The Digital Agency Growth Podcast – Détails, épisodes et analyse

The role of outbound marketing has changed as marketing has developed over the years. The original playbook of reaching out thinking potential clients don’t know what they need no longer works. Knowledge isn’t what’s missing in the business equation anymore. It’s trust. Dan is here this week with Sales Schema’s revamped training to teach you the ins and outs of building trust in your business relationships for scaling your agency. This week, episode 228 of The Digital Agency Growth Podcast is about building agency pipelines using commonality-driven email outreach! 

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 not hiring too early for your business and actionable steps you can take right now to get your agency’s owner out of the sales seat. 

In this episode, Dan discusses the following:

• The healthy way to think about outbound for long term growth.
• The four siren song mistakes that go along with agencies hiring for business development. 
• Why the outbound lead generation playbook is broken and what to do instead.
• Understanding the ins and outs of relationship sales at scale.

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

We’ve seen a big shift in employment and the workforce over the last few years, and it can be hard to know what to expect going forward and what decisions are best for your agency. Danny Markstein is a seasoned professional when it comes to workforce solutions, and he’s here today to talk about the demographic shift in the workforce, the Great Recession and Pandemic’s effect on employment, and more. This week, episode 227 of The Digital Agency Growth Podcast is about the workforce crisis and the power of specialization! 

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, Danny Markstein shares the importance of being scrappy and adaptable in the early stages of business development and actionable steps you can take right now to be competitive in your market. 

Danny Markstein is an experienced communications professional with more than 20 years of experience in the public, private, and nonprofit sectors. Danny founded Markstein in 2003 as a strategic consulting agency. Today, Markstein is a full-service creative communications agency. Visit markstein.co to unlock additional workforce solutions.

In this episode, Dan and Danny discuss the following:

• The initial challenges of starting a consulting firm.
• Challenges of workforce participation and the impact of the pandemic on employment rates.
• The importance of accurate and clear communication in recruiting and retaining employees.
• The decision to specialize and  the continued flow of creative work through 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 our Video training at http://salesschema.com/takecharge 

CONNECT WITH DANNY MARKSTEIN:

LinkedIn

X (formerly Twitter)

Markstein

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

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

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

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

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

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

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

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

When we think of artificial intelligence, we either think of the Hollywood stuff, or we think it’s not relevant to me so I don’t have an application for it - I think this episode will change your mind. Episode 117 of The Digital Agency Growth Podcast is about artificial intelligence with Paul Roetzer! 

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

In this episode of The Digital Agency Growth Podcast, Paul Roetzer is sharing the importance of Artificial Intelligence in future business efficiency and actionable steps you can take right now to start implementing AI in your business. 

Paul Roetzer is the founder and CEO of PR 20/20 and Marketing Artificial Intelligence Institute; author of The Marketing Performance Blueprint (Wiley, 2014) and The Marketing Agency Blueprint (Wiley, 2012); and creator of the Marketing Artificial Intelligence Conference (MAICON) and the AI Academy for Marketers. As a speaker, Roetzer is focused on making artificial intelligence approachable and actionable, and helping change agents drive transformation through marketing talent, technology and strategy.

In this episode, Paul Roetzer and I discuss the following:

• How Paul naturally fell into the AI space, and why he’s so passionate about implementing it and utilizing it to make his business more efficient. 
• What AI is and how we are already using AI every day in such mundane things like Facial Recognition technology in phones and Netflix algorithms. 
• Ways AI is programmed to understand both the positive and potential negative implications of the technology, as well as how AI learns through humans.
• How to get started implementing AI in your business today.

Did this episode change your mind or confirm some ideas around AI for you? Let us know by sending us a message.

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 Paul Roetzer:

LinkedIn

website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema