Shane P Mahi's videos and podcasts

Aurelien Mottier will not sign a client until he h...

Your best inbound rep will lose you the enterprise...

An outbound meeting is built on a hypothesis about...

Everyone else sold cheap and sold volume. memoryBl...

A rep resigns. You have the client call that after...

Your rep messes up. Go to the client before they f...

Everyone wants the 6 pack. Nobody wants the gym at...

memoryBlue went from a 15% close rate to 40%. Not ...

Services, I could sell on my word.

Most agencies dial to book meetings. That's the wrong target.

The lead gen industry didn't get a bad reputation by accident. It got one by selling the wrong thing for twenty years.

I got the qualification rate wrong for longer than I should have.

Had a call with an SEO guy last week who does a lot of work with SaaS companies.

All month I've said the same thing in different ways:

"We already have reporting."

People ask why I'm so obsessed with proof. Now you know.

Let me make this as simple as I can.

This isn't for every agency.

Agencies are scared of transparency. They've got it backwards.

Redemption isn't a moment. It's a boring, daily, unglamorous grind. Nobody claps for it.

Imagine opening one screen before your client call.

The most painful churn isn't when you did a bad job.

Here's the report most agencies send:

The turn didn't come from a business book.

Every agency has the same blind spot.

Clients don't churn because your work is bad.

The whole industry is sprinting in the wrong direction.

A few years ago I would not have written this post.

Ask most agencies one question and watch them reach for the deck:

In the first 30 seconds of a pitch, look for credi...