A Salesperson Won't Save You | Subject to Change - Episode 2
OTTESU
53:45
At some point, every agency owner decides it's time to get serious about new business.
The pipeline's gone quiet, referrals have plateaued, and the founder's doing all the selling on top of everything else.
So the fix seems obvious: Hire an experienced salesperson with a fat black book, and let the leads roll in.
If only.
In agencies, that hire almost never works out that way.
Sam's watched the same story play out more than a dozen times - a $150-170k senior sales hire, 12-18 months of waiting, and somewhere between $200-250k gone once you count recruitment and exit costs. All without getting further ahead - and before considering the opportunity cost.
Which is why a salesperson won't save you.
In this second episode of Subject To Change - a live monthly series on the hard decisions agencies are making to move ahead - Sam Wood & Alex James get into why the expensive sales hire keeps failing, and what actually builds new business instead.
Speakers
Sam Wood
Founder @ OTTESU
Sam Wood GAICD is the founder of OTTESU, a consultancy working with independent agencies across Australia on strategy, operations, and governance. He spent more than a decade running and growing agencies, including serving as CEO and co-owner, and now advises dozens of agency founders while also contributing at board level, including with Aruga and Kidsafe NSW. Sam combines hands-on commercial experience with formal governance training to help agency leaders make better decisions and build more resilient businesses.
Alex James
Messaging Strategist @ Minimalist Marketing Co
Alex James is the founder of Minimalist Marketing Co, which helps agencies & consultancies discover their differentiation, express it through a sharp perspective, and use it to attract & close new clients.
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A Salesperson Won't Save You | Subject to Change - Episode 2
53:45