Word on the Street

On today’s Word on the Street episode, Katie speaks to Guy Edwards, Founder of Blackbird Agency.
 
Guy is a salesperson and trainer with 16 years of experience, a good proportion of that working on agency propositions, Guy is passionate about outbound sales.
By his own admission, he is wildly impatient and as a result developed a sales process that whilst supporting the prospect's decision, both qualifies their value to the salesperson and moves them through the process to close quickly.
Guy started in a clients services role many years ago but soon realised that sales was his "jam" and never looked back.
If he was to sum it up - "Sales is at its core asking the right questions and then actually listening to the answers".
 
Guy trains business owners, sales professionals and teams alike across the UK.
In his spare time, he is a passionate outdoorsman, fly fisherman, father to his son George and more than a bit fond of good food and wine.
He strongly believes that salespeople need to train and keep their skills sharp. They are the beating heart of any business.

In this episode you will hear: 

• How to get better results with Guy’s sales processes
• Psychological processes behind selling
• The benefits of cold calling 
• Guy’s approach to sales training

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Guy Edwards: https://www.linkedin.com/in/guy-edwards-blackbird-agency/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

On August’s edition of The New World of New Biz, Katie Street was joined by Amber Campbell - Principal Consultant at Boost Awards - The Business Awards Experts, and Ben Jaffé - Head of Strategy at FCB INFERNO -  One of the world’s leading creative agencies, to share their insight on how to win more new business with agency awards.

In this episode you will hear: 

• How to identify what awards to enter
• Best practice when entering
• How to win more new business with awards
• What other benefits do awards bring to your agency 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Ben Jaffé: https://www.linkedin.com/in/ben-jaff%C3%A9-87b3402/

Amber Campbell: https://www.linkedin.com/company/boostawards/

We’d like to know what awards you enter or which ones are most popular so we’ve developed a quick little survey for you to fill out – check it out here.

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

On today’s Word on the Street episode, Katie speaks to Nancy Duncan, freelance pitch specialist and creative and strategic consultant, with over 15 years of international experience producing and winning a wide range of pitches.

Nancy has led a range of international pitches & projects including interactive experiences, digital installations, streaming channels, product launches, brand experiences, and large-scale public events. She has delivered over 100 creative pitches for agencies with an 80%-win ratio. Her services include Pitch Power Hours, Pitch Director, Pitch Consultancy, and Business planning.
Her diverse experience includes strategic problem solving, business planning, brand marketing, creative strategy, ideation & development, and stakeholder management. She’s passionate and fascinated by innovation, trends, technology, philosophy, culture, and storytelling.

In this episode you will hear: 

• What makes a good pitch process 
• Winning pitches 
• Competitive advantages 
• Relationships with prospects 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Nancy Duncan: https://www.linkedin.com/in/nancyduncan3/

Pitch power hour: https://lnkd.in/gvuqnQp

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

On today’s episode of Word on the Street, Katie speaks to good friend and major influencer in our network Stephen Knight, CEO & Founder of Pimento - the UK’s leading independent marketing & communications network, Chairman at Ultimate Travel Club, Joint Founder of Now Next Why, Entrepreneur, NED, Trustee and Consultant.

A former Advertising Executive, Brand & Marketing Director and CMO with 30 years sales and marketing experience. Stephen has held a variety of positions at major international agencies including Bates Dorland, Lowe Howard-Spink and WCRS. Five years with the Walt Disney Company latterly as Senior Vice-President of Marketing and Brand Management for Europe, Middle East and Africa.

In 2003, he joined Creata, a global promotions agency, as their European MD where amongst other things he oversaw the McDonalds, Ferrari and Kellogg’s accounts. Having worked successfully above and below the line, client and agency side, he felt it was time to do his own thing and founded Pimento in 2005, Europe’s largest virtual agency. From 2013-2016 Stephen extended his role at Pimento with interim contracts at SSE as Head of Brand, Marketing and CMO. In addition to his responsibilities at Pimento he is a NED of Ebico, a non-for-profit energy company.

In this episode you will hear: 

• Inflation, recession, and uncertainty 
• Understanding how to support your clients 
• How to survive as an agency over the next 5 years
• The secrets to success 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Stephen Knight: https://www.linkedin.com/in/stephen-knight-uk/

UK Independent Agencies Conference 2022: https://pimento.co.uk/ukindieagencyconf/

How to ride out the recession storm: https://pimento.co.uk/how-to-ride-out-the-recession-storm/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

Find out on today’s episode of Word on the Street, WTF a Campaign Success Manager is and meet Claudia Pharoah and Katie De La Cruz who can tell you all about it as they celebrate their 2 year anniversary with Street Agency.

Both have been recognised on the BD100 and Claudia was shortlisted for The Alf Awards 2022 Rising Star Award. They live and breathe agency new business and marketing and are passionate about connecting brands with the agencies they need to succeed.

Claudia and Katie are responsible for leading client campaigns and new business outreach on a daily basis. Their responsibilities include the creation and running of campaigns, testing, learning and continually working to improve their effectiveness in driving conversations and booking their agencies qualified meetings with major brands, which to date include American Golf, Barclays Bank, Boots, Champneys, Disney, Fortnum & Mason, Hasbro, SEGA and Twitch.

Claudia and Katie joined us nearly 2 years ago and have made the role what it is today. They are a core part of the Street family - but they come from very different business backgrounds.

The majority of Claudia’s career has been agency-side, including at a UX Research agency where she led marketing, new business, and client experience, and before that at CuCo Creative, a creative branding agency where she led the marketing and new business process, as well as being the Account Manager for the agency’s largest client accounts, including working on P&G, Nickelodeon & Experian.

Katie is known to the team and clients simply as DLC she joined us from a client-side role at LV= where she spent the latter half of her career creating and delivering customer-facing communication, that despite regulation just made sense! Before then DLC used to run a number of pubs in Central and Greater London.

In this episode you will hear: 

• What makes a great client 
• Networking and celebrating 
• Exciting opportunities with brands 
• Reflecting on biggest achievements and mistakes 

Links & references

Katie De La Cruz: https://www.linkedin.com/in/katie-delacruz/

Claudia Pharoah: https://www.linkedin.com/in/claudia-elizabeth-pharoah/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

On today’s episode of Word on the Street, we bring you a shorter episode where Katie speaks to Kate Hutchinson, Founder & Managing Director of the award-winning events agency The Secret Event Service - An event management and consultancy business that specialises in the engagement and experience of event attendees through virtual and live events.

Kate founded SES 18 months before the pandemic began, which ultimately changed the future of the company, as what they were first born to do became temporarily illegal. Adapting quickly to the changing marketplace, Kate and Team SES developed their skillsets to the world of virtual and hybrid event delivery and are now one of the leading agencies in the Hybrid event delivery market. Kate works with global clients on a whole range of events and platform solutions and has recently been awarded the ‘Emerging Entrepreneur’ Award at the Northern Leadership Awards as well as making it onto the events industry initiative Tomorrow’s Talent list for 2021.

In this episode you will hear: 

• In-person vs virtual events 
• Event protocols and best practices 
• Pre and post-event must-dos 
• How to create a great new business event 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Kate Hutchinson: https://www.linkedin.com/in/kate-hutchinson-9b7757a0/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

On July’s edition of The New World of New Biz, Katie Street was joined by Cat Agostinho, Co-Founder of Imagen Insights, Tom Carter, Managing Partner of Operations at newly formed Creative CX agency, krow.x, and Alex Chatterton, Marketplace Business Development Manager at B&Q to share their insights on why building relationships is the solution to your sales problem.

In this episode you will hear: 

• Utilising social and digital channels to build your networking opportunities
• Nurture your relationships more effectively using digital & physical touchpoints
• Showing up and networking in person
• Increasing your referrals and recommendations

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Cat Agostinho: https://www.linkedin.com/in/cat-agostinho/

Tom Carter: https://www.linkedin.com/in/tomrcarter/

Alex Chatterton: https://www.linkedin.com/in/alexchatterton/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

On today’s episode of Word on the Street, Katie speaks to Laura Holme, Founder and MD of Ballyhoo Coaching & Consulting - A new business & marketing consultancy offering specialist support to communications agencies from: One-off consultancy projects, to a fixed-term contract with a flexible number of days per week or month, including maternity cover.

Laura has been in the advertising sector in the UK for over 30 years, 10 in Client Services, and the past 20+ years of those heading up new business and marketing working for a range of agencies across the communications mix including CDP, Wunderman, Proximity, FCB, mcgarrybowen and Publicis. She is the founder and MD of Ballyhoo Coaching & Consulting working for communications agencies driving their growth and marketing programmes, and coaching and mentoring individuals and teams, as well as working for clients managing their agency search & selection process.

Laura is also a Lecturer at the Business School for the Creative Industries at UCA (University for the Creative Arts) and a Course Lead on the MA/MSc Global Marketing & Communications programme.

In this episode you will hear: 

• The biggest challenges agencies have and how to overcome them
• The importance of collaboration between sales and marketing
• The psychology behind pitching and decision making 
• Creating client advocacy 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/
Laura Holme: https://www.linkedin.com/in/lauraholme/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

How you can improve your sales and new business tactics, with Pagogh Cho, Chief Strategy Officer at Adcetera S6 Ep26.

On today’s episode of Word on the Street, Katie speaks to Pagogh Cho, Chief Strategy Officer at Adcetera - A full-service digital marketing, advertising, and creative agency specialising in omnichannel content development and digital media.

A self-described accidental creative, Pagogh has worked client-side in product marketing, digital transformation, and sales enablement roles before joining the world of advertising and marketing. With an eye for aligning creative with brand strategy and business objectives, Pagogh ensures that Adcetera’s clients receive thoughtful, intentional, and exciting work. Pagogh plays a fundamental role in the development of growth opportunities for Adcetera as well as leading company innovations that range from new product development to service-line expansions.

Prior to Adcetera, Pagogh has worked in a variety of product, marketing, and innovation roles for the University of Texas Medical School, EATON, BMC Software, and HP. Pagogh holds an MBA and a bachelor’s degree in business administration.

In this episode you will hear: 

• Trends and shifts in the agency world
• How to respond to your audience's wants and needs 
• Sales and new business tactics you should be using  
• Differences in the US market 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/
Pagogh Cho: https://www.linkedin.com/in/pagogh/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

On June’s edition of The New World of New Biz, Katie Street was joined by Andy Lambert - Senior Manager of Product Marketing at Adobe, Ed Knights - Head of New Business & Marketing at Born Social, and Dan Knowlton - Co-Founder & CMO at Knowlton, to share their insight on how to create more inbound leads with the power of social media. 

In this episode you will hear: 

• Best practices for social strategy
• The biggest social media mistakes & how to avoid them
• How to create valuable content
• What content creating tools can you use to be more efficient 

Links & references

Katie Street: https://www.linkedin.com/in/katiestreet/

Andy Lambert: https://www.linkedin.com/in/andycontentcal/

Ed Knights: https://www.linkedin.com/in/edwardknights/

Dan Knowlton: https://www.linkedin.com/in/danielknowlton1/

How to step up your social media strategy to drive new business blog post: https://street.agency/news-views/how-to-step-up-your-social-media-strategy-to-drive-new-business/

Our Sponsor

Series 6 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships, and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.