It doesn’t help that “creativity” is tough to sell, particularly if your small business development staff doesn’t share a creative background. Agencies hardly ever have the organizational setup for a traditional B2B gross sales course of.

They’re too pleased to chase down straightforward-to-get leads instead of ready for those fat contracts that take 6-12 months to close. The former takes a query in your website; the latter requires in depth, consistent business development. Like all companies, companies need a steady stream of purchasers to keep growing. And for that, you want the right company business development instruments.

The skills that …