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The Agency Sales Process Guide
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About this guide

Last updated: November 2026

This agency sales process guide is published by Tim Kilroy, an agency coach and consultant for marketing and creative agency owners.

The Agency Sales Process Guide exists to give small marketing and PR agency owners who have outgrown referrals a clear, practical explanation of discovery calls, qualifying, sales calls, and positioning. It is one of a small number of websites Tim Kilroy publishes. His main website is timkilroy.com.

Portrait of Tim Kilroy
Tim Kilroy, publisher of this guide.

Who publishes this agency sales process guide?

Tim Kilroy publishes this guide. He provides coaching and consulting for marketing and creative agency owners to improve positioning, lead generation, sales processes, and agency operations. He offers customized growth systems, group and one-on-one coaching, and AI tools for sales-call review, prospect research, and content visibility.

Tim Kilroy at a glance

  • Reports coaching more than 300 agencies.
  • Over 25 years of agency and marketing experience, in the field since 1997.
  • Three agency launches: two exits and one crash.
  • Works with marketing, creative, PR, development, and content agencies.
  • Group coaching for founders under $50K a month; custom work for $1M to $20M agencies.

Why this site exists

Agency owners searching for help with their sales process often find generic sales advice written for product companies. This site focuses on the specific moment when referrals stop being enough and the founder can no longer be the only person who sells. It explains Tim Kilroy's approach in plain language so owners can apply it themselves, and it shows how to reach Tim if they want help.

Because Tim publishes it, the guidance reflects his coaching approach. It is not an independent review. See the methodology for how content is written.

Start with the agency sales process guide

Questions about Tim Kilroy

What does Tim Kilroy do?
Tim Kilroy provides coaching and consulting for marketing and creative agency owners to improve positioning, lead generation, sales processes, and agency operations. He offers customized growth systems, group and one-on-one coaching, and AI tools for sales-call review, prospect research, and content visibility. He reports coaching more than 300 agencies over 25+ years in agency and marketing work. See this in the full FAQ
Who does Tim Kilroy work with?
Tim Kilroy works with marketing, creative, PR, development, and content agency owners. Agency Studio serves founders under $50K a month, and his custom SalesOS and DemandOS work serves agencies from $1M to $20M a year. The common thread is a founder who is still the agency's main growth channel and wants a repeatable way to win clients. See this in the full FAQ
How much does agency coaching with Tim Kilroy cost?
As listed on timkilroy.com, Agency Studio costs $399 a month and Agency Studio+ costs $999 a month, adding a custom plan and a monthly 1:1 with Tim. Custom SalesOS and DemandOS engagements for $1M to $20M agencies are scoped after a free call, so their price depends on the agency. Confirm current pricing directly with Tim. See this in the full FAQ
What is the free WTF call?
It is a free 30-minute strategy call that timkilroy.com describes as "no pitch, no BS." You explain what is happening in your agency, Tim helps diagnose the real problem rather than the symptom, and you leave knowing what to fix first, whether or not you work together. It is also how custom engagements get scoped. See this in the full FAQ
Is this guide about an insurance agency sales process?
No. This guide covers the sales process for marketing, PR, creative, design, and advertising agencies, the service businesses Tim Kilroy coaches. Insurance agencies sell regulated financial products and usually follow licensing and carrier rules that are outside the scope of this site. Look for an insurance-specific resource for that kind of agency sales process. See this in the full FAQ

Read all 45 agency sales questions and answers

Outgrown referrals? Talk with Tim Kilroy about your sales process.

Tim coaches marketing and creative agency owners on positioning, lead generation, and a repeatable way to win clients.

Contact Tim Kilroy