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You're running sales meetings every week, and your pipeline still can't predict what will close.

Randy Schwantz breaks down why the three formats most agencies default to (the town hall, the pipeline review, the book club) produce exactly zero revenue, and walks through the hot seat model: 45 minutes, one producer, one target account, where they define, defend, and develop specific wedges against the incumbent holding that account.

One Cincinnati agency ran this process for six months and their producers started winning accounts they'd been circling for years. If your producers walk into prospect meetings without knowing exactly where the incumbent is underserving that account, they're not competing. Listen now.

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

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