The Daily Journal for Ad Agency New Business Hunters

Archive for June, 2006

Tool: “Prospect Management Reporting”

Posted by Shane Murphy on Friday, June 30, 2006

wrench.jpgI love it when i can find solid tools to simplify my daily routine, and I love it even more when those tools are free!  So it’s time to link you out to for downloading a simple Excel spreadsheet to help you in keeping a good account of active prospects in your pipeline.

It also allows the you to select from one of three “likelihood” gauges—Top 1/3, Middle 1/3, and Bottom 1/3—as well as adding a summary or overview of the deal.

Since I don’t use Excel, I tested it using this morning and it looks like it works great.  Take a look at it… it’s at least worth a shot.


Posted in Prospecting | Leave a Comment »

Unique New Tool for Advertising Agency New Business Hunters Launched

Posted by Shane Murphy on Friday, June 30, 2006

logo_ad-ology-logo.jpgSales Development Services (SDS), a leading provider of business intelligence and revenue development solutions for the advertising industry, today announced the nationwide availability of Ad-ology(R) – The Ultimate New Business Tool for Agencies.

If you’ve not yet taken a look at Ad-ology, you’re missing out.  I’ve mentioned it before on this blog, and they do offer a free trial to qualifying agencies.

Posted in Pitching, Planning, Prospecting | Leave a Comment »

Aisles and Aisles of Opportunity

Posted by Shane Murphy on Tuesday, June 27, 2006

groceries.jpgA new Giant Eagle opened in my neighborhood yesterday.  I live in a relatively small suburb of Columbus, but we’re accustomed to having pretty much everything under the sun, when we want it – if we really need it or not.  So, I was naturally curious to see what the fuss was about (and why Kroger had spent the last six months doing a complete overhaul, to the point where I just stopped going).

Inside, that was no grocery store… not in the conventional sense anyway!  Specialty food areas, chefs at every turn cooking stuff that I’ve never even heard of, and I realized that this sort of “new store” represents a great opportunity for marketing campaigns.  Not just at this fancy new Giant Eagle, but for grocery stores who wish to compete with these sprawling mega-stores who seem to cater to everybody’s needs.

USA Today ran a great article about these mega-stores back in May.  Tip of the Hat to Ad-ology for pulling that one up for me.

Posted in Pitching, Prospecting | 2 Comments »

Your Own Personal Wi-Fi… On The Road!

Posted by Shane Murphy on Monday, June 26, 2006

Ever been out there on the road preparing for a pitch, and you get all settled into your hotel room, crack open the laptop… and realize that there’s no wireless in the room?  So you drag yourself up and start seeking the dreaded ethernet cable (which as Dave Young points out) is about 3 feet long and nowhere near the desk!

The device is the D-Link DWL-G730AP Wireless Pocket Router, and this baby lets you set up a wireless network no matter where you are.  Talk about a must-have toy!  Credit to Dave Young at for finding this little jewel.

Posted in Traveling | Leave a Comment »

Ads on Lottery Tickets?

Posted by Shane Murphy on Tuesday, June 20, 2006

lottery.jpgIndeed it is true… this is something that never crossed my mind, mostly because I've never played the lottery once my entire short life. But it seems that this is not uncommon. Keep it in mind as you think about your potential client.

"State lotteries are long shots indeed, but here's an inside tip: Advertise on the back of every ticket sold and every ticket could be a winner."

Oh, and if you're as repulsed by the lottery as I am, you may want to read this study from New Mexico to learn a bit more about the concept.

Posted in Researching | Leave a Comment »

To Be Good, You Have to Be Great!

Posted by Shane Murphy on Saturday, June 17, 2006

Looking at the words 'good' and 'great,' there are many definitions from which to choose.  So I jumped out to and pulled the definitions below. 

good (gd) adj. – Competent; skilled: a good machinist.
great (grt) adj. – Superior in quality or character; noble.

Of course, we all aspire for greatness in our professional lives, or at least most of us do.  And this great piece from makes a great point. 

"To be good at sales, you need to have mastered at least a couple of traits and/or habits. Mastered, we’re talking."

In other words (and the article gets into it very well), you have got to master some of the basics of selling to have any hope of even reaching 'good.'

Read it.  It's more than worth your time. 


Posted in Organizing | Leave a Comment »

The ‘Elevator Speech’ – Does Yours Sink You?

Posted by Shane Murphy on Wednesday, June 14, 2006

speech.JPGHave you taken a hard look at your elevator speech lately?  Ever given that quick pitch to somebody and seen the pained look in their eyes the longer you talked?  This piece from gets right to the meat of the matter with this all-important piece of your overall approach to many potential clients.

If you succeed in turning your introduction into an opportunity for the client to talk, questions will be your best tool for gaining immediate credibility. You should keep the conversation flowing by asking diagnostic and clarifying questions. Don’t hesitate to let the client know how you’ve faced, and overcome, similar challenges.

Bottom line in all of this: no matter how prepared you are, you can blow yourself up in short order if your opening comes off weak.  So don’t do it!

Posted in Pitching, Prospecting | Leave a Comment »

The Demise of the Sales Call?

Posted by Shane Murphy on Monday, June 12, 2006

phone.jpgTonight while bouncing around the web looking for nuggets of gold to blog, I came across this piece from regarding the death of the sales call.  Not a complete death, mind you, but more of a metamorphisis.  

Godin makes a strong point that the traditional "sales call" has been replaced by the "buying call."

I especially like the way that he wrapped up this very succint article, as quoted below:

When a salesperson gets asked, "Hey, are you trying to sell me something," the best answer may be, "I sure am, and if you're not here to buy something, we should both be somewhere else…"

Posted in Pitching, Planning, Prospecting | Leave a Comment »

Do You Manage All Of Your Customers In The Same Way?

Posted by Shane Murphy on Sunday, June 11, 2006

Happy Monday morning!  Let's start this week with some basic sales advice.

"All customers deserve to be treated fairly and ethically, but all customers don’t merit the same amount of your time. So by categorizing them, it’s a lot easier to determine how and where to concentrate your selling time."

What does that mean, exactly?  Consider this article from by sales trainer Bill Lee.  The article is an easy read, but really gets to the meat of setting up concepts like "Established Customer" and "Core Customer," helping draw a definitive line between your levels of customers.

"Let’s begin with listing your prospective customers as a target category. Not all customers in your trade area are viable prospects. Some of them are not creditworthy. Some are simply too small to justify the time it takes to cultivate into full-blown customers. Some need to be pruned like deadwood."

Bottom line… it's about managing not only your current customers and prospects, it's also about managing your time across all of them. 

Posted in Prospecting | Leave a Comment »

Review: Carina NT20 Mobile Laptop Desk

Posted by Shane Murphy on Tuesday, June 6, 2006

Well, I must admit… I never thought that I'd find it neccesary to sit down a review a desk of all things. But a few weeks ago, with the FIFA World Cup on my mind, I realized that I'm going to be spending significantly more time in front of my televisions (yes, I said televisions) starting this Friday.

If you're not a soccer fan, it doesn't matter. Just know that my days over the next month are going to be a bit bizarre. But I have work to do every day. Sadly enough, I can't just take a month off to watch soccer!

So as I thought about it, I started looking for a better way to work in my living room that didn't involve sitting in the easy chair with a computer on my lap. And as I looked, I stumbled across this desk from Carina.

So after seeing the ridiculously low price tag on this thing ($59.00), I decided 'What the heck?' and ordered it up. It arrived at the weekend, and I've been working with it the past few days. Read the rest of this entry »

Posted in Organizing, Planning | Leave a Comment »