Have you been tempted to give new clients a “first-time” discount, to close the deal and get the cash at…
Sales Management
Latest Articles By Karl Sakas
Are you tired of dealing with constant client emergencies at your agency? After my latest INBOUND talk—on handling difficult clients—an…
Karl Sakas October 2, 2020
Customer Experience
Wondering how to approach scoping at your agency? It’s an important decision—especially around choosing which team members lead the custom…
Karl Sakas September 5, 2020
Strategy
During Executive Coaching, an agency owner asked me about whether to require vendor references if a prospect wants client references:…
Karl Sakas August 15, 2020
Sales Management
Agency owners frequently ask me for advice on agency structure and roles, including how to change team structure as they…
Karl Sakas August 7, 2020
Strategy
An agency owner asked me: “What percentage of agency revenue should go directly to the selling process?” As a benchmark,…
Karl Sakas July 27, 2020
Sales Management
As an agency leader, you face an inevitable reality: 100% of your employees will eventually leave you, whether voluntarily or…
Karl Sakas July 17, 2020
Business Articles
Wondering what’s normal or typical to pay in agency referral fees? Seeking to grow his revenue, an agency owner asked…
Karl Sakas July 10, 2020
Sales Management
How much should agencies spend on their own self-marketing? It depends… You can calculate cost of marketing as a percentage…
Karl Sakas July 3, 2020
Marketing
How might COVID-19 impact remote work on a long-term basis? Eventually, your agency can work without [most of] today’s interruptions.…
Karl Sakas June 5, 2020
Strategy
While everyone’s distracted and scared during the COVID-19 pandemic, should you stop selling at your agency? No, don’t stop selling—because…
Karl Sakas April 6, 2020
Sales Management
Should you involve your agency’s project managers in the sales process? Yes, definitely! For most agencies, the hard part is…
Karl Sakas March 15, 2020
Sales Management
Wondering what to do about coronavirus at your agency? No one knows for sure—but here’s what I’m thinking about in…
Karl Sakas March 13, 2020
Strategy
You know you need sales leads. But you probably don’t want to run the lead-gen process yourself, and you know…
Karl Sakas March 8, 2020
Marketing
What if someone at your agency were constantly focused on making things run smoothly and profitably? You already have that…
Karl Sakas February 29, 2020
Strategy
A coaching client wrote: “I’ve always seen project managers as glorified babysitters. Why do agency employees need a ‘professional babysitter’…
Karl Sakas February 17, 2020
Leadership