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	Titre	Date	Durée
	Agency adaptation, gym-sized markets, and why your best new business channel is obvious	08 Oct 2025	00:39:57
In this episode, I sat down with @Sharon Toerek from Innovative Agency to talk about the real shifts happening in agency business development — and the constant evolution that comes with them. We unpacked why 2025 is the year agencies need to get honest about their positioning, how trust — not information — has become the key currency, and why specialization isn’t just smart, it’s essential for survival. ⏱️ Timestamps 0:00 – Welcome and introduction: why the agency landscape feels confusing in 2025 2:10 – The “trust recession” and why agencies are more anxious than ever 5:00 – Why information is cheap but credibility is expensive 6:30 – Specialization as a core sales lever (not just a niche tactic) 9:45 – The fear that keeps most agencies from focusing 12:00 – What ruins deals when you’re not specialized 13:30 – Why the “show, don’t tell” principle beats overblown ROI claims 15:00 – Thought leadership as a frictionless entry point 17:30 – How to build thought leadership around your ICP (not your ego) 19:00 – Should the founder always be the face of the content? 21:30 – Balancing new client acquisition with organic growth 23:00 – Dan’s “Trust Matrix” for prioritizing outbound calls 24:30 – Systematizing referrals (without being weird about it) 26:00 – The three “food groups” of agency sales 28:00 – Why most agencies over-engineer outbound and underdeliver 29:30 – What’s surprised Dan about agency sales in recent years 31:00 – What smart agency owners are doing differently 32:00 – Where AI helps — and where it’s just shiny object syndrome 34:00 – Why more agencies will start to look like consultancies soon 35:00 – Where to go to learn more about Dan’s model 🔑 What You’ll Learn in This Episode Why we’re in a “trust recession” — and how it’s quietly killing cold outreach How to develop perspective, not just thought leadership Why specialization isn’t optional — it’s how you earn trust A practical way to turn your network into a referral engine The three-part system Dan recommends for reliable agency growth Who should own sales and content when you’re a small agency (and what to do if it’s you) Why agencies that ignore perspective end up sounding like everyone else The difference between old-school hustle and smart modern outbound
	Scaling Past 50 Employees: How seoplus+ Built a Global Agency	01 Oct 2025	00:38:50
In this episode of the Digital Agency Growth Podcast, I’m joined by Brock Murray, co-founder of seoplus+, a digital marketing agency he launched back in 2012 that has grown into a 50+ person team serving clients across North America and beyond. Brock shares the arc of his journey, from launching his first web hosting business at 14, to building seoplus+ with his partner Eddie, to scaling through multiple growth stages while navigating the challenges of delegation, client specialization, and leadership layers. If you’re running an agency, this episode is a playbook on scaling without losing touch, adapting to seismic industry shifts like AI search, and building a growth engine that lasts. ⏱️ Timestamps 0:00 – Intro & Brock’s early start in web hosting at age 14 1:00 – Founding seoplus+ in 2012 and partnering with Eddie 2:00 – Growth stages: from the first hire to 10, 25, and 50 employees 3:30 – The challenge of scaling culture and building management layers 5:00 – Hybrid account management and the role of AMs in sales 7:00 – Upsells, long-term relationships, and winning bigger accounts 9:30 – Balancing farming existing clients vs. chasing new ones 12:00 – Building a partner program: from 20 informal partners to 80+ active ones 15:00 – Partnerships vs. web leads vs. outbound 16:00 – Scaling from meetups to AI-focused community events 18:00 – Outbound experiments: Apollo, coffee chats, and free AI brand audits 20:00 – Structuring partnerships transparently and acquiring a partner’s business 23:00 – Fractional CMOs (VCMOs) as high-value partners 24:00 – How Brock got out of the sales seat and what made it possible 27:00 – Building trust and reach through events—local vs. national scale 30:00 – Fewer clicks from Google, more searches on ChatGPT & Gemini 32:00 – Launching Generative Engine Optimization and building AI tools internally 34:00 – Why agencies can now afford to build internal products 35:00 – The future of SEO: rebrand or double down? 37:00 – Where to connect with Brock online 🔑 What You’ll Learn in This Episode How Brock scaled seoplus+ from two partners to a 50+ person global agency. The “resistance line” at 50 employees and how to push through. Why hybrid account management can be both a strength and a bottleneck. How to use events as a serious new business channel (without getting stuck locally). Why partnerships with VCMOs and boutique agencies can lead to acquisitions. How outbound campaigns, coffee chats, and case studies fuel growth. Why clicks from Google are dropping and what Generative Engine Optimization means for agencies. How to leverage AI tools internally to save hundreds of hours and increase ROI. The looming question: does SEO need a rebrand in the age of AI? 🔗 Links & Resources Relationship Sales at Scale™
	How We Built an Irrigation System for Agency Referrals	24 Sep 2025	00:30:23
Most agencies live and die by referrals. But here’s the catch: They usually happen randomly. When you do ask for intros, it feels like giving people homework. And even if you’re consistent, it’s hard to know where the real opportunities actually are. In this solo episode, I share my journey from the “analog networking” days of wandering trade shows… to running hundreds of cold campaigns during the trust recession… to finally cracking the code on how to make referrals systematic, scalable, and predictable. You’ll learn: Why SaaS-style sales playbooks fail for agencies How to map your connectors against your market to uncover hidden paths into targeted accounts Why reducing friction, not persuasion, makes referrals stick The simple weekly cadence that can turn referrals from “rain dance” to irrigation system
	Trust Over Tactics: The Agency Growth Lever You’re Overlooking (Dan on The Small But Mighty Agency Podcast with Audrey Kwan)	17 Sep 2025	00:36:52
In this episode, I talk with @Audrey Kwan in the Small But Mighty Agency, to tackle one of the most misunderstood growth levers in agency land: referrals. Together, they unpack how trust is the new currency in a cold-lead-saturated market—and how smart agencies are building systems around referrals, not just hoping they happen. ⏱️ Timestamps 0:00 – Why cold outreach is failing and trust is everything 2:10 – The rise of trust-based selling in the agency world 5:40 – Why personalization alone isn’t enough in 2025 7:30 – How to ask for referrals the right way 9:45 – Building “circles of trust” and systems around relationships 13:00 – Using LinkedIn as a referral engine 16:00 – Why referrals still require consistency and structure 18:00 – The real reason most agency sales systems break 20:00 – Direct vs. indirect control: a smarter way to plan sales activity 22:30 – Metrics and referral math: how to reverse engineer deal flow 25:00 – Specialization as a sales advantage (and trust shortcut) 27:30 – Strategic partnerships beyond client referrals 29:00 – What kind of agencies thrive with Dan’s model 31:00 – What needs to be in place before handing off sales 33:00 – Dan’s biggest mindset shift about agency growth 34:00 – Where to learn more about Dan’s process 🔑 What You’ll Learn in This Episode Why cold outreach is widening the trust gap—and what to do instead How to turn random referrals into a repeatable, systemized sales engine Why agency founders need to own sales before they delegate it The one sales hire mistake that can cost you six months (and how to avoid it) How specialization accelerates trust—and shortens your sales cycle
	How Eric Baum Turned Plumbing Ads Into a Multi 7-Figure Agency	10 Sep 2025	00:34:41
In this episode of the Digital Agency Growth Podcast, I’m joined by Eric Baum, founder and CEO of Blue Leads—one of the top HubSpot Solutions Partners globally. Eric shares the full arc of his journey, from accidentally starting an agency after hacking Yellow Pages spend for his plumbing business, to scaling a team of 40+, to building one of the most successful HubSpot implementations agencies in the world. We dig into what it actually takes to get out of the sales seat, build second-layer leadership, and scale without losing your mind. If you're running an agency, this is a masterclass in letting go, thinking bigger, and staying relevant in a fast-changing market. ⏱️ Timestamps 0:00 – Intro & Eric’s journey from plumbing franchises to marketing 2:30 – How $25K Yellow Pages spend turned into Blue Leads 4:00 – Betting on HubSpot before anyone cared 6:00 – From accidental agency to structured growth 9:00 – Discovering EOS and transforming the business 13:00 – Cash flow traps and scaling mistakes 16:00 – Why most agencies grow like a jigsaw puzzle 18:00 – “Inbound is broken” – what’s working now 21:00 – Strategic partnerships & the Crossbeam approach 23:30 – AI hype vs. actual implementation: where to invest 26:00 – Building your second layer of leadership 30:00 – Letting go of the vine – how to replace yourself 34:00 – What tools and platforms Eric would bet on today 37:00 – If he had to start over, here’s what he’d do 39:00 – The sales team you should’ve hired 42:00 – Where to find Eric online (and why he loves war stories) 🔑 What You’ll Learn in This Episode How Eric scaled Blue Leads into a top 5 global HubSpot partner. Why inbound is dying—and what’s replacing it The leadership move that separates scaling from stalling The #1 mistake agency owners make when hiring their first salesperson. What happened when their traffic dropped from 300K to 10K/month. How partnerships and AI agents are generating leads faster than cold outreach. The secret to staying relevant when your clients. Why agency growth looks like a jigsaw, not a hockey stick
	Turn Proposals Into a Q4 Growth Engine: How Agencies Can Unlock Upsells & Faster Closes	03 Sep 2025	00:44:39
Proposals can make or break your agency’s Q4 pipeline. Too vague, and prospects don’t see the value. Too detailed, and they get stuck in analysis paralysis. In this episode, Dan is joined by Joe Ardeeser, founder of Smart Pricing Table, to talk about how agencies can strike the right balance, upsell strategically, and close deals faster as the year wraps up. Whether you’re facing slow proposals, scope creep, or undercharging, this conversation gives you practical steps to turn proposals into a growth engine for your agency. 🔑 What You’ll Learn in This Episode How to avoid the two biggest proposal mistakes: being too vague or too detailed. A simple framework for including upsells and add-ons without overwhelming prospects. Why proposals should be viewed as sales tools, not just paperwork. How to use clarity and transparency to build trust with brand decision-makers. The proposal strategies agencies can use right now to finish Q4 stronger. This framing ties the conversation directly to timely biz dev priorities (Q4 closing, pipeline health), makes Joe’s expertise clear, and positions the episode as a tactical resource for agencies. Links & Resources: Smart Pricing Table
	From Summer Slowdown to Q4 Pipeline: An Outreach Reset for Agencies	27 Aug 2025	00:44:22
As summer winds down, many agencies face the same problem: pipelines that dried up in July and August, and a mad dash to generate momentum before year-end. In this episode, Dan lays out a practical action plan for September outreach — how to reset your business development, stand out to brands, and build the right conversations that lead to Q4 results. This is from Dan’s conversation with Stephen Woessner on the Sell With Authority podcast. what you’ll learn: Why most agencies waste energy chasing the tiny slice of prospects “ready to buy now” — and what to do instead. How to build trust with brands early, before they’re even in buying mode. Why cold outreach often fails in today’s noisy market, and how to shift your approach. The real scarce resource in business development How to open doors with brands in a way that feels natural, not forced. Links & Resources: Sell With Authority Podcast
	Roger Nairn on Sales, Systems & Landing Dream Clients	20 Aug 2025	00:47:49
In this episode, I sit down with Roger Nairn, CEO of JAR Podcast Solutions, to talk about how he’s grown a top-tier production agency working with brands like Amazon, Lululemon, Amex, and Cirque du Soleil. We get into the systems, sales strategies, and creative positioning that helped him go from “no name, no business plan” to building a client list most agencies dream about. ⏱ Timestamps 00:00 – From hobbyist to first client in four days 02:35 – Why “just starting” beats overplanning every time 04:04 – Selling the business case for podcasts 05:12 – The hire that changed everything 07:29 – Building scalable systems with “the 8 P’s” 09:49 – Why this sales hire actually worked 11:46 – Outreach, targeting, and big-brand ABM 15:47 – How the playbook changed as the market matured 17:56 – Solving business challenges, not selling “a podcast” 22:59 – JAR’s client system: job, audience, results 24:49 – Knowing when to say no (and sticking to it) 28:45 – Finding and training podcast hosts 32:49 – The current sales process (and why Roger still cold outreaches) 35:23 – Inbound, RFPs, and fixing broken shows 39:21 – Pitching ideas based on brand news 42:03 – Balancing prospecting with live opportunities 45:04 – Making sales a leadership team effort 46:47 – What’s next for JAR Key Takeaways Waiting for the “perfect” start? That mindset kills momentum. Sometimes the priciest hire unlocks the biggest profit. Systems don’t have to be boring—they can fuel momentum. Selling the why gets easier when your market is educated. Saying no to the wrong projects creates space for the right ones. Outreach that’s brand-specific beats any templated campaign. Links & Resources: Relationship Sales at Scale™ Website: jarpodcasts
	Why Most Agency Sales Plans Fail (and What to Do Instead)	13 Aug 2025	00:21:30
In this episode, I sat down with the Happy Clients Podcast to talk about what’s working in agency sales right now, without the cringe, without the outdated playbooks, and without turning you into a full-time cold caller. Most agencies can sell for their clients all day, but when it comes to their growth, things can get messy. I’ve spent the better part of a decade helping agencies stop relying on “hope and referrals” and start building sales systems that work. ⏱ Timestamps 00:00 – The “spare-time sales” trap 00:29 – Why this matters for client-facing pros 01:19 – My path into agency sales 02:20 – The scaling pain you don’t see coming 04:41 – When referrals run dry 06:10 – Inbound vs outbound today 07:04 – The trust-first approach 09:23 – Making referrals predictable 11:48 – Why cold outreach is harder now 14:13 – Accountability in sales 16:32 – Quick wins with clarity and focus 18:53 – Opportunities hiding in plain sight 20:10 – Where to find me + my book ✨ Key Points Why loading sales onto busy account managers fails. How to turn your network into a steady pipeline. The simple way to make introductions effortless. Why agencies should own sales instead of outsourcing it. How clarity on your ideal client changes everything. 🔗 Book a strategy call with Dan: Relationship Sales at Scale™ Checked the podcast on @dotandcompany
	Building a Content Agency That Doesn’t Play Small - Kristen Sweeney	06 Aug 2025	00:41:43
In this episode, I sat down with Kristen Sweeney, the founder of Every Little Word — a boutique content and communications agency that’s laser-focused on helping complex B2B orgs share what they actually know in ways that actually work. We got into the nitty-gritty of what it means to build trust with subject matter experts, why most B2B content is fundamentally broken, and how Kristen made a huge decision to walk away from a partner that was 60% of her business. Timestamps 00:00 – Intro & Kristen’s background 01:03 – From Broadway to freelance writing 03:03 – Business triples during COVID 04:48 – Treating execs like peers, not titles 06:22 – Sales copy and horizontal vs vertical relationships 07:39 – Why so much outreach reads as either bragging or begging 08:09 – Creating content that matches your ICP’s level 09:47 – Executives can smell uncertainty 11:49 – Emotions in B2B aren’t optional 14:17 – Leaving a 60% revenue partnership 16:24 – Selling to enterprise life sciences 17:07 – Building trust through intros and relationships 19:33 – Owning both sides: product and sales 21:56 – The writing on the wall after 10KSB 24:45 – Kristen’s Colby profile and systems for sales 25:50 – Why process builds confidence in sales 28:07 – Trust recession and the power of a real convo 31:43 – Why life sciences felt like home 35:25 – Balancing delivery with marketing 38:18 – Doubling down on strengths with Substack 40:00 – What Kristen’s excited about next 🔑 Some Key Takeaways Kristen Sweeney walked away from a partner driving 60% of her revenue (on purpose), “Executives can smell fear” — and Kristen shares what actually earns their respect Links & Resources: Website: everylittleword.co Relationship Sales at Scale™
	Lessons from Building an Eight-Figure Niche Agency - Stewart Gandolf	30 Jul 2025	00:49:59
In this week´s episode Stewart Gandolf joins me to talk through what it actually takes to niche down, build a sustainable agency, and scale without losing your sanity or soul. Stewart’s been in the healthcare marketing game for over two decades, and his experience building Healthcare Success into one of the top firms in the space is loaded with tactical insight. We talk about the trap of project-based work, how to structure your agency around recurring revenue, and why most agencies screw up their first few sales hires. 🕒 Timestamps & Topics 00:00 — How Stewart got his start and why he doubled down on healthcare 03:15 — Direct mail, seminars, and the early version of inbound 06:40 — NLP and the psychology behind language that converts 11:20 — What drove their early growth (hint: it wasn’t salespeople) 13:40 — Why project work is a trap and how to transition to retainers 16:00 — Right-sized clients vs. resource-sucking whales 18:20 — Inbound vs. outbound: nets, spears, and the bullseye metaphor 21:20 — Stewart’s playbook if he were starting from scratch today 25:00 — Authority assets: reports, seminars, and content that build trust 29:10 — The daisy metaphor and avoiding entrepreneurial distraction 31:45 — What most agencies get wrong with their first sales hire 37:10 — Traits of a great agency salesperson (and why most don’t have them) 40:00 — When to stop being your own best salesperson 44:15 — Strategic partnerships and the next wave of AI opportunity 47:45 — Final thoughts on staying relevant when the cheese moves A few things we covered. Most agency salespeople fail, not because they’re bad, but because there’s no clear positioning to sell. Links & Resources: 🔗 Links & Resources Healthcare Success — Stewart’s agency Relationship Sales at Scale™
	The Table Stakes for Agency Growth in 2025	23 Jul 2025	00:46:57
This solo episode is a deep dive into the unsexy but transformative groundwork that agency owners need to lay to build a reliable new business engine. Dan breaks down what really separates enterprise-level agencies from the ones stuck in "Cobbler’s Children" limbo — not just in terms of tactics, but in mindset, strategy, people, and execution. He shares hard-won lessons from years of running Sales Schema and coaching 200+ agencies, including how to stop waiting for referrals, start building durable outbound systems, and shift from reactive selling to a process that actually compounds. This is for the agency owner who's sick of feast-or-famine cycles and is ready to take control of their pipeline without chasing hacks or magical software. ⏱️ Timestamps 00:00 – The Rainforest vs. The Lion Hunt: A better metaphor for agency growth 02:00 – Introduction: Why solo episodes are the hardest, but the most needed 03:15 – The 4 Agency Growth Stages: Glorified Freelancer → Enterprise 06:00 – Specialization: Why it's now table stakes, not a nice-to-have 08:30 – TAM Thinking: Apply tech startup logic to your agency niche 10:00 – Why perspective is becoming table stakes 13:20 – You don't need to "go inward" for 6 months — talk to the market now 15:30 – Mindset: The difference between Cobbler’s Children and Enterprise thinking 20:00 – Why only 3% of your market is in-market right now. 24:00 – All marketing is interruption marketing — so do it ethically 26:00 – Why you probably don’t actually know your close rate (and how to fix that) 27:45 – Getting out of the sales seat: What really needs to be true before you hire a salesperson 30:30 – Your first two strategy projects: Thought leadership & net-new relationships 33:20 – The “balance beam” metaphor for doing outreach 35:00 – Using data + context to build non-spammy outbound lists 37:00 – What our best-performing campaigns look like 39:00 – Where real lead gen lives: Manual outreach to old prospects 42:00 – My exact reconnect email — word for word 44:00 – Wrapping up: Build something buyers want, but also build for your peace of mind Key Points The Four Stages of Agency Growth → Glorified Freelancer → Cobbler’s Children → Transitional Agency → Enterprise Specialization is Now Table Stakes → It’s harder to win without it. But specialization doesn’t always mean verticalization. Perspective is the New Differentiator → Agencies that win aren’t just executing. 3% Rule of Market Timing → Only 3% of your market is actively buying. Manual Outreach is Still King → My highest ROI activity: emailing past prospects and lapsed clients. Getting Out of the Sales Seat Takes More Than Hiring a Salesperson → You need the wave. That means systems, clarity, and enough leads to support a new closer. Links & Resources: 💼 Book a call with me Digital Agency Growth Podcast
	Mark Orttung - Hard-Won Lessons from Scaling an Eight-figure Services Firm	16 Jul 2025	00:51:51
Most agencies never crack eight figures. Mark Orttung helped one grow to $130M—by breaking every "safe" rule. In this episode, we dive into what agency owners at the $1–5M mark can actually do to punch past the common growth ceilings. The most important shift? He stopped selling to job titles—and started selling to buyers with something to prove. ⏱ Timestamps 00:00 – Intro: Why agencies need a rethink 00:36 – Mark’s background: Accenture, startups, bill.com, Nexient 02:23 – Studying AI in the 90s: symbolic vs neural nets 04:30 – Stepping into Nexient at $39M—and losing $5M first 06:59 – Early differentiation struggles and customer perception 08:29 – Building product-style squads inside a services business 10:38 – The big leap: shifting from selling people to selling outcomes 11:08 – Simplifying the pitch: “life’s too short for crappy software” 13:12 – Saying no to revenue: the scary path to focus 14:14 – Selling without data: enterprise outbound as testing lab 16:26 – Creating their own conference as a positioning feedback loop 19:34 – Cross-industry client base: healthcare to gas utilities to tech 20:25 – Specializing by service vs vertical in today’s world 24:52 – Growth “walls”: from founder-led to decentralized structure 29:21 – Change agents: how to spot internal buyers who take risks 32:40 – The next wall at 150M and why he chose to exit 36:56 – Getting ghosted on a term sheet, then driving a bidding war 40:17 – The Project Works origin story: from spreadsheet to SaaS 42:28 – Why every services firm needs better resourcing visibility 47:29 – What’s next: proposal automation, AI, and growth tooling 48:49 – Where to find Mark and Project Works Key Points Why scaling past the eight figures in a services firm requires breaking the founder bottleneck Why “life’s too short for crappy software” became a high-converting mission The opportunity of building or early adopters—not the mainstream How to identify and win over internal change agents in large enterprises How Project Works helps agencies resource smarter and prevent margin leaks Using conferences as real-time feedback loops for positioning Why now is the time to apply AI to services growth ops—especially proposals Links & Resources: 🔗 Links & Resources 🔗 Book a strategy call with Dan: https://salesschema.com/work-with-us/ 🎙 More episodes of the Digital Agency Growth Podcast: salesschema.com/podcast Project Works – https://www.projectworks.com Connect with Mark on LinkedIn – Mark Orttung
	Karl Sakas on Scaling Smart and Reclaiming Your Time	09 Jul 2025	00:46:07
In this episode of the Digital Agency Growth podcast, I’m joined once again by agency advisor Karl Sakas. Karl breaks down the philosophy and practice behind his new book Calm the Chaos—a leadership guide for agency owners who want to scale smart, delegate more, and reclaim time. We also explore his writing process, the parallels between art collecting and running an agency, and how to think clearly when chaos hits your business. ⏱️ Timestamps 00:00 – Welcome back Karl Sakas + Intro to Calm the Chaos 01:09 – Why leadership is the key to scaling a lifestyle agency 02:22 – Karl’s writing process 05:30 – Blog posts vs. books: Why books matter for positioning 07:45 – AI’s role in writing and idea development 08:31 – Art collecting vs. agency leadership: Taste vs. discernment 13:32 – The tipping point: You can’t be the answer person forever 16:13 – The bottleneck around delegation and how to fix it 21:50 – What causes chaos in an agency? 24:50 – Strong pipeline = better client filtering 29:27 – How to delegate growth and not abdicate responsibility 34:48 – Should you build demand gen internally or hire it out? 37:21 – The M&A market and how to think about valuation and exit 41:51 – The real drivers behind agency exits: Age, tuition, and burnout 🔗 Book a strategy call with Dan: https://salesschema.com/work-with-us/ 🎙 More episodes of the Digital Agency Growth Podcast: salesschema.com/podcast 🎁 Get a free chapter of Karl’s book: bit.ly/karl-dag
	From Ozempic to Ad Strategy: Todd Gagne on GLP-1’s Ripple Effects	02 Jul 2025	00:19:53
Today, I talk to Todd Gagne—tech founder, startup mentor, and the guy who accidentally dropped a viral bomb on Substack after a weekend rabbit hole about GLP-1 drugs. We talk about why these weight-loss medications might be as transformative as the air conditioner, what this means for advertising, and why the next few years could upend how we think about consumer behavior, even in B2B. ⏱️ Timestamps [00:00] – Todd’s background and startup school origins [01:20] – How a Substack detour into GLP-1 changed everything [03:33] – What GLP-1 drugs do, how they work, and why they matter [05:28] – The "air conditioner moment" analogy and downstream societal effects [07:14] – Grocery, alcohol, and aviation: second-order impacts [10:04] – What fills the lifestyle gap? [11:46] – The hidden threat to advertising: fewer impulses, fewer clicks [13:52] – Are your most impulsive ad converters vanishing? [15:15] – Even B2B isn’t safe from this shift [17:22] – Safety data, supply constraints, and the future scale of adoption [19:25] – Could insurance companies lead the charge on GLP-1 coverage? [21:15] – Could 50% of ad strategies go obsolete? [22:23] – Where to follow Todd and dig deeper 📢 Key Topics: GLP-1’s societal and psychological impact Why this isn’t just about weight loss—it’s about impulse control Second- and third-order effects on brands, industries, and culture How marketing strategies may need to evolve in a post-GLP-1 world Links & Resources: Visit: https://salesschema.com/work-with-us/ 🔗 Learn more about Todd→ https://wildfirelabs.io/
	Building Personal Brands That Actually Drive Leads	25 Jun 2025	00:40:59
Join Dan Englander and Jared Gibson, co-founder of Outworks, as they dive into the future of B2B marketing and explain why personal branding is the most powerful growth engine for CEOs and founders. Discover why cold outreach is no longer enough, how authentic LinkedIn content can drive long-term trust and authority, and how busy executives can make content creation part of their routine. Jared also shares hands-on tactics for leveraging video and interviews, working smarter with teams, and setting realistic goals for lead generation through personal brands. Timestamps 00:00 – Intro & welcoming Jared 01:51 – Jared’s background & launching Outworks 06:43 – Why traditional outbound no longer works 12:46 – How content & algorithms have changed on LinkedIn 18:51 – The importance of knowing your Total Addressable Market 23:35 – Making content creation a lifestyle 29:49 – What ROI looks like on LinkedIn 33:50 – Getting clients comfortable on video 35:21 – Using client interviews for content 37:21 – Jared’s partner program and new service launchTags Links & Resources: Visit: https://salesschema.com 🔗 Learn more about Jared→ https://www.outworks.io/
	Dan Englander on Trust-Based Outbound in 2025	18 Jun 2025	00:35:25
In this solo episode, Dan shares an evolved perspective on outbound strategies for boutique agency owners. Reflecting on lessons from the "Right Words to the Right People" workshop and client campaigns since, this episode offers a practical, human-centered approach to outbound that respects your time and builds real pipeline—without sacrificing trust or burning bridges. ⏱️ Time-Stamped Breakdown 00:00 – Why outbound often fails for boutique agencies 02:20 – Why small wins in copy drive big results 04:39 – The unique control and feedback loop outbound provides 06:57 – Why most agency outbound tactics are broken from the jump 09:21 – Enter the "trust recession" and how to sell like a human, not a marketer 11:39 – How to define ideal client profiles (ICPs) the right way 14:01 – The six key ingredients of effective outbound copy 14:10 – Tribe-based kinship 15:12 – Deep understanding and insider language 16:21 – Show, don’t tell authority cues 18:38 – Timeliness and aligning with the calendar 21:01 – Pattern interrupts that keep it horizontal, not hokey 22:32 – De-risking the ask and giving people an easy yes 23:20 – How to scale relevance without fake personalization 25:43 – Outbound channels: why simpler may be smarter 28:04 – Systems thinking: time blocking, trust, and the ops question 30:21 – The real definition of “sales work” (hint: it’s not just calls) 32:43 – Supporting your new business person (or yourself) to succeed 🔑 Key Takeaways Stop chasing MQLs, start building trust. Reframe outbound as a relationship-building engine. Nail your ICPs. Think in cocktail-party terms: how would your ideal client introduce themselves? Leverage the six trust-building ingredients in every campaign for relevance, resonance, and results. Outbound isn’t about spray and pray—it's about proactive control. Test fast, learn faster, and grow smarter. Build for sustainability. Your system should run even when you’re swamped with client work. 📌 Mentioned Resources saleschema.com – Request a consultation and learn how to implement this system
	Chris DuBois - How to Craft Agency Offers That Work in 2025	10 Jun 2025	00:45:01
Are your agency's services stuck in a tangle of complexity and custom work? In this episode, Dan Englander sits down with Chris DuBois—founder of Dynamic Agency OS and creator of the Snap Offer framework—to explore how agencies can simplify their offers, build authority, and grow through repetition, not reinvention. Chris shares how he went from infantry officer to agency CEO and ultimately to coach, helping firms move away from scattered messaging and toward a productized, high-trust, high-clarity model. You’ll learn how to evaluate your market positioning, why most agencies document broken systems too early, and how to create offers that cut through the noise. If you're a boutique agency looking to reduce churn, build repeatable value, and earn more without more complexity—this one's for you. 🔑 Topics covered: The one-problem, one-solution model The PRISM framework for evaluating a market Why clarity is a sales multiplier The Snap Offer system (and why it outperforms lead magnets) Why the real bottleneck is attention—not operations Links & Resources: 🔗 Learn more about Chris → https://dynamicagencyos.com/ Visit: https://salesschema.com
	Erik J. Olson on Why Most Agencies Plateau and How to Build One That Grows Predictably	03 Jun 2025	01:03:22
How do you grow a digital agency without getting stuck in feast-or-famine cycles or boxed in by a single niche? In this episode of The Digital Agency Growth Podcast, Dan Englander sits down with Erik J. Olson, CEO of Proxa and the force behind three specialized agencies under one umbrella. Erik walks us through his unconventional journey from civil engineering to coding in bookstores to building a portfolio of agencies with one goal: a $100M private equity exit. You’ll learn: Why Erik spun off agencies instead of pivoting one How to identify “hall of fame” clients without over-complicating the data What it really takes to hire (and keep) a performing salesperson How AI is standardizing execution and what agency leaders should focus on instead Why niching isn’t risky, avoiding it is We also dig into Erik’s sales frameworks, lessons from failed hires, and what it means to evolve from entrepreneur to operator. 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 ERIK J. OLSON: LinkedIn Array Digital Rival Digital Crush Digital CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Audrey Kwan on How Micro Agencies Win Big: Niching, Community & the Power of Strategic Partnerships	27 May 2025	00:41:52
What separates the agencies that consistently get referrals from those that don’t? According to Audrey Kwan, it comes down to trust equity. In this conversation, Dan Englander talks with Audrey consultant, community builder, and founder of Agency Together about how agencies can get off the feast-or-famine sales rollercoaster by building strategic partnerships, clarifying their niche, and focusing on relationships that compound over time. Topics covered: Why “referral-ready” relationships are built on consistency, not chance The ROI of niching for insight, credibility, and collaboration How small agencies can thrive without growing headcount What’s extending sales cycles and how trust shortens them “Growth projects” that drive visibility and long-term differentiation Why clarity beats diversification, and how to evaluate your niche strategy with SWOT + PESTLE Audrey also shares her “Trust Equity Scorecard,” a free tool that helps agency leaders assess how well-positioned they are to grow through relationships. 🔗 Get the scorecard: agencytogether.com/scorecard 🎧 Subscribe to The Digital Agency Growth Podcast for more conversations like this, where we cut through gimmicks and focus on what actually drives growth in complex-service businesses. 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 AUDREY KWAN: LinkedIn Agency Together Audrey Joy Kwan CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	From Chaos to Clarity: How Top Agencies Are Planning for Uncertainty	20 May 2025	00:39:17
In this episode, Dan Englander welcomes back Nick Petroski of Promethean Research for a high-signal, data-backed deep dive into the state of the digital agency industry in 2025. From agency size trends to the truth about AI integration, Nick reveals what the numbers really say. 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. They cover: Why sub-10-person agencies are disappearing The true impact (and limits) of AI in agency operations What’s driving the contractor surge—and what it means for margins Why specialization isn’t optional anymore (and how to actually do it right) How GLP-1 drugs like Ozempic could disrupt agency-adjacent markets What top-performing agencies are doing differently If you're an agency founder navigating a changing market, this episode is your strategic cheat sheet. 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 NICK PETROSKI: LinkedIn Promethean Research Download Nick’s latest research report here: prometheanresearch.com CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	How to Build an Agency Sales System That Won’t Break Your Soul (or Inbox)	14 May 2025	00:21:53
What do you do when referrals dry up and the market gets shaky? In this solo episode, Dan Englander breaks down the key takeaways from his recent workshop: Implementing a Business Development System That Stands Up to Uncertainty. You’ll learn: Why reactive sales keeps you stuck in volatility How to shift to a proactive system that builds momentum The 3 mindset shifts every agency needs for consistent growth A practical KPI framework to build sales habits (not just reports) How to define your ICPs without overcomplicating things A smarter way to run referral campaigns—no awkward asks This episode is packed with timeless strategies, no fluff—just actionable systems for growing your agency in unpredictable times. Want the complete Workshop? including tools and slides. Go here
	Building Trust and Scaling Through Thought Leadership with Drew McLellan	29 Apr 2025	00:39:50
We're bringing back one of our most valuable episodes a conversation that’s just as relevant today as when it first aired. The agency world has seen plenty of change in recent years. But with that change comes opportunity — for evolution, adaptation, and leadership. In this episode, Drew McLellan joins us to talk about the current state of the agency landscape in 2024, the importance of thought leadership, and how to build real trust with clients long before the sale. 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, Dan and Drew discuss: Why trust starts long before the sales conversation What it really takes to grow your agency sustainably How to position your agency as a true thought leader Where AI adds value (and where it doesn’t) Drew McLellan has worked in advertising for over 30 years. He runs McLellan Marketing Group and Agency Management Institute (AMI), where he helps thousands of small and mid-sized agencies grow smarter and stronger every year. Whether you missed this episode the first time or just need a refresher, we’re excited to bring it back. If you enjoy it, don’t forget to follow, rate, and review the podcast and share your biggest takeaway with us. 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
	Jon Tsourakis on How to Build a High-Performing Agency	22 Apr 2025	00:48:34
In a world of economic uncertainty, shrinking budgets, and longer sales cycles, how do smart agencies continue to grow? Jon Tsourakis, Co-Founder of Oyova, reveals how embracing discomfort, staying authentic, and focusing on fundamentals can transform your agency’s performance even in the hardest times. 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, Jon Tsourakis breaks down how agencies can stay competitive by embracing adaptability, simplifying operations, and focusing on what truly drives growth in uncertain times. He shares actionable insights on refining your service offering, building stronger client relationships, and creating a resilient agency model that thrives despite market challenges. Tune in to learn: Why resisting comfort is key to success How to adapt your biz dev strategy when outbound stops working The balance between automation and human connection Lessons from rejection and how to stay in "performance mode" Whether you're battling slow sales or looking to future-proof your agency, this conversation is packed with actionable insights. CONNECT WITH JON TSOURAKIS LinkedIn OYOVA CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Why Smart Agencies Are Choosing Retainers Over Projects with David Brecount	15 Apr 2025	00:57:46
Are retainers the future of agency growth? In this episode, David Brecount — CEO and co-founder of US Digital Partners — returns to share how his agency survived and thrived over 23 years by doing the opposite of what most agencies chase: consistency over chaos, long-term strategy over shiny tactics, and relationships over quick wins. 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. We talk about how he shifted from project-based work to recurring revenue, what clients actually want in today’s skeptical market, and how his team is doubling down on being human in a noisy, AI-dominated landscape. Whether you're an agency founder or a sales leader selling complex services, this is a blueprint for sustainable growth. 🔍 What we cover in this episode: – Why they transitioned from projects to retainers – How to sell strategy (not just deliverables) – Navigating economic uncertainty without panicking – The “physical therapy” mindset behind real marketing – Why pricing transparency ≠ trust – AI hype vs. human creativity – And… why they ditched open office culture for private spaces 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 BRECOUNT LinkedIn US DIGITAL PARTNERS CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Building Trust in a Skeptical Market - Dan on the Revenue Rehab Podcast	08 Apr 2025	00:37:50
In this special episode of The Digital Agency Growth Podcast, we’re featuring Dan Englander's recent guest appearance on the Revenue Rehab podcast with Brandi Starr. 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. Dan, founder of Sales Schema and host of this show, dives into the challenges agencies face in today’s low-trust, high-noise landscape. He and Brandi explore why traditional outbound strategies are breaking down, how to rethink your sales approach to win trust faster, and how to build systems that scale without losing the human touch. This conversation is packed with real examples, strategic frameworks, and practical advice to help agency leaders sell complex services more effectively in 2025 and beyond. In This Episode, You’ll Learn: Why response rates are dropping—and how to adapt your strategy How to identify “relationship triggers” and use them to book more meetings The downside of over-automation and what to do instead How agencies can de-risk outreach in low-trust environments The key roles your team needs to scale personalized outreach 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 BRANDI STARR: LinkedIn Tegrita Revenue Rehab CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Matt Pensinger on How Agencies Can Drive Growth by Farming Existing Clients	01 Apr 2025	00:51:48
Many agencies focus heavily on new business, chasing logos and cold leads—while the biggest growth opportunity is already in front of them. In this episode of The Digital Agency Growth Podcast, Dan Englander is joined by Matt Pensinger, founder of Accelerate Advisors and former EVP at Jack Morton, to talk about how agencies can stop leaving money on the table and start expanding inside existing accounts. 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. Drawing from over a decade of experience working with major brands like McDonald’s, P&G, and Diageo, Matt shares how agency leaders can build deeper relationships, navigate client-side politics, and turn trust into long-term revenue. You’ll also learn why in-housing doesn't have to mean losing the account, how to build a win-back campaign, and what separates the agencies that stay top-of-mind from the ones that don’t. This week’s episode is all about building client trust, navigating internal change, and unlocking untapped growth within your current book of business. In this episode, Dan and Matt discuss the following: Why agencies over-prioritize new business and overlook their biggest asset The importance of relationship mapping inside complex client organizations What to do when your point of contact leaves the company When churn is actually a good thing How to re-engage lapsed clients with a win-back strategy Why origin stories and strategic perspective matter in pitches How to have better conversations around in-housing and agency value 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 PENSINGER: LinkedIn Jack Morton Worldwide CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Surviving the SEO Evolution: How Brandon Leibowitz Adapted to 17 Years of Industry Changes	26 Mar 2025	00:48:05
As an agency owner or marketer, keeping up with rapid changes in SEO and AI can feel like chasing a moving target. In this episode of The Digital Agency Growth Podcast, Brandon Leibowitz, founder of SEO Optimizers, joins Dan to share practical advice on evolving SEO strategies, leveraging AI without sacrificing creativity, and scaling an agency that stands the test of time. 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, Brandon Leibowitz emphasizes the importance of combining long-term strategy with adaptability. He shares actionable steps for balancing business development and fulfillment, building effective systems, and delegating with confidence. Brandon Leibowitz is the founder of SEO Optimizers, a digital marketing agency helping small and medium-sized businesses increase their online visibility and drive measurable results. With nearly two decades of experience, Brandon has been featured in Entrepreneur, Yahoo, and other top publications, and now helps agency owners stay competitive in an ever-evolving market. In this episode, Dan and Brandon discuss: How AI is changing SEO and what agencies need to know Why schema remains critical for visibility in AI-powered search The balance between using AI and human creativity in content creation Strategies for business development and branding How to build SOPs, delegate effectively, and scale sustainably 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 BRANDON LEIBOWITZ SEO Optimizers LinkedIn Youtube CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Navigating the Trust Recession with Dan Englander \| Featured on The Sales Maven Podcast	18 Mar 2025	00:46:16
As an agency owner or B2B service provider, navigating today’s rapidly shifting buyer behavior can feel challenging. In this episode of The Digital Agency Growth Podcast, Dan Englander joins Nikki Rausch on The Sales Maven Podcast for a dynamic conversation on the trust recession and how businesses can adapt to succeed in 2025 and beyond. 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 shares the importance of having a clear vision and understanding long-term goals in order to make informed decisions, seek the right partnerships, and stay ahead of shifting trends. In this episode, Dan and Nikki discuss: The evolution from scaling-focused goals to exit-focused planning. How disillusionment in the market has created a trust recession. Why businesses need to leverage scarcity and authentic connections. The role of secret languages and industry terminology in sales. How to future-proof your sales process and stand out. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast. Share your key takeaways with us! Connect with Nikki Rausch: LinkedIn Sales Maven Sales Maven Podcast Connect with Dan Englander: LinkedIn Sales Schema
	From CMO to CRO: How Marketing Leaders Are Evolving	12 Mar 2025	00:44:10
As an agency owner, it’s easy to focus on lead generation and ignore what happens after someone enters your funnel. But neglecting the middle of the funnel could be the biggest mistake that's costing you clients. Brandi Starr, COO at Tegrita and host of the Revenue Rehab podcast, joins us this week to share how agencies can fix this common gap and build stronger sales pipelines. With over 20 years of experience working with B2B companies, Brandi shares how agencies can better align sales and marketing, optimize their client journey, and finally stop losing prospects in the middle of the funnel. 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, Brandi Starr shares insights on the role of middle-of-funnel marketing, how to define “sales-ready” leads, and why so many agencies struggle to move prospects from interest to action. She also explains what CMOs are really looking for when working with agency partners. Brandi is the COO at Tegrita, a consultancy that helps companies unlock the power of email marketing, and she’s been named one of the Top 50 Women in MarTech. She also hosts the Revenue Rehab podcast, where she explores the tough conversations marketing leaders need to have. In This Episode, Dan and Brandi Discuss: The middle-of-funnel mistake that’s costing agencies clients — and how to fix it Why agencies struggle to move leads from interest to sale — and how to change that What CMOs and marketing leaders really want from agencies today How to align sales and marketing around a true "sales-ready" definition Why focusing only on lead generation isn’t enough — and how to build trust that closes deals Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast — and let me know your key takeaways! CONNECT WITH BRANDI STARR: LinkedIn Tegrita Revenue Rehab CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	The best of my agency biz dev hot takes	05 Mar 2025	00:20:56
As an agency owner, have you ever stopped doing something that used to work — even though you knew it was effective? You’re not alone. In this solo episode, Dan Englander, CEO of Sales Schema, shares hard truths about why agencies unintentionally sabotage their own growth, from drifting away from proven processes to falling into the trap of over-optimizing for “buyers” instead of building real relationships. Dan combines some of his most popular LinkedIn insights into a single episode, giving you a frank, behind-the-scenes look at what’s working and what’s not for agency business development in 2025. 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 covers: Why agency owners drift away from successful strategies — and how to course correct The dangers of relying too heavily on referrals and reactive sales Why specialization isn’t static — and how niches keep evolving How to break through “head trash” and false assumptions that block new business The truth about outbound KPIs and why just one conversation per day can transform your agency The biggest mistake agencies make with intent data — and how to fix it What agencies can learn from rock bands, jiu-jitsu, and even elite marathon runners 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
	Surviving Uncertainty: Financial Strategies for Agencies	26 Feb 2025	00:48:21
As an agency owner, it’s easy to feel overwhelmed by financial uncertainty, longer sales cycles, and unpredictable revenue. Ryan Watson, Partner at Upsourced Accounting, joins us this week to share key financial strategies agencies need to stay profitable and sustainable. With deep expertise in outsourced finance and CFO advisory, Ryan breaks down how agencies can navigate financial turbulence and position themselves for long-term success. 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, Ryan Watson shares insights into financial trends, revenue challenges, and the biggest profitability mistakes agencies are making today. He also highlights the key strategies that separate thriving agencies from those struggling to stay afloat. Ryan is the Partner at Upsourced Accounting, a firm specializing in outsourced finance and CFO advisory for agencies. With years of experience working with creative and digital businesses, he helps agencies optimize their financial strategies to achieve scalable growth. In This Episode, Dan and Ryan Discuss: The balance between standardizing financial processes and preserving agency flexibility The biggest financial mistakes agencies make (and how to fix them) How longer sales cycles and economic uncertainty are impacting agency growth The importance of repeatable revenue streams for long-term financial stability How founders should approach financial decision-making and profitability optimization 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 RYAN WATSON: LinkedIn Upsourced Upsourced Youtube CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Selling with Confidence and Authenticity	19 Feb 2025	00:52:28
Selling isn’t just about persuasion—it’s about connection. Nikki Rausch, founder of Sales Maven and an expert in neuro-linguistic programming (NLP) for sales, joins us this week to share her insights on building trust, guiding conversations effectively, and closing deals with confidence. Nikki breaks down the psychology behind successful sales interactions, how small communication shifts can create a big impact, and why sales isn’t something you do to people—it’s something you do with them. She also walks us through her Selling Staircase framework, a step-by-step process for guiding prospects toward a confident “yes” without resorting to high-pressure tactics. This week, episode 250 of The Digital Agency Growth Podcast is about mastering authentic sales, building trust with NLP techniques, and selling with confidence in a competitive market! 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, Nikki Rausch shares why your word choice, tone, and body language matter more than you think—and how to adjust them to create stronger client relationships. Plus, she provides actionable strategies to help you recognize buying signals, lead productive sales conversations, and sell in a way that feels natural and comfortable. Nikki Rausch is the founder of Sales Maven and the host of the Sales Maven Podcast. With over 25 years of selling experience and extensive training in NLP, she has helped countless business owners transform the way they approach sales. She’s also the author of three books and a sought-after speaker in the sales and marketing space. In this episode, Dan and Nikki discuss the following: How small shifts in communication can dramatically impact sales outcomes. The Selling Staircase framework and how to guide prospects through the buying process. Why word choice, body language, and tone matter in sales conversations. How to recognize and act on buying signals to close deals more effectively. 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 NIKKI RAUSCH LinkedIn Sales Maven Sales Maven Podcast CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Why 99% of Agencies Struggle to Exit & and How to Beat the Odds	12 Feb 2025	00:47:13
What does it take to scale, sell, and sustain a thriving agency? As an agency owner, finding the right balance between structure and creativity can be a challenge. Spencer Gallagher, founder of Cactus and co-author of Agencynomics, joins us this week to share his insights on scaling agencies, building long-term value, and navigating the ever-changing industry landscape. Spencer dives into the importance of treating your agency as an asset, leveraging data and AI, and understanding how top agencies position themselves for acquisition. This week, episode 249 of The Digital Agency Growth Podcast is about scaling smarter, increasing agency value, and staying ahead in the evolving digital landscape! 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, Spencer Gallagher shares the key factors that separate agencies that successfully exit from those that don’t—and how to build a business that buyers actually want. He also breaks down the biggest shifts happening in the agency world and how owners can adapt to thrive. Spencer Gallagher is the founder of Cactus, a consulting firm specializing in helping agencies scale and prepare for acquisition. He built and sold his own agency, Blue Halo, and now advises agency owners on growth, operations, and maximizing business value. In this episode, Dan and Spencer discuss: The #1 mistake agency owners make when scaling—and how to avoid it. Why data and AI-driven agencies are in high demand. How to structure your agency for long-term growth and a successful exit. The future of agency business models and why adaptability is key. 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 SPENCER GALLAGHER: LinkedIn Cactus Agencynomics CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Joe Ardeeser on The Secrets to Faster, Smarter, and More Profitable Proposals	05 Feb 2025	00:42:43
The proposal process can be one of the biggest bottlenecks for agencies, leading to lost deals, scope creep, and unnecessary stress. Joe Ardeeser, founder of Smart Pricing Table, joins us to share how agencies can streamline proposals, close deals faster, and maximize profitability. Joe covers how agencies can eliminate inefficiencies, standardize their pricing, and leverage upsells to maximize every opportunity. This week, episode 248 of The Digital Agency Growth Podcast is all about optimizing your proposal process and closing deals faster! 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, Joe Ardeeser shares insights on how agencies can improve their proposal workflows, reduce wasted time, and increase conversions by creating structured, client-friendly proposals that sell. Joe Ardeeser is a former agency owner with over 12 years of experience working with brands like Bluetooth, Scantron, and T-Mobile. Now, as the founder of Smart Pricing Table, he’s helping agencies revolutionize their sales process with interactive proposal software designed for efficiency and profitability. In this episode, Dan and Joe discuss the following: The biggest mistakes agencies make with proposals—and how to fix them How to create a sales catalog to speed up and standardize your pricing The power of upsells and add-ons to increase deal size effortlessly Why proposal review meetings can significantly boost your close rate Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast. Let us know 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 JOE ARDEER: LinkedIn Smart Pricing Table website Free Guide CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Greg Brooks on Going from High Stakes Poker to Building a 50-person Agency	29 Jan 2025	00:54:01
Are you looking for a fresh way to get ahead in a competitive market? Greg Brooks, a seasoned entrepreneur with a background in professional poker, shares game-changing insights on how to leverage strategic thinking, risk assessment, and calculated decision-making to transform your agency’s revenue. In this illuminating conversation, Greg takes us through the key parallels between poker and agency growth—revealing how to apply a winning mindset in everything from client acquisition to team leadership. This week, The Digital Agency Growth Podcast is all about embracing the art of strategic planning and risk management! 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, Greg dives into the importance of mapping out a clear plan before going “all in,” helping agencies avoid costly missteps. He also outlines practical steps you can take right now to identify quality leads, streamline decision-making, and ensure that your agency’s growth efforts are rooted in both data and instinct. Greg comes from a world where one bold move can make—or break—a game. Having successfully transitioned his poker acumen to the agency space, Greg now guides other owners on how to balance strategic creativity with calculated risk. Whether you’re looking to improve your closing rate, enhance client relationships, or simply avoid “gambling” on untested tactics, this episode offers a masterclass in stepping up to the table with confidence. In this episode, Dan and Greg discuss the following: Bringing a poker mindset to business and how risk tolerance can spark innovative strategies. The value of data-driven decisions—why going “all in” requires both gut instinct and solid facts. Developing a flexible yet focused approach to client outreach, ensuring every lead is high-value. Empowering teams with a winning perspective so everyone plays a part in driving agency success. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast—and be sure to share 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 GREG BROOKS: LinkedIn SEARCHTIDES CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Graduating Out of Owner-Led Sales	22 Jan 2025	00:33:45
As an agency owner, transitioning from referrals to a scalable sales system can feel overwhelming. In this special episode of The Digital Agency Growth Podcast, our host Dan Englander takes the guest seat on Agency Bites with Steve Guberman to share actionable insights and strategies for agency growth. This week, episode 246 of The Digital Agency Growth Podcast is about building trust, creating scalable sales systems, and transitioning from owner-led sales to predictable 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, Dan Englander discusses the challenges agencies face with owner-led sales and over-reliance on referrals. He shares actionable strategies to build trust, segment your market, and create scalable systems for predictable revenue growth. Steve Guberman is the Founder of Agency Outsight and host of Agency Bites, where he helps creative entrepreneurs build thriving agencies. With a focus on balancing creativity and operational efficiency, Steve empowers agency owners to overcome challenges, refine their processes, and achieve sustainable growth. Through his coaching and podcast, Steve delivers actionable insights for agency leaders navigating today’s competitive landscape. In this episode, Dan and Steve cover topics like: How to overcome the limitations of referral-based growth. Building trust through personalized outreach and clear targeting. Creating a scalable sales system before hiring a dedicated salesperson. Strategies for transitioning owner-led sales to a team-driven approach. The importance of clarity and segmentation in outbound sales. If you’re an agency owner looking to streamline your sales process and grow sustainably, this episode is packed with practical advice to help you build a foundation for success. 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 STEVE GUBERMAN: LinkedIn Outsight YouTube Agency Bytes podcast CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Stephen Woessner on How to Build Agency Authority in 2025	15 Jan 2025	00:55:19
As an agency owner, navigating the challenges of growth in a competitive landscape can feel overwhelming. Stephen Woessner, CEO of Predictive ROI, joins us today to share his expert insights on adapting to industry changes and building a foundation for long-term success. This week, episode 245 of The Digital Agency Growth Podcast is about transforming content creation, embracing specialization, and leveraging AI to strengthen agency-client relationships. Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. In this training, you’ll learn how to secure qualified appointments consistently with highly targeted and tasteful email outreach. In this episode, Stephen Woessner discusses the importance of treating your agency like your best client, creating cornerstone content, and fostering trust through effective team structures and metrics-driven strategies. Stephen Woessner is the CEO of Predictive ROI, a consultancy focused on helping agencies build authority and generate consistent revenue through content-driven strategies. With a deep understanding of agency operations and the evolving market, Stephen provides actionable advice for scaling your business. In this episode, Dan and Stephen cover: The benefits of building a dedicated internal team to handle your agency’s content. Why specialization is key to standing out in a crowded market. How AI is reshaping agency operations and client expectations. The journey from being a vendor to a trusted strategic partner. Practical steps to measure ROI and ensure your content efforts generate revenue. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast share your key takeaways with us! 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 STEPHEN WOESSNER: LinkedIn PREDICTIVE ROI Sell with Authority Podcast CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Marketing Max From Wall Street to 7-Figure Agency	08 Jan 2025	00:50:13
In this episode of the Digital Agency Growth Podcast, Dan Englander chats with Marketing Max, a former Wall Streeter turned 7-figure agency founder, about the challenges of building a marketing agency, the power of niching down, and how clarity can unlock scalable 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. Max shares his journey from bombing his Series 7 exam to building and eventually selling an award-winning agency. Along the way, he tackled the common struggles of agency owners: juggling too many services, inconsistent cash flow, and the fear of saying no to clients. By embracing specialization and focusing on high-impact services, Max was able to double his revenue and achieve sustainable growth. If you’ve ever wondered how to simplify your business, find your niche, and scale on your own terms, this episode is packed with actionable insights to help you move forward. Key Takeaways The Risks of Being a Jack-of-All-Trades: How offering too many services can dilute your value and make scaling nearly impossible. The Power of Niching Down: Why focusing on one or two high-impact services not only simplifies operations but also accelerates revenue growth. The Role of ROI in Decision-Making: Learn how Max used impact and profit margin to identify the most valuable services for his agency. Building Systems for Predictable Growth: How treating your agency like a business (not a glorified job) unlocks new opportunities. Staying Top of Mind with Newsletters: Why newsletters are a powerful tool for nurturing leads and building trust in a cost-effective 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! 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 MARKETING MAX LinkedIn Marketing Max Marketing Max Podcast YT CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.
	Melissa Lohrer on Rethinking the Traditional Agency Model and Founder-Led Sales	01 Jan 2025	00:38:47
As an agency owner, it can be easy to feel stuck in the mid-six-figure range, unsure how to intentionally grow your business. Melissa Lohrer, CEO and founder of Waverly Ave Consulting, is here today to share her insights on rethinking the traditional agency model and building a solid foundation for growth. Melissa emphasizes the importance of niching down and specializing, understanding your financial goals, and more. This week, episode 243 of The Digital Agency Growth Podcast is about rethinking the traditional agency model and founder-led sales! 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 Lohrer shares the importance of having a clear vision and financial goals to make informed decisions about client fit and actionable steps you can take right now to seek partnerships and opportunities for collaboration. Melissa Lohrer is the CEO & Founder of Waverly Ave. Consulting, an independent consulting business built for modern agencies, rethinking the traditional agency model and giving agency owners a runway for growth. After spending 13 years working inside agencies, Melissa decided to start her own business to redefine what success means in the creative world. In this episode, Dan and Melissa discuss the following: The balance between standardizing processes in agencies and preserving creativity. Specialization and how it can lead to increased pricing and simplified operations. The importance of partnerships and collaboration in the agency space, rather than viewing competitors as threats. How founders should continue to drive the vision and be involved in the sales process, even with a dedicated salesperson. 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 MELISSA LOHRER: LinkedIn Waverly Ave. Consulting Agency Darlings podcast CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Kevin Lee on Balancing Innovation, Agency Operations, and Growth	25 Dec 2024	00:40:34
Ever wondered how a SaaS company successfully pivots to a full-service agency model? In this episode of the Digital Agency Growth Podcast, we sit down with Kevin Lee, the marketing mad scientist and CEO of Didit, a digital agency with a fascinating 25-year history. Kevin shares the inside scoop on Didit's evolution from a SaaS platform to a full-service agency, the strategic thinking behind their 11 acquisitions, and the challenges of balancing sales growth with maintaining service quality. This week, episode 242 of The Digital Agency Growth Podcast is about balancing innovation, agency operations, and 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, Dan Englander and Kevin Lee shares the importance of understanding your client roster so that you can make better long-term decisions and actionable steps you can take today to find a balance between your number of clients and staff size. 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: The evolution of an agency from SaaS to full service. Challenges and wins from multiple business acquisitions. The importance of diversifying your client base to your comfort level. Balancing your passions with your business responsibilities. 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 KEVIN LEE: LinkedIn Didit CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Brent Weaver on Embracing Specialization and The Power of Niche Focus	18 Dec 2024	00:52:54
Are you struggling to stand out in what feels like a saturated market? Brent Weaver, the founder and CEO of UGURUS, has the answers you need. In this insightful episode, Brent dives deep into the power of specialization for digital agencies, sharing how his team has navigated 13 different niches to find unparalleled success. He also offers a glimpse into the future, exploring how agencies can harness the power of AI to drive capacity, revenue, and profit gains. This week, episode 241 of The Digital Agency Growth Podcast is about embracing specialization and the power of niche focus! 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, Brent Weaver shares the importance of specialization for digital agencies to improve performance and actionable steps you can take right now to educate prospects and help them understand their challenges in sales calls. 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, Dan and Brent discuss the following: The challenges of changing specialization, including changing your landing pages and copy. Focusing on where your leads and traffic are coming from, not just your website copy. Providing value to clients through flexibility and reducing the number of hops in communication. The evolving role of sales and helping prospective clients make informed decisions, rather than using persuasion. 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 BRENT WEAVER: LinkedIn UGURUS The Digital Agency Show YouTube CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Karl Sakas on Navigating Agency Growth and Exits and Calming the Chaos	11 Dec 2024	00:42:34
Even if selling your agency is not first on your priority list, you should plan for it long before ever setting the wheels in motion. Karl Sakas is here today to share critical advice for agency owners considering an exit. From planning your post-deal activities to differentiating your agency in a crowded market, Karl provides a roadmap for maximizing the value of your business and ensuring a smooth transition. He also covers the three A's framework for managing your team, the power of vertical specialization, and the existential questions you must address before handing over the reins. This week, episode 240 of The Digital Agency Growth Podcast is about navigating agency growth and exits and calming the chaos. 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, Karl Sakas shares the importance of planning for an exit well before initiating it and actionable steps you can take right now to communicate and problem-solve with your employees effectively. Karl Sakas helps digital agency owners ‘Work Less’ and ‘Earn More’... while rewarding their best employees. Drawing on his background in agency operations, Karl has personally advised hundreds of agencies on every inhabited continent. An international speaker, he is the author of three books—including "Work Less, Earn More"—and more than 450 articles on agency management. When he’s not helping clients, Karl volunteers as a bartender on an antique train. In this episode, Dan and Karl discuss the following: Current trends in the agency business, including slower growth. Emphasizing the marketing efforts you can sustain rather than trying to do everything. Planning for an exit early to avoid difficulties down the road. The three A’s framework for navigating team communication. Don’t forget to sign up to follow the release of Karl’s new book, Calm The Chaos! Also, head to Karl’s website to access his Control (And Maximize) Your Agency Exit training, and use the code SALESSCHEMA for a discount. 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 KARL SAKAS: LinkedIn Website Instagram X (formerly Twitter) CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Max Traylor on Leveraging Productization and Maintaining Strategic Relationships	04 Dec 2024	00:41:45
In the past few years, we’ve seen significant changes in the agency world, from the rise of AI impacting our businesses to seeing the marketing strategies pushed by big firms no longer producing results for many agencies. In this insightful episode, Max Traylor, an ex-agency owner and industry expert, shares his valuable perspectives on the evolving landscape of the agency world. Max covers the critical importance of gaining access to strategic conversations with clients, the challenges of doubling versus 10x-ing a business, the impact of AI on commoditized services, and more. This week, episode 239 of The Digital Agency Growth Podcast is about leveraging productization and maintaining strategic relationships! 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, Max Traylor shares the importance of including people with industry experience in strategic conversations to gain access to board meetings and high-level discussions, and actionable steps you can take right now to gain a clear perspective on what growth means to you and your agency. Max Traylor is an ex-agency owner and professional paintballer turned scratch golfer & father of two who writes an Agency Survival Guide book series and helps dozens of agencies expand their client relationships using productized consulting services. In this episode, Dan and Max discuss the following: Parallels between paintball and business, including that different levels of success require different skills and mindsets. Why doubling a business requires significantly more effort than achieving 10x growth. Challenges and opportunities in the current market, including the skills gap and the need for education and mentorship. The importance of treating services like products to achieve operational efficiency. 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 MAX TRAYLOR: LinkedIn CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Adam Robinson on Navigating the Evolving Landscape of Outbound Sales	27 Nov 2024	00:35:34
Are you struggling to cut through the noise and connect with your ideal clients? You’re not the only one. In the ever-changing world of outbound sales, it can be difficult to know the best ways to niche down and connect with your ideal clients. Adam Robinson is here this week to share his unique perspective on the changing landscape of sales and marketing, emphasizing the power of organic social media content and the importance of building trust with prospects. From his unconventional branding approach to his transparent, storytelling-driven content strategy, Adam offers a refreshing take on how agencies and B2B service providers can adapt to the evolving demands of today's buyers. This week, episode 238 of The Digital Agency Growth Podcast is about navigating the evolving landscape of outbound sales! 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, Adam Robinson shares the importance of building trust and personalized outreach and actionable steps you can take right now to stand out in your market. Adam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma. In this episode, Dan and Adam discuss the following: The benefits of identifying anonymous site visitors and sending LinkedIn profiles to Slack. The concept of humanizing data and the impact of seeing a face on a site visit. The decline of cold outreach and the increasing importance of inbound and organic social media content. Adam’s perspective on LinkedIn evolving into an edutainment platform and its impact on content creation. 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 ADAM ROBINSON: LinkedIn Retention.com RB2B CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Nick Petroski on Building Resilient Agencies in a Rapidly Changing Market	20 Nov 2024	00:45:47
As an agency owner, you know the challenges of standing out in a crowded market and driving consistent growth. From navigating changing client demands to optimizing your operations, the path to success can feel elusive. Nick Petroski, founder of Promethean Research, shares the data-driven insights that are helping leading agencies overcome these obstacles and achieve remarkable growth. This week, episode 237 of The Digital Agency Growth Podcast is about building resilient agencies in a rapidly changing market! 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, Nick Petroski shares the foundational elements agencies should have, strategies that generate revenue for their clients and the operational shifts that fuel an agency’s success. Nicholas Petroski is the founder of Promethean Research. Since 2015, he has helped over 100 digital agency owners better understand their industry and chart more effective paths to success. Before co-founding Promethean, Nick worked as an equity analyst at a Wall Street firm covering the enterprise software and semiconductor industries. In this episode, Dan and Nick Petroski discuss the following: How the level of sophistication in the agency industry has evolved over the past decade. Characteristics of successful "boutique" agencies today. The benefits of specialization and deep industry expertise. The shift towards a consultative, relationship-based approach to revenue generation. The value of using data and research to inform strategic decision-making. Whether you're looking to specialize your offerings, improve your sales process, or build a more efficient delivery model, this conversation is packed with actionable advice to take your agency to the next level. 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 NICK PETROSKI: LinkedIn Promethean Research CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	How to Balance Personalization and Scale \| Sell With Authority Podcast	13 Nov 2024	00:43:42
One of the biggest challenges agency owners and their teams face when it comes to business development is how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. Dan recently had the opportunity to guest on the Sell with Authority podcast hosted by Stephen Woessner to talk about Sales Schema’s strategies to find commonalities between you and your potential clients, our approach to effective testing with smaller B2B sample sizes, and more. We’re happy to present that episode for you today. This week, episode 236 of The Digital Agency Growth Podcast is about how to balance personalization and scale. 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 and Stephen Woessner share the importance of building trust with potential clients through relationship-building and actionable steps you can take right now to identify commonalities you share with your potential clients. Stephen Woessner is the CEO and President of Predictive ROI, a company that offers community, coaching, and turnkey services to help you lead and grow your business strategically. Stephen is also the co-author of Sell With Authority: Own and Monetize Your Agency's Authority Position. For over 25 years, Stephen has been in the trenches of agency new business strategy working alongside agencies and consultants — teaching them how to build their authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. In this episode, Dan and Stephen discuss the following: How outbound marketing can fine-tune your overall marketing efforts. Why agency owners should offload tasks to build an effective outreach system. The ideal team setup for outbound marketing. The role of testing in outbound marketing and the importance of running campaigns over a period of time. Don’t forget to get your hand on a copy of Stephen’s book, Sell With Authority: Own and Monetize Your Agency's Authority Position 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 our Video training at http://salesschema.com/takecharge CONNECT WITH STEPHEN WOESSNER: LinkedIn Facebook Predictive ROI Sell with Authority podcast CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	Jonathan Stark on Ditching Hourly Billing and Embracing Value-Based Pricing	06 Nov 2024	00:46:19
Hourly billing is incredibly common throughout the agency space. We’ve all seen it, paid for it, and probably have priced our work that way at one point as well. But hourly billing is not great for anyone involved in the transaction: those providing the service find themselves hitting a ceiling and unable to scale, while clients worry about how many hours a project will take and whether or not the quoted price is actually what they’ll pay. Jonathan Stark is here today to present the full case against hourly billing and guide us in what our pricing models should be instead. This week, episode 235 of The Digital Agency Growth Podcast is about ditching hourly billing and embracing value-based pricing! 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, Jonathan Stark shares the importance of understanding the value clients get from your contributions and how to package that value for sale. and actionable steps you can take right now to start targeting specific industries to get more leads. Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals. In this episode, Dan and Jonathan discuss the following: How hourly pricing can lead to a ceiling on income and limits the ability to scale. The benefits of specialization and how it can lead to more productization. The importance of positioning yourself as the one and only expert in your niche. Ways to start shifting to project or performance-based pricing. 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 JONATHAN STARK: Value Pricing Bootcamp CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema
	The Art of Building Trust Through Targeted Outreach	30 Oct 2024	00:26:09
Are you struggling to cut through the noise and get your outreach messages noticed by the right prospects? Many businesses, especially agencies and B2B service providers, find it challenging to craft effective outreach copy that actually leads to meaningful conversations and new opportunities. In episode 234 of The Digital Agency Growth Podcast this week, Dan shares a sneak peek into his upcoming workshop, "The Right Words to the Right People." He dives deep into the strategies and tactics you can use to elevate your outreach game and connect with your ideal clients. In our The Right Words to the Right People Workshop, learn how we craft email copy that secures meetings with skeptical decision-makers without spam or burnout. In this episode, Dan discusses these key takeaways: The importance of building a solid foundation for your outreach by mapping your total addressable market and segmenting your target audience How to leverage personalization and commonalities to build trust and kinship with your prospects Techniques for demonstrating a deep understanding of your target market through your outreach copy The power of "showing, not telling" to provide inarguable evidence of your expertise Strategies for creating a sense of timeliness and using pattern interrupts to make your outreach stand out Tips for de-risking your outreach and reducing the perceived barriers to engagement Whether you're looking to scale your agency's new business efforts or boost the effectiveness of your B2B prospecting, this episode is packed with practical insights to help you craft outreach copy that resonates with the right people and drives meaningful results. 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
	Jody Sutter on Unlocking the Secrets to Building a Thriving New Business Culture for Your Agency	23 Oct 2024	00:46:46
Building a strong client base is a significant goal for any agency to continue to scale. However, acquiring new business is not a one-size-fits-all situation in the agency space. Business development comes in many shapes and sizes, and what works for a ten-person team likely won’t be as effective for a 100-person company. A friend of the show, Jody Sutter, is here this week to talk about her experiences in business development, the four business personalities, overcoming the fear of sales, and more! This week, episode 233 of The Digital Agency Growth Podcast is about unlocking the secrets to building a thriving new business culture for your agency. 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, Jody Sutter shares the importance of efining the agency's new business ecosystem, including its promise to clients and actionable steps you can take right now to break down the hesitancy in embracing sales, particularly the fear of rejection. Jody Sutter is the owner of The Sutter Company, a business development coaching and advisory firm, and the inventor of the BUILD WIN SCALE™ system, a step-by-step process designed to help leaders of small marketing agencies identify and activate their natural talents for sales and marketing, leading to a sustainable approach to winning new business. She started The Sutter Company after more than two decades of running business development teams for agencies, large and small and spanning a diverse list of disciplines. They’ve included R/GA, OMD, Havas Media and The VIA Agency. Equal parts storyteller and problem-solver, she knows how to prescribe the tools and techniques that are right for your agency to get your prospects to say “yes”. In this episode, Dan and Jody discuss the following: The importance of taking consistent action and being willing to try different approaches. Jody’s four business personality roles and how they approach business development. Moving past rejection and onto the next business opportunity without deterring the agency. Building systems for long-term sales success. Don’t forget to check out Jody’s book, A Small Agency’s Guide to Winning New Business: 8 Steps to Winning More of the Right Kinds of Clients on Amazon. 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 Digital Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH JODY SUTTER: LinkedIn X (formerly Twitter) The Sutter Company CONNECT WITH DAN ENGLANDER: LinkedIn Sales Schema

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