New Business for Agencies.
Sales Schema is a fractional new business team for enterprise-focused marketing agencies.
As heard on:
When it comes to new business, most agencies are reactive.
90% of agencies describe referrals as their main source of new business. (source: Hubspot)
Why being reactive is the path to failure…
1. Instability. 2. Pressure to take on bad clients. 3. Inability to plan effectively.
Why referral and RFP volume is shrinking…1. Competition.120,000+ marketing service companies in US (source: Agency Spotter). 2. In-housing. With technology and the freelance economy, brands are in-housing marketing services more than ever. 3. Churn. Brands are seeking constant optionality with providers.
Getting proactive about new business is worth it. When agencies focus their energy and engage their markets directly, they succeed.
A few more relationships each month –> A few more clients each year –> Millions in additional lifetime revenue –> New and compelling work –> More referrals –> Stability and predictability.
But getting proactive is HARD… The four most-common mistakes.
1. The Lone Wolf New Business Approach. One person handles all aspects of new business process, plus a million other things. They get busy, and the train gets thrown off the tracks.
2. Hiring a lead generation company. No meetings, or worse, bad meetings, and resources wasted. 3. Endless content creation. Instead of directly engaging their market, the agency writes whitepapers and decks.
4. Surviving on the last project. The agency stays perpetually busy so they never have to make the decision to get proactive.
Plus, building an effective demand generation team is expensive and risky…
It requires the right division of duties, just like your fulfillment team. Conservative budget to build demand-generation team in-house:1. BDR and/or Appointment-Setter: $50,000 per year 2. B2B Strategist and Copywriter: $60,000 per year 3. Data: $9,000 per year 4. Technical support: $20,000 per year5. Software: $6,000 per year6. Training: $25,000 per year Total: $170,000 per year + lots of trial and error.
How much faster will you move when you have the right team in your corner?
Methodology.
Vertical Specialization.Enter your market as a thought leader, instead of an outsider, so that you can get a “yes” to the big meeting with an enterprise CMO instead of a cold shoulder.
Agency-Focused Team.Stop relying on Lone Wolves and mixed-role salespeople, and 10X your results with a three-person, US-based dedicated team.
Influence for Agencies.We put agencies in touch with niche publications and podcasts, marketing thought leadership opportunities, and referrals partners so they can generate a long-term, evergreen engine for new business.
Case Studies.
Marketing Verticals we serve include…
Testimonials
Juliana MarulandaFounder and CEO, ScaleTime
Mike GundersonPresident, Gunderson Direct
Home of…
Latest Episodes.
Leadership Team.
Dan EnglanderCEO and Founder
Dan founded Sales Schema in 2014 to help marketing service companies reach new heights by aggressively focusing on new business. Previously he was the first employee business development lead at IdeaRocket, and before that, Account Coordinator at DXagency. He’s the author of Mastering Account Management and The B2B Sales Blueprint. In his spare time he enjoys developing new and exciting aches and pains via Brazilian Jiu-Jitsu.
Michelle BrownSenior Account Manager
As Account Manager, Michelle is the main point person in charge of client success and converting leads to meaningful opportunities. Previously she was Director of Marketing and Sales at Tasora Books, and Senior Account Executive at Mill City Press. Michelle enjoys leading indoor cycling classes and asking to pet and hug strangers’ dogs.
Nate WrightLead StrategistAs our B2B copywriting extraordinaire, Nate crafts targeted messaging four outreach campaigns. Over the course of more than a decade, Nate served in sales and marketing roles across industries like construction, brewing, and technology. Residing in Carlsbad, California, Nate blogs at UnapologeticallyHuman.com.
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Let’s talk.
Fill out the form below and our team will reach out to find time for a free consultation.
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Sales Schema were able to drive quite a few qualified leads into our sales process. From that we were able to close very large pieces of business, from which we’re able to see long term lifetime value.”
Sales Schema, LLC438A Lexington Ave.Brooklyn, NY 11221
Accounts@SalesSchema.comoffice: 212-537-4039
Agency New Business
