Starting with proposition, we’ll look at ways to simplify and sharpen how you talk about your agency, before moving on to targeting and how to identify the right sectors and companies to be speaking to. Next we’ll discuss the type of research you should conduct in order to better understand your targets and make your approaches to them more relevant. We'll then go through the ins and outs of making cold calls and sending cold emails to the senior decision makers you want to be working with. Lastly, we’ll examine ways you can create a new business process for your team, as we make developing a pipeline and nurturing leads both measurable and motivating.