babby816 profile picture
babby816 profile picture

babby816

Sales Manager

Contributor
Fire Starter
Personal Narrative
+1

Marketing Agency Sales

Who here sells marketing, but only to marketing agencies for their clients?


-Differences between direct clients, and agencies in your opinion

-Is driving/uncovering urgency still important when dealing with the agency, or do you trust they have it covered with the client?

-Other observations between the two. Pros/cons, etc.


I recently transitioned from being a sales manager on our direct client team, to our agency team.

🏷 Advertising
🤓 Sales Tech
😎 Sales Skills
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4 comments

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hh456
Celebrated Contributor
1
sales
Products. You’re selling a product, right?
If you’re giving them a tool, make sure they can white label it, mask it and mark it up. Empower them to sell downstream to their clients with your dashboard or ppc script or whatever.
Marketing agencies have the worst over inflated senses of self importance of ANY industry in business. Make sure you can inflate their egos during the sales process. Don’t make them feel like they don’t need you.
SmashAndGrab
Fire Starter
0
AE
Ok so… here’s my 2 cents. I sell a Saas product.
Agencies are fundamentally more ‘hand to mouth’ than clients. So they will think more in short term gain/roi, and you have to be prepared to be more flexible with billing etc (monthly vs annual). Additionally, this can translate into the agency being pretty stingy if they can’t see the value , but that’s our job AmIRight?!?! I think having Coaches within the agency, friendly people who get what you are trying to achieve and will sense check what you are selling, is essential to success here
Having said that, depending on what you are selling, you are likely to get to be working with some smart people who understand crucial challenges and will accelerate/ focus deals for you. Agency folk are a bit mad but also smart, knowledgeable people.
Also, agencies do have access to serious cash. If you can uncover pain/ use cases that will solve major headaches or create new revenue, they will find the money. So have faith, persevere and aim big! Gold in them hills
Diablo
Politicker
0
Sr. AE
I sold to Marketing agency for a few months and my products absolute made sense for them. They are too stingy, decision making is long, they evaluate 1000s competitors but if you are able to communicate the value, you get great output on a long term. 

Just that you give them more to get more.
SaaSData
Catalyst
0
VP of SaaS & Unit Economics 🏴‍☠️
See my thread on Trigger Alerts.

Here's what I would do.

Monitor all your customers with SEO, Website, Page Experience.

The second one of those things dips, start attacking the people with messages showing them the data and why they need your Agency.

There is a section called B2B Alerts, lots of them are in there.

I know this works REALLY well for Marketing Agency Sales.

Also, what helps is to find people who miss the installation of Google Analytics or Facebook Analytics.  Even LinkedIn Analytics and can't install the pixel.

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