Mastering Sales and Business Development with Nick Adams, CEO of Sense
In this episode, Amanda Rosevear speaks with Nick Adams, CEO of Sense, about the evolution of new business strategies in the experiential marketing sector. Nick shares insights from his extensive career, discussing the challenges agencies face in winning clients today, the importance of data in sales, and the shift towards more transactional relationships. Find out how Sense identifies their top prospects, the opportunities of collaborating with other agencies and the value of building genuine relationships in a fast-paced industry. 00:00 Introduction00:43 Meet Nick Adams, CEO of Sense01:09 Nick Adams' Career Journey03:22 Evolution of New Business Strategies06:08 Balancing Outbound and Inbound Marketing11:10 Challenges in Winning New Clients12:10 Specialising vs. Generalising in Brand Experience18:58 Importance of Data in New Business23:17 Impact of COVID on Client Relationships26:08 The Shift in Client Expectations27:14 The Importance of Chemistry in Client Relationships29:47 The Future of Relationship Building in Sales32:26 Adapting New Business Strategies34:00 Collaborations and Audience Segmentation38:30 Quickfire Questions with Nick43:30 Final Thoughts If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
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47:17
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47:17
Unlocking Sales Success with Industry Legend Steve Cox
In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry. Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context. Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants. 00:43 Meet the Legend: Steve Cox01:20 Steve Cox's Journey in Media03:58 Transition to Out-of-Home Advertising05:36 Challenges and Strategies for Smaller Media Owners09:06 The Five-Step Sales Process19:06 Common Mistakes in Media Sales22:55 Understanding Audience Behaviour23:41 Marketing to Brands and Agencies24:40 The Importance of Agency Relationships25:39 Targeting Small and Local Brands26:49 Effective Communication with Agencies31:30 The Value of Agility and Passion33:35 Quickfire Questions with Steve42:20 Final Thoughts If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
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44:54
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44:54
The Power of the Silver Pound - Insights from Boom Radio’s Sales Director, Dawn Le Men
General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Dawn Le Men, Sales Director at Boom Radio, to discover the importance of the ‘silver pound’ audience and how Boom Radio has gone from strength to strength in the radio industry. Dawn discusses her extensive career in media, including the transition from television to radio, and the unique challenges and successes of working in a start-up environment. Amanda and Dawn talk about the challenges of selling to brands, the impact of industry changes and the rise of AI. 00:00 Introduction and Background01:00 Career Journey in Media05:54 Transition to Radio and a Startup Environment11:51 Success of Boom Radio14:37 Understanding the Silver Pound Audience19:17 Challenges in Selling to Brands22:16 Navigating Industry Changes24:33 Memorable Wins and Lessons Learned29:02 Quickfire Questions and Personal InsightsIf you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
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35:22
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35:22
Building Community: The Success of Agency Hackers
Podcast host and General Manager of ALF Insight, Amanda Rosevear, speaks with Ian Harris, founder of Agency Hackers. Ian shares his journey from journalism to building a thriving membership community for independent agency leaders. He discusses the importance of truly understanding what people want, the challenges agencies face in growth and client acquisition, and the successful formula behind his events and why Ibiza has proved to be such a popular location. Amanda and Ian also discuss the importance of inclusivity in industry, leveraging LinkedIn for personal branding and business growth, and the value of authentic communication and relationship building in business development. 00:00 Introduction to Agency Hackers and Ian's Journey07:19 Building Community: The Success of Agency Hackers10:10 The Formula for Successful Events16:55 Challenges in Agency Growth and Client Acquisition23:19 Implementing Effective New Business Processes28:09 Inclusivity in Agency Leadership29:52 The Viral Success of Ibiza Events31:33 Navigating LinkedIn for Business Growth36:00 The Balance of Personal Branding41:09 Effective Communication in Business Development46:17 The Importance of Relationship Building If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
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42:29
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42:29
Unlocking Agency Growth with Laura Vipond from Ogilvy
In this episode, host and General Manager of ALF Insight, Amanda Rosevear, chats to Laura Vipond, Chief Growth Officer at Ogilvy. They discuss Laura's career journey, the importance of new business culture, and the strategies Ogilvy employs for agency growth. Laura shares her knowledge of how best to understand client needs, the evolving pitch process, and why she promotes the Positive Pitch Pledge, aimed at improving the pitching experience for both agencies and clients. The conversation also touches on the importance of emotional intelligence in business development and the long-term strategies for building client relationships. Plus, Laura answers the OnBD Quickfire Questions revealing which animated movie title best describes her career. 00:00 Introduction to Laura Vipond and Her Career Journey03:53 Understanding Agency Growth Models08:13 The Importance of New Business Culture11:06 Ogilvy's New Business Strategy15:02 Identifying and Filling the Pipeline18:47 The Long Game: Asparagus Growth Strategy21:12 Evolving Pitch Processes and Client Expectations27:04 The Positive Pitch Pledge32:50 Quickfire Questions and Key Takeaways If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
Are you ready to level up your sales game? Welcome to OnBD with ALF, the podcast that brings you the best advice and success stories from industry leaders in media and advertising. Each episode, we tackle the challenges of new business to help you elevate your own sales strategy. If you're in business development and looking to sharpen your sales techniques, discover actionable insights, and stay ahead of the competition, you're in the right place. If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.
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