The Client She Marked as a Dead End

Written By Adam Graham

Alana Herington, Brand Growth Director at Exposure, has spent her career proving that patience is a sales strategy, not a personality trait. 

In this episode, she tells Adam about the prospect she marked as a dead end, only for them to come back and convert a year later, and what that taught her about resisting panic when results don't land immediately. 

They talk about why "brand" belongs in a new business job title, how Exposure uses AI to quantify the gut instinct that experienced BD people already trust, and why founders chasing every weakness would do better focusing on what's already working. 

This is a candid conversation about staying the course when everyone around you wants to move on.

Show notes:

https://www.exposure.net/
https://gray-matters.co
https://gray-matters.co/podcast

Adam Graham

I’m the Founder and Director of Gray Matters. I'm passionate about changing the perception of sales and helping people learn to love it.

At Gray Matters, we empower and mentor businesses, agency owners and their teams to be better at attracting and winning new clients and projects. We build long lasting growth strategies for B2B businesses of all shapes and sizes. From 1-5 man Mastermind Groups; to 10-50 people, independent agencies across all disciplines, providing positioning and sales messaging, new business strategy alongside technical execution of sales and marketing tactics.

https://www.linkedin.com/in/adamkgraham/
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How Losing an Agency Led to Building a Better One