Most agencies don’t have a lead problem. They have a leak problem. They keep chasing new opportunities while the deals already in their pipeline slow down, stall, or quietly die.
That’s because most firms think of marketing only as origination: bringing in new leads, building awareness, and staying visible. LinkedIn ads, social posts, thought leadership, newsletters, PR… all good, but only half the picture.
For agencies selling $100K+ deals into large organizations, it’s not enough.
Enterprise deals involve long sales cycles and large buying committees. Getting the lead is only the starting line. Winning it requires something different: acceleration.
Acceleration helps you win more of the deals you already have and shortens the time it takes to close them.
Most agencies overlook this.
They rely on a single point of contact and hope the deal moves forward. But enterprise decisions rarely come from one person. Six to ten people influence the outcome, and most of them never hear from you at all.
Acceleration fixes that.
You identify the buying committee. You build a list of the people who matter. Then your marketing supports the entire account, not just the person you first spoke with.
You add these contacts to your newsletter. You run targeted LinkedIn ads to the exact company. You connect with key stakeholders on LinkedIn. You invite them to events. You share content that speaks to their role, their goals, and their pain points. Sometimes, you even create custom pages or content that directly ties to their needs.
And the best part?
You don’t need a new content machine. Most of what you need already exists. You’re just pointing it at the accounts that matter most.
Origination brings opportunities.
Acceleration turns them into revenue.
When agencies do both, they don’t just get more leads; they win more deals, and they win them faster.
