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

I first heard Robert Rose speak at a conference I attended a few months ago and I liked his concept around the buyer as an attribute instead of a singular person, as well as his idea about how you can create scarcity in a world that seems to lack true scarcity at all. I knew after I heard him speak that I had to have him on the show. That’s why episode 116 of The Digital Agency Growth Podcast is about Trust, Disruption, and Agency Transformation with Robert Rose.

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

In this episode of The Digital Agency Growth Podcast, Robert Rose is sharing the importance of trust and disruption through your marketing strategy and actionable steps you can take right now to be a thought leader in your industry. 

Robert Rose is a sought-after consultant, best-selling author, keynote speaker, and one of the world’s most recognized experts in digital content strategy and marketing. Over the last ten years, Robert and his firm The Content Advisory have worked with more than 500 companies, including 15 of the Fortune 100. Robert is the author of three best-selling books on marketing and content strategy, and the co-host of the popular marketing podcast PNR’s This Old Marketing, which has been downloaded more than two million times in 150 countries. 

In this episode, Robert Rose and I discuss the following:

• How to best position your agency to avoid the commodity trap
• The importance of first-party data in content creation to strengthen your relationship with potential buys.
• The term “buyer”; why it’s an attribute instead of a person and what that means for your sales efforts.
• How you can develop real genuine scarcity these days without being spammy.
• The myth of the empowered buyer.

I know through this episode you were inspired to look deeper at what’s been missing in your market and how best to start something worth building a community around, as well as how best to become the thought leader in your 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 ROBERT ROSE:

Website

Website

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Jordan Scheltgen has witnessed many agency team members be inadequate in communication, which he believes creates misguided ideas on the value of the service being provided, decreasing retention. He’s learned how best to prevent that issue and today he’s going to share with us how he’s used communication strategies to start a podcast, get over 70% guest pitch agreement, keep his client retention, and more. That’s why episode 115 of The Digital Agency Growth Podcast is about the power of communication with Jordan Scheltgen! 

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

In this episode of The Digital Agency Growth Podcast, Jordan Scheltgen is sharing the importance of communication within and beyond your team and actionable steps you can take right now to increase retention of clients as well as find new clients through communicative actions. 

Jordan is the founder of Cave, a social media first agency based out of Los Angeles. He also hosts the podcast, Mind Your Marketing. 

In this episode, Jordan and I discuss the following:

• How Jordan has crafted a successful podcast show based on what he would have wanted to listen to when he was 25, and how that’s shaped the success of the show.
• How to position yourself as a profit center to assure your value is articulated correctly for the clients you work for.
• Why Jordan believes communication is the key to retention within your agency and how to strengthen that connection with your clients even when you hear crickets.
• How Jordan’s focus on scaling the team has helped scale the company, and why he finds it rewarding to look at it from the income-driven perspective rather than nitpicking the system of communication with clients.

Jordan Scheltgen has a fantastic perspective on communication and growth within the dynamic of your team, and his powerful strategies for meeting people where they are at has helped him scale his agency - and could help you too! 

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 Jordan:

Cave Social

Mind Your Marketing Podcast

LinkedIn

Instagram

Twitter

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 114 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 I 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 generalistic 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

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

You all really enjoyed our previous episode with Jon Tsourakis last year; you can listen to his episode here. We decided to bring him back and discuss the different ways our businesses have grown this year, adapted to the trends, hired team members and more. That’s why episode 113 of The Digital Agency Growth Podcast is about the agency's new business year in review with Special Guest Job Tsourakis! 

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

In this episode of The Digital Agency Growth Podcast, Jon Tsourakis and I are sharing the importance of learning valuable lessons, even if they are more expensive processes to learn, and actionable steps you can take right now to improve your team dynamic to increase profit and happiness in the workplace. 

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, Jon and I discuss the following:

• Each of our year-in-reviews and how we feel we’ve succeeded in 2021.
• Our hiring processes, how we went about hiring new team members, and where we felt like we learned a few lessons on agency team membership growth.
• The power of strategic partnerships for referral sources and business acquisition. 
• What Jon has planned for 2022 and how his agency plans on utilizing the lessons learned in 2021 to accomplish that.

The more team you have involved in the sales process, the better the return on said project, and the more involved team members are, the better the situation is for everyone. So embrace that collaboration and design element in the team dynamic.

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 community group: send an email to jon@digitalmastermind.com

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Hard-Hitting Interview Questions

We interview a lot of inbound marketing agencies and it’s funny how few of them actually do it themselves. Today we are talking to someone who’s implemented really advanced inbound marketing processes. Episode 112 of The Digital Agency Growth Podcast is about inbound marketing services that build community and relationships! 

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

In this episode of The Digital Agency Growth Podcast, Jay Hunt is sharing the importance of connecting to community and actionable steps you can take right now to grow relationships with potential clients so you can focus on inbound vs outbound sales. 

Jason is one of the co-founders at Merged Media. In a former life, Jason was ‘big in Japan’ as the frontman of a rock n roll band. Fast forward to 2016 and Jason founded Fresh Crowd, a local social media agency. Jason merged Fresh Crowd with CASEO in 2019 to form Merged Media. When not speaking at marketing conferences around the globe he is spending time with his wife and three kids.

In this episode, Jay Hunt and I discuss the following:

• How Jay Hunt got the passion for digital marketing through his band touring Japan with his Rock n Roll band, and why he started in social media marketing but soon merged with an SEO company.
• The importance of a lead magnet to build a know-like-trust relationship with the business to attract your ideal customer, even before they know they have a problem that you can solve.
• The power in collaborations in community and even client relations to build SEO, traction, lead generations, and more, through the lens of Jay Hunt’s new collaboration with a digital real estate magazine.
• How and when to invest in equity in your client’s companies to not only help them succeed but utilize relationships between clients and who they know to build and scale as well. 

Jay Hunt has been through all the sales tiers; from selling social media strategy door to door before social media was a tapped market, to now utilizing relationships between clients and communities to grow and scale not only them, but his own companies as well. 

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 Jay Hunt:

Instagram

Website

Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

I attended the Build a Better Agency Summit in Chicago and had the privilege of hearing David speak. David has a very interesting background and his experience really helps craft an insightful conversation for this episode. That’s why episode 111 of The Digital Agency Growth Podcast is about answering the question: How can you sell your agency from a position of strength? 

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

In this episode of The Digital Agency Growth Podcast, David Tobin is sharing the importance of knowing your agency value and actionable steps you can take right now to sell your agency from a position of strength. 

David Tobin is the founder and managing partner of Tobin Leff; an M&A advisory firm that specializes in helping owners of marketing services and digital agencies build and monetize business value. Over the past decade, Tobin Leff has helped more than 140 agency owners craft exit plans and complete M&A transactions with strategic buyers and private equity groups.

In this episode, David and I discuss the following:

• The unrealistic expectations agencies have around their business and their exit strategy.
• How David recommends agencies structure these deals in different situations.
• How agency owners can prepare and what they can do for these types of deals later on, through a series of questions you should be prepared to answer.
• Key components to your vision that you may think are special but are actually not uniquely yours for the purpose of selling your agency.
• Good plan B’s David has witnessed, and the importance of Plan B’s in this type of scenario to remain emotionally grounded.

No matter how far off or near you think the conversation around selling your agency is, it’s important to understand these topics and what will come up when the time is right. 

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 David Tobin:

Website

LinkedIn

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. That’s why episode 110 of The Digital Agency Growth Podcast is about content marketing! 

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

In this episode of The Digital Agency Growth Podcast, my guest 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 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 I 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

We utilize podcasting as an audio content strategy for our own business growth. It’s something of a trend where more and more agencies are utilizing audio and video platforms and content strategies to market to their ideal clients. That’s why episode 109 of The Digital Agency Growth Podcast is about the benefits of repurposing content with Lindsay Tjepkema! 

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

In this episode of The Digital Agency Growth Podcast, Lindsay Tjepkema is sharing the importance of leveraging audio and video components to your marketing strategy and actionable steps you can take right now to utilize video content and repurpose it to drive sales and traffic to your business. 

Lindsay is the CEO and co-founder of Casted; the first amplified marketing platform and the only audio and video podcast solution designed for enterprise marketers. With over 15 years of experience in B2B marketing, including running her own agency, she’s a dynamic leader who’s had tremendous success building and growing marketing teams on a global level. 

In this episode, Lindsay Tjepkema and I discuss the following:

• What content material consumers enjoy the most, and why audio and video convert better than stagnant posts.
• How we innately set audio and video boundaries for ourselves, and how we all have those rhythms and patterns, though we are all different in how we set those boundaries within ourselves. 
• What types of guests are useful for your audience, how to know which conversations to prioritize online, and common mistakes people make.
• The benefits of podcasting as a marketing funnel strategy, and why Lindsey believes it may be expected by your audience at some point.

Utilizing audio and video conversations to further your reach, your impact, and your marketing efforts can be very beneficial for any 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 LINDSAY TJEPKEMA:

Casted

LinkedIn

Instagram

Twitter

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

In business, products, workplaces, and even universities, we tend to see this backward. We tend to talk about biases in consumer behavior, but business-to-business decision-making is riddled with biases. It is how we use and change these biases that will change the way we market products and services. That’s why this week on The Digital Agency Growth Podcast, we are featuring the throwback episode: Irrational Problem Solving with Rory Sutherland!

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

In this episode of The Digital Agency Growth Podcast, my guest Rory Sutherland shares the importance of positioning a product differently based on the story we tell about it instead of changing the product altogether and the value we hold on different levels of experience of the same product or service. 

Rory is the Vice Chairman of Ogilvy in the UK, an attractively vague job title that has allowed him to co-found a behavioral science practice within the agency. He works with a consulting practice of psychology graduates who look for ‘unseen opportunities’ in consumer behavior – these are the very small contextual changes that can have enormous effects on the decisions people make. Rory is the author of Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life (my favorite book on marketing and behavioral psychology of the last few years).

In this episode, Rory and I discuss the following:

• Talent and perspective gaps in the advertising business. 
• Hacking Harvard, how to unbundle the university experience as an alternative option. 
• Irrational police brutality and groupthink in protest demonstrations. 
• Why product cannibalization fears are often over-exaggerated. 

It is time we start pivoting our marketing and business strategies around the true problems at hand and not the media budget sitting in front of us.

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 RORY SUTHERLAND:

Linkedin

Behavorial Economics Masterclass

Alchemy Book

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Albians Seed by David Hackett Fischer

The Economic Naturalist by Robert H. Frank

There is a loyalty gap between customers who are loyal in the transaction but become less and less loyal as time elapses simply because your business is out of sight, out of mind. That’s why episode 108 of The Digital Agency Growth Podcast is about touchpoint marketing with Reminder Media.  

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

In this episode of The Digital Agency Growth Podcast, my guest Luke Acree shares the importance of staying top of mind with your customers and actionable steps you can take right now to close more deals and retain more business with this type of marketing.

Luke Acree, President of ReminderMedia, is a lead generation specialist, and referral expert that is passionate about teaching entrepreneurs how to grow their business through the power of relationship marketing. On his journey of growing ReminderMedia, Luke has built a sales team of over 150 sales professionals, doing over 250 million in sales; his company earned a place on Inc. 5000’s Fasting Growing Companies in America four years in a row and on Philadelphia’s Top 100 Places to Work.

In this episode, Luke and I discuss the following:

• Luke’s background as a musician played a part in his successful sales career later in life. 
• How ReminderMedia solves the “out of sight, out of mind” problem that is costing businesses sales by helping them create their touchpoint plan. 
• Staying on top using print marketing in a space where some argue that print is dying out.
• Using the elements in the F.I.T. acronym to have a successful marketing campaign. 
• Training and maintaining over 150 sales reps and the value in knowing which personality types tend to excel in sales over others. 
• Successfully and tastefully selling to salespeople.

CONNECT WITH LUKE ACREE:

ReminderMedia 

Instagram- ReminderMedia

Instagram- Luke Acree

LinkedIn

Stay Paid Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

The FORD Method

Ed Mylett

Marketing Secrets with Russell Brunson

Story Brand 

Building a Story Brand by Donald Miller

Good to Great by Jim Collins

How to Win Friends and Influence People by Dale Carnegie

Traction by Gino Wickman

Telling a story behind data visualization will allow practitioners and agencies to stay competitive in their industry as their audience will extract the true value and understanding behind the data. That’s why episode 107 of The Digital Agency Growth Podcast is about the power of data visualization! 

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

In this episode of The Digital Agency Growth Podcast, my guest Lea Pica shares the importance of data visualization and actionable steps you can take right now to use a story-telling message to engage your audience in the data set you are presenting. 

Lea Pica is a seasoned digital analytics practitioner, social media marketer, and blogger with over 11 years of experience building search marketing and digital analytics practices for companies like Scholastic, Victoria’s Secret, and Prudential. Her platform empowers digital practitioners and analytics consultants to present information in a way that gets remembered and inspires action.

In this episode, Lea Pica and I discuss the following:

• Using data visualization in a way that brings your charts and graphs to life and tells the story behind the data set. 
• This story-telling technique is the missing piece of a majority of business presentations and how adding this in can increase engagement and understanding.
• Putting humanization back into the perception of stakeholders. 
• The magic behind learning to present data with a captivating and engaging story that propels the individual further in their career path.
• A planning framework for creating data-informed, story-driven presentations that sell insights and recommendations.

It doesn’t matter how well things are going in your business because if no one can understand the data you are presenting, the data itself doesn’t matter. 

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 LEA PICA:

Website

Linkedin

Take the FREE Assessment

Join the Waitlist for Lea’s Book

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Mentimeter: Interactive Presentation Software

It is no secret that ads are not a one size fits all structure, but with YouTube, you can follow a core foundation and build upon it with your own unique spin of uniqueness and creativity. That’s why episode 106 of The Digital Agency Growth Podcast is about effective video marketing and YouTube ads! 

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

In this episode of The Digital Agency Growth Podcast, my guest Shash Singh shares the importance of using YouTube ads to increase your visibility and actionable steps you can take right now to create a unique and engaging ad that will perform well on YouTube. 

Shash Singh has been in the online marketing space for 8 years and runs a 7-figure YouTube ads agency where he has been running YouTube ads at scale for the last 5 years. He has worked with clients and industry leaders in several niches in the digital space and continues to do so while also coaching clients to learn YouTube ads themselves.

In this episode, Shash and I discuss the following:

• What the process of a YouTube ad management service looks like.
• Successfully growing your business by growing your team with specialized skills. 
• Streamlining your business by niching down and focusing on 1-2 services in 1-2 industries. 
• The pros that outweigh the cons of being a remote business owner in an increasingly virtual world. 
• Statistically, what ads perform best on YouTube, and how you can use Shash’s core structure to work for you. 
• How both the structure and call to action of YouTube ads differ than other platforms such as Facebook
• Incorporating the “do with you” business framework in conjunction with the “do it for you” framework.

Although YouTube ads take more time, effort, and tweaking upfront, the payoff is well worth the wait. 

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 SASH SINGH:

YouTube

Website

Facebook

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

When most agencies start out, they tend to work with any business they can get their hands on. By not specializing, they are actually leaving money on the table and not serving their clients to the best of their ability. That’s why episode 105 of The Digital Agency Growth Podcast with David Koves is about the importance of niching down your agency, hiring for sales, and scaling an E-Commerce agency! 

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

In this episode of The Digital Agency Growth Podcast, David Koves and I are sharing the importance of pursuing your dreams and giving them your all. We also discuss actionable steps you can take right now to prioritize your task list so that you are making the most of your time. 

David Koves is a former Googler who decided to follow his passion and make digital growth easily accessible to online businesses.  As the CEO of R2G Digital, he built the company with his co-founder Gabor, which provides all the flexibility and communication of an agency combined with the scale and accountability of a global firm. His background prior to R2G Digital includes studying his Bachelor’s in International  Marketing and Management as well as working at Google and leading successful teams responsible for the success of the company's multi-million dollar projects. Together with his remarkable team, they work daily to bring to the table all the experience required to analyze data, gain business insights and formulate strategies for every client in order to exceed their goals.

In this episode, David Koves and I discuss the following:

• The clear distinction in the USA is that it is still important who you know, but even more important how you portray yourself and show up.
• Expectations and realities of working for Google
• Ways that agencies miss out on opportunities for more clients and better work because they don’t niche down.
• How to position yourself in a way that sets you apart from the competition.
• The opportunity for eCommerce brands to advertise on Amazon along with other platforms.

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 DAVID KOVES:

R2G Digital

Facebook

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Roy Sutherland on Why Great Marketers Run into the Fire

Sales Executive Job Post

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

If you are thinking about building out credibility for your business and brand, you’ll want to hear Andy’s story today. This week, episode 104 of The Digital Agency Growth Podcast is about using books, courses, and credibility to keep leads coming in the door! 

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

In this episode of The Digital Agency Growth Podcast, Andy Splichal and I are sharing the importance of building credibility so you can grow your agency and get leads from around the world.

Andy Splichal is the founder and managing partner of True Online Presence, author of the Make Each Click Count book series, host of the Make Each Click Count podcast, founder of Make Each Click Count University, and a certified online marketing strategist with twenty plus years of experience and counting of helping eCommerce companies increase their online presence and profitable revenues. He was named to Best of Los Angeles Awards’ Most Fascinating 100 List in both 2020 and 2021.

In this episode, Andy Splichal and I discuss the following:

• If you are an agency involved in eCommerce marketing, this episode goes into what is working for clients and what Andy has learned through working with growth-stage eCommerce brands.
• Early lessons on starting an agency and how Andy decided to launch courses.
• What a book does for your business, from increasing your reach to creating more credibility for you as a business owner.
• The importance of specialization for the growth and health of your business.

As we saw in this episode, there are several ways to grow your credibility; but it’s essential to keep in mind your goals for your business as you make these decisions.

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 ANDY SPLICHAL:

Make Each Click Count

LinkedIn

True Online Presence

Amazon Author Page

Make Each Click Count Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Frank Kern

As agency owners, it’s important to have an understanding of markets that you could potentially sell to but are outside of your local market. That’s why episode 103 of The Digital Agency Growth Podcast with Falak Jalil is about marketing to the developing world! 

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

In this episode of The Digital Agency Growth Podcast, Falak Jalil and I are sharing how marketers work with a global brand in a local market to ensure the product will be attractive to their local market and outperform their competitors. 

In a word, Falak Jalil is a storyteller. She loves brands and data. And she uses both to weave her stories through brand communication to Consumers. Falak has 13 years of marketing and innovation management experience with Nestle, Unilever & Reckitt. She’s worked across multiple geographies, building $1Bn brands like Sunsilk & Lifebuoy, while also having the privilege of working on brand development on brands like Dettol & Nesquik. She’s won multiple awards from In-Market execution to Marketing Excellence for launching a brand from scratch, but the most fun part of her job is speaking to Consumers; understanding their lifestyles, their habits and attitudes, what makes them tick.

In this episode, Falak Jalil and I discuss the following:

• Why the biggest markets for marketing to millennials are not in the US or Europe. They're actually China, India, Pakistan, Nigeria, and Indonesia; and what that might mean for you and your agency.
• What consumer behavior data is meaningful right now and what has surprised her most from looking at the data
• The importance of data and how her team is using that to make key decisions across the board.
• Where marketers are going wrong when launching a product; and some examples of mistakes Falak has made and what she would do differently now.

Market research so you can have a better understanding of your customers doesn’t have to be expensive. It can be as simple as consumer, shopper, or market visits.

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 FALAK JALIL:

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

An agency business model is a great, scalable business model, but what if you can franchise that agency? This week, episode 102 of The Digital Agency Growth Podcast is about franchising, marketing, and running a global agency with JC Hite of Hite Digital! 

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

In this episode of The Digital Agency Growth Podcast, JC Hite and I share the importance of understanding the pillars of scalability in an agency model and some scaling myths that agency owners should know when they are planning to scale. 

JC Hite is the CEO and founder of Hite Digital, a white label digital marketing agency. With a passion for business and people, he’s successfully scaled his agency in just two years and counting. Now his companies help other agencies to do the same.

In this episode, JC Hite and I discuss the following:

• What it’s like running a more than 100 person agency
• The current process of franchising an agency’s procedures to then apply to other agency franchises
• The pillars of scalability: quality product, good sales, operations & systems, and business intelligence
• The importance of business culture and how JC is working to improve the culture at his company

This franchise model could be a possibility for your agency and what you are doing day-to-day. 

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 JC HITE:

Hite Digital

LinkedIn

Instagram

Twitter

The Digital Agency Hacker Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Good branding creates emotion whether that be laughter, curiosity, inspiration, anger, etc. but a strong brand is polarizing. That’s why episode 101 of The Digital Agency Growth Podcast is about branding for your business! 

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

In this episode of The Digital Agency Growth Podcast, Re Perez shares the importance of owning your brand authentically and unapologetically and actionable steps you can take right now to use your book to build value and successfully market your brand. 

Re (pronounced “Ree” ) is a former Fortune 500 Brand Consultant turned Entrepreneur, Keynote Speaker, Best Selling Author, and CEO of Branding For The People, an award-winning branding agency that creates world-class brands that accelerate business growth.

In this episode, Re and I discuss the following:

• Re’s experience with hitting a “grey ceiling” gave him the opportunity and motivation to start his own agency.
• Taking your business from a practice to an agency by bringing in the right people at the right time.
• The first people hired or contracted into his business and the number one thing he would do differently. 
• The ROI on speaking engagements and how these opportunities can benefit your business years into the future.
• Helpful reminders for anyone considering writing a book and tips to market it in front of the right people.

Whether you’re a personal brand or a business brand, own who you are and show up unapologetically in your 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 RE PEREZ:

Website

Your Brand Should Be Gay book

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED IN EPISODE

Traction by Gino Wickman

Rocket Fuel by Gino Wickman

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

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