Across the Pond: The Hidden Value of Lapsed Clients - Strategies for Re-engagement

Across the Pond: Q&A from our Audience - under pressure and under 25mins!

In this last episode of Season 2, hosts Steve Henke and Paul Griffiths answer audience questions on sales tips, client management, the value of websites and CRMs, differentiating from competitors, and the role of podcasts in marketing. They share practical insights and strategies for insights agencies looking to grow and improve their client relationships. Keywords sales tips, client management, website importance, CRM value, competitive differentiation, podcast marketing, agency growth, client relationships, key account planning, marketing strategies Key topics Sales tips for agencies Client key account planning Role of websites and LinkedIn in credibility CRM systems for sales efficiency Differentiating in competitive markets Podcasting as a marketing tool Sound bites "Use transcripts and AI to summarize calls." "Never talk bad about competitors." "Prove what you say with evidence." Chapters 00:00 Introduction and Season Finale Overview 01:10 Top Sales Tips for Sellers 03:52 Key Account Planning Process 07:51 The Importance of Company Websites 10:14 Value of CRM Systems in Sales 15:00 Differentiating from Competitors 17:56 Role of Podcasts in Marketing

Across the Pond: Mastering proposal writing to increase win-rates

In the episode Steve (Harpeth Marketing) and Paul (Client Advocates) give ideas and inspiration for how market research and insight leaders can improve and finesse their proposals, so that they increase their win-rates. Paul and Steve talk about how to most effectively structure a proposal, what can be done with the way you communicate with clients to make them more likely to commission you, what pricing strategies can be used, and how to follow up and close the deals.

Across the Pond: How to use AI to unlock Sales and Marketing - Practical Strategies for Insight Agencies

In this episode, Steve and Paul explore how commercial leaders and their teams in market research and insight agencies can leverage AI tools to enhance their marketing and sales processes and workflows. From content creation to client engagement, to proposal writing. We share practical tips, real-world examples, and easily applied ways to integrate AI into everyday commercial activities your agency will be doing, to boost efficiency and effectiveness. Key topics * Using AI for content repurposing and creation * AI for sales process enhancement and proposal critique * AI for prospect research and account management * Integrating AI tools into existing workflows * Practical tips for leveraging AI in marketing and sales Chapters 00:00 Introduction to AI in Sales and Marketing 02:57 Using AI for Marketing Content Creation 05:41 AI as a Brainstorming Tool 08:22 Enhancing Sales Processes with AI 10:54 AI in Proposal Writing and Critique 13:34 AI for Account Management and Client Engagement 16:22 Exploring AI Tools for Sales 18:54 Conclusion: Embracing AI in Business

Across the Pond: The Hidden Value of Lapsed Clients - Strategies for Re-engagement

In this episode, Steve and Paul explore the importance of re-engaging with lapsed clients, talk about strategies to reconnect, and give their advice on how to leverage ongoing relationships for business growth, if you have commercial responsibility in an insight agency. They give practical tips on maintaining contact, sharing value, and turning past clients into future opportunities. Topics include: * The true value of lapsed clients * Common reasons for client disengagement * Strategies for reconnecting with past clients * The importance of ongoing communication and value sharing * Building a purposeful and strategic re-engagement plan Chapters 00:00 Introduction and episode overview 01:01 Why businesses hesitate to re-engage with lapsed clients 02:09 The importance of ongoing communication and visibility 03:02 Reframing the term 'lapsed clients' and maintaining relationships 04:02 The role of sales and marketing systems in client retention 05:21 Identifying and targeting lapsed clients using data 06:40 Purposeful outreach and relationship ownership 08:22 The power of revisiting past clients' new opportunities 09:25 Effective ways to reconnect: conferences, social media, and direct outreach 11:22 Authentic and transparent communication strategies 13:11 Sharing new insights and value-added content 15:54 Leveraging content and thought leadership for re-engagement 17:53 The importance of persistent, non-intrusive follow-up 19:15 Final thoughts: take action and try reconnecting

Across the Pond: Miami Nice! Observations from the CEO Summit

In this episode, Steve Henke and Paul Griffiths discuss their experiences and key takeaways from the recent CEO Summit in Miami. They explore the importance of networking, the impact of AI on business decision-making, the role of synthetic data in the insights industry, and the value of in-person events for building relationships. The conversation highlights the evolving landscape of insights agencies and the need for transformation in response to technological advancements. Takeaways The CEO Summit fosters authentic connections among business leaders. Networking is a key component of the event's success. AI was a major topic of discussion, emphasizing its role in decision-making. Presentations highlighted the transformative power of insights in organizations. Synthetic data is becoming an accepted part of the insights landscape. In-person events provide unparalleled opportunities for relationship building. The insights industry is rapidly evolving due to technological advancements. Agencies must adapt to remain relevant in a changing market. The importance of transparency and openness in discussions was emphasized. Future episodes may explore AI's impact on agency operations. Chapters 00:00 Introduction to the CEO Summit Insights 02:39 Networking and Authentic Connections 05:23 Key Presentations and AI Discussions 07:56 The Role of Synthetic Data in Insights 10:35 The Future of Insights and AI Integration 13:07 The Value of In-Person Events 15:58 Conclusion and Final Thoughts Keywords CEO Summit, insights agency, networking, AI, synthetic data, in-person events, business transformation, insights industry, growth strategies, market research