2Bobs—with David C. Baker and Blair Enns A DIY New Business System
Jul 16, 2025
Discover how creative agencies can build a sustainable sales system rather than relying on individual talents. The discussion emphasizes the balance of strategic hiring and the importance of using technology effectively, like integrating CRM systems. Learn about defining roles within the sales team to boost efficiency and the vital role of measurement in driving business success. The hosts share key steps for creating a robust business strategy, focusing on client goals and readiness for leadership.
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Invest in a Sales System
- Invest in building a sales system instead of relying solely on individual salespeople.
- Owning the sales system ensures continuity even when salespeople change or leave.
Define Clients and Sales Goals
- Define your ideal client profile and establish strict qualification criteria before meetings.
- Set sales goals beyond revenue, including client type and minimum revenue per client to avoid too many small clients.
Choosing a Sales Model
- Sales models vary widely from Rainmaker to inbound content-led selling; most firms blend multiple models.
- Choosing or blending models should align with your firm's personality, assets, and marketing area.
