How to Master the Prospect Experience, with Mark Duval

I’m excited to welcome our guest expert to this episode of Sell With Authority, Mark Duval. If this is your first introduction to Mark — he founded The Duval Partnership back in 2007 and brings over 25 years of client-direct biz dev experience to the table. Mark and his team specialize in helping agencies design and implement smart, strategic growth initiatives — from new client acquisition to organic growth and diversification.

When Mark and I first connected, we started talking shop. Biz dev challenges, what’s working, what’s broken, and what agency leaders are wrestling with right now. In that conversation, Mark dropped two letters that stopped me in my tracks.

P. X. — Prospect Experience.

That’s the lens Mark and his team use to help agencies get razor-sharp clarity on their go-to-market strategy, how they’re nurturing leads after that first conversation, and how they’re moving opportunities forward — without it ever feeling like a hard sell.

As Mark unpacked PX, I thought — holy bananas — this is gold!

Once I saw how PX worked I knew we had to share it with our audience on Sell With Authority because — what if your agency could turn your consistently inconsistent biz dev efforts into a repeatable, smooth cadence that actually feels good to your prospect — and still drives results?

If you take and apply what Mark shares in this episode — you’ll be in a stronger position to raise the bar of excellence in your agency’s PX, and that alone can make selling feel less like selling — and more like serving.

What you will learn in this episode: 

• How “PX” or Prospect Experience, can be your agency’s secret weapon for attracting, nurturing, and converting right-fits
• Clarity around the three critical questions every agency must answer
• How to orchestrate each touchpoint so prospects are wowed at every stage
• The difference between service-focused and solution-focused messaging — and why it matters if you want to stand out
• Concrete strategies to ensure your outbound and nurture efforts are consistent, relevant, and measured for results
• How to proactively own your go-to-market approach
• The pitfalls of info@ email addresses and outdated voicemails
• The details that silently kill deals

Resources:

• Website: https://duvalpartnership.com/
• LinkedIn Personal: https://www.linkedin.com/in/duvalgroup/
• LinkedIn Business: https://www.linkedin.com/in/duvalgroup/
• The Agency News Business Blog: https://info.duvalpartnership.com/blog
• Services: https://duvalpartnership.com/services-for-agency-new-business/