We are an Eastern Europe digital agency of 40+ team specialising in business software development. We have been doing some projects for a high profile customers in the UK through our partner there. What would be the best way for us to find new customers? We don't have a sales nor marketing team as most sales were driven by our partner.
This is one of the core reasons agencies are a service-centric model vs product-centric: quick to monetize and a function of human labor/ effort to scale (unlike products that are usually slower to monetize, require high initial investment but scale really well).
So the answer is either you need to outsource sales and lead generation to an external firm, use a platform like Clozer or inhouse the sales folk. When inhousing sales: #1 recommendation: don't make the sales people find their own leads. They hate that. You need a lead generator (could be outsourced) and a sales person.
The leadgen should be supplemented with inbound marketing for the best effect. The function of a dedicated "leadgen" person is set up meetings and should be rewarded on successful meetings.
First thing you ask the sales person: WHERE'S YOUR BOOK? ie:who are you going to bring with you today (clients) that we can close quick based on existing relationships.
Good sales teams and systems are costly - so chose a path that monetizes quick.
Answered 9 years ago
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