”When I think about sales, it's really nurturing relationships and manufacturing opportunities. That is your job all day, every day.” - Adam KurzawaThe finer details of this episode:<ul><li>Insights on business development strategies for creative agencies.</li><li>Emphasis on nurturing existing client relationships for agency growth.</li><li>Discussion on effective outreach efforts and relationship-building in sales.</li><li>Importance of hiring for business development roles, focusing on soft skills and industry knowledge.</li><li>Strategies for identifying growth opportunities within current clients.</li><li>Challenges and considerations in the hiring process for sales positions.</li><li>The significance of maintaining personal connections in business.</li></ul>Episode Resources:<ul><li>Summit Virtual CFO by Anders website: <a href="https://www.summitcpa.net/" target="_blank">https://www.summitcpa.net/</a></li><li>Love our content? Sign up for our newsletter: <a href="https://www.summitcpa.net/summit-newsletter" target="_blank">https://www.summitcpa.net/summit-newsletter</a></li><li>Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: <a href="https://vcfo.summitcpa.net/ddc" target="_blank">https://vcfo.summitcpa.net/ddc</a></li><li>Connect with Adam here: <a href="https://www.linkedin.com/in/adamkurzawa" target="_blank">https://www.linkedin.com/in/adamkurzawa</a></li><li>Check out Infinum here: <a href="https://infinum.com/" target="_blank">https://infinum.com/</a></li></ul>Timestamps:Introduction to the Show (00:00:00)Jamie and Jody welcome listeners to "The Creative Agency Success Show," highlighting its purpose for agency owners.Friendship and Professional Journey (00:00:35)Jody discusses his long friendship with Adam and Adam's professional growth in business development.Practical Business Development Insights (00:01:14)Jamie emphasizes the practicality of Adam's insights for agencies struggling with business development and sales.Discussion on Pipeline and Biz Dev (00:03:33)The conversation shifts to building a sales pipeline and strategies to enhance business development.The Importance of Existing Clients (00:04:14)Adam stresses focusing on upselling and nurturing relationships with existing clients for growth.Outbound Marketing Strategies (00:07:41)Discussion on effective outbound marketing tactics, emphasizing personalized approaches over traditional methods.Manufacturing Opportunities (00:10:37)Adam shares ideas on creating memorable events to foster connections and generate new business opportunities.Building Relationships for Biz Dev (00:13:09)Adam discusses the importance of having advocates within client organizations to facilitate business development.Hiring for Growth Roles (00:16:25)The speakers discuss key qualities to look for when hiring a strategic growth director for business development.Complementary Roles in Sales Teams (00:21:07)The idea of having two types of salespeople: hunters and facilitators, to enhance business development.Monitoring Sales Performance (00:21:45)Importance of regular check-ins and analyzing funnel activity to assess sales performance.Referrals and Trust in Sales (00:26:30)Discussing how referrals enhance credibility and ease the sales conversation.The Ineffectiveness of Cold Calling (00:26:40)Critique of cold calling as a sales strategy, emphasizing its challenges and ineffectiveness.Text Communication in Sales (00:28:10)Advocating for transitioning leads from LinkedIn to more personal communication methods like text.Patience in Sales Conversations (00:31:52)The importance of patience in conversations and planting seeds for future business opportunities.Importance of Business Development (00:40:16)Speakers emphasize the need for proactive steps in business development for 2025.Contacting Adam (00:40:21)Adam shares how listeners can reach him for business discussions.

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