When Smarty Mobile set out to find a new creative partner, they weren’t just looking for great ideas, they were looking for a true collaborator. In this episode of The Art of Sales, Adam speaks with Jamie Elliott, CEO of The Gate, and Sayed Hajamaideen, Head of Brand and Marketing Communications at Smarty Mobile, about the pitch that led to the award-winning “Less Malarkey, More Smarty” campaign. They unpack what made the partnership work from day one, from The Gate’s culture-first approach and data-driven storytelling, to Smarty’s belief in transparency, trust, and creative bravery. You’ll hear how the pitch process was designed around collaboration, why listening is the most underrated sales skill, and how both sides built a relationship strong enough to weather tough conversations and bold ideas. A must-listen for agency leaders, marketers, and anyone who’s ever wanted to understand what makes a winning pitch and a lasting partnership. https://london.thegateworldwide.com/ https://smarty.co.uk/

Adam Graham sits down with Marcus Elliott Brown, founder of The Great Pitch Company, to explore what really makes a pitch unforgettable. Marcus shares how his background in theatre, sales, and advertising shaped his approach to helping agencies win work, not through tricks or templates, but through authentic human storytelling. They unpack the anatomy of a great pitch, from qualification and preparation to emotional connection and performance. Marcus explains why the best agencies pitch less but win more, how to avoid “resting pitch face”, and the difference between looking hungry and looking desperate. He also offers advice for handling nerves, building confidence, and creating chemistry in both live and virtual pitch settings. The conversation goes beyond tactics, touching on the mental health toll of pitching, the importance of saying no, and why every agency should plan to be not just “great now,” but great forever. If you’ve ever stood in front of a client and tried to sell an idea, this episode is part therapy, part masterclass and proof that pitching, when done well, can be an art form. https://www.thegreatpitchcompany.com/

In this episode, Chris Kemp reflects on his 20-year journey in business development and the founding of Ingenuity, the agency–brand connector he launched at just 25. He shares how early challenges shaped the company’s growth and how strategic acquisitions helped diversify and strengthen its offer. Chris explores the evolution of pitching culture, highlighting the enduring role of creativity, personal relationships, and innovative tactics such as events and PR. He stresses the importance of tailoring approaches to each agency and brand, staying adaptable in a shifting marketing landscape, and building resilience through continuous learning. Looking ahead, Chris discusses Ingenuity’s future ambitions, from potential expansion to leveraging AI and new technologies to maintain a competitive edge. This conversation offers both inspiration and practical lessons from one of the sector’s most experienced business development leaders. https://ingenuitylondon.com/

In this episode, agency experts Oli Richards and Ellie Ring unpack what it really takes to win new business in today’s oversupplied, competitive market. They explore how creative and media demands have shifted towards short-term, project-based work, and why agencies need to build distinctive brands and stronger client relationships to cut through. The conversation highlights the importance of rigorous qualifying criteria, chemistry meetings, and confident selectivity when deciding which opportunities to pursue. Oli and Ellie also share practical advice on client retention, empowering agency teams, and making CRM systems work harder. They discuss the rise of entrepreneurial culture within agencies and the growing role of personal branding and social selling. Packed with both strategic insights and actionable tips, this episode offers a fresh perspective on how agencies can stand out, stay resilient, and grow in a challenging environment. https://gray-matters.co/ https://www.bartleboglehegarty.com/ https://saatchi.co.uk/

In this episode of The Art of Sales, I sit down with David C. Baker, one of the most respected voices in the agency world. David shares his journey from graduate school teacher to running his own consulting practice, including the story of how he accidentally built an agency with no prior experience. We talk about the origins of the Two Bobs podcast with Blair Enns, why it deliberately avoids guest interviews and even how the film Office Space inspired its name. Our conversation explores positioning, the value of specialisation, and the difference between coaches and consultants. We also touch on cultural contrasts between the US and UK when it comes to sales and why confidence matters. David leaves agency leaders with clear, actionable advice: embrace courage, sharpen your marketing, and reframe sales as a vital service to clients. https://gray-matters.co/ https://2bobs.com/