to help you navigate the challenges and choppy waters of agency life." "I aim to empower agency and consultancy founders and their teams to grow their businesses through excellence in marketing and sales." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

I have recently read the BenchPress research commissioned by The Wow Company & it has stimulated some thoughts that I am sharing with you today. I will talk about specialisation, niche, and under-resourced agencies and address these. Working in lead gen, the strengths and weaknesses of agency marketing, and some advice on that. KEY TAKEAWAYS A significant portion of agencies (18%) do not measure their sales and marketing activities, which hinders their ability to understand what works and what doesn't. Regular measurement is crucial for effective marketing and business growth. Only 17% of agencies have a clear specialisation or niche, making it difficult for them to stand out and attract leads. Specialising can lead to higher fees, easier marketing, and a stronger competitive position. Many agencies are under-resourced in their marketing and sales functions, with 50% lacking sufficient personnel dedicated to new business. This often results in founders spending too much time on marketing tasks instead of focusing on their core competencies. The most effective channels for generating leads include referrals, in-person networking, LinkedIn, and online networking. Agencies should develop strategies to enhance their presence in these areas to increase lead generation. A substantial number of agencies (20%) do not have a marketing plan in place. To achieve growth, agencies must invest time and resources into a comprehensive marketing strategy and ensure that all team members are involved in the process. BEST MOMENTS "18% of respondents don't measure their sales and marketing activity at all. If you don't know what's working, then your marketing isn't gonna be as effective as it could be." "The more specialised you are, the more you can charge and the easier your marketing is gonna be." "50% of agencies are definitely under-resourced when it comes to the marketing and sales function." "The cold, hard truth is that business growth is not easy, and most owners do not get into this to be a marketer." "The path to lasting success is to take massive action or massive, consistent, relentless action." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/