Most freelancers and agency owners assume a revenue dip is a lead problem. Alan Thomas runs Revpact, where he helps agency founders fix their sales process instead, and after a decade selling at Twitter and Time Doctor he's seen the same misdiagnosis 9 times out of 10.
In this episode we get into how to tell a conversion problem from a lead problem, the three-call process that stops proposals getting ghosted, and where AI SDRs actually earn their keep.
Timestamps
- [00:03] The number one thing agencies get wrong about sales
- [00:07] The close rate that flags a conversion problem
- [00:11] Building a pipeline you can actually diagnose
- [00:16] Why one-call closing kills premium deals
- [00:19] The three-call process that stops the ghosting
- [00:27] Why you wait a few days between calls
- [00:29] Why a presentation deck beats just talking
- [00:39] Where AI SDRs actually work
- [00:46] Why cold calling is the current opening
Key links
- Revpact - Alan's agency sales consulting business
- Revpact newsletter - weekly sales content for agency owners
- Alan on LinkedIn
- Alan's YouTube channel
Benjamin Boman
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