The Digital Agency Growth Podcast (Sales Schema)

Have you ever been curious if the grass is greener on the other side of the fence of your agency? Taylor Trusty did. Turns out for him that grass was a software company, the fence was selling his agency, and the grass was greener on the other side. Taylor Trusty sold his agency a while after he’d already checked out of it mentally, and he walks us through some of the things he sees in hindsight that could have swung the buyout process more in his favor. Episode 118 of The Digital Agency Growth Podcast is about a vulnerable look at growing and selling an agency! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Taylor Trusty is sharing the importance of keeping your ego in check and actionable steps you can take right now to make the buyout process easier and more profitable as the seller. 

Taylor Trusty is co-founder at Signal Insights, a better way of tracking competitors used by Crayola, Nasdaq, Logitech, and Toyota Material Handling. Previously, he co-founded Blackstone Media, a digital marketing agency acquired in 2018.

In this episode, Taylor Trusty and I discuss the following:

• How Taylor’s ego stood in the way of his first company’s collapse, and what he wishes he’d done differently when he ran out of money. 
• Taylor’s original thought process around price, and the magic he learned from a mentor that completely changed the game for his sales processes.
• Why Taylor disagrees with the idea that you can separate yourself from your service-based agency and it’ll naturally grow on it’s own.
• Things your agency can get beat down in price for during selling, such as the profitability of the current engagements.

This is a very vulnerable and enlightening episode, as we dive deep into some of Taylor Trusty’s learned mistakes and reflections on how things could be different.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Taylor Trusty:

Instagram

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Trent Dyrsmid went from agency owner to a software company co-owner and his unique story offers a perspective we can all learn from. We know the importance of delegating out work within our agencies and SOPs and templates are the best ways to do that. 

An SOP is a set of instructions, like a checklist, that lists out the step-by-step actions needed to complete a task. They are great for tasks that are routine with little deviation from that. This week, episode 119 of The Digital Agency Growth Podcast is about setting up your processes for success! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Trent is sharing the importance of creating SOPs for his agency which allowed him to step out of the business after just 12 months. We also cover actionable steps you can take right now to figure out what can be templated for you and how to create those.

Trent Dyrsmid is a serial entrepreneur, husband, and father. Originally from Vancouver, BC, he and his family now reside in Boise, ID. He is the founder of BrightIdeas.co, Flowster.app and a 7 figure eCommerce business.

In this episode, Trent and I discuss the following:

• The start of Trent’s entrepreneurial journey.
• Trent’s desire to own a business that would allow him to have freedom and flexibility in his life. 
• The mindset issue that most new entrepreneurs struggle with can keep them from having the success they desire.
• The key differences between a project management system and a process management system, and why Flowster is unique and necessary. 

If you can create and implement processes and systems within your business, you will be able to allow yourself to focus on things that are a better use of your skills and time.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Trent Dyrsmid:

Twitter

LinkedIn

Youtube

Website: Bright Ideas

Website: Flowster

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Atomic Habits by James Clear

The E-Myth Revisited by Michael Gerber

It’s not too often I get to interview another grappler, but today is extra special because Cristina Rodriguez not only has multiple black belts, but she also has over ten years of experience in internet marketing, and she’s the founder of Grow Pro Agency. So she understands what it means to expand your niche and find new audiences. That’s why episode 120 of The Digital Agency Growth Podcast is about scaling your agency through relationships! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Cristina is sharing the importance of expanding and discovering new niches and actionable steps you can take right now to help your clients give you better material to increase your success with their business. 

With 27 years of Martial Arts Experience and 20 years of Teaching Experience, Professor Cris Rodriguez is a 1st Degree Brazilian Jiu-Jitsu Black Belt, 3rd Degree TKD Black Belt, and Co-Owns Gracie PAC MMA, a BJJ & MMA School in Tampa, Florida, with her wife, Stephanie. In addition, she has studied Internet Marketing for the past ten years and is the Founder of Grow Pro Agency, a Digital Marketing Agency for Martial Arts Academies.

Cristina and I discuss the following:

• How Cris decided to start an agency around online marketing after opening her own martial arts studio.
• How Cris handles the done for you versus the done with you models of her agency, and how best to help your clients give you better results.
• How Cris found her answers from her definition of success and why you shouldn't change the recipe of your mentors’ to succeed.
• Ways Cristina’s agency has scaled to 250+ clients in a year and a half in a specific niche.

It’s all about relationships– relationships with other businesses and the relationships with your clients. Cristina understands that, and it’s helped her scale over 100% in one year. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH Cristina Rodriguez:

Work with Cris

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

7 Figure Agency Roadmap Book

A few years ago Dan self-published a few books and then years went by. At Sales Schema, they started getting really busy with clients and outreach, and Dan learned a whole lot throughout that process. He decided a while ago that he wanted to write a new book, but he wanted this one to be different. This week, episode 121 of The Digital Agency Growth Podcast is a sneak peek at Dan’s new book, Relationship Sales and Scale; How to find your virtual tribe and reliably grow your professional service business! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan is sharing the importance of personalized relationship sales and actionable steps you can take right now to change your sales process to improve conversions and cold-messaging tactics. 

In this episode, Dan discusses the following:

• How older styles of sales are outdated, and why it’s so important to understand that a change must happen in order to succeed in sales nowadays.
• Relationship-focus messaging to conversions, and how shifting our model with our own clients has increased our conversations on open and response rates by over 40%.
• The importance of trust, both in the sense that it’s a scarce resource, but also how best to establish it quickly to build your client list.

This is just the first part of Dan’s new book, which will be released soon. We will keep you updated on how to gain access to the link to buy your copy soon. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Charlotte Ellis Maldari has worked with clients from all over the globe, with a strong focus on inbound client conversions, she’ll tell you that what’s in your portfolio matters. So when clients have a lot of potential clients looking at their portfolio but not converting, she can almost immediately tell you that you’re not putting in the data that shows you are successful, which is what potential clients want to know. She has a lot of great insight into credentials; where they matter and which awards she doesn’t bother with. This week, episode 122 of The Digital Agency Growth Podcast is about increasing the weight of your credentials for higher conversions! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Charlotte Ellis Maldari shares the importance of sharing your client testimonials and ROI results and actionable steps you can take right now to increase your portfolio conversion with new clients. 

Charlotte Ellis Maldari is the CEO and Founder of Kaffeen, which helps design agencies to create and implement marketing activities that generate new business. She served as marketing director at a leading London brand design agency by the name of brand Opus, she helped them scale going from a boutique agency of 30 people up to 100, directing all marketing across Europe, the US and Asian areas and supporting the launch of new global offices to successfully win new business. Now through Kaffeen, Charlotte services over 370 businesses.

In this episode, Dan and Charlotte discuss the following:

• The many challenges that come with selling design, or any other market that is highly commoditized, and what you can do to charge the highest prices.
• The importance of credentials, and not just any awards or titles, but the reality of sharing ROI statistics and the proof behind your success, as well as how to get or find credentials if you need them.
• Charlotte’s unique perspective on who you should hire, how to best support them, and who to look for at various stages of your agency growth.
• The discussion around solving a bigger, more lucrative program, and why mixing AI and real person services might be your solution.

Through this episode, you’ll get a better understanding of where to focus your attention, from office to employees to awards to apply for, in order to grow your success statistics and really shine on paper and with your clients.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Charlotte Ellis Maldari:

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Really curious people usually have a way of telling incredible stories, having experiences and life lessons worth discussing, and genuinely caring about others. Matthew Stibbe is just that, and today you can go back in history or stay right where you are as we dive into his entrepreneurship journey. That’s why episode 123 of The Digital Agency Growth Podcast is about the interrelationships you can create within your agency, with Matthew Stibbe! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Matthew shares the importance of understanding your worth, as well as that of your employees, in relation to work and time in the office and actionable steps you can take right now to get curious and make opportunities through experiences. 

Matthew Stibbe is an entrepreneur, manager, marketer, writer, pilot, wine lover and geek. He is also a history professor at Sheffield Hallam University's Humanities Research Centre.

In this episode, Dan and Matthew discuss the following:

• How Matthew went from being a private pilot and journalist to an agency owner, and why he decided to pivot in that fashion to a B-corp business.
• The interrelationships between how we handle our internal projects and how we communicate project management to clients.
• Why Matthew thinks that time tracking for employee wages isn’t the answer, and how you can either pay for the thought in the shower or the years of experience that created that thought; it’s up to you.
• How Matthew utilized opportunities in everything he did to gain experience, connections, and how he created a unique lifestyle and agency just by being a very curious person.

Matthew Stibbe is a serial entrepreneur, marketing maven, writer, pilot, and wine enthusiast. But not necessarily in that order. He created marketing strategies, content, and campaigns for clients including Microsoft, Google, LinkedIn, and HP and contributed to Wired, Forbes, and Popular Science. Currently, he is CEO at Articulate Marketing, a UK marketing agency specializing in the technology sector.  Also, his geek credentials are strong. Previously, he was founder and CEO at Intelligent Games, a 70-person computer games company where he designed games for LEGO and produced two games based online. Matthew also has his commercial pilots license and an advanced wine diploma. At some point in the previous millennium, he studied history at Oxford University.  These days, he blogs about modern management atwww.geekboss.com,  about marketing at www.articulatemarketing.com and wine at www.vincarta.com

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH MATTHEW STIBBE:

Read his blog

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED: 

Double Digit Growth Book

Have you ever wondered if the people running agencies, advertisement companies, and the like had it easier back in the day? Martin Bihl, the third generation of advertisement and creative direction work in his family, states that the past had its own unique challenges that today’s agency owners just don’t consider. 

Today we are going back in time and returning to the present to discuss not only how things have changed and stayed the same, but also to dive into relationships amongst your team and clients, and even potential future clients. This week, episode 124 of The Digital Agency Growth Podcast is about his lifetime in creative direction with Martin Bihl. 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Martin Bihl shares the importance of advertising and actionable steps you can take right now to create and hold symbiotic relationships with your clients. 

Martin Bihl has created campaigns and creative across a staggering number of client categories – from banks to beers to B2B and beyond – and marketing channels – from traditional print/tv/radio to guerilla to digital to sales promotion to event to things-that-don’t-have-a-name-yet. He’s worked at agencies in New York, St. Louis, Dallas, and Chicago, and with agencies all across the planet. He’s taught marketing, advertising and branding to undergrads, international master’s students and MBAs at a variety of universities in the Philadelphia area, and speaks regularly at schools around the country.

Martin’s writing has appeared in such diverse publications as McSweeney’s, Advertising Age, New York Magazine, Eephus, More, and more, and he runs The-Agency-Review.com where he has interviewed such industry luminaries as Sir John Hegarty, George Lois and Luke Sullivan. Despite these things, he has no distinguishing characteristics, hobbies or interests and is utterly devoid of personality altogether.

In this episode, Dan and Martin discuss the following:

• Bad advertising; where Martin has seen bad advertising work well, or at least better than expected, and how bad advertising works better than no advertising.
• The reason that in the long-term, the brand implications must be thought out before launching an advertising campaign, and how different campaigns may not pass legal.
• Examples of how clients can totally change the agency and ways in which to allow that collaboration to continue through a positive agency-client relationship, and ways it could fall apart.
• How to get the upside of “tribe” without the downside of “tribalism”, and if that’s even possible, in advertising.

This episode is perfect to jog creative ideas and sit down with some bigger thinking here. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Martin Bihl:

Website

LinkedIn

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you’re looking for a no-BS kind of conversation about marketing, sales, and client growth then this is the perfect episode for you today. Ken Marshall, chief growth officer of RevenueZen, is a leading growth marketing strategist and creative mind, and there is no doubt you’ll learn a lot from this episode. This week, episode 125 of The Digital Agency Growth Podcast is about B2B inbound marketing growth strategies you can implement as soon as this episode is done playing through your earbuds. 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Ken Marshall shares the importance of social proof and actionable steps you can take right now to identify your target market and solidify who you’re talking to in order to perfect your marketing strategy. 

Ken “Magma” Marshall is the Chief growth officer and managing partner at RevenueZen, a b2b focused inbound marketing agency. Beyond that, he's been professionally internetting for the past seven years, and has shifted his focus to all things SEO and inbound for the last five. Ken is an endlessly curious person with a cliche of coffee addiction and a burning desire to encourage and empower others to pursue meaningful lives. 

In this episode, Dan and Ken Marshall discuss the following:

• What a growth officer does as well as what that title should mean for an agency curious about adding this role to their lineup.
• The concept of putting your pricing front and center on your website, and why you may want to consider doing that, even if it’s controversial.
• The best way to reduce risk when hiring new employees, letting them fail on purpose to allow them to grow, and giving up a lot of time and control to allow a new employee to build your agency.
• Where to start when it comes to gaining clarity around buyer journeys and how best to tackle this as an agency owner.

Whether you are looking for out-of-the-box ideas on growth strategy or just looking for inspiration to keep going with lead generation, this episode is sure to help you expand your view and grow your business in a positive way.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH KEN MARSHALL:

Website

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you’ve been curious about how to attract the right freelancers and talent while keeping them engaged, this podcast episode is one you won’t want to skip over! While we’ve talked about talent acquisition before on the podcast, this one is going to be a very powerful and interesting conversation on attracting and holding positive relationships with contracted freelancers in your business. 

This episode will be especially helpful for those who work with multiple freelancers or plan on doing so soon. This week, episode 126 of The Digital Agency Growth Podcast is about freelancer acquisition! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Shahar Erez shares the importance of respecting your freelancers in the right way and actionable steps you can take right now to get the most bang for your buck when it comes to higher freelancers in your agency. 

Shahar Erez is the Co-founder & CEO of Stoke, an on-demand talent platform empowering companies to adopt a hybrid workforce model that scales as quickly and efficiently as needed. The platform provides a streamlined interface to make sure all your “non-employees” are operating according to policies, legal constraints and workforce classification.

In this episode, Dan and Shahar discuss the following:

• How the requests to corporate positions of both Millennials and GenZers asking for flexible remote work led to the creation of Stoke, and how that led to a 9 figure deal with Fiverr. 
• How freelancers were the first to be let go in the beginning of the furlough period during the pandemic of 2020, and yet the most capable group to rebound and get on their feet the fastest, compared to their corporate 9-5er counterparts.
• How agency owners have been going about hiring freelancers in the wrong ways, and ways to find and keep talented freelancers coming back to your agency.
• The potential for freelance hire and what tasks are best to hire a freelancer, as opposed to other tasks that would be best for an internal position and full-time employee. 

Whether you’re already hiring freelancers but retention is low, or you plan on hiring 20 freelancers over the next few years, this platform as well as this conversation is perfect to help you learn from the best and experience the reality of freelance retention.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Shahar Erez:

LinkedIn

Stoke Website

Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

A few years back I read the book Exactly What to Say: The Magic Words for Influence and Impact​ by Phil M Jones, and within 6 months I had nearly doubled my conversion rate in my own agency. So when the opportunity arose to have Phil come on the podcast to share with you the power of your words in sales, I was more than eager to get this out to you. This week, episode 127 of The Digital Agency Growth Podcast is about the efficiency of word choice in sales with Phil M Jones! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Phil M Jones are sharing the importance of being innately curious and actionable steps you can take right now to crowdsource brilliance. Phil M Jones thinks and acts differently. His precise insights around communication added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought leader whose counsel is sought by other thought leaders. 

He passionately believes that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing exactly what to say, when to say it, and how to make more of your conversations count. 

Best known for his international best-selling book, Exactly What to Say – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect he provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness.

To date, more than 800 different industries, across 59 countries and 5 continents have benefitted from his input. Trusted by dynamic and aspiring leaders in Healthcare, Real Estate, Automotive, Financial Services, SaaS, Home Improvement, Retail and many more – Phil is the kind of expert that achieves his success through the people he supports and adores seeing other people shine.

In this episode, Dan and Phil discuss the following:

• Why Phil believes it’s not about being born a natural salesperson, but rather being innately curious as a person that leads to success in sales industries.
• The magic words in sales that you probably use incorrectly and are breaking your own sales opportunities. 
• Getting in through the side door, rather than trying to reach out to the gatekeepers, to the decision-makers and how to break through the noise.
• The power in understanding the examples, rather than the principals, and how you’ll learn to approach conversations with potential clients differently.

The conversation truly encompasses all areas of compassionate and integral sales, all from a high-level sales perspective. This episode will also help you create better conversions tomorrow, so make sure you tune in!

CONNECT WITH Phil M Jones:

LinkedIn

Instagram

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

We’ve talked a lot about technology and why you should use technology to power your agency, but we haven’t had many practical applications on how to do that on the show. Shaun Clark, CEO of HighLevel, is a great example of utilizing technology to increase client retention and increase the value of your agency with the power of tech. This week, episode 128 of The Digital Agency Growth Podcast is about software-powered agency services! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Shaun Clark shares the importance of being the full solution, not just part of the solution, for small business clients and actionable steps you can take right now to stay on top of the b2b connection and local trends that sell. 

Shaun Clark is a serial entrepreneur, multi-millionaire, and a co-founder and the CEO of HighLevel, the #1 white-label marketing platform for agencies. He helps 20k+ agency owners decrease churn and stabilize revenue through adding a SaaS arm to their business. 

In this episode, Dan and Shaun discuss the following:

• The limitations on small businesses to utilize agencies, and why agencies don’t fare as well as software for companies of smaller scales.
• The benefits of being both an agency and a software company to offer your clients a new dynamic that makes them stay for the long haul.
• How an agency can provide the services and the software in such a way to encourage the right habits on the small business clients to be successful and see results.
• What Saun sees from the most successful agencies, and what they are leveraging to be that success pillar for themselves and the industry,

This episode will help you find new, practical ways to increase client retention and understand the power of software and technology powered agencies. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Shaun Clark:

Website

LinkedIn

Youtube Channel

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you’ve been an agency owner for a while now you may or may not have meandered into partnerships, but by the end of this episode, you’re really going to understand why it’s such a natural fit to scale partnerships to bring in much of your income. Today Lucas Capestany joins us to talk about partnerships. He is the CEO and co-founder of AgencyGo, a company currently creating a datapoint digital marketing engine that will replace the conventional digital agency model. This week, episode 129 of The Digital Agency Growth Podcast is about how to make partnerships a key part of growing your agency! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Lucas Capestany share the importance of partnerships for agency growth and actionable steps you can take right now to build partnerships that build your business. 

Lucas is the CEO and founder of Twizz, which is a digital marketing agency focusing on driving leads for b2b service companies, and generating e-commerce sales for online stores. And more relevant to the partnership angle. He is the CEO and co-founder of AgencyGo, which is basically a company that is in the process of building a data point digital marketing engine that will replace the conventional digital agency model. And their main focus is on partnerships, which is basically helping agencies to do business with one another. 

In this episode, Dan and Lucas discuss the following:

• The demand for quick cash growth amongst agency owners that helped fuel the design and current makeup of AgencyGo, and how Lucas hopes the platform allows for extra data entry and usefulness later on for agency owners.
• What the hustling companies who are making partnerships are doing that others should learn from to grow and scale their agencies quickly.
• The major pain points agency owners, and other business owners, face when it comes to creating partnerships and maintaining positive relationships with them.
• The things you need to figure out in order to create a promising trustworthy partnership with others.

The long-term benefits of partnerships, as well as how they create a business model that is self-sustaining, will encourage you to look towards not only who is referring you clients, but also who you are referring clients to.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Lucas Capestany:

LinkedIn

AgencyGo Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Do your marketing ads and digital performance actually have an impact on your sales, or would the consumer buy anyway? That’s exactly what Lewis Rothkopf, President of Martin, uncovers in today’s episode in relation to measuring your marketing efforts to maximize your time, money and energy. This week, episode 130 of The Digital Agency Growth Podcast is about DSP: Demand Side Platform! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Lewis Rothkopf share the importance of testing assumptions and actionable steps you can take right now to rethink the way we measure things through technology. 

Having led global businesses and revenue lines at the world's foremost marketing, ad tech and media companies, Lewis joins Martin as its president with more than 20 years experience in digital media. Prior to joining Martin, he was responsible for managing a leading demand-side platform's global inventory supply chain, as well as that company's mobile, video and advanced TV, streaming audio, digital out of home (DOOH), social and emerging channels businesses.

In this episode, Dan and Lewis Rothkopf discuss the following:

• The power of incrementality measurement and why measuring ads is best done in the same way that pharmaceuticals measure the effectiveness of drugs.
• The three cornerstones: advertisers, publishers, and consumers, and third-party cookies, and why these are creating a world where consumers are in charge of their shared data.
• Does the algorithm truly run things, and if so, is it also simultaneously ruining digital marketing as we know it? Lewis provides his two cents on the algorithms of today.
• How to take charge and understand your marketing strategies and measure them for effectiveness.

Lewis Rothkopf provides a refreshingly optimistic take on the otherwise scary possibilities of technology and digital marketing today that will leave you feeling ready to start measuring your marketing output with more sincerity. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT with Lewis Rothkopf:

LinkedIn

Twitter

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Are you feeling frustrated working long hours on your agency but never feeling like you’re getting what you want out of it? Not feeling like your agency growth or success is actually accomplishing anything? This episode is for you! 

Chip has been on the podcast a few times now, and Dan always loves hearing the emotional journey that Chip helps agency owners through towards this goal of loving your business. This week, episode 131 of The Digital Agency Growth Podcast is about how to build an agency that you actually love to own! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Chip Griffin share the importance of loving the agency you are building and actionable steps you can take right now to go from frustration to passion and get what you want from your business so you love it. 

Chip Griffin helps small PR and marketing agency owners build agencies they want to own. He shares the wisdom of his successes and the lessons of his failures from more than two decades of entrepreneurship and agency leadership.

In this episode, Dan and Chip discuss the following:

• Examples of agency owners who do love their business, and what that looks like both from an insider’s standpoint as well as what that looks like from the outside looking at the agency as a whole.
• How to go about figuring out what you want out of your business, especially after you hit frustration or even burnout.
• Why Chip recommends block scheduling, and what he suggests you do for a half-day or even a full day each week to better grow and build your agency for success.
• Why you may be holding yourself back by either being too cautious or being in a rush to accomplish all the things you believe will help your agency and why finding a middle ground is best for agency growth and that feeling of success.

Chip Griffin always brings a sense of reason to the rollercoaster of success and mindset with agency owners.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH CHIP GRIFFIN:

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you’ve ever said “Holy cow, we’re so busy, and yet we don’t have any money in our bank account,” this is the episode you don’t want to skip over. There is a difference between profit efficiencies that you need to know, and Marcel Petitpas is here to help deliver that information to us today. This week, episode 132 of The Digital Agency Growth Podcast is about outsourcing to profitability! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Marcel Petitpas share the importance of outsourcing the work that you’re not good at and actionable steps you can take right now to have more realistic expectations around your agency metrics. 

Marcel Petitpas is the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies improve their profitability by streamlining their operations and reporting systems. He’s also the fractional COO at Gold Front, an award-winning creative agency in San Francisco working with brands like Uber, Slack, Keap and more. As well as the head strategic coach at SaaS Academy by Dan Martell, the #1 coaching program for B2B SaaS businesses in the world. In his work as a speaker, podcast host and consultant, specializing in Agency Profitability Optimization, he's helped hundreds of agencies around the world improve profitability and cash flow in their business. When he’s not helping agencies make more money, he’s probably watching “The Office” or “Parks and Rec” on a never-ending loop and eating breakfast foods for every meal of the day. 

In this episode, Dan and Marcel discuss the following:

• The trend from software on its own to this new SWAS model, and why things may be heading in that direction of agency profitability 
• How to approach your margins, and understanding what that looks like now, vs how it used to look in the agency space as far as goal setting and what numbers are considered “normal”. 
• How to identify and outsource the riskiest work of your agency to increase your profitability and give you more time in your day to scale your agency.
• What to aim for in churn and how to set goals around churn for your agency and product-market fit. 

Whether you’re here to learn more about agency profitability or here to learn about SWAS, you’re in the right spot and this episode is going to help you. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH MARCEL PETITPAS:

Blog

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

When it comes to hiring, there’s a lot in the mix nowadays that impacts the available market of potential employees, as well as work conditions and negotiations, that can limit an agency on their pickings for an open position. Someone who truly understands this is Noel Andrews, CEO of JobRack. With 15+ years in recruiting, Noel understands the great resignation, as well as the hiring squeeze, in a way that you’ll find enlightening and refreshing. This week, episode 133 of The Digital Agency Growth Podcast is about the hiring squeeze! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Noel Andrews share the importance of maintaining the value of your business through high quality and over-delivery and actionable steps you can take right now to hire through this current climate. 

Following 15 years of recruiting and leading teams within large corporate technology functions, Noel bought JobRack to help bring the wonders of Eastern European remote workers to business owners all over the world. JobRack has been helping business owners get access to Eastern European remote workers since 2015 and over 500 businesses have hired successfully, many of them returning again and again, as they build their teams with great hires from JobRack.

In this episode, Dan and Noel discuss the following:

• How to get quality employees and where to find them for your open agency positions.
• How to maintain the value of your services without compromising quality and making it sustainable.
• The hiring squeeze; what it is, why it’s happening, and what you can do about it.
• How to make outreach and gaining referrals casual and personal, building relationships and thus your agency.

If you’ve recently had a conversation with a fresh out of college, wet behind the ears college grad applying for their first job and little experience, yet demanding a 6 figure paycheck, you’ll find this episode refreshing.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH NOEL ANDREWS:

Website

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Bonjoro Video

All About Numbers

The Art of Gathering

Key Person of Influence

You may think you have your contracts for clients and you think you have all your boxes ticked - but you are probably missing something very important. Do you have all the client contracts and other legal bits for your toolkit? You’ll find out in this episode! It’s always helpful to have Sharon Toerek on to talk about the changing landscape of legal, and especially today to discuss why you need more than a contract or your boxes have been ticked. This week, episode 134 of The Digital Agency Growth Podcast is about your business legal toolkit! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Sharon Toerek share the importance of being legally prepared for potential clients asking for exclusivity and actionable steps you can take right now to protect your legal ideas and formulas while also providing more one to many opportunities for growth in your service options. 

Sharon Toerek is a marketing law and intellectual property lawyer dedicated to serving agencies. She's also the host of the Innovative Agency Podcast. Sharon is a former President of the American Ad Federation (AAF) Cleveland and serves on the American Association of Advertising Agencies (4A’s) Legal Consultant panel. In the advertising and communications industry, Sharon writes and frequently lectures on the topics of intellectual property protection, marketing agency relationships, and the legal implications of social media.

In this episode, Dan and Sharon discuss the following:

• What Sharon and her clients are really focusing on in terms of IP as things shift and change in the landscape of legal.
• When to know when it’s time to legally protect an idea, project or product, and when you should expect it to pay off.
• How you can protect yourself legally and what you need to have in your business legal tool kit. 
• How negotiating with brands and potential clients is changing to the clients asking for exclusivity, and how to navigate that to keep your niche and protect both you and your client's best interests.

After this episode, you’ll feel more prepared for both negotiations with future clients and your own agency's legal toolkit.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH SHARON TOEREK:

Website

LinkedIn

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

A few years ago Dan self-published a few books and then years went by. At Sales Schema, they started getting really busy with clients and outreach, and Dan learned a whole lot throughout that process. He decided a while ago that he wanted to write a new book, but he wanted this one to be different. This week, episode 135 of The Digital Agency Growth Podcast is a sneak peek at Dan’s new book, Relationship Sales and Scale; How to find your virtual tribe and reliably grow your professional service business! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan is sharing the importance of personalized relationship sales and actionable steps you can take right now to change your sales process to improve conversions and cold-messaging tactics. 

In this episode, Dan discusses the following:

• How older styles of sales are outdated, and why it’s so important to understand that a change must happen in order to succeed in sales nowadays.
• Relationship-focus messaging to conversions, and how shifting our model with our own clients has increased our conversations on open and response rates by over 40%.
• The importance of trust, both in the sense that it’s a scarce resource, but also how best to establish it quickly to build your client list.

This is just the first part of Dan’s new book, which will be released soon. We will keep you updated on how to gain access to the link to buy your copy soon. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Ever been curious about which books on your to-be-read list need to be bumped to the top? Experiencing a struggle in your agency and need a good read that will help you without overwhelming you? 

In this week’s episode, Dan sits down with Jon Tsourakis again to dissect their favorite books and discuss which ones should be on your TBR list, and which aren’t that entertaining for the agency owner. This week, episode 136 of The Digital Agency Growth Podcast is about our favorite business books lately and how we apply the teachings in these books to our businesses! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jon Tsourakis share the importance of reading to shake up your thinking and take you to the next level in your business and actionable steps you can take right now to gain insight and value from reading. 

Jon Tsourakis is the President of Oyova, a web app and digital marketing agency, recently featured on INC 5000's fastest-growing companies list. He also hosts a podcast, The Climb, produced by the Digital Mastermind, a mastermind group of digital agencies from around the world.

In this episode, Dan and Jon discuss the following:

• Hiring and work culture styles based on popular books, like Rework or The Smart Bear blog, and how we apply the teachings of these cultures and dynamic shifts to our own agencies.
• The power Jon finds in doing Sunday work and scheduling Monday emails to his team and employees. 
• How we both took away the power of certainty through a book that was not a business professional development book, and how we can learn from different perspectives.
• The book(s) that shook our thinking up, that we revisit, and that we recommend to our team to read.

This episode will fill your kindle or bookshelf with powerful reads that you’ll want your whole team to read.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JON TSOURAKIS:

LinkedIn

Digital Mastermind

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Jon Tsourakis – A Battle-Tested Sales Process for Complex Marketing Services

Agency New Business Year in Review with Special Guest Jon Tsourakis

Dan is returning from vacation, and instead of a guest episode, he was featured on the Digital Agency Show podcast. So today, we are sharing that episode with you. On the Digital Agency Show, Brent Weaver interviews successful agency owners and leaders on the best practices for agency growth and success. This week, episode 137 of The Digital Agency Growth Podcast is an episode Dan was on over on the Digital Agency Show podcast! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander chats with Brent to share the importance of breaking down barriers in cold messaging strategies, which are covered in his book. He also shares actionable steps you can take right now to build deeper connections with your audience. 

In this episode, Dan discusses with Brett the following:

• The timeless power of de-risking conversations with commonalities instead of boring, publicly available information. 
• Tips for messaging copy that truly converts instead of being left unread or sounding like a bot, even if that copy is created in advance.
• How to balance personalization and scale without being bogged down with too many tasks or feeling like a robot and impersonal.

This fun podcast episode was shared graciously with us by the Digital Agency Show Podcast, and we are very thankful to have been on the show to share about the new book and share some wisdom with their audience.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH The Digital Agency Show podcast:

Website

Podcast

Original Episode

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Erik Huberman knows what it means to buckle down and work hard for an agency’s growth. Through the many years that he’s worked in the space, Erik has focused on the values of the business and tasks at hand to make huge growth opportunities and put the businesses first in order to become as successful as his is today. This week, episode 138 of The Digital Agency Growth Podcast is about client retention and why Erik chose not to niche down in the growth of his business! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Erik Huberman shares the importance of communication with your clients and actionable steps you can take right now to take a step back in your own business to allow it to grow. 

Erik is the founder and CEO of Hawke Media, the highly successful marketing agency known as Your Outsourced CMO® that’s helped grow over 3,000 brands worldwide, and is valued at more than $150 million. Erik is a lauded recipient of a number of honors and awards, including: Forbes 30 Under 30, CSQ’s 40 Under 40, Inc. Magazine’s Top 25 Marketing Influencers, The International Business Awards’ Entrepreneur of the Year, and a Telly Award for the Hawke Media commercial he co-wrote and starred in. 

In this episode, Dan and Erik Huberman discuss the following:

• Why Erik chose to focus on accessibility instead of niching down when it came to expanding and marketing his start-ups.
• How communication, along with a few other smart techniques, helps Erik keep up retention in a market where one bad week can ruin 2 years of work.
• Mistakes Erik has made in the early stages of hiring for sales that he learned from quickly, and ways to avoid the same mistakes in your own agency.
• What drove Erik to step back from being the main closer in his agency, even though it meant losing half his new client revenue, in order to buy back time elsewhere in the business.

Stay around to the end of the interview to hear why you shouldn’t worry about the recession looming amongst us and how to be optimistic about it instead of frightened. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH ERIK HUBERMAN:

LinkedIn

Twitter

Instagram

The Hawke Method: Book

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you are going after a niched B2B audience and have limited bandwidth, then you probably struggle with trying to figure out where to focus your time. There are so many content and marketing strategies to choose from, and that can feel overwhelming. This week, episode 139 of The Digital Agency Growth Podcast is about effective B2B marketing systems for those who have small teams! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Sarah Noel Block shares the importance of batching your content to ensure that you have a plan and strategy going in.  She also shares actionable steps you can take right now to get your marketing in front of the right people. 

Sarah Noel Block is the founder of Tiny Marketing, where she offers content marketing strategies to support tiny teams. During her time as a marketing team of one for five different companies simultaneously, she was able to build a system that allowed her to expand their bandwidth without expanding the budget. Now, she partners with tiny marketing departments to help them get noticed and close more sales without adding to their headcount. 

In this episode, Dan and Sarah discuss the following:

• How Sarah learned to make content marketing the core strategy for all marketing to ensure it could be distributed in a way that kept them in front of their audience.
• Ways to create bigger pieces of content and then break them down further into 10+ pieces of content that can be used across multiple platforms.
• How to connect with ideal clients–no matter how niche–while creating content that they actually see and can take action on.
• Using partnerships with other companies to create content that can be marketed effectively to your ideal client.
• The power in asking for referrals and getting connected with more people who can support your content and marketing.
• A few different ways that you can create the content without having a weekly podcast.
• The importance in surveying your audience, so you know the type of content they like to consume.

It all comes back to how you can effectively pull your ideal clients into your content and marketing to ensure brand awareness and conversions.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH SARAH NOEL BLOCK:

Tiny Marketing

Twitter

Instagram

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

SuperPath

If you’ve spent any amount of time in the agency world, you’ve probably heard of directory-based marketing opportunities and search consultant niche. Today’s guest sits in an interesting space right in the middle of these two. John Doherty has 11 years of SEO and digital experience and lots of experience with lead generation. John’s perspective is very interesting, especially if you’re in that growth stage in your own agency. This week, episode 140 of The Digital Agency Growth Podcast is about qualifying leads from the beginning! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and John Doherty are sharing the importance of qualifying your leads and actionable steps you can take right now to stop wasting time with directories that aren’t providing top leads. 

John Doherty is a Denver, Colorado-based entrepreneur and marketing consultant. He's the founder of Credo, which helps companies find the best digital marketing agency for their needs. He has 11 years of SEO and digital experience across agencies and in-house and has worked with some of the largest websites on the internet to drive growth. Living in Denver, CO, with his wife and dog, John is an entrepreneur, speaker, writer, skier, and mountain biker and plans to visit every continent on Earth.

In this episode, Dan and John Doherty discuss the following:

• Spending too much time on the leads that aren’t a good fit and why that drains your energy and profit margins.
• Why the most difficult part of the lead generation process is getting a potential client in the door and what you have that’s special after that happens.
• Why it’s important to qualify your potential clients before starting work with them, and how to qualify leads.
• How the cost per lead has increased over the last 18 months or so exponentially, and why John believes this is happening.

John’s perspective on entrepreneurship and growth as an agency is a unique one that will leave you itching to jump in and take a second look at your current lead generation strategy.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH John Doherty:

Website

Twitter

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Almost all business owners are drawn to the idea that there are little tweaks, or system changes you can make that will magically make your business so much more profitable or make growth exponential. While it would be nice to have these magical little tweaks, it doesn’t really work that way. What I have found is that if you go through the reps enough, you do kind of land on these little nuggets of changes that will improve our systems, and with that in mind, I am excited to welcome back Marquis Murray. This week, episode 141 of The Digital Agency Growth Podcast is about Agency Tools, Systems, and the Most Profitable Operational Tweaks! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Marquis Murray share the importance of efficiency for team and company growth and actionable steps you can take right now to have the most profitable operational system possible. 

Marquis Murray is the CEO and Founder of Ditto — a systems and processes consultancy for organizations who need help creating clarity around the work done inside their companies. He found that the need to create order in the chaos was a common trend that he saw with his clients, and this discovery helped him to realize his true passion (operations) and eventually led him into a career creating SOPs, process workflows, and automation to make work easier.

In this episode, Dan and Marquis discuss the following:

• What Marquis believes makes a good operator in terms of skill sets to have or learn in order to establish trust within your team.
• How he has established a feedback and ideas box in his office, and what that looks like in terms of determining ideas as opportunities for growth.
• What Marquis’ meeting cadence looks like, and how it has shifted over time to be more efficient and the best use of time for all team members.
• How they build culture in an efficient business setting, and where that can be found and implemented in your own business.

If you’ve been looking for ways to be more efficient, get your production costs lower, or even build culture in a tight ship, this episode is for you.  

CONNECT WITH Marquis Murray:

LinkedIn

Youtube

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Hiring sales team members can be overwhelming, especially when you’re new to hiring. However, as we will learn in this episode from Chris O’Riordan, even if you’re the chief expert on the floor or the industry expert on anything, you may not be the perfect candidate or sales member. This week, episode 142 of The Digital Agency Growth Podcast is about building sales teams over decades! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Chris O’Riordan share the importance of knowing your customer’s pain points and actionable steps you can take right now to create a course of action that works for your customers. 

Chris O’Riordan is the managing director of sales strategy, training and implementation company, Firestarter Business Solutions.

In this episode, Dan and Chris O’Riordan discuss the following:

• The concept of the phrase, “I’m not young enough to know everything yet,” and how to circumnavigate the idea that we’ll never know it all, and yet there’s a limit at the same time.
• Why your business cannot survive solely on the passion and energy you bring to it if you plan to scale.
• Why the foundations of clarity around why your product sells and why your customers buy is the first and most important question to solve before growth can happen.
• Easy exercises you can do to better understand your ideal client and help you stick to a plan of action for your customers.
• The hiring process; the questions you should be asking your new potential hires, what to do with references, and more.

Creating sustainable success is about more than just having a good service, but rather it’s knowing your customers so well that you know that your product or service is sustainably needed. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Chris O’Riordan:

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Have you ever wondered what it would look like to exit your agency and start a SAS product? That’s exactly what Joe Toyer did…three times! And if you’re considering building, scaling, or exiting an agency in 2022, this episode is going to give you clear ideas on how to do all of that and more. This week, episode 143 of The Digital Agency Growth Podcast is about three agency exits, three software products, and the big lessons that were learned throughout that process! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Joe Troyer share the importance of planning in your business and how that has made a difference in long-term agency growth. They also chat about actionable steps you can take right now to hire the right people in your agency and what those first hires should look like. 

Joe Troyer is an internet entrepreneur who's been helping businesses grow their online presence and succeed in the digital world since 2005. He is a leading expert in all things digital marketing, having founded successful businesses in the SaaS, marketing services, and agency spaces.

Joe is the co-founder of PPC Adlab, a tool that provides Google advertisers with unprecedented market visibility. Review Grower, his most recent venture, is a SaaS company that helps businesses obtain reviews and grow their online reputation. As the former owner of a 7-figure agency, Joe also does some coaching to help others start and grow their agencies and achieve the same level of success.

In this episode, Dan and Joe Troyer discuss the following:

• What inspired the creation, build, and market of a call-tracking platform.
• The payoff in building, scaling and exiting three agencies. 
• How to determine if a business is no longer a good fit for you as a person.
• Unique stages of scaling an agency and how Joe decided where it made the most sense for him to exit.
• What it looks to build and scale an agency in 2022 when the market is more competitive.
• The power in transitioning from agency to SAS

As we’ve seen from this conversation, there are many different ways to build, scale and exit an agency. You are the one who ultimately gets to decide what is going to work best for you. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JOE TROYER:

Show Me the Nuggets Podcast

LinkedIn

Instagram

Digital Triggers

PPC Ad Lab

PPC Predict

Review Grower

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Dan’s Episode on Show Met the Nuggets Podcast

The Road Less Stupid by Keith J. Cunningham

Even within the B2B space, it can feel like we are all driving around blind. Relationships are extremely important in the B2B industry, so when you focus on providing value for your ideal customers. The barrier to creating those meaningful relationships is trust. So how do we break through and create that trust with our B2B customers?

Relationships are about offering true educational value to your audience, not just plummeting them with sales messages. There are tons of marketing sources out there right now, but they’re not all good. You have to be able to navigate through that. This week, episode 144 of The Digital Agency Growth Podcast is about over 30 years of B2B marketing insights! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Donna Peterson share the importance of using commonalities as leverage when connecting with others and the most timeless strategy that has worked in building relationships. 

As a CEO, Marketing Consultant, and Leadership Strategist, Donna Anne Peterson has a personalized approach to helping individuals and businesses reach the next level. Each individual and company is unique and must be treated uniquely. Donna dives deep into understanding the mission, why, and goals to ensure everything goes down the right path. Bombarding people with promotions or asking employees to do more is not a sustainable way to grow a business. Instead, show people that you understand their situation and honestly care to increase productivity and sales. 

In this episode, Donna Peterson discusses the following:

• What are quality client relationships and how to effectively build them.
• The first lesson Donna had to learn when it came to working in a diverse industry. 
• Hidden tips for learning the language of your ideal customers.
• How to stand out and show people that you truly know what you’re doing.
• Using relationships and commonalities as leverage when creating campaigns.
• Industry changes in the B2B marketing space over the last 30+ years.
• Tools that are actually helpful in B2B marketing.

Don't forget that when searching for the right marketing tools, it’s important that you consider your business needs and the tool as a whole in your decision. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DONNA PETERSON:

LinkedIn

Instagram

World Innovators

B2B Excellency Podcast

YouTube

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Dan’s episode on B2B Marketing Excellency

On one hand, we hear a lot about technology and the leverage it can give us and the things that it can do for our businesses. Still, as today's guests will talk about, the talent shortage in the technology space is a gap that's been widening and is perhaps wider than it's been in decades. Finding affordable tech talent is really, really hard. To get a seasoned developer, you might very well be going to India, Eastern Europe, the Philippines, et cetera, to find talent. There are a lot of people that would argue that the United States has dropped the ball. We don't have the infrastructure. We don't have the planning, leadership, or forethought to train technological talent. 

As today's guest will talk about, it's not necessarily just developers. This is the bleeding edge. This is the trenches of the labor shortage. This is where things can potentially get turned around. And today's guest is at the forefront of that, and we really enjoyed our conversation with him. This week, episode 145 of The Digital Agency Growth Podcast is about how to fill the tech labor gap! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

Linc Kroeger is a social innovator with 35 years of experience in innovation and enterprise technology. He served three years on the Technology Association of Iowa board; was assigned by Governor Kim Reynolds to her Empower Rural Iowa Task Force; identified as “the most innovative leader on bringing tech jobs to rural in the nation” by U.S. Congressmember Ro Khanna representing Silicon Valley; recognized as “Top National Rural Influencer” by The Ruralist.

In this episode, Dan and Linc Kroeger discuss the following:

• Why there’s a drop-off of interest in a career in tech if someone doesn’t start by the time they are about 18.
• What goes into training the next generation of tech talent.
• How a national strategy in filling tech infrastructure puts other nations ahead due to the gap in the United States.
• Why the labor shortage is happening, and how Linc’s organization is working to shift that in the tech space. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH LINC KROEGER:

LinkedIn

Knight Moves

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

You are probably at a point where you’re thinking about leveraging technology and scaling your agency. Usually, it starts with those small vertical jumps that help you grow with inbound, but we know that there’s going to be a natural progression where inbounds dry up. That’s where outbound marketing is so important. This week, episode 146 of The Digital Agency Growth Podcast is about building an agency from $20-150M! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Corey Quinn shares the importance of having clarity around the market you serve so that you can speak directly to their problems. They also give actionable steps you can take right now to land more outbound deals. 

Corey Quinn is the ex-CMO of Scorpion, where in 6 years, he helped grow the agency from $20-$150. Today he helps $2M+ SaaS and Agency B2B Founder CEOs identify, grow and scale profitable niches and customer segments.

In this episode, Dan and Corey discuss the following:

• First developing a streaming media business right before the dot com crash
• The value of having an MBA
• Stepping into a $20 Million agency that had capped out on inbound
• The three key lesson learned in building an agency from $20 to $150 Million
• How you can identify your top three most profitable niches that you can focus on even if your agency might feel all over the place. 

Remember to look at both the qualitative and quantitative data to make those decisions when scaling you agency. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH COREY QUINN:

LinkedIn

Instagram

Website

Join Corey’s Newsletter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Podcasts are just a really great way for someone who wants to get more earned media but maybe cannot get into a Forbes or Fast Company. It's lower pressure and conversational. This week's episode of The Digital Agency Growth Podcast is about landing B2B podcast placements! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Shelby Janner share the importance of getting visible through podcast guesting and actionable steps you can take right now to pitch to be on B2B podcasts that make sense for your goals and brand. 

Shelby Janner is a public relations expert and strategic communicator recently stepping into an executive role at Zilker Media, an Austin-based agency focused on building people-driven brands. Shelby supervises all client activities in the publicity department to ensure delivery and success for the desired business objectives and ROI. Utilizing her expertise in strategy and vision, Shelby is passionate about ensuring clients understand the importance and value of publicity as it pertains to their current and future marketing goals.

In this episode, Dan and Shelby Janner discuss the following:

• Harnessing the power of podcasts to boost your influence and raise the visibility of your organization.
• Podcasting as a bigger place to get media placements
• How podcasting is networking, content, and helpful in creating strategic partnerships.
• Practical steps on how to DIY your own publicity through pitching yourself to be a guest on podcasts.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH SHELBY JANNER:

Twitter

LinkedIn

Zilker Media

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

It seems like there’s a missed alignment of the level of sophistication needed at the top of the sales funnel, especially when you are talking about complex and competitive industries. Your sales team is there to support that, but hiring and training the right person can feel daunting. This week, episode 148 of The Digital Agency Growth Podcast is about ramping up new salespeople! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Merrick Calmer share the importance of hiring and training your sales team intentionally. We also chat about how you can very practically set up the members of your sales team for succes s. 

Merrick is the Co-Founder of HireTraining, a Sales & Recruiting Bootcamp. The mission is to find and train people seeking an entry-level sales or recruiting position. While they are learning the skills they need to succeed in their career, HireTraining will be finding their first opportunity for them. Merrick is also the Chief Revenue Officer for NBGS USA, which operates an FDA Registered Facility and is a contract manufacturer, labeler, and supplier of medical products and personal care products.

In this episode, Dan and  discuss the following:

• The foundational viability of sales as a long-term career. 
• Why things are getting more difficult at the top of the sales funnel and why SDRs should be paid more
• The reason why most sales training doesn’t focus enough on the ideal customer profiles (ICP).
• What metrics we should be looking at as agency leaders and holding our team to them. 

Even if you are training a mid-career salesperson or you yourself are the closer, there’s still a lot of value you can get from this conversation. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH  MERRICK CALMER:

LinkedIn

HireTraining

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

As agency owners, it’s easy to attribute our personality traits to how we grew up and the decisions we made along our career paths. Those things influence how we show up as leaders for our team and the work our companies do. This week’s guest attributes a lot of his success as an agency owner to his childhood and a deep desire to have flexibility and freedom in his life. This week, episode 149 of The Digital Agency Growth Podcast is about how Andrew Morgans built a 37-person Amazon agency! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Andrew Morgans share the evolution of eCommerce on platforms like Amazon and eBay. 

Andrew is the Founder and CEO of Marknology, Landlocked Clothing, AKCO Properties, and Co-owns waggedy®. Marknology is a full-service Amazon Brand Accelerator with a proven selling system for launching products on all eCommerce platforms with remarkable results. Marknology has managed over 200 Million in sales on Amazon alone.

In this episode, Dan and Drew discuss the following:

• How growing up with missionary parents prepared Drew for becoming an entrepreneur.
• The past, present, and future of eCommerce.
• Why finding an Amazon specialist isn’t the best course of action and what to do instead.
• The shift in dropshipping and why brands have moved away from that.
• What it takes to train your team from scratch when they don’t have prior experience.
• Where the Amazon space is headed and where agencies fit into that.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH ANDREW MORGANS:

LinkedIn

Instagram

Marknology

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Jab, Jab, Jab, Right Hook by Gary Vaynerchuk

The Body Keeps the Score

Extreme Ownership

The old way of selling just doesn’t cut it anymore. People are more skeptical, and it can be harder to determine what to say to move the sale forward. This week’s guest has a unique perspective that shakes up what you know about sales. Episode 150 of The Digital Agency Growth Podcast is about selling to skeptical buyers! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jeremy Miner share the importance of setting up sales calls correctly and actionable steps you can take right now to disarm the skeptical buyer. 

Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021.  He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and a host of other publications.

For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet. During his 17-year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer out of more than 100 million salespeople - selling anything worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures EVERY year.

Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University. Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation— co-authored by Jerry Acuff —CEO of Delta Point, is being published Fall of 2022.

In this episode, Dan and Jeremy Miner discuss the following:

• Learning to work with human behavior rather than triggering sales resistance. 
• The three forms of persuasion and how they can impact your sales ability.
• The ABD’s of Selling and why that works best in B2B sales
• When you have a tried and true sales process, you’re more likely to land the sale.
• Resistance to sales training at large and why it tends to happen.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH JEREMY MINER:

LinkedIn

YouTube

Instagram

Website

Podcast

Sales Revolution Pro

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Lead nurturing can be anything from creating a podcast to writing blog articles. In the case of our guest today, there’s more of a constraint on lead nurturing using software, which results in sales.  This week, episode 151 of The Digital Agency Growth Podcast is about lead nurturing that actually works! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jason Kramer share the importance of finding a process for effectively nurturing prospective buyers into customers. They also discuss some actionable steps you can take right now to connect the dots between marketing and sales.

Jason Kramer, founder of Cultivize started his marketing career as a designer working with agencies in NYC in the early 2000s. He started his first company in 2002 and helped hundreds of small businesses get on the map with his branding and web development expertise. In 2018, he formed his 2nd company, Cultivize to help established B2B organizations leverage lead nurturing strategy and technology to convert leads into paying customers. His direct clients and agency consulting clients, call him the Yoda of CRM strategy, especially when it comes to harnessing the power of the integrated CRM, Marketing Automation, and Sales Platform, called SharpSpring. Jason lives in the Hudson Valley, NY has been married for 15 years, and has 2 children with a passion for music, theater, kickboxing, and anything Disney.

In this episode, Dan and Jason discuss the following:

• Connecting the dots between marketing and sales.
• The process of planning and strategizing the use of automation on the sales and marketing sides of the business.
• What SharpSpring is and the pros and cons of the tool.
• Ways for you to improve your lead nurture, so you don’t miss out on the sale. 
• How lead nurturing takes the lead generating a step further in getting results for your clients as marketing agencies. 
• The importance of human interaction when nurturing your leads.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JASON KRAMER:

LinkedIn

Cultivize

Playbook

Email Analysis (Limited Free Offer)

Email Analysis - $150 Offer 

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Generally, the value of someone’s network ends up being around $2-3 Million. Once they get to that point, they’ve typically tapped out everyone they know and who those people might know. They’ve reached the point where their revenue isn’t going any further unless they build a commercialized sales team. Of course, there are exceptions, but that’s what our guest this week has generally seen. This week, episode 152 of The Digital Agency Growth Podcast is about scale, sales process, and growing during a recession! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Dan Morris share the importance of knowing when you are the bottleneck of your business and how to visualize what it would look like with you not involved every day. They also chat about actionable steps you can take right now to gather data to ensure you are making the best decisions for your business. 

Dan Morris is an investor, advisor, and B2B growth expert with a mission to leverage his experience to impact 1000 businesses positively by 2025. Helping companies to succeed in volatile markets, increasing profitability from existing strategies, and helping CEOs take positive steps forward to grow their business is where Dan’s expertise is focused.

Following his early agency experiences, he built and ran a second content marketing agency serving SMBs, and grew it to 60+ team members and multi-million dollar top-line revenue as CEO, before starting Mindracer Consulting. As Managing Partner at Mindracer Consulting. He and his team of collective partners work with B2B CEOs in services and SaaS companies to help with their Go To Market, Making Processes Repeatable, and Growth strategies. 

In this episode, Dan and Dan Morris discuss the following:

• Building a sales team and the importance of effective sales training.
• A prioritization matrix for determining the vertices and areas you want to go after.
• How you can succeed during a recession and how that can affect your positioning (if it does at all).
• Understanding where your business fits in the lifecycle of another business. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH DAN MORRIS:

LinkedIn

Mindracer Consulting

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Project management ties into many different parts of running a business, such as sales, operations, pricing, capacity, and more. If a project is not clearly outlined or systematized, it can be problematic for everyone involved. It ends up taking more time than anticipated and costing revenue. This week, episode 153 of The Digital Agency Growth Podcast is about how to train effective project managers! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Rachel Gertz share the importance of project management in managing expectations for different teams. They also discuss actionable steps you can take right now toward democratic project management. 

Rachel Gertz is CEO and Dig­i­tal PM Train­er at Loud­er Than Ten. She trains tech work­ers how to trans­form their com­pa­nies through demo­c­ra­t­ic project man­age­ment. Rachel helps com­pa­nies track project num­bers that real­ly mat­ter and how to turn blocks into oppor­tu­ni­ties to build strong rela­tion­ships with their teams, cus­tomers, and clients. Her mis­sion at Loud­er Than Ten is to give back pow­er to the peo­ple lead­ing their projects so they can end hustle culture.

In this episode, Dan and Rachel discuss the following:

• The human element of project management that tends to be overlooked.
• How to incentivize the best performance and retain employees longer.
• The evolution of digital project management and what the future will hold.
• Over-optimizing for one metric at the expense of another and how that can hurt us.
• Bridging the gap to understanding the necessity of a project manager.

Don’t forget to listen in for Rachel’s live reactions and strategies for current project management issues Dan’s seeing right now.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH RACHEL GERTZ:

Website

Twitter

Instagram

LinkedIn

Louder Than Ten

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Episode with Nancy Lyons

Vetting, interviewing, and hiring new employees is a ton of work. It’s important that you find someone who not only fits your company culture but also works well with the tasks and working environment you’ll be placing them in. Finding the right people to fill open roles is the key. This week, episode 154 of The Digital Agency Growth Podcast is about building an employee pipeline! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Andrea MacKenzie share the importance of having a pipeline of potential employees and actionable steps you can take right now to make sure future employees align with your company and values. 

Andrea MacKenzie helps companies to hire, build, and lead teams so they can improve their business growth and workplace well-being through her company Lead With Harmony. She works with growth-oriented small business owners along with executives to achieve higher performance and stronger leadership while lowering stress. She combines her 20+ years experience in corporate roles and consulting with her unique approach to serve her clients, which span from small businesses to Fortune 500s across almost every business function. 

In this episode, Dan and Andrea discuss the following:

• The Kolby process to understand a new employee’s working personality. 
• Common mistakes business owners make during the hiring process.
• The value of gut feeling and where it should live 
• What to do to build a candidate pipeline and get rid of the urgency bias that tanks effective hiring.

Don’t forget to check the show notes for access to your FREE Delegation Visualization Guided Audio to help you unlock what’s possible when you stop managing and start delegating!  Use this guided audio and the companion worksheets to tap into your desire to let go, get back your time, and grow... through delegation!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH ANDREA MACKENZIE:

LinkedIn

Facebook

Twitter

Instagram

Lead With Harmony

Team Success Bi-Monthy Blog

FREE with Special Code ($37 Value) Delegation Visualization Guided Audio - use promo code SALESSCHEMA

FREE Job Advertisement Checklist

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Working Backwards Book

In a world where social and search are dominated by platforms that don’t always make our lives easy, our guest has looked for a way to bring those marketing tools into a more analog channel like direct mail. This week, episode 155 of The Digital Agency Growth Podcast is about digitizing direct mail and the power of being mission-driven! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Dave Fink share the importance of storytelling, brand development, quality product and services, and understanding your customers when you are marketing, no matter if it’s using Facebook ads or sending direct mail.

Dave Fink thinks the best-kept secret in marketing is hiding where you least expect it — your mailbox. Over a 20-year career, he’s generated hundreds of millions of dollars in ad revenue, powered viral sensations like Dollar Shave Club, and helped launch celebrity startups for Jessica Simpson, Mary-Kate and Ashley Olsen, and Kate Bosworth. Now, as founder and CEO of Postie, he’s out to reinvent direct mail marketing for a digital world.

In this episode, Dan and Dave Fink discuss the following:

• The pros of using direct mail over running ads on platforms that underperform.
• Being an early-stage partner with Dollar Shave Club.
• The value and meaning of building a mission-based business.
• Virality and what it meant 10+ years ago, what it means now, and what it can mean for your clients.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAVE FINK:

LinkedIn

Postie

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Working Backwards

Most people have an issue with thinking of themselves as a salesperson. Yet, every one of us is a salesperson. We are always marketing and selling ourselves. You make friendships, you network with people. You sell your passion and personage through conversation. That is you. But if you are someone who now has to sell a product or service, you need to come to terms that you are a salesperson, and that’s not a bad thing. This week, episode 156 of The Digital Agency Growth Podcast is about sales training and entrepreneurship over decades! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Michael share the importance of practicing different methods of selling to become an expert in the science of selling.

Michael Gansl is a hands-on entrepreneur and "The Seasoned Voice of Reason℠" specializing in working with “The Accidental Business Owner ℠” and with teams of individual contributors to implement business development and revenue growth opportunities. With over 30 years of experience, Michael is an expert in growing companies, problem-solving across marketing, sales, and operations, and understanding what business owners need to do to achieve success.

In this episode, Dan and Michael Gansl discuss the following:

• The most important quality to look for in sales talent.
• What building a sales team looked like historically, and what can be learned from that experience.
• How to think about sales KPIs and quotas that inspire the team to move in the right direction. 
• Effectively communicating with the individuals you sell to and being confident in that.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH MICHAEL GANSL:

LinkedIn

Voice of Reason Consulting

Mind Your Own Business Video Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

The Lean Methodology (book)

How can you stand out from the competition in your industry? This is a question we’re all trying to answer through our marketing. We want a dedicated following of people who love our products and services, but how can we achieve that? This week, episode 157 of The Digital Agency Growth Podcast with Michael F. Schein is about the power of creating hype for your business! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Michael F. Schein share the importance of understanding the mass psychology principle and then playing with it. They also chat about actionable steps you can take right now to stand out in your industry using hype. 

Michael F. Schein is the Head Hype Artist at MicroFame Media, a company that specializes in idea-driven businesses famous. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, PopUp, Pugpig, LinkedIn, and Citrix. His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audiences spanning from the northeastern United States to the southeastern coast of China. His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers, published by McGraw Hill, appears where books are sold.

In this episode, Dan and Michael discuss the following:

• Attracting attention from the people that matter on a macro level.
• Ethically harnessing the power of human emotion to create hype and cause people to take action.
• Powerful ideas on how to make war, not love so that you build up the right attention.
• Creating useful content that gets attention and can be replicated to get results.
• How ad fatigue and industry evolution can impact how we use hype.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH MICHAEL F. SCHEIN:

Twitter

LinkedIn

Facebook

Michael Schein

MicroFame Media

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Living in a world run by content marketing, it is time we start looking at more diversified, different, and arguably better ways to solve the problem at hand than just offering a service. This week, episode 158 of The Digital Agency Growth Podcast is about diversified content marketing! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Joe Pulizzi shares the importance of diversifying your product portfolio and actionable steps you can take right now to build a roadmap towards these launches that are in alignment with where your business is. 

Joe Pulizzi is the founder of multiple startups, including content creator education site, The Tilt, and is the best-selling author of seven books, including Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine. Joe is best known for his work in content marketing, first using the term in 2001, then launching Content Marketing Institute and the Content Marketing World event. In 2014, he received the "Lifetime Achievement Award" by the Content Council. He successfully exited CMI in 2016 and consequently wrote an award-winning mystery novel, The Will to Die.

In this episode, Joe and Dan discuss the following:

• Deconstructing what it takes to run an agency and exploring more diversified ways to solve problems with the new technology at hand. 
• Goal setting and getting into the routine of reviewing them on a daily basis to keep them in alignment. 
• Becoming the best at one thing vs. diversifying your offering. 
• How you can still have a diverse offering while also being the leading expert in a specific niche.
• Starting with one thing and building upon it as you learn, launching as you go. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JOE PULIZZI:

Thetilt.com

JoePulizzi.com

Content Inc. Book

The Will to Die Book

Twitter

Linkedin

Facebook

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

rally.io

Once you hit a certain revenue level, things tend to plateau. What worked to get you to this point won’t necessarily get you to the next level. If your goal is to get to that next level, you’ll need to shift the way you view your business and start stepping into the CEO role of your company. This week, episode 159 of The Digital Agency Growth Podcast with Hunter Lowder is about how what got you here won’t get you there! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

Hunter Lowder is co-owner of Tortoise & The Bear, a business strategy, operations, and mindset coaching company that supports visionaries in bringing their wild and crazy dreams to life. Coupling her past business experience as CEO of a multi-million dollar company with mindful coaching approaches, Hunter helps service-based business owners create and prioritize a strategic plan to grow their impact and move their business forward in a sustainable way.

After suffering severe burnout as a CEO, Hunter is passionate about building a business in alignment with her values. When she’s not helping clients fine-tune their operations, she’s likely dancing and singing karaoke with her husband, feeding her son’s football team, or hanging out at the beach with her fur babies.

In this episode, Dan and Hunter discuss the following:

• Balancing the extremes of either being too tactical or too woo when it comes to changing yourself as a leader. 
• What it takes to step into the CEO leadership role and the different factors that have to be considered. 
• The number one area in the client journey that people tend to forget about and how to understand cues that a prospect is ready to buy.
• Signals that you might be on the brink of burnout and how to avoid burning out as business owners.

Hunter would love to share her FREE customer journey audit with your audience.  She’ll review listeners' current customer journey and record a personalized video in 3-5 business days to get them on the right path to creating a customer journey for consistent leads and sales.  The link for that customer audit will be https://www.tortoiseandthebear.com/podcast 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH HUNTER LOWDER:

Facebook

Instagram

LinkedIn

Website

Free Gift

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

People are looking for more from brands than interruptions and superficial messages. They are looking for brands to move people’s lives forward, one small step at a time. Everybody wakes up in the morning wanting one thing: they want to be better than they were the day before. It’s at the heart of the human experience. So when brands seek to empower people, they are drafting off of millions of years of evolution. This week, episode 160 of The Digital Agency Growth Podcast with Jeff Rosenblum is about agency growth and culture over 20 years! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jeff Rosenblum share the importance of redefining advertising. We also discuss actionable steps you can take right now to find leverage all along the customer journey to connect and convert with your marketing beyond paid advertising. 

Jeff Rosenblum is a Co-founder of Questus, a digital advertising agency that has worked with many of the world’s most influential brands, including Apple, Capital One, Disney, The NFL, Samsung, Starbucks, Universal, Wyndham, and Verizon. Jeff is the author of Exponential, which discusses how to transform brands through empowerment over interruptions. He is also the creator of a documentary about the advertising revolution called The Naked Brand and the groundbreaking book Friction, which explained how passion brands are built. Jeff has lectured at some of the top universities in the world, including Yale, Cornell, Columbia, and London Business School. He has won some of the ad world’s most prestigious awards and presented at many of the industry’s largest conferences.

In this episode, Dan and Jeff Rosenblum discuss the following:

• Building an agency over the course of 20 years.
• Why everything revolves around culture and how that can serve your agency
• The importance of risk in building an agency.
• Using empowerment instead of an interruption to transform brands.

Figure out what people are looking for. Identify their unmet needs both emotionally and functionally. Then create content that moves them down the funnel.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH JEFF ROSENBLUM:

LinkedIn

Twitter

Instagram

Questus

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Who by Geoff Smart (Amazon)

Friction by Jeff Rosenblum (Amazon)

Exponential by Jeff Rosenblum (Amazon)

With over 30 years of experience in branding, our guest today has seen it all, and this episode covers all the reasons a company might need a rebrand and how to get all parties to buy into a rebrand.  Even if you are not involved in the branding space, you can still get something from this episode that you can use with your own clients. This week, episode 161 of The Digital Agency Growth Podcast is about rebranding the largest companies on earth! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jim Heininger share the importance of upfront education with potential clients so they become stakeholders in the full process. They also discuss actionable steps you can take right now to navigate how much information to share during the initial assessment and what to save for the consulting period. 

Jim Heininger is the Rebrand Man. He leads the efforts of The Rebranding Experts, which he founded in 2017 after 30 years of business and brand strategy experience for P&G, McDonald’s, Anheuser-Busch and others. Jim has designed the methodology used by the firm and merged the many disciplines necessary for successful rebranding. Jim coaches CEOs through the rebranding process, aligning their executive team, and helping to execute complete name changes and new customer promises. 

In this episode, Dan and Jim Heininger discuss the following:

• What actually encompasses a rebrand during planning, implementation, and launch
• How to effectively communicate the many moving parts to clients who think what you do is “easy”.
• Reasons why a company might need a rebrand or why it should be focusing its efforts elsewhere.
• Strategically placing your agency in a box and how that can actually boost your credibility.
• Using thought leadership content to draw in potential clients who are searching for your services.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JIM HEININGER:

LinkedIn

Twitter

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

It can be challenging to determine if niching down and building a more specialized practice in your agency is the right move. Today, Brent is sharing why you should niche down and get specialized. Episode 162 of The Digital Agency Growth Podcast is about the importance of specializing and getting rich in the deep end! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Brent Weaver is sharing the importance of specialization and actionable steps you can take right now to niche down. 

Brent Weaver is on a mission to help 10,000 digital agency owners achieve freedom in business and life by helping them own their market. Brent is the founder and CEO of UGURUS, a business training and education company dedicated to this mission. He also hosts one of the leading podcasts in the business niche—The Digital Agency Show. Brent is in partnership with UnlimitedWP—a scalable white-label WordPress development team to help digital agencies grow without all the headaches of hiring and managing people. He is also a Brand Ambassador for Cloudways, a WordPress hosting company, helping them evangelize their platform.

In this episode, Brent Weaver and Dan Englander discuss the following:

• How much easier Brent believes it would be to have agency success now vs. back when he started his agency in High School to pay for his hobby of building websites.
• Why Brent believes niching down could save your agency or business in the long run
• How to know when and what to niche down to as times change through looking at your existing clientele and marketing channels.
• Brent’s suggestions around launching multiple business models at a time, or trying to diversify your agency through multiple business models at a time, and though it worked for him, why he doesn’t recommend it for others.

Niching down is far better, and far more lucrative, than remaining a generalist in your business model practices, and even pandemic statistics will prove that to be true. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH Brent Weaver:

Website

Email: brent@ugurus.com for field guide and additional resources for listeners

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Our guest this week has built his marketing firm by acquiring other agencies so that his firm can be a one-stop shop for serving their clients. This approach is different from most of our guests, but with almost 30 years under their belt, it’s working for them! This week, episode 163 of The Digital Agency Growth Podcast with Kevin Lee is about acquiring eleven agencies and being a marketing mad scientist! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Kevin Lee shares the importance of understanding your client roster so that you can make better long-term decisions. 

Kevin Lee Co-Founded Didit, a leading digital-first marketing firm, in 1996. He also founded GivingForward.org, a cause-marketing nonprofit focused on generating revenues for other nonprofits. Previously to Giving Forward, Kevin founded We-Care, a cause marketing platform that generated over $8 million for nonprofits, becoming the “inspiration” for Amazon SMILE ($350 million in donations). Kevin is also the CEO of the eMarketing Association. Kevin invents marketing technology solutions for Didit clients and has written 4 books, spoken at more than 500 events, and published 700+ articles on marketing.

In this episode, Dan and Kevin Lee discuss the following:

• What someone looks for in an acquisition and things that make for a great one.
• Big mistakes Kevin has made and how you can learn from them.
• The importance of diversifying your client base and getting beyond big client problems.
• The process of having fun and finding your superpower. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!

CONNECT WITH KEVIN LEE: 

LinkedIn

Didit

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Building rapport with someone is the most important thing you can do to grow your agency in 2023. Ultimately, people buy from those that they trust. There’s no substitute for trust. This week, episode 164 of The Digital Agency Growth Podcast with Mike Sullivan is about building a challenger brand agency over 22 years! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Mike Sullivan share the importance of having what you need to land an RFP effectively and efficiently. They also discuss actionable steps you can take right now to create a narrative that potential clients can hold on to during a pitch. 

Mike began his career with formal training in strategic planning while at J. Walter Thompson, before going on to amass considerable experience guiding strategic efforts for a wide variety of clients across a broad spectrum of industries. Before coming to LOOMIS in 2001, Mike led successful agencies, one earning ADWEEK Magazine recognition as “The Hottest Shop in the Southwest” for two consecutive years. Today, he oversees all agency disciplines at LOOMIS, which was honored in 2016 as “Small Agency of the Year” by Crain’s ADVERTISING AGE Magazine. As a leader, Mike focuses on building the kind of company that delivers peak career experiences for his talented team. LOOMIS has earned a spot on The Dallas Morning News and Dallas Business Journal “Best Places to Work” lists for multiple years.

In this episode, Dan and Mike Sullivan discuss the following:

• Starting an agency by partnering with someone who recorded music and starting with a sound studio.
• The benefits of starting with a foundation in sales and how that guided the business.
• The exact checklist Mike and his team use to determine the viability of an RFP.
• How capabilities are not a sustainable advantage and what to do instead.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH MIKE SULLIVAN:

LinkedIn

Loomis

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

This week, episode 165 of The Digital Agency Growth Podcast reviews the lessons we learned on the podcast this year! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

The major lessons learned:

• The power of going from reactive to proactive new business practices
• Your agency as a launch pad for almost anything 
• The challenges and opportunities of a remote world
• Ordinary things are done well produce extraordinary results
• Gaining a sober outlook on technology 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Usually, we chat with agencies that have been around for a decade or more. Still, today’s guest has some really insightful information about how he’s been able to create a business that works for him and can provide the services his clients are looking for. This week, episode 166 of The Digital Agency Growth Podcast is about building a B2B Content Subscription Model! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and John Azoni share the importance of creating an offer that takes more off the client’s plate rather than adding more for them to manage. 

John Azoni is a content creator and video producer working specifically with colleges and universities to automate their video storytelling through student testimonial subscriptions. He believes that staying in front of your audience regularly, if not daily, is crucial to getting results from your digital marketing efforts. And yet, it’s something that so few colleges do well because they’re short on time, staff, and resources to create a steady flow of engaging video content throughout the year. His company, UNVEILD, solves this problem and helps higher ed marketing leaders fill their content calendars with compelling stories and engaging video content - every month, on autopilot, anywhere in the world, for a flat monthly fee.

In this episode, Dan and John Azoni discuss the following:

• Deconstructing a large-scale video project into a subscription model.
• Lessons learned growing an agency in the pandemic.
• The benefits of a subscription model over a retainer model.
• How to find the right talent to grow your business.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JOHN AZONI:

LinkedIn

Website

Book

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

It takes intention to grow your agency into a specialized business. Our guest has spent the last 15 years tweaking and shifting his agency to be the powerhouse that it is today. This week, episode 167 of The Digital Agency Growth Podcast is about the journey to becoming a specialized agency!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Phillip McMillan shares the importance of building the identity of a business and actionable steps you can take right now to build and grow your business around the people in it. 

Phillip McMillan is the Managing Director at CS Brand Group. With over 20 years of experience in sales and marketing strategy development, Phillip has spent the last 15 years focused on building valuable brands for private equity funds and their portfolio companies. Phillip's processes and experience help clients through platform development, acquisition integration, growth marketing, and exit communications — maximizing value and providing scalable execution through the hold. He is frequently called upon by CEOs and operating partners to evaluate and recommend branding plans for complex buy-and-build strategies. His experience spans B2B and B2C audiences in multiple verticals, including software, industrial, retail, technology, and multisite healthcare.

In this episode, Dan and Phillip discuss the following:

• The advantages of work experience before starting your own business.
• What it means to build a business around the people.
• Honing in on one or two key services and why it’s worth it.
• What it’s like to balance the idiosyncrasies of a niche with the timeless strategies that work for everyone.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH PHILLIP:

LinkedIn

Work with CS Brand Group! 

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

CS Brand Group Website

A unique point of view is essential to hooking your audience and getting new clients. This week, episode 168 of The Digital Agency Growth Podcast is about B2B Demand Generation.

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Deanna Shimota shares the importance of finding your definitive point of view and actionable steps you can take right now to develop a demand generation strategy tailored to your B2B business. 

Deanna Shimota is the CEO of GrowthMode Marketing. Deanna has made it her mission to know everything about B2B marketing. She’s on top of every tech trend and social media modulation. And while she skates on the cutting edge of marketing innovation, Deanna stays grounded in a foundation of solid marketing principles. She’s used her skills and expertise to catapult multiple technology companies into high growth mode.

In this episode, Dan Deanna discuss the following:

• The benefit of an agency leader with both the corporate AND agency perspective.
• The definition of demand generation and how it differs from lead generation.
• Where to focus your marketing time and money in demand generation.
• How developing technologies may change the marketing game – and what to be skeptical about.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DEANNA:

LinkedIn

The Demand Gen Fix podcast

GrowthMode Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

A proactive approach to sales makes a world of difference in keeping your sales pipeline full of leads and prospective clients. And the good news: we have a training course for that!  This week, episode 169 of The Digital Agency Growth Podcast is about target outreach for agencies and B2B service companies!! 

For more information and to sign up to receive updates and be notified when enrollment opens, go to sales-schema.teachable.com/p/targeted-outreach 

In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of having a consistent sales system that goes outside of organic referrals and actionable steps you can take right now to implement relationship sales at scale. 

In this episode, Dan discusses the following:

• The 3 types of proactive approaches to sales.
• Why outbound marketing should be part of your sales system.
• The principles that make outreach highly effective.
• Example campaigns you can take and run with right away.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

There’s no questioning that Amazon is a rapidly growing force to be reckoned with, and today’s guest shares insight on the past, present, and future of the company and how her experience working there shaped her to advance in her current role. This week, episode 170 of The Digital Agency Growth Podcast is about the early days at Amazon, building and selling an agency, and the murky world of Amazon CRO. 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, guest Rachel Johnson Greer shares her experience being part of Amazon during a phase of massive growth for the company and how she used this experience and earned skills to grow and sell her next venture ultimately ending up working in her zone of genius. 

Rachel Johnson Greer is a global Amazon Marketplace strategist specializing in conversion rate optimization and brand awareness. Rachel has founded companies that reached both multi-six-figure and multi-seven-figure growth in under three years. Cascadia Seller Solutions, the Amazon full-service agency Rachel founded in 2015, was acquired by Avenue7Media in 2022. Rachel is frequently sought out by the media and has appeared on the Today Show, CNBC, Business Insider, The Wall Street Journal, and Bloomberg.

In this episode, Dan and Rachel discuss the following:

• How taking the leap into challenging roles shaped how Rachel approached every problem in her life. 
• The two factors that set Amazon apart from similar companies. 
• Using your network to make your next career pivot. 
• How Rachel managed to grow (& sell) her next venture quickly. 
• Amazon’s fast-paced environment proves to be both a benefit and a hindrance to its employees. 
• How Amazon is changing the marketing game for brands selling on their platform. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH RACHEL JOHNSON GREER:

Website

LinkedIn

Stay tuned for the release of her book!

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Becoming a sales-driven agency is about so much more than just client- or customer-centric. It’s about continually looking for all the different things that can be sold within a company and organizing your team for success. This week, episode 171 of The Digital Agency Growth Podcast is about AI, the recession, and becoming a sales-driven agency.

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Jon Tsourakis cover various topics, from the importance of introducing your team to your clients early in the process to actionable steps you can take right now to elevate your sales hiring practices. 

Jon Tsourakis is the President of Oyova, a web app and digital marketing agency, recently featured on INC 5000's fastest-growing companies list. He also hosts a podcast, The Climb, produced by the Digital Mastermind, a mastermind group of digital agencies from around the world.

In this episode, Dan Jon discuss the following:

• The recession and what it means for agencies and B2B sales companies.
• The future of sales in regards to developing technologies like AI.
• Shifting to a sales-driven agency model: what it is, what that looks like, and how Jon has done it.
• Critical thinking tests and other tactics for hiring the best salespeople you can find.

Let us know what you think about today’s episode format! Did you like the more relaxed setup? And thanks again to Jon for being a longtime friend of the show and coming on to talk with us again!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH JON:

LinkedIn

Digital Mastermind

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

There's no doubt that having a strong brand is essential for any agency. But what's often overlooked is the importance of having a well-thought-out brand architecture. In this episode, we'll explore what brand architecture is and why it's so important. We'll also provide some tips on how to create an effective brand architecture for your agency.

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Lindsay Shearer shares the importance of niching down to be noticed and actionable steps you can take right now to utilize Pinterest to the fullest extent for your business. 

Lindsay Shearer is the CEO of Pins 4 Profit + BrandRanx Media + Bankable Digital Agency. Lindsay’s team focus is on running large volume of Pinterest Ads + Organic & mixed with a cross channel SEO strategy for ecom brands. With a background in using digital marketing for mergers & acquisitions & private equity, Lindsay’s team has helped hundreds of brands reach massive growth & scale. Each year she is spending over $35M+ profitably for clients and addicted to the results!

In this episode, Dan and Lindsay discuss the following:

• Building the brand architecture of your agency.
• How Pinterest is still a mostly untapped market for brand advertising.
• Defining recurring revenue and how recurring revenue looks different for every agency.
• Looking at client retention for the ecommerce brand.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH LINDSAY:

Website

Instagram

Pinterest

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Amazon is a massive success in part because of its principle of ‘working backwards’. Starting with the customer and working backwards to the technology has been Amazon’s core belief since the beginning, and is key to how the company operates. This week, episode 173 of The Digital Agency Growth Podcast is about working backwards: both the methodology and the book written by Colin and his co-author Bill Carr.

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Colin Bryar shares the importance of not being afraid to fail to innovate and actionable steps you can take right now to improve your hiring process based on your leadership principles. 

Colin Bryar co-authored Working Backwards: Insights, Stories, and Secrets from Inside Amazon, a first-person account of how Amazon created and implemented the principles and processes that have made it successful. Colin spent 12 years at Amazon where he earned the moniker “Jeff’s Shadow”, after working alongside Bezos attending meetings, traveling with, and discussing work and life as his Technical Advisor. Colin has served as COO of IMDb and RedMart, and is co-founder of Working Backwards, LLC where we help companies learn how to work backwards. 

In this episode, Dan and Colin discuss the following:

• Single-threaded leadership and what that means.
• The bar-raiser process for hiring, how it worked at Amazon, and how it can work for your agency.
• The importance of measuring inputs, not outputs.
• What really makes Jeff Bezos different than anyone who has worked alongside him.

Don’t forget to check out Working Backward: Insights, Stories, and Secrets from Inside Amazon and let us know your thoughts on the book.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH COLIN:

Working Backwards

LinkedIn

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Outbound marketing strategies change more quickly than we can keep track of. Here at Sales Schema, we have found that a commonality-based, personalized outreach repeatedly works across our whole client base. Dan recently spoke about this strategy (and his book), Relationship Sales at Scale, and the use of compelling commonalities to reach out to prospects in a Quickmail webinar that we’re sharing with you now. This week, episode 174 of The Digital Agency Growth Podcast is about relationship sales at scale!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of keeping consistent in your outreach.

In this episode, Dan discusses the following:

• A framework for keeping your agency’s pipeline full without burning through your addressable market.
• Use compelling commonalities to contact prospects likely to build a relationship with you.
• The ‘third path’ for de-risking conversations and generating long-term opportunities
• The scale to personalization Goldilocks Zone for staying consistent and avoiding an empty pipeline.

To apply for our Targeted Outreach Training, head over to salesschema.com/training! 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema


LINKS MENTIONED:

QuickMail Webinars

Watch the Replay of Dan’s Webinar

ChatGPT recently took the world by storm, and it seems to be popping up everywhere. With so many tools now available, how is the wide availability of AI generated content going to change the agency space?  This week, episode 175 of The Digital Agency Growth Podcast is about content, ChatGPT, and what it means for your agency!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Konrad Sanders shares the importance of having a unified brand voice through all of your agency’s copy, and actionable steps you can take right now to start learning about AI tools.

Konrad Sanders runs a charming team of strategic word-slingers, known as The Creative Copywriter. They’re a fast-growing content strategy and copywriting agency that blend art with science to help bold brands sell more stuff. His mission? To break the boundaries of corporate dullness. And help companies pierce through the noise with ‘real talk’, ‘word science’ and calculated creativity. 

In this episode, Dan and Konrad discuss the following:

• Building an agency based on keyword research.
• The Creative Copywriter’s 13 Lenses framework.
• How copywriting has changed over time, and what elements have stayed the same.
• ChatGPT isn’t going to take over copywriting, but could make a good companion tool

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH KONRAD SANDERS:

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Wordtune Spices

Writer

IT services are often an afterthought for agency owners, especially small to medium organizations. But having reliable, professional IT is for more than just fixing a broken laptop or resetting a password. Good IT can also keep your organization running smoothly and looking professional to clients and potential employees. This week, episode 176 of The Digital Agency Growth Podcast is about how IT can optimize your organization!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Georg Dauterman shares the importance of reliable IT services and actionable steps you can take right now to protect your agency’s data from cyber attacks.

Georg Dauterman is the founder and president of Valiant Technology in New York City. Georg has been working in IT for over 20 years, emphasizing creative organizations such as PR firms and ad agencies. He aims to assist organizations in leveraging technology to accomplish their mission while providing guidance on cybersecurity and technology risk management.

In this episode, Dan and Georg discuss the following:

• ChatGPT and its role as a tool after the hype has dissipated.
• The importance of critical thinking and how creative people often make the best technologists.
• How optimized IT and technology make your agency run more efficiently and appeal to clients and employees alike.
• Minimizing the risk of a cyber attack with good IT support and protocols.

As Georg mentions in the episode, cyber security is as important to your agency as an attorney or an accountant. Investing in IT is investing in the future of your business!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH GEORG DAUTERMAN:

Valiant Technology

LinkedIn

YouTube

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Selling an agency doesn’t happen overnight. Neither does figuring out what happens after the sale. Today, Kelly Campbell takes us through their journey of selling their agency and helping many other agencies scale their own. This week, episode 177 of The Digital Agency Growth Podcast is about the journey from selling an agency to scaling dozens of them!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Kelly Campbell shares the importance of positioning your agency and actionable steps you can take right now to sustainably scale your agency. 

Kelly Campbell is an inspiring speaker on trauma, leadership and consciousness. She is a Conscious Leadership Coach to high-impact leaders. Their holistic approach draws on two decades of experience as the empathetic founder of a cause marketing agency, as an ICF certified trauma-informed coach, and studies in Buddhist psychology, contemplative science, and inner child / shadow work. They are a wise curator, deep connector, and the founder of Consciousness Leaders.

In this episode, Dan and Kelly discuss the following:

• Doing your due diligence, even during a quick acquisition process.
• Selling your agency might not bring you immediate happiness.
• When to hire in-house versus when to work with a partner for certain services.
• Kelly’s insight on when to scale your agency. 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH KELLY CAMPBELL:

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Sales cycles are getting shorter, and with that comes more strain to get more leads in the pipeline. Referrals and professional introductions are one of the best ways to do this, and can make the difference between closing the deal and an unread email. 

Today’s guest, David Rush, is here to talk about his referral engine SmallWorld and how nurturing your professional relationships makes all the difference. This week, episode 178 of The Digital Agency Growth Podcast is about building a software-empowered referral engine!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, David Rush shares the importance of building trust in business relationships and actionable steps you can take right now to start making introductions and connections for stronger lead generation.

David Rush is the founder and CEO of SmallWorld, a relationship activation platform that fuels the entire relationship life cycle to unlock more successful introductions and referrals. An experienced entrepreneur and SaaS go-to-market leader, David has built and led growth teams to successful exits multiple times throughout his career. Previously, he was the founder and CEO of Earshot, a social media listening platform for major enterprise brands. David also served as CRO of DialogTech where he led a team of 80+ sales, customer success, channel, and service professionals to drive commercial growth and retention.

In this episode, Dan and David discuss the following:

• The compression of the sales cycle and what that means for an agency’s selling approach.
• Streamlining and organizing the referrals and relationships in a company’s network.
• How SmallWorld adapts to your comfort level of sharing professional contacts.
• What you should prepare when asking someone else to make an introduction for you.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH DAVID RUSH

LinkedIn

SmallWorld.ai

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Sales cycles, especially in the B2B space, are often long and arduous. Building trust takes time, and finding the perfect balance of engagement with potential clients takes time to master. Simon Severino is here this week to talk about his tried-and-true methods for shortening your sales cycles and scaling your agency with sprints. This week, episode 179 of The Digital Agency Growth Podcast is about doubling your agency’s sales through sprints!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Simon Severino shares the importance of mentally preparing to niche down and actionable steps you can take right now to close your sales with any type of buyer. 

Simon Severino is the author of the book Strategy Sprints and the CEO and founder of the consulting firm of the same name. He has helped thousands of entrepreneurs reach financial freedom by scaling their firms to run without being dependent on the owners. Simon is an established speaker, having spoken with TEDX and the highly-acclaimed podcast Entrepreneurs on Fire.

In this episode, Dan and Simon discuss the following:

• Shortening your sales cycle with a 90-day sprint.
• How to emotionally prepare to niche down your agency.
• Allowing early successes before asking an agency to niche down builds confidence.
• The four different types of buyers you will encounter and how to sell each one.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH SIMON SEVERINO:

LinkedIn

Strategy Sprints website

YouTube

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Proposals are the heart of making sales and attracting new clients to your agency. But many agencies are approaching creating, sharing, and closing proposals in a way that hurts business: copying and pasting, chucking it over the fence in hopes that it sticks and sending too many follow-up emails. 

Joe Ardeeser is here to tell us the right, more productive way to create proposals and sign deals. This week, episode 180 of The Digital Agency Growth Podcast is about optimizing your agency’s proposals and upsells!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Joe Ardeeser shares the importance of proposal review meetings and actionable steps you can take right now to streamline your proposal creation. 

Joe Ardeeser is a former digital agency owner of 12 years who has worked with notable brands such as T-mobile, Bluetooth, and Scantron. His newest venture is Smart Pricing Table: interactive proposal software for agencies and professional service providers.

Free giveaway from Joe at Smart Pricing Table: Wish Your Projects Were More Profitable? Download the Free Guide: The Profitable Proposal Blueprint -Learn the 5 powerful principles that can take your proposals to the next level.

In this episode, Dan and Joe discuss the following:

• Google Docs and Microsoft Word aren’t built for proposals.
• How most agencies get pricing tables and proposals wrong. 
• The value of interactive proposals and proposal review meetings.
• Asking the right questions will keep prospective clients engaged in the sale - and bring them back if they’ve gone silent.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH JOE ARDEESER:

LinkedIn

Smart Pricing Table website

Free Guide

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Working remotely, though common now, was not well received or often considered in the past decade or so. With the rise of remote work, hiring anyone from anywhere around the world is easier now. But what was the process like back when the idea started to emerge? Today, Dan Andrews is here to talk about all that and more. This week, episode 181 of The Digital Agency Growth Podcast is about remote hiring, podcasting, and creating a community of entrepreneurs! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Andrews shares the importance of podcasting for agency owners and actionable steps you can take right now to find networking opportunities when abroad. 

Dan Andrews started the Tropical MBA blog as a job advertisement for a paid intern to join him as he traveled the world building his business with his business partner, Ian Schoen. It has since evolved into a place that location-independent entrepreneurs and folks starting their own businesses turn to for frank disclosures on the inner workings of their own million-dollar eCommerce company, tips and hacks for ex-pat living and travel, and witty commentary on the realities of building your own business to create personal freedom and opportunities.

In this episode, Dan Andrews and Dan Englander discuss the following:

• What being a digital nomad entrepreneur was like circa 2016.
• The big trends Dan is seeing in remote hiring given the last few months.
• Comparing being an agency owner to being a track and field athlete.
• How AI and technological developments will shape life 10 years from now.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH DAN ANDREWS:

LinkedIn

Instagram

Tropical MBA

The Dynamite Circle

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

The tech world is constantly changing, and sales executives often feel the brunt of the changes. Finding a community of others in the same position as you can be all the more helpful when navigating job searches, personnel shifts, and more. 

Today, Sam Jacobs is here to discuss how his peer group Pavilion connects people in the sales world. This week, episode 182 of The Digital Agency Growth Podcast is about reciprocity, recession, and building Pavilion!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Sam Jacobs shares the importance of knowing your professional strengths and actionable steps you can take right now to find new professionals in your field to add to your network. 

Sam Jacobs is the Founder & CEO of Pavilion and the author of Wall Street Journal Best Seller Kind Folks Finish First. He launched Pavilion as Revenue Collective in 2016 and bootstrapped the company to $10M in ARR before taking on a $25M growth financing round in early 2021, led by Elephant Ventures and GTM Fund.

In this episode, Dan and Sam discuss the following:

• What it’s like to grow and scale a massive peer group like Pavilion.
• The importance of personal values and what they mean for your career.
• The unbalanced structure of the tech industry and what it means for the workforce.
• What AI will do to change the workforce and technology landscape.

To check out Sam’s book Kind Folks Finish First, head to the Amazon page!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH SAM JACOBS:

LinkedIn

Twitter

Pavilion

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

If you're in sales, you know that building strong relationships is key to success. But there are lots of other factors to consider as well, including whether to acquire a business or start it from scratch and how much AI to incorporate into your process. This week, episode 183 of The Digital Agency Growth Podcast is about sales, acquisition, and relationship building!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Ron Story Jr. shares the importance of crafting your message for your specific audience and actionable steps you can take right now to turn your list of email addresses into relationships to avoid cold-emailing people. 

Ron Story Jr. helps entrepreneurs get booked on podcasts and speaking gigs with PitchDB.com and book sales appointments at FiveContacts.com. A speaker, writer, and mentor, Ron has over 20 years of entrepreneurial experience in  Print/Digital Media Publishing, Real Estate Property Management, OTR Trucking, Income Tax Preparation, Financial Services, and more.

In this episode, Dan and Ron discuss the following:

• The value of podcasting for business owners and entrepreneurs.
• What AI looks like right now as a sales tool.
• The current state of the tech industry.
• Buying a business versus starting one from scratch.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH RON STORY JR.

LinkedIn

Facebook

Instagram

PitchDB.com

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

In this wide business world, there are many ways to build a high-profit agency. Different strategies and tactics will work for different people, and there are consultants everywhere that are trying to sell you on their proprietary “secrets”. So how DO you build a high-profit agency in a sustainable way? And how do the concerns vary as you increase your revenue? Raul Hernandez-Ochoa is here today to talk about all that and more. This week, episode 184 of The Digital Agency Growth Podcast is about building a high-profit agency!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Raul Hernandez-Ochoa shares the importance of creating ‘stickiness’ to keep your clients from leaving and actionable steps you can take right now to position your agency for exponential growth. 

Raul Hernandez-Ochoa is the founder of Do Good Work, a digital growth consulting practice that helps bootstrapped digital marketing agencies design profitable growth & operations to scale their impact. He has also helped design marketing and sales teams that have produced millions in revenue, designed revenue teams that produced $50M in sales, and been responsible for over $25M in direct response ad spend and led teams across 12+ time zones.

In this episode, Dan and Raul discuss the following:

• J-curve growth versus staircase growth.
• The steps of scaling sustainably as your agency grows.
• What is productizing and how it can help you streamline your sales funnel.
• Predictions on how AI can help the agency leader as a co-pilot consultant.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH RAUL HERNANDEZ-OCHOA:

LinkedIn

Do Good Work

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Marketing is one of the biggest factors in whether or not an agency is successful. But for the new agency, with limited time and resources, marketing takes up the valuable time in which you should be making discovery calls and signing contracts. Automation can help you find qualified leads without adding an additional 40 hours to your work week. This week, episode 185 of The Digital Agency Growth Podcast is about growing a boutique agency with marketing automation!

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Brenton Thomas shares the importance of creating a low barrier of entry for your clients and actionable steps you can take right now to automate your marketing to whatever level your agency requires. 

Brenton Thomas has 7+ years of paid search, paid social, organic social media, and SEO experience in both corporate and agency roles. He is the founder of Twibi, a digital marketing agency that has worked with businesses valued at over $1 billion dollars to bootstrapped startups. He also has an MBA in International Marketing from Saint Mary's College of California. In his free time, he enjoys spending time with friends and family.

In this episode, Dan and Brenton discuss the following:

• Brenton’s journey that led him to create Twibi.
• Specializing and niching down in a crowded market.
• Effective upselling strategies for both new and existing clients.
• How to automate your marketing to save time and energy that can be put back into your business.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH BRENTON THOMAS:

Linkedin

Twibi

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Proposals can be a big reason your sales funnel slows down. Especially right now, as we’re seeing recession tendencies, the trend is that leads are still coming in, but closing deals takes a LOT longer. So what can you do to speed up the process and sign more clients? 

Today, Jore Ardeeser is here to talk about his passion for proposals and how you can create them more quickly and easily than ever before. This week, episode 186 of The Digital Agency Growth Podcast is about how to build agency proposals lightning-fast and let prospects upsell themselves!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Joe Ardeeser shares the importance of knowing when your prospects open and reviewing your proposals and actionable steps you can take right now to upsell your clients on larger packages quickly and easily!

Joe Ardeeser is a former digital agency owner of 12 years who has worked with notable brands such as T-mobile, Bluetooth, and Scantron. His newest venture is Smart Pricing Table: interactive proposal software for agencies and professional service providers.

In this episode, Dan and Joe discuss the following:

• Why you should think about proposals like a brochure.
• The power of not making assumptions about your client’s needs.
• How to slice and dice a current offer so the base items are more affordable, but you still make your upselling items appealing.
• Tactics for managing scope creep in your contracts.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/

CONNECT WITH JOE ARDEESER:

LinkedIn

Smart Pricing Table website

Free Guide

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Marketing, as we all know, is a fast-paced world that is changing all the time. And if the tech industry has taught us anything, it's that innovation in fast-paced environments is essential to keeping a company afloat. Marketing innovations that think outside the box can set an agency up for success. Today, Alyson Griffin is here to talk about all that and more. This week, episode 187 of The Digital Agency Growth Podcast is about Alyson Griffin’s 25 years of marketing innovation at State Farm, Intel, and HP!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Alyson Griffin shares the importance of understanding the agency’s perspective when you’re on the client side of the equation and actionable steps you can take right now to stand out as an agency to large brands looking for new talent to work with. 

Alyson Griffin has over 25 years of experience leading Marketing and Global Brand & Thought leadership teams for top technology brands, HP and Intel. During her tenure, she was credited for curating “first-of-their-kind” immersive experiences that traversed technology with art, influencers, gaming, and music. Now, as the Head of Marketing at State Farm, Griffin has been entrusted with the critical charter of revolutionizing the 100-year-old brand through the lens of future-forward marketing initiatives, such as designing the brand’s inaugural metaverse footprint. 

In this episode, Dan and Alyson discuss the following:

• How Alyson got started in the agency world and transitioned out.
• Agencies make a great “training ground” for those newly out of school and in junior roles.
• The importance of creating a user experience and getting your brand out in an interactive way.
• The origin of “Jake from State Farm” and its excellence as a marketing tool.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH ALYSON GRIFFIN:

LinkedIn

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Selling creative to a client can be more difficult than selling SaaS, lead generation, or any other service in the B2B space. It takes a deep understanding of the client’s needs, wants, and risk tolerance to deliver them a great product that they’ll be eager to utilize in their business. Today, Joey Tackett is here to talk about understanding your verticals and what it looks like to sell creative successfully. This week, episode 188 of The Digital Agency Growth Podcast is about selling creative!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Joey Tackett shares the importance of knowing your client's needs and conveying that to them and actionable steps you can take right now to set up your next creative sales pitch for success.

Joey Tackett is an award-winning creative director, career coach, and speaker, who helps agency leaders and consultants become highly effective, confident, and persuasive communicators and presenters. During his 23-year creative agency career, he has led creative at various size agencies, working with leading consumer and non-profit brands to enhance their brand experiences. These experiences helped him define and perfect his framework for agency presentations and client experiences, which he teaches through live trainings and courses for other agencies.

In this episode, Dan and Joey discuss the following:

• What does it actually mean to pitch well?
• When your team is happy, your clients are more likely to be happy.
• How to structure a creative pitch call.
• The best preliminary steps to take before your next big pitch.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH JOEY TACKETT:

https://www.joeytackett.com/agencygrowth

LinkedIn

Instagram

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Entrepreneurship has changed drastically in the last 20 years. Even with so many different types of businesses out there, from SaaS to E-Commerce, many still keep coming back to the service-based agency as the bread-and-butter of their ventures. 

Taylor Pearson is here today to talk about why agencies reign supreme in his opinion, his book The End of Jobs, and how Toyota can set an excellent example for us all. This week, episode 189 of The Digital Agency Growth Podcast is about operations, kaizen, and why the agency model is underrated!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Taylor Pearson shares the importance of looking to the future of entrepreneurship and actionable steps you can take right now to improve your service-based business.

Taylor Pearson is the author of The End of Jobs, regarded as one of ‘The 7 Books Every Entrepreneur Should Read’ but the Entrepreneur Times. Taylor’s writing has been featured in dozens of media outlets including NBC, Inc, Coindesk, and The Financial Times. Taylor also works with small business startup founders and executives as a consultant, coach and advisor for nearly a decade to ensure their businesses work better – for them, their teammates, their customers, and their communities.

In this episode, Dan and Taylor discuss the following:

• Entrepreneurship and how it’s changed since the early 2000s.
• The benefits of agencies compared to SaaS and E-commerce models.
• Toyota’s concept of Kaizen and how we can apply that to our businesses.
• Challenges in service businesses, especially B2B service businesses. 
• The three things needed for a great service business. 
• One of the most undervalued things about agencies.
• Taylor’s latest book recommendations.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH TAYLOR PEARSON:

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Taylor’s book, The End of Jobs

How The Leopard Changed Its Spots by Brian Goodwin

Images of Organization by Gareth Morgan

Toyota Production System: Beyond Large-Scale Production by Taiichi Ohno

Dead in the Water: A True Story of Hijacking, Murder, and a Global Maritime Conspiracy by Matthew Campbell and Kit Chellel

With all the buzz about Web3 and technological advancements, marketing and agency life is poised to change rapidly. One agency model that works well in the Web3 world is a DAO, or Decentralized Autonomous Organization. 

Today, Matthew Mozzocchi is here to talk about Myosin, a DAO agency, and how this model allows them to have a leg up the Web3 world. This week, episode 190 of The Digital Agency Growth Podcast is about Web 3, the DAO team model, and profitable agency partnerships!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Matthew Mozzocchi shares the importance of partnering with agencies in a mutually beneficial way and actionable steps you can take right now to understand the underlying tech of Web3.

Matthew Mozzocchi is the Head of Revenue Operations at Myosin, a product studio and agency leveraging the collective wisdom of our member base to inform the tools, processes and playbooks that drive user acquisition into web3. Matthew also helps agencies and Fortune 100 businesses solve their complex staffing needs with flexible talent solutions. 

In this episode, Dan and Matthew discuss the following:

• What a DAO (Decentralized Autonomous Organization) is and how it works.
• The value of partnership models that actually benefit both parties.
• How Web3 and Web2 differ and how we can expect to see Web3 grow in the next few years.
• The importance of getting in front of different audiences when partnering.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH MATTHEW MOZZOCCHI:

LinkedIn

Mozz.co

Myosin.xyz

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Agency acquisition is not something all agency owners consider when starting their business. But there’s nothing more valuable than keeping acquisition in mind throughout your time with the agency, even if selling is not in your plan for a long time, if at all. Today, David Tobin of TobinLeff joins us again to discuss the trends and patterns in the agency acquisition space amidst economic uncertainty and post-Covid shifts. This week, episode 191 of The Digital Agency Growth Podcast is about the agency acquisition market in 2023!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, David Tobin shares the importance of being a specialist in your market and actionable steps you can take right now to prepare your agency for acquisition in the future. 

Founder and Managing Partner of TobinLeff, David is passionate about crafting and implementing plans for clients to convert business value into family wealth. He strives to help clients expand their view of possibilities, develop creative and sound solutions, and get deals closed. David is a serial entrepreneur who has founded, grown, and crafted exit strategies for four companies of his own. He began his first successful venture while still a full-time university student.

In this episode, Dan and David discuss the following:

• Trends in both buyers and sellers in 2023.
• What level of growth or potential buyers are looking for.
• How to get above 7X as a professional services firm.
• How the sales function of your agency affects outcomes when selling the agency.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH DAVID TOBIN:

LinkedIn

TobinLeff

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

TobinLeff White Papers

The current financial uncertainty has been on everyone’s mind lately, especially agency owners.  It looms in the back of our minds while we’re trying to keep up with the changing agency landscape and focus on growing our projects. 

Tom Sullivan is here today to talk about his 30 years of experience in the marketing agency space and the changes it’s seen. He also talks about getting through tough financial times, having had his company survive the 2008 recession. This week, episode 192 of The Digital Agency Growth Podcast is about agency growth, acquisition, and thriving in a recession!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

Tom Sullivan is CEO and senior partner of Princeton Partners and Princeton Partners FSG (Financial Services Group), where they help community banks and other financial, health and consumer-focused organizations to accelerate their growth and increase their mission impact. Princeton Partners creates value, ROI and higher success rates by combining the marketing, creative and digital media expertise of agency pros with client-side experts and consultants from the banking, financial services, health and consumer sectors. Tom has had the privilege of working with over 30 financial institutions and healthcare and wellness-focused organizations, creating a positive impact for people through innovative national programs. 

In this episode, Dan and Tom discuss the following:

• Tom’s experience transitioning from a ‘Mad Man’ era agency into a modern agency over the last 30 years.
• What it was like to run an agency through the 2008 financial crisis, and what Tom and his team learned and are employing now.
• Becoming a pro-social impact agency and how it affects company culture.
• Developing acquisition as part of your growth strategy.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH TOM SULLIVAN:

LinkedIn

Princeton Partners

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

While we talk a lot about agencies here on the show, founders of productized service businesses share a lot of the same challenges that agency owners do. One of the largest challenges is knowing when your role as owner/founder is not the same as when you started the company and what you can do to change it and bring more value to your agency. This week, episode 193 of The Digital Agency Growth Podcast is about scaling and removing yourself from a productized service business!

FREE Webinar From Our Sponsor

Are you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".

Register today and learn how to:

• Increase your budgets with powerful upsells
• Mitigate scope creep and surprises
• Build proposals lightning fast ⚡

Click here to register.

In this episode of The Digital Agency Growth Podcast, Justin Tan shares the importance of understanding your leadership style versus your type of business and actionable steps you can take right now to add value to your company. 

Justin Tan is the founder of Video Husky, a video editing platform and productized service. After building Video Husky to a seven-figure business, Justin hired a General Manager and stepped away from the business. He now offers consulting services and guides agency owners looking to grow their businesses.

In this episode, Dan and Justin discuss the following:

• The difference in mind between an agency and a productized service, and how it is different for every person.
• Lessons Justin learned about knowing what your clients want and expect from you.
• The complexity of maintaining a productized structure. 
• Justin’s experience hiring a general manager and what you can expect when looking to hire one for your agency.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH JUSTIN TAN:

Twitter

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

What words do you think of when you hear ‘Michelin star’? Likely, it’s words like quality, mastery, and consistency. We also want to achieve these qualities in our agencies, and thinking about applying Michelin-star standards to our businesses can completely change the game. 

Jon Lenz at Br8kthru Consulting is doing just that and is here today to talk about what he’s learned through the process. This week, episode 194 of The Digital Agency Growth Podcast is about building a Michelin-star agency!

FREE Webinar From Our Sponsor

Are you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".

Register today and learn how to:

• Increase your budgets with powerful upsells
• Mitigate scope creep and surprises
• Build proposals lightning fast ⚡

Click here to register.

In this episode of The Digital Agency Growth Podcast, Jon Lenz shares the importance of honing in on your agency’s principles and values and actionable steps you can take right now to make the most of your client check-ins. 

Jon Lenz is the CEO of Br8kthru Consulting, a Minneapolis-based marketing and technology firm specializing in complex customer journeys, with a diverse team of data-driven marketers, talented creatives, and seasoned strategists. 

In this episode, Dan and Jon discuss the following:

• How to stay top of mind with prospects and get people over the starting line to work with you.
• A cadence for client check-ins that works and doesn’t take up more time than necessary.
• Company values should not come from the top down, they should come from the whole company.
• How agencies should approach their values to be as specific as possible.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH JON LENZ:

LinkedIn

Br8kthru

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Agencies come in many different forms, and featuring new perspectives is something we love to do here on the Digital Agency Growth Podcast. Today we’re bringing you Seth Price from Price Benowitz law firm and BluShark Digital marketing agency to offer his advice and perspective on growing your agency from the lens of the legal world. This week, episode 195 of The Digital Agency Growth Podcast is about building an eight-figure legal agency!

FREE Webinar From Our Sponsor

Are you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".

Register today and learn how to:

• Increase your budgets with powerful upsells
• Mitigate scope creep and surprises
• Build proposals lightning fast ⚡

Click here to register.

In this episode of The Digital Agency Growth Podcast, Seth Price shares the importance of taking a holistic approach to marketing and actionable steps you can take right now to deal with difficult clients. 

An accomplished attorney and transformational thought leader, Seth Price is a founding partner and the business backbone of Price Benowitz LLP and the founder and CEO of BluShark Digital. Seth took a two-person law firm and scaled it to 40 lawyers in less than a decade. Now Seth has taken the same digital power that built the firm to create a best-in-class digital agency focused on the legal sector in BluShark Digital. Seth has been a frequent lecturer and moderator at some of the largest and most influential law conferences in the United States, speaking on the tools and strategies law firms can use to align their business development with changing consumer habits. He has spoken on topics including but not limited to, how to build a firm, ethics, best practices for firm operations, search engine optimization (SEO), and digital marketing as a whole.

In this episode, Dan and Seth discuss the following:

• The power of domain expertise and how it might be undervalued.
• Milestones along the way of building the agency to 80 people.
• Blueshark’s operational structure and how many direct reports each manager should have to be effective.
• Seth’s hot take on AI and its effect on the agency space, especially if you work with local search.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH SETH PRICE:

LinkedIn

Price Benowitz

BluShark Digital

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

15Five

In today’s world, marketing and advertisements are cluttered and busy. With so much information being thrown at us every day, how are you supposed to put out strong marketing strategies that actually catch people's attention?


According to Ben Guttmann, author of the forthcoming book Simply Put, the answer is simple, clear messaging that doesn’t try too hard.  Ben is here to talk about his start in marketing, his five-part framework for simplicity, and more. This week, episode 196 of The Digital Agency Growth Podcast is about simplicity!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Ben Guttmann shares the importance of using clear messages in your marketing and actionable steps you can take right now to land on the right marketing strategy.

Ben Guttmann is a marketing and communications expert and author of Simply Put: Why Clear Messages Win — and How to Design Them. He’s an experienced marketing executive and educator on a mission to get leaders to more effectively connect by simplifying their message. Ben is former co-founder and managing partner at Digital Natives Group, an award-winning agency that worked with the NFL, I Love NY, Comcast NBCUniversal, Hachette Book Group, The Nature Conservancy, and other major clients. Currently, Ben teaches digital marketing at Baruch College in New York City and consults with a range of thought leaders, venture-backed startups, and other brands.

In this episode, Dan and Ben discuss the following:

• Why you should ban the word ‘help’ from your copy and message.
• How the industry is changing and how it influenced Ben’s decision to sell when he did.
• Why we trend to complexity and how we can avoid it.
• Ben’s five-part framework for simplicity.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH BEN GUTTMANN:

Website

LinkedIn

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Growing and scaling an agency comes in different steps, from hiring your first employee to hiring managers so you can take a step back from your business. David Reske has grown several agencies since the late 1990s and is here to talk about what those different growth stages looked like to him, the lessons he’s learned about hiring the right employees, and more! This week, episode 197 of The Digital Agency Growth Podcast is about packaging agency services, scaling, and growing to 30 FTEs! 

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, David Reske shares the importance of letting go of control of the hiring process and actionable steps you can take right now to package your agency’s services how your clients really want them. 

David Reske is the CEO of Nowspeed, a Boston-based digital agency focused on SEO, design, social media, lead, nurture, and marketing analytics, among other services. David is a marketing veteran with significant experience in SEO, PPC, Social Media, and Web Analytics. 

In this episode, Dan and David discuss the following:

• Building and selling a web design agency in the late 1990s.
• Scaling to 30 full-time employees.
• The optimal way to form packages of services.
• Lessons David has learned about hiring and training salespeople over the years.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH DAVID RESKE:

LinkedIn

Nowspeed

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Operations is often an overlooked part of an agency’s framework. But having the correct operations in place can not only make your business run more smoothly on the day-to-day, but it can also allow you to take time away for rest, which is essential to growing your business. Alyson Caffrey is here to talk about her Sabbatical method, and how having your operations in check is one of the strongest business decisions you can make. This week, episode 198 of The Digital Agency Growth Podcast is about agency ops and the power of sabbaticals!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Alyson Caffrey shares the importance of building rest into your workflow and actionable steps you can take right now to strengthen your business through operations to allow yourself to take time off. 

Alyson Caffrey is the ‘Wolf’ that helps streamline the back-end operations for digital and creative agencies. She is the founder of Operations Agency, the co-creator of the Operations Simplified™ Framework, and the best-selling author of The Sabbatical Method: Create a business that can function without you. She is also the host of the celebrated Growing Pains Podcast. She and the team at Operations Agency are determined to help businesses thrive profitably, serve more clients, and create high-performing teams.

In this episode, Dan and Alyson discuss the following:

• Ops is the unsung hero of your agency, but it’s not as attention-grabbing as sales.
• Treating your ops as a system for repairs.
• Hiring unicorns at the leadership level, not the fulfillment level.
• The importance of taking time off to rest and how that will actually grow your business.

Check out Alyson’s Book “The Sabbatical Method” today!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH ALYSON CAFFREY:

LinkedIn

Instagram

Operations Agency

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Cold outreach sucks. I know it, you know it. And while this is true, there are ways to make it suck less. We recently did a training titled “Take Charge of Your Agency's Future Revenue” and wanted to share the replay with you today so you can get a taste of what we do here at Sales Schema and how we improve the lead generation process for our clients and ourselves. This week, episode 199 of The Digital Agency Growth Podcast is about keeping your agency’s pipeline full using targeted outreach!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of using commonalities to make connections and actionable steps you can take right now to better personalize your outreach emails in a way that doesn’t seem like spam. 

In this episode, Dan discusses the following:

• How to secure consistent opportunities through referrals and other approaches.
• Common obstacles holding agencies back from implementing better outbound strategy.
• Three reasons why agencies struggle to grow their business.
• Offering a third path beyond ignoring your email or entering a sales process.

Head to the Sales Schema website to see the training video with visuals!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

There’s a stark difference between a top-performing salesperson and an elite salesperson. The difference? Thorough, professional preparation to separate your sales pitch and discovery call from the others your prospective client is likely hearing. Paul M. Caffrey, the Sales Preparation Expert, is here to talk about how you can position yourself as an elite salesperson. This week, episode 200 of The Digital Agency Growth Podcast is about sales preparation and improving your close rate!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today.

In this episode of The Digital Agency Growth Podcast, Paul M. Caffrey shares the importance of preparation before sales calls and actionable steps you can take right now to get ready for your next sales call.

The Sales Preparation Expert, Paul M. Caffrey helps salespeople use the hidden habits elite sales professionals use to outperform the competition - they prospect better, sell more and get promoted faster. Paul is also the Author of "The Work Before the Work", he also works with founders & sales team leaders to improve the performance of their sales & business development teams. 

In this episode, Dan and Paul discuss the following:

• Telling a compelling story that resonates with the client and demonstrates the value of your service.
• The importance of showing your client that you’ve done your research and are genuinely interested in working with them.
• Paul’s framework of 6 questions to prepare for meetings.
• Differentiating between prospects based on the language they use to describe their challenges.

For the chance to get a FREE copy of Paul's book, head over to https://www.paulcaffrey.com/sales-schema today!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH PAUL M. CAFFREY:

LinkedIn

X (formerly Twitter)

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

All too often, agencies rely too heavily on referrals to scale their business. Without spending time defining your brand and creating a sales process built on stories and relatability, growing your agency will be more complicated than it needs to be. My old friend Kalle Mobeck is here today to talk about how you can improve your sales process, scale your agency more quickly, and more. This week, episode 201 of The Digital Agency Growth Podcast is about scaling an agency to $10M in four years, a storytelling-based sales process, and the AI-marketing revolution!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Kalle Mobeck shares the importance of leveraging existing networks when hiring for an agency and actionable steps you can take right now to build rapport with perspective clients using storytelling. 

Kalle Mobeck is the Sales Director at one of the most impactful performance marketing agencies called Twigeo. Before that, he was the CEO of the agency Relatable which grew from 0 to 10M dollars in revenue in 4 years (bootstrapped). Today he shares his knowledge as a commercial advisor for agencies & martech companies.

In this episode, Dan and Kalle discuss the following:

• Hiring great people with a shared vision is key to success, especially when bootstrapping.
• The room for innovation in the influencer space, particularly in the measurement and use of AI.
• AI in marketing and its potential for profitability.
• The importance of storytelling in pitches, rather than relying solely on slides and data.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH KALLE MOBECK:

LinkedIn

X (formerly Twitter)

Twigeo

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Selling an agency can be a time-consuming, lengthy process full of large decisions. Now imagine going through that three times. David Rodnitzky has done just that, selling his agency 3Q Digital (now part of DEPT) multiple times, to several different types of owners until finding the right fit. He’s here to talk about what he’s learned from this journey and how he’s helping other business owners prepare to sell their businesses. This week, episode 202 of The Digital Agency Growth Podcast is about David’s journey of scaling his agency to 500 people, selling the agency three times, and finding meaning as a founder!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, David Rodnitzly shares the importance of hiring the right people to help you sell your business and actionable steps you can take right now to prepare yourself for the emotions that come along with selling your business. 

David Rodnitzky is the founder of 3Q Digital (now DEPT). David founded 3Q Digital out of a coffee shop in Pacifica, California and scaled the business to more than 500 employees managing more than $2 billion of ad spend annually. David is now the founder of Agentic Shift, a coaching company that helps agency founders successfully sell their businesses.

In this episode, Dan and David discuss the following:

• Sometimes being lucky is better than being good.
• The unique challenges of selling your agency to a holding company.
• The difference between a Visionary and an Integrator and how their roles change as the size of a company changes.
• Strategies for CEOs to stay in sales meetings, even when it is no longer required.

Don’t forget to check out David’s latest book, ‘Selling Your Marketing Agency: Making the Most of Your Most Important Deal’!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH DAVID RODNITZKY:

LinkedIn

Agentic Shift

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

The agency world has two predominant models: the traditional agency and the new school agency that emphasizes productized services. No matter which model you work in, scaling an agency is never easy. But there are ways to make it easier, like monetizing your expertise and prioritizing having good quality clients in fewer numbers rather than a large amount of small-ticket clients. 

Greg Hickman has worked in both the traditional and new-school models and has a lot to teach us about scaling agencies. This week, episode 203 of The Digital Agency Growth Podcast is about going from labor to leverage!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Dan Englander and Greg Hickman share the importance of bringing in quality clients and actionable steps you can take right now to grow your business without running out of energy. 

Greg is the Founder and CEO of AltAgency™. Over the last 4 years, Greg and his team have transformed AltAgency™ from an automation consultancy serving many well-known entrepreneurs and growth experts into one of the top coaching and training companies for agencies looking to grow and scale by packaging their expertise, installing systems for growth and leveraging automation to save time. They have worked with hundreds of entrepreneurs ranging from Jay Baer, John Lee Dumas, Dan Martell, Betty Rocker, Nerd Fitness, and Chris Ducker among many other up and coming business leaders.  

In this episode, Dan and Greg discuss the following:

• Greg’s career pivot from a traditional agency model to an alternative model.
• Monetizing your expertise to make more money while actively working less.
• Prioritizing quality clients over a large number of clients for work-life balance.
• A hybrid agency model of DIY and done-for-you services.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH GREG HICKMAN:

LinkedIn

YouTube

AltAgency

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Agencies vary greatly, so finding helpful advice can feel daunting. With so many different agencies and approaches to running them, where do you turn to find reliable advice that has been tested thoroughly? Someone like Jason Swenk, who has worked with over 10,000 agencies in the last decade, fits that perfectly. This week, episode 204 of The Digital Agency Growth Podcast is about lessons learned from working with 10,000 agencies!

Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. 

In this episode of The Digital Agency Growth Podcast, Jason Swenk shares the importance of having a plan in place before selling an agency and actionable steps you can take right now to get clear on your business goals. 

Jason Swenk is the agency advisor & coach who guides marketing agencies through a proven framework for growing their agency faster. Jason has literally written the book for growing an agency from nothing to two 8 figure agencies. He is one of the most sought out advisors to agencies in the World, by showing them an 8 system framework that worked for growing his agency, working with brands like AT&T, Hitachi, Lotus Cars, and eventually led to selling his agency.

In this episode, Dan and Jason discuss the following:

• The importance of trust with clients and employees.
• AI isn’t replacing agencies, it’s helping them be more effective.
• Jason’s ‘offer ladder’ approach which de-risks the commitment of working with your agency.
• Agencies should focus on solving clients' biggest challenges the fastest.

Don’t forget to visit Jason’s website to learn more about his upcoming book!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dag

CONNECT WITH JASON SWENK:

Website

X (formerly Twitter)

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Silicon Valley is the heart of the tech industry. And since tech is a growing sector, it is often used as a gauge for the rest of the economy. Times have been tough for tech startups lately, but the agencies that work with them have also seen changes.  

Morgan McLintic of Firebrand Marketing works in the heart of the Valley, working with startups at all stages to improve their marketing and increase demand. He’s here today to discuss marketing startups, agency valuation, and more. This week, episode 205 of The Digital Agency Growth Podcast is about startup marketing and the state of Silicon Valley!

Watch our Relationship-Driven New Business ​At-Scale video training to learn how we secure 5-20 weekly brand/agency relationships using a tasteful email outreach centered on commonalities.

In this episode of The Digital Agency Growth Podcast, Morgan McLintic shares the importance of saying no to the clients that are not right for your agency and actionable steps you can take right now to showcase your team’s expertise.

Morgan McLintic is the CEO of startup marketing agency, Firebrand. Firebrand works with early and late-stage startups to help raise awareness and drive demand. It does this through integrated programs involving PR, content marketing and digital marketing. The firm was recently recognized as the Boutique Agency of the Year by the PRSA (Public Relations Society of America).  Prior to Firebrand, Morgan founded the US presence of a global communications firm, growing it to $35m in revenues and over 250 staff. Based in San Francisco, where he lives with his wife and two kids, he enjoys extreme gardening and long-distance running.

In this episode, Dan and Morgan discuss the following:

• How an early adoption of AI in digital agencies can provide a distinct advantage.
• The challenges many tech startups are facing in fundraising and valuations.
• The importance of hiring experts in various fields and integrating them into an agency.
• Discussing the integration of teams and clients at the beginning of acquisition conversations.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH MORGAN MCLINTIC:

LinkedIn

FiredUp! Podcast

Firebrand

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

PR agencies have seen tremendous changes over the last few decades, just like many industries. Kim Sample, President of the PR Council, has spent her whole career in the PR space and has her finger on the pulse of the PR space. Today she’s here to talk with us about current trends, future predictions in the space, and more! This week, episode 206 of The Digital Agency Growth Podcast is about Kim’s experience advising 140 PR agencies and growing a communications firm to $35M! 

Watch our Relationship-Driven New Business ​At-Scale video training to learn how we secure 5-20 weekly brand/agency relationships using a tasteful email outreach centered on commonalities.

In this episode of The Digital Agency Growth Podcast, Kim Sample shares the importance of adopting value-based pricing in agencies and actionable steps you can take right now to embrace technology and hybrid work models. 

As president of the PR Council, Kim Sample helps the leaders of 140 member agencies work smarter to grow talent, revenue and profits and elevate the PR profession overall. Prior to joining the PRC in August 2018, Kim was the founder/CEO of Emanate, a $35 million, 100+ person international marketing communications agency. During her tenure Emanate was named PR WEEK Agency of the Year and CRAIN’S Best Places to Work in NYC, and the team’s work for clients was recognized with numerous industry awards.

In this episode, Dan and Kim discuss the following:

• Technology’s impact on the PR industry.
• The pros and cons of asking agencies to complete spec work before working together.
• Niching and alternative delivery methods as popular agency strategies.
• The future of remote and hybrid work in the agency space.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH KIM SAMPLE:

LinkedIn

PR Council

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Setting a strong foundation for your agency’s operations is key to its success and growth. While operations feels like the last department a new small agency needs to consider, it becomes incredibly important once you have several employees. Outsourcing to operations professionals can be an excellent choice, especially those like Leah Leaves and her team at Alderaan, who embed themselves into the agencies they work with so they become team members, not just hired help. 

Leah is here this week to share what she’s learned about fractional operations for digital marketing agencies and how you can set an operational foundation for yourself. This week, episode 207 of The Digital Agency Growth Podcast is about building stellar SOPs and growing your agency through fractional operations!

Watch our Relationship-Driven New Business ​At-Scale video training to learn how we secure 5-20 weekly brand/agency relationships using a tasteful email outreach centered on commonalities.

In this episode of The Digital Agency Growth Podcast, Leah Leaves shares the importance of having a solid operations foundation for smaller agencies and actionable steps you can take right now to keep your agency from being brittle.

Leah Leaves is the Founder of Alderaan Business Solutions, which offers outsourced operations professionals for remote digital marketing agencies.  We help small digital marketing agency owners avoid burnout, enjoy crazy-good profits, and get back to spending time with their kids by building their business foundation and getting them out of their company's daily business operations.

In this episode, Dan and Leah discuss the following:

• Finding an integrator for your big ideas is crucial to the success of a small agency.
• EOS, Scaling Up, and other ‘business religions’.
• The importance of fractional operations taking a hands-on, personalized approach.
• Creating robust SOPs to strengthen your agency from the ground up.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH LEAH LEAVES:

LinkedIn

Alderaan Business Solutions

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Risk assessment, setting an example of leadership for your employees, and looking to the future are all part of an agency owner’s daily schedule. But how often do we take the time to slow down, take a breath, and reflect on what leadership means to us and our company, now and going forward? 

Matt Phillips thinks we don’t do this as often as we should. He’s here today to discuss why taking time to reflect and develop as leaders will help our agencies, why finding the truth amidst limiting beliefs will help us grow, and much more. This week, episode 208 of The Digital Agency Growth Podcast is about developing leadership skills, overcoming limiting beliefs, and assessing risk!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Matt Phillips shares the importance of setting aside time to contemplate your leadership and actionable steps you can take right now to hire the best possible person in every scenario. 

As a leadership coach and host of The Matt Phillips Podcast, Matt Phillips helps sales leaders achieve pro-level performance by developing and harnessing their mental toughness. Having worked with companies including Western Union, Marsh, and Robert Half, Matt knows that the status quo of promoting rockstar salespeople to sales leaders often leaves the new leader with significant gaps in their own leadership philosophy, confidence, and resilience. By combining his background as a professional baseball player with his global experience in sales, operations, and accounting, Matt supports business leaders and teams as they break through the mental roadblocks that arise in their daily grind to help them realize their potential in their personal and professional lives.

In this episode, Dan and Matt discuss the following:

• What mental resilience means in everyday practice for your business.
• Matt’s four archetypes that give insight into how people think and work.
• The importance of asking tough questions to uncover the truth and overcome fear-based limitations.
• How carving out time for thoughtful reflection on leadership, even with a busy schedule, will positively impact your business.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH MATT PHILLIPS:

Website

The Matt Phillips Podcast

LinkedIn

Instagram

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Specializing and niching down are topics we talk about a lot on the show simply because of their importance and effectiveness in scaling your agency. Hand-in-hand with specializing is scaling based on expertise in your niche instead of relying on founder-driven sales to keep the pipeline full. Friend of the show Corey Quinn is back this week to talk about his upcoming book, Anyone, Not Everyone, in which he teaches you his approach to escape founder-led sales and much more! This week, episode 209 of The Digital Agency Growth Podcast is about how to build your agency’s vertical go-to market strategy!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Corey Quinn shares the importance of specialization for your agency and actionable steps you can take right now to build new sales strategies that don’t involve founder-driven sales. 

Corey has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive. His most recent in-house role was Scorpion's Chief Marketing Officer. While there, the SMB-focused agency grew from $20M to $150M in recurring revenue in under seven years. Today, he's a coach and the author of Anyone, Not Everyone, a book that helps agency founders escape founder-led sales by specializing in a vertical market. 

In this episode, Dan and Corey discuss the following:

• The difference between niching and deep specialization.
• Why specialization is even more critical in a down economy.
• Gifting as a unique outbound sales strategy.
• Seeking growth through specialized expertise, not founder-driven sales.

Don’t forget to check out Corey’s daily newsletter, Deep Specialization Daily, and sign up for information on when his new book, Anyone, Not Everyone: A Proven System to Escape Founder-Led Sales is released!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH COREY QUINN:

Website

The Vertical Go-To-Market Podcast

LinkedIn

YouTube

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Operations are the unsung heroes in the agency space. Though not talked about as often as sales and marketing, having robust operations through efficient procedures and documentation keeps an agency running smoothly and profitably. But what are the right tools and techniques for your agency? Melissa Morris is here today to help you identify what will work best for you, tell us why SOPs are overrated, and more! This week, episode 210 of The Digital Agency Growth Podcast is about streamlining your agency’s operations and why SOPs are overrated!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Melissa Morris shares the importance of getting clear on your offerings before documenting SOPs and actionable steps you can take right now to set distinct boundaries with clients for clear communication. 

As the founder of Agency Authority, a project management and operations consultancy for agency owners, Melissa Morris uses her 10 years agency experience to help business owners maximize their team, increase their productivity, and grow their profits. Firmly committed to breaking the ‘long hours and bad pay’ stigma that plagues the agency world, Melissa and her team help business owners and their team members do the work they love without sacrificing client satisfaction, the bottom line, or their own sanity.

In this episode, Dan and Melissa discuss the following:

• Melissa’s DISCO method of streamlining processes.
• The common mistakes agency owners make when building their tool stacks.
• The benefits and challenges of time tracking for agencies.
• Setting clear expectations and boundaries with clients from the beginning of the contract.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH MELISSA MORRIS:

LinkedIn

Instagram

Agency Authority

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

No matter what industry you work in, you will learn lessons and gain valuable skills that will carry over into other industries. Transferring to the agency space from the restaurant industry was easier than expected for Mark Scrivner due to the lessons and skills he learned about sales, marketing, and quality of service in his restaurant career. Today, Mark is here to share those transferable skills and other valuable insights about entrepreneurship and agency ownership. This week, episode 211 of The Digital Agency Growth Podcast is about entrepreneurship insights and restaurant industry lessons for agencies!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

Mark Scrivner is the Founder of Snapshot Interactive,a strategic marketing agency with a vision to create impactful stories and measurable marketing solutions for clients across various industries. With a passion for client service, he's had the privilege of leading the most talented team of storytellers, data lovers, and artists who specialize in the finance, healthcare, and industrial spaces.  As an entrepreneur, Mark also co-founded Ecos, a sales and marketing presentation platform, and served as a moderator and board member at Entrepreneurs' Organization - Nashville, a global network of like-minded leaders. 

In this episode, Dan and Mark discuss the following:

• Lessons Mark learned in the restaurant industry that have carried over into the agency space.
• The importance of speed of delivery in agency work.
• Pivoting from project to retainer-based work, and when each type is right for you.
• What new entrepreneurs are thinking and feeling, and advice from Mark on where to start.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships 

CONNECT WITH MARK SCRIVNER:

LinkedIn

Snapshot Interactive

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

The agency space has seen its fair share of ups and downs over the past several years.  However, as the industry landscape has changed, agencies have also adapted to meet their clients' needs and what they need to stay afloat. Drew McLellan is no stranger to the changes in the industry and is here today to talk about the state of the agency industry in 2024, shifting your agency model to emphasize thought leadership and much more. This week, episode 217 of The Digital Agency Growth Podcast is about building trust and scaling through thought leadership!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Drew McLellan discusses the importance of building trust with prospective clients long before a sale and actionable steps you can take right now to establish your agency as a thought leader in your space. 

Drew McLellan has worked in advertising for 30+ years and started his own agency, McLellan Marketing Group in 1995 after a five-year stint at Y&R and still actively runs the agency.  He spends the lion’s share of his time running Agency Management Institute (AMI), which he also owns. AMI serves thousands of agencies small to mid-sized agencies (advertising, digital, marketing, media and PR) every year, so they can increase their AGI, attract better clients and employees, mitigate the risks of being self-employed in a such volatile business and best of all — let the agency owner actually enjoy the perks of agency ownership.

In this episode, Dan and Drew discuss the following:

• Finding the advantages of being an agency owner.
• The importance of scalability and balance in agency growth.
• Building trust with potential clients long before making the sale.
• AI’s usefulness for data analysis in agencies, but not for strategy.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH DREW MCLELLAN:

Agency Management Institute

LinkedIn

X (formerly Twitter)

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Sell With Authority: Own and Monetize Your Agency’s Authority Position

The game that is sales outreach is always changing, and with so many schools of thought, it can be hard to keep up with best practices to keep your pipeline full. Matt Lincoln with Apollo.io is here this week to offer insight into how sales outreach has changed, what data is important for targeting your best leads, tips for making a cold outreach feel like a warm inbound and much more! This week, episode 218 of The Digital Agency Growth Podcast is about the broken predictable revenue model and how Apollo.io approaches cold outreach in 2024.

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Matt Lincoln shares the importance of personalization in sales outreach strategies and actionable steps you can take right now to narrow down your search to the leads that are right for your business. 

Matt Lincoln is the Principal Product Manager at Apollo.io, the leading go-to-market (GTM) solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021. The company currently serves over 500,000 companies like Qualtrics, Customer.io, and Census, as well as millions of GTM professionals globally. Matt is a seasoned product leader who joined Apollo in July 2023 to help navigate the mysteries of deliverability through self-serve tools that deliver the right message, to the right customer, at the right time. He has over a decade of experience creating product roadmaps, aligning stakeholders, and setting the product vision at global organizations like Shopify, United Airlines, and Staples.

In this episode, Dan and Matt discuss the following:

• The past, present, and future of sales engagement.
• Why the Predictable Revenue Model is broken.
• Google and Yahoo’s big changes that affect email deliverability.
• The uses of AI in sales and outreach efforts.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH MATT LINCOLN:

Apollo.io

X (formerly Twitter)

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Here at Sales Schema, we know our podcast listeners are all at different stages of growth with their agency. And after hundreds of interviews with professionals across the agency space, one key takeaway stands out: to grow an agency, you have to build a system that keeps your sales funnel full without the owner having their hand in the process. Dan is here today to talk about the different stages of an agency’s growth, how lack of clarity stalls your growth, and how outbound marketing could be the system you need to reach the next level with your agency. This week, episode 219 of The Digital Agency Growth Podcast is about how to build a repeatable new business process for your agency without spam or burnout!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of building strong business relationships amidst the trust recession and actionable steps you can take right now to optimize outbound marketing for your agency’s needs. 

In this episode, Dan discusses the following:

• The four levels of sophistication in sales for agencies – from glorified freelancer to cruisers.
• The pros and cons of outbound marketing and why it could drastically change your business.
• Identifying prospects by leveraging commonalities with existing clients and networks.
• How lack of clarity and follow-through kill outbound strategies and how to fix it.

If you think the Targeted Outreach System is a fit for your organization and want to learn more, please visit salesschema.com/enrollment!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

The Targeted Outreach System

So many of our conversations here on the Digital Agency Growth podcast are about the businesses and clients we serve. But one important group often overlooked is the employees, both those of our clients and of our own. Ethan McCarty makes employee experience and excellence his priority at Integral, creating award-winning programs that inspire and motivate employees to do their best work. Ethan is here today to discuss employee experience, trends in employment, and more. This week, episode 220 of The Digital Agency Growth Podcast is about the evolving employee experience in the agency world and the importance of curiosity in the workplace.

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Ethan McCarty shares the importance of values and transparency in the company's culture and actionable steps you can take right now to build trust and stronger relationships with potential clients. 

Ethan is the founder and CEO of Integral, an award-winning employee experience agency serving leaders of Communications, HR, Marketing, and Technology at global and local organizations. Formerly the global head of Employee and Innovation Communications for Bloomberg LP and Global Director of Social Strategy for IBM, Ethan has more than 20 years experience leading digital communications, engagement, and marketing initiatives at scale. Ethan has led large, globally and culturally diverse teams by innovating and humanizing the practice and advising senior leaders from the CEO to first-line managers among his clients on how to do the same.

In this episode, Dan and Ethan discuss the following:

• The benefits of both in-person collaboration and remote work.
• Expecting long sales cycles while working with large companies.
• Building trust and establishing credibility through networking, volunteering, and mentorship.
• The shift in management philosophy from enforcing rules to removing blockers.

To read the Third Edition of the Integral Index, check out Integral’s website!

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH ETHAN MCCARTY:

LinkedIn

Integral

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Page.org

Institute for Public Relations

Diversity Action Alliance

Full Sequence Coaching

Sustainable agency growth is possible for an agency of any size. The keys to success? Generating qualified leads and structuring sales teams who understand your business, want to see themselves and your company succeed, and have the capacity to rise to the challenge. Chelsea Olsen is here today to talk about her work as a Fractional Chief Growth Officer, what she’s learned with over 20 years of sales experience, and more. This week, episode 221 of The Digital Agency Growth Podcast is about building sustainable agency growth with email and LinkedIn! 

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Chelsea Olsen shares the importance of understanding your target audience and actionable steps you can take right now to automate and organize your personalized outreach to your target audiences. 

Chelsea Olsen is a fractional leader who knows exactly how to get your business more leads and new customers. She has spent nearly 20 years honing her skills in selling efficiently, leading her to master the art of closing deals and driving revenue growth. Chelsea works with companies that value continuous growth, openness to innovation, and a commitment to introspection and accountability.

In this episode, Dan and Chelsea discuss the following:

• What good sales training and exceptional hires look like for agencies.
• Getting clear on your target audience so you can solve their specific problems.
• The concept of GWC in hiring - get it, want it, have the capacity for it.
• Utilizing automation to speed up and organize your outreach efforts.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH CHELSEA OLSEN:

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

There is so much information out there on growing and scaling your agency that it can be easy to lose sight of the strategies that matter most: offering your clients stellar results and making your services stand out in the market so you can find the clients that are the best match for you. Friend of the show Raul Hernandez Ochoa is here today with lots of practical advice and food for thought on taking your agency to the next level, better serving your clients, and more. This week, episode 222 of The Digital Agency Growth Podcast is about finding your unique value proposition and positioning your agency for maximum growth! 

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Raul Hernandez Ochoa shares the importance of communication and value delivery in branding and actionable steps you can take right now to identify what sets you apart from competitors. 

Raul Hernandez Ochoa is a Digital Growth Operator and Strategist that helps digital bootstrapped business owners reach their impact & revenue goals. His frameworks have helped 2-5x companies. Raul has led strategy for multiple digital teams across the globe in 12+ different time zones helping generate millions in revenue online. He has also overseen over $25M (and counting) in digital marketing ad spend and has trained hundreds of entrepreneurs through live seminars, online programs, and private masterminds. 

In this episode, Dan and Raul discuss the following:

• Raul’s rule of 21 for gathering quality data and making decisions.
• How to determine the best clients for your agency.
• Leaning into your strengths to differentiate yourself in the market.
• Why clients want to work with professionals who have skin in the game.

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge 

CONNECT WITH RAUL HERNANDEZ OCHOA:

LinkedIn

Do Good Work

X (formerly Twitter)

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema