‘The Secret to Growing Your Client Accounts by 4X’ – HubSpot
Jami Oetting says, “More, more, and more.
It’s the rally cry of new business professionals: more, more, and more clients.
But as you know, more isn’t always better.
When Jeremy King joined Element Three as the vice president of revenue, he was joining an agency that has a strong salesperson who is also the founder and president. This is unusual in the agency business: Most owners are more skilled in the marketing or creative side as that expertise is the driver of going out on their own. King and founder Tiffany Sauder — forces combined — “broke the agency,” as King called it. They sold a ton of smaller retainers to all types of clients.
This approach wasn’t healthy for the agency. Things started to slip and fall apart. Staff was split between working too many different accounts, and they joked that King needed to stop selling“.
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