Tues 23rd March, 10:30-12:00

As creatives we sometimes shy away from selling, but in order to survive, we must close. A pipeline of opportunities is worthless unless you are able to push them over the final hurdle; and we all know how frustrating coming a close second is.

Due to the pandemic, the length of time it takes to close a deal has increased dramatically. Buyers are nervous and this makes closing even more difficult. However, the same principles apply; you just need to brush up on your technique. This fast-paced, practical and interactive session will leave you armed with the skills you need to sell and close deals easily, authentically, and painlessly. Bring your real life examples or live deals that you are trying to close as we work on genuine scenarios and you leave equipped for success.

This workshop covers

  • Mindset and conduct

    Making the mental shift to embrace the role of the salesperson.

  • Qualifying and questioning techniques

    Getting to the right place with the right people.

  • Negotiation and nurturing

    Navigating the conversation around the business exchange.

  • Research and preparation

    Identifying the key influencers and decision makers and targeting effectively.

  • The art of conversation

    Influencing the audience and creating belief.

  • Selling and closing online

    The proven techniques and methods to close the deal.

You will gain

  • A fresh approach to closing new business.

  • Improved processes that you can take back to your business.

  • Increased confidence and a new-found love of selling....

  • Practical tips and techniques to give you the edge over competitors.

Meet your trainer

Adam Graham

Adam is a creative, commercially focused new business and marketing specialist, driven by a desire to help agencies stand out and grow by building reputable brands. He has honed his craft over the last fifteen years, working in new business consultancies and in-house for RAPP, Vizeum, Isobar as well as agency networks Omnicom and Dentsu Aegis. Experienced in brand building, marketing and sales pipeline development, as well as running hundreds of successful multi-million-pound pitches, he strongly believes that business owners need to be braver and more honest to create authentic and differentiating brand stories, so that they can attract the right, long-term clients. This belief, coupled with a more scientific approach to new business, gives business owners the confidence and rigour they require to succeed. Adam now runs Gray Matters, a strategic business development agency for agencies, whose mission is to change the perception of sales in our industry and help people learn to love it.

Keen to get all the new business know-how under your belt?

This workshop is the second in a five-part monthly training track on new business. Book the full course of five for discounted rates.

Pricing options

DBA members receive a discount off the standard price. To talk to us about joining the DBA, email membership@dba.org.uk. Prices include VAT. If you're buying from outside the UK please select the price without VAT.

Previous feedback for Adam

We reached out to Adam to help us with our positioning as an agency, as well as refining our new business and marketing plans for 2020. We were immediately impressed by Adam's ability to constructively analyse where we were and what we could tweak in order to position us in a place we were happy with, then help sculpt our new business and marketing plans to reflect this new positioning.

Vicki Young, Founder, Nalla