B2B-Focused Marketing Agency Located in NYC
An initial project with CommScope for $200K led to ongoing work, which included a major project for more than $1M.
They hired someone to manage new business in-house, but it didn’t work out. This left them without a consistent new business strategy in place.
They brought RSW/US on board for a more proactive approach to building their client base.
The New Business Director for this account understood that getting through the door is half the battle and that there is never just one way to gain access.
After months of persistent and polite outreach against one of this agency’s priority prospects, the NBD made an initial connection leading to a capabilities presentation – which eventually landed us a conversation with the appropriate decision-maker.
The key to making that initial connection was a long-term prospecting mindset that built strong relationships at every stage.
The NBD and agency client went into each prospect sales engagement with an achievable goal…even if it meant simply getting an opportunity to present or a referral.
With that specific goal in mind, they laid out a strategy for every stage of the process, which included a dedication to do whatever it took to reach that goal.
While the initial project came after seven months, the entire process took nearly a year and half, and 4 different referrals, to reach the decision maker – and the ultimate win.
RSW/US is an outsourced agency lead generation and new business development firm that works exclusively with marketing service companies to find and win new business.
We help agencies by better positioning them in the market, finding qualified leads, setting meetings and helping move them closer to close.
As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. You can find him on LinkedIn (https://www.linkedin.com/in/leemcknightjr) or Twitter (@leemcknightjr).