To be fully successful in the agency business, you must have an attuned ear. It sounds simple. It isn't. There are several distinct modes of listening that agency people ...

Every agency has felt it. The prospect who stops listening mid-presentation. The energy draining out of the room. The polite but unmistakable signal that the meeting is over before it ...

Upselling is probably the most logical, easy way to grow agency profits. Account people know it is quicker and simpler to develop more business within existing accounts than to win ...

The traditional notion of an account executive was that of someone ordered around by the client and disdained by the agency creative. Or, they were the ones living large on ...

Now and then, I see an agency question on the Second Wind Forums that gives me pause. For instance, one agency asked for help assembling “average creative prices” for her ...

Well, SELL, like, literally is, by the law of the letter, four letters long, but figuratively, it’s just the opposite. In my mind, “like” has become a four-letter word ...