Brent is the Managing Director at Mirren, a firm that specializes in sales training for agencies and media ad sales. As you probably guessed, Mirren is also the force behind this event. Each year, more than 1000 firms now participate in Mirren’s annual conferences, training programs and webinars.Read More
Brent has trained in every major region around the world. He is highly competitive as he pushes himself, his Mirren team, and his clients to accept nothing less than a commitment to growth.
His approach to converting business is down to a science – strategic and methodical – but often contrarian. In fact, he believes you have no choice but to break many rules of prospecting and competitive reviews, as the process is purposely designed by clients to commoditize agencies and media properties.
He also believes that firms need to stop bowing down to clients and command the respect they deserve. “As soon as you put the client up on a pedestal, it’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve.”
Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy. He regularly guest lectures at NYU Stern and Columbia business schools.
After 17 years in New York, Brent recently moved to Seattle to open Mirren’s west coast office. He resides in the Ballard area with his wife and son.
Norman is the Client Services Director at Mirren, a firm that specializes in sales training for media agencies and ad sales. Each year, more than 1000 firms participate in Mirren’s annual conferences, training programs and webinars.Read More
A 25-year client and agency-side media planning veteran, Norman specializes in improving the sales performance of mid-size and smaller agencies and media properties. He believes these firms often have a distinct advantage by virtue of being more innovative, agile and effective. Ultimately, he has found that a deeper immersion in the client’s business and target audience is the key to converting more business.
Client-side, Norman worked in the tech and retail sectors to lead the modernization of digital marketing platforms. Here, he also orchestrated many RFPs, ultimately leading their media and agency selection.
On the agency-side, he’s held senior roles at Wieden + Kennedy, Publicis and FCB. In addition to leading global strategy for Nike, he’s been in media planning on accounts that have included AT&T, T-Mobile, Burger King, Mars, P&G and Microsoft.
Norman’s extensive background working with media agencies and ad sales brings tremendous insight to his training, with many of Mirren’s clients requesting him to personally lead their programs.