If sales are slow, look here

Good marketing drives more sales.

Period.

Here's what I mean.

Let's say that your target vertical has 10,000 businesses.

According to research, 5% of them are actively shopping for a new agency.

10,000 x 5% = 500 sales opportunities

Wouldn't you like to get every one of those in front of your sales team?

Of course!

Be honest...what are the chances that all or most of them will...

1/ Think of your agency because you're top of mind?

2/ Add you to a short list of agencies to vet further?

3/ Book a sales appointment?

Here's the thing...

If your sales team isn't getting enough at-bats, it's time to re-examine your marketing plan.

Frequently Asked Questions

How many businesses in a target vertical are typically actively shopping for a new agency?

Around 5%, based on research. In a vertical with 10,000 businesses, that translates to about 500 real sales opportunities available at any given time.

What determines whether an agency captures those active opportunities?

Whether the agency is top of mind, gets added to a shortlist for further vetting, and actually gets a sales appointment booked. All three depend directly on the strength of marketing, not just sales effort.

Why would a sales team not be getting enough opportunities even if the market has demand?

Because marketing isn't effectively capturing that available 5%. If prospects aren't thinking of the agency, shortlisting it, or booking appointments, the gap is in marketing visibility, not necessarily the sales process itself.

What's the actual test for whether marketing is working?

Whether it's realistically getting the agency in front of, and remembered by, the businesses actively shopping. Honest evaluation of that likelihood reveals whether marketing needs re-examining.

What should happen if sales isn't getting enough "at-bats"?

The marketing plan needs to be re-examined. A shortage of qualified opportunities reaching sales usually traces back to marketing not effectively capturing the businesses that are already actively looking.