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Schedule

9:30 a.m. - REGISTRATION
Enjoy light refreshments and sweeping views of the Pacific Ocean as we kick off a day dedicated to unlocking the secrets of agency sales.

Wiredrive

10 a.m. - MORNING SESSION

Where You’re At

  • Agency Self-Assessments
  • Identifying Pain Points

The Creative Firm Sales Cycle™

  • The 30,000’ View of Marketing vs. Sales
  • What Is A Sales Cycle?
  • Defining Your Sales Cycle

Before Sales, A Note On Marketing…

  • The Three P's of Positioning: Purpose, Power, Personality. Do You Need a Marketing Tuneup?
  • The Goal: Opportunity Always Exceeds Capacity.
  • How Marketing Feeds Your Sales Pipeline.

Master the Creative Firm Sales Cycle™, Create Your Sales Pipeline

  • Compare Your Current Sales Process to the Creative Firm Sales Cycle™.
  • Goal: Bias Towards Action, Moving Leads Through Your Pipeline.
  • Breakout: Create Your Sales Pipeline.

Creating a Scorecard for Leads and Revenue

  • The (Magic) Power of Routines.
  • It's a Numbers Game.
  • Your (New) Weekly Marketing & Sales Meeting.

12:30 p.m. - LUNCH

1:00 p.m. - AFTERNOON SESSION I

Lead Your Clients, Be the Expert, Solve Their Biggest Problems
Guest Speaker: Robert Blatchford

  • How to Determine the Problems You Can Solve for Your Clients.
    • Client Interviews
    • Agency Trends
  • Making a Plan and Building Solutions.
  • Presenting Your Solutions to Your Clients.

What It Looks Like

  • Creating Scripts for Sales
    • The Conventional Wisdom: The Order Taker Firm.
    • The Art of Diplomacy: The Expert Firm.
    • Qualifying.
    • Role Playing the Sales Conversation.

3:30 p.m. - Afternoon Break and Light Refreshments

4:00 p.m. - AFTERNOON SESSION II

Stop Guessing Budgets. Start Charging More.

  • How to Uncover Your Clients' Budgets and Up-sell
  • Your Role as the CPO (Chief Pricing Officer)

Conclusion

5:00 p.m. - SUNSET NETWORKING AND COCKTAILS
Raise a glass, grab a bite, and mingle with new friends and old colleagues as the sun sets over the Pacific Ocean.

Wiredrive

Questions? Contact Gabi Morales at gabi.morales@promaxbda.org for more information.

CANCELLATION POLICY
Should you be unable to attend this event and desire a refund, we require notice of such in writing on or before 5PM PST, September 29, 2016. Cancellations made after this time will not be eligible for a refund but funds can be applied to a future event/conference. Should you wish to transfer your registration to another person within your same company, we require notice of such in writing, a minimum of 48 hours prior to the event.
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