Proactive Prospecting

Convert Leads: Getting a New Project From Your First Meeting


May 18
1:00 - 2:00pm ET


This Session Is Part of a Series

Accelerated Prospecting with Account-Based Marketing

Shopping around capabilities and case studies has become the single-most dated approach to prospecting.

When orchestrated strategically, methodically and efficiently – newer methods of proactive prospecting can open new doors in a matter of weeks. To that end, this live web training program has been completely updated for 2021 to addresses the market volatility and the shorter-term revenue needs of agencies.

Account-Based Marketing (ABM) will help to identify and convert your best prospects more quickly. This series will teach you a more strategic approach, starting with hyper-focused targeting. You begin by identifying the specific clients your agency can most quickly and easily turn into new assignments. One by one, those leads will receive a personalized call-to-action supported by value-rich, insight-driven content. With this approach, prospects are pulled into your pipeline with a sense of urgency and momentum. This prevents leads from stalling and never converting. Simple, but sophisticated, new tech tools help support this powerful approach.

In fact, there are small and mid-sized agencies using ABM right now to achieve unusually high growth. Because of the emphasis on focus and efficiency, this approach requires fewer agency resources, and ultimately leads to faster conversion.

Sessions In This Series

  • April 22: Identify Those Prospects That You Can Most Quickly Convert: Your New 2021 Target List (more >>)
  • April 29: Accelerate Your Pipeline: Pinpoint Your Prospect's Most Urgent Needs (more >>)
  • May 06: Generate Leads: Create a Sales-Driven Content Marketing Program (more >>)
  • May 13: Nurture Leads: Convert Your Outreach Into First Meetings (more >>)
  • May 18: Convert Leads: Getting a New Project From Your First Meeting

This Session

Convert Leads: Getting a New Project From Your First Meeting

There is one chance for a first impression, and likely, only one chance for a first meeting. Learning how to convert this opportunity is critical. In this session, you'll apply a new framework by which you can consistently orchestrate prospect meetings – whether in-person or remote. In fact, a portion of the session will be dedicated to handling the more challenging aspects of remote meetings.

We'll conclude with important lessons on how to overcome the six most common sales objections that agencies encounter – allowing your team to calmly and confidently address each.

Ultimately, you'll leave this session with a completely evolved approach that you can apply to all of your prospect meetings.

Training Materials

Following the webinar, you will be provided with digital access to print the session materials.

Who Should Attend

This training is designed for those team members who play a key role in leading or supporting the agency's new business prospecting. This may include new business leads, client services/account management, strategic planning, research, data/analytics, and project management. 


Convert Leads: Getting a New Project From Your First Meeting


Your Access Level


All Access + Coaching



Entry + Basic




About the instructor

Nadine Tull

Director, Agency Growth Strategy

Nadine Tull is Director of Agency Growth Strategy at Mirren. She specializes in training senior teams how to more aggressively – and more methodically – generate organic growth and new business.

In her agency career, Nadine was a force in account management. She worked to establish a partnership with her clients, providing a level of strategic counsel that was focused on growing their business – and the agency’s. In fact, she believes that clients are looking for proactive business partners who lean in hard and don’t just passively take orders. It is essential to frame every aspect of the agency’s work through this lens.

Nadine spent the majority of her agency career in Los Angeles, playing a leading role on retail powerhouse clients that included Taco Bell and T-Mobile. She then moved to the WPP agency, Cole & Weber Seattle, to lead their largest accounts and run new business pitches. During her tenure as the agency partner for Washington’s Lottery, she led continuous years of record growth for the client and agency. She expanded their digital ecosystem, grew the account scope, and successfully defended against a large competitive review, securing the business for six additional years.

Most at home in the center of it all, Nadine lives in downtown Seattle, placing her at the heart of the city’s theater, event and food scene.

Nadine can be reached here by email.