Client referrals are the number one source of new business for digital agencies – 55% of agencies cite referrals as their top acquisition channel. That’s almost three times higher than the second-biggest source, online advertising. Of course, referrals shouldn’t be your only channel for winning more clients, but it’s clearly effective. If you don’t have …

Sales is never easy – but it’s much harder in crowded marketplaces. Unfortunately, as far as agencies are concerned, the market is pretty much as crowded as it gets, with close to 14,000 agencies in the US alone. That means even if you focus on a small niche and offer a highly specific service, there …

As marketers, we work in a fast-moving industry. We need to be ahead of the curve on so many things, from new tools and platforms, to algorithmic changes and best practices. On top of that, we need to stay up to date with what’s happening in our clients’ industries. How else can we claim to …

Webinars have never been more popular. In the year ending April 2020, ON24 reported a 167% increase in webinars run on its platform. Why are they in such high demand? For starters, they’re a great way to showcase your expertise and educate your audience. Secondly, they deliver real results, with 73% of B2B marketers and …

Asking probing sales questions to accelerate deals is nothing new. In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions. In short, asking the …