Podcast appearances and mentions of dan englander

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 strategyHow to identify “relationship triggers” and use them to book more meetingsThe downside of over-automation and what to do insteadHow agencies can de-risk outreach in low-trust environmentsThe key roles your team needs to scale personalized outreachThank 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:LinkedInTegritaRevenue Rehab CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

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 assetThe importance of relationship mapping inside complex client organizationsWhat to do when your point of contact leaves the companyWhen churn is actually a good thingHow to re-engage lapsed clients with a win-back strategyWhy origin stories and strategic perspective matter in pitchesHow to have better conversations around in-housing and agency valueThank 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:LinkedInJack Morton WorldwideCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

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:LinkedInSales Maven Sales Maven PodcastConnect with Dan Englander:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

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 correctThe dangers of relying too heavily on referrals and reactive salesWhy specialization isn't static — and how niches keep evolvingHow to break through “head trash” and false assumptions that block new businessThe truth about outbound KPIs and why just one conversation per day can transform your agencyThe biggest mistake agencies make with intent data — and how to fix itWhat agencies can learn from rock bands, jiu-jitsu, and even elite marathon runnersThank 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:LinkedInSales 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.

Are you struggling to get potential clients to trust you in today's skeptical marketplace? Do you feel like the old sales tactics just aren't working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?   In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.   Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.  Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.   If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today's shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning. [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working.  [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Dan: Dan Englander - Sales Schema Dan@SalesSchema.com The Digital Agency Growth Podcast Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less Do You Know Any Secret Languages? The Challenger Sale: Taking Control of the Customer Conversation  

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:LinkedInOutsightYouTubeAgency Bytes podcastCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop 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.

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 TakeawaysThe 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 MAXLinkedInMarketing MaxMarketing Max Podcast YTCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop 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.

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: LinkedInDiditCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

This week our host Brandi Starr is joined by Dan Englander, CEO and founder of Sales Schema. Meet Dan Englander, a seasoned expert in the realm of B2B sales and account management. With a wealth of experience from leading new business efforts at Idea Rocket to authoring acclaimed books on sales strategies, Dan has seen it all.  In this episode of Revenue Rehab, Brandi and Dan dive into the intricacies of selling in low-trust environments. Together, they unpack the challenges posed by today's competitive landscape and information overload, probing into strategies to de-risk sales conversations and foster meaningful connections. Tune in as they explore innovative approaches for complex sales, the importance of identifying trust-rich networks, and the evolving interplay between sales and marketing departments. Plus, Dan offers practical insight on navigating the world of personalized outreach at scale, making this episode a must-listen for any revenue leader looking to enhance their engagement tactics.   Bullet Points of Key Topics + Chapter Markers:   Topic #1 Defining Low-Trust Environments in B2B Sales [07:15]  Understanding Market Skepticism:  Dan Englander explains the challenges posed by low-trust environments. “In today's B2B sales landscape, trust is at an all-time low due to the sheer amount of competition and information overload. COVID-19 has only exacerbated this, pushing everyone into remote work, making it harder to build genuine connections."  Topic #2 Strategies for Selling in Low-Trust Environments [12:45]  Low-Trust Sales Strategies:  Dan discusses the difficulty of selling in a market saturated with information and options. "In a low-trust environment, the key is to de-risk the conversation. You have to build initial engagements around forming connections and finding commonality rather than just pushing value immediately."  Topic #3 The Need for Personalized Outreach in Sales [29:52]  Effective Outreach Techniques:  Dan talks about the faults of traditional sales methods and the importance of personalization. "Cold outreach isn't effective anymore. We have to find areas where trust already exists and leverage those relationships. It's about having knowledgeable team members making those calls and creating a systematic yet personal approach to outreach."  This structure maintains the authoritative yet conversational tone, encapsulating key insights shared by Brandi Starr and Dan Englander while providing clear chapter markers for listener convenience.  What's One Thing You Can Do Today  Dan's ‘One Thing' is to focus on ensuring the right people are executing tasks. “Just make sure that your team members are trained, motivated, and properly assigned. This means reviewing who is doing what and ensuring that everyone is working in roles that leverage their strengths and keep them engaged. By aligning the right people with the right tasks, you're setting up your team for success, making your outreach efforts more effective, and ultimately driving better results.”   Buzzword Banishment  Buzzword Banishment: Dan's Buzzword to Banish is "virtual assistant." Dan wants to banish it because he finds it meaningless due to the global availability of talent and expertise, making everyone essentially virtual.  Links:  LinkedIn: https://www.linkedin.com/company/sales-schema/?viewAsMember=true  Facebook: https://www.facebook.com/salesschema  YouTube: https://www.youtube.com/playlist?list=PLaFCR8Z1_y7xuBuQyVe899i5WjaQWG6Y6  Podcast: https://www.salesschema.com/podcast/  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

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:LinkedInFacebookPredictive ROISell with Authority podcastCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

I'm thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He's also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.” Dan's book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. How do you balance personalization with scale? This is exactly where Dan shines. “Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.” We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How outbound marketing can fine-tune your overall marketing efforts Dan's approach to effective testing with smaller B2B sample sizes Why agency owners should offload tasks to build an effective outreach system The ideal team setup for outbound marketing How simple, personalized touches can unlock significant opportunities Resources: Website: https://www.salesschema.com/ LinkedIn Business: https://www.linkedin.com/company/sales-schema/ LinkedIn Personal: https://www.linkedin.com/in/danenglander/ Facebook Business: https://www.facebook.com/salesschema Salesschema.com/SWA

Last week on the show, we talked about taking a proactive approach with outbound by reaching out to their prospective clients and building authentic relationships. This week, Dan talks about Sales Schema's actual methodology for doing so, the Targeted Outreach System, and focuses on giving you practical tips for optimization and a peek into the program. This week, episode 229 of The Digital Agency Growth Podcast is about optimizing agency-to-brand outreach!Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of understanding the reasons behind low open rates and addressing them systematically and actionable steps you can take right now to build successful relationships that lead to meetings and interested prospective clients. In this episode, Dan discusses the following:The current trust recession and how building relationships can help.Four common hazards in outbound sales to avoid for success. The order of operations in optimization, from open rates to meeting rates.The need for a systematic approach to converting replies and agreements into meetings.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:LinkedInSales Schema

The role of outbound marketing has changed as marketing has developed over the years. The original playbook of reaching out thinking potential clients don't know what they need no longer works. Knowledge isn't what's missing in the business equation anymore. It's trust. Dan is here this week with Sales Schema's revamped training to teach you the ins and outs of building trust in your business relationships for scaling your agency. This week, episode 228 of The Digital Agency Growth Podcast is about building agency pipelines using commonality-driven email outreach! Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of not hiring too early for your business and actionable steps you can take right now to get your agency's owner out of the sales seat. In this episode, Dan discusses the following:The healthy way to think about outbound for long term growth.The four siren song mistakes that go along with agencies hiring for business development. Why the outbound lead generation playbook is broken and what to do instead.Understanding the ins and outs of relationship sales at scale.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH DAN ENGLANDER:LinkedInSales Schema 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.

Here at Sales Schema, we know our podcast listeners are all at different stages of growth with their agency. And after hundreds of interviews with professionals across the agency space, one key takeaway stands out: to grow an agency, you have to build a system that keeps your sales funnel full without the owner having their hand in the process. Dan is here today to talk about the different stages of an agency's growth, how lack of clarity stalls your growth, and how outbound marketing could be the system you need to reach the next level with your agency. This week, episode 219 of The Digital Agency Growth Podcast is about how to build a repeatable new business process for your agency without spam or burnout!Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of building strong business relationships amidst the trust recession and actionable steps you can take right now to optimize outbound marketing for your agency's needs. In this episode, Dan discusses the following:The four levels of sophistication in sales for agencies – from glorified freelancer to cruisers.The pros and cons of outbound marketing and why it could drastically change your business.Identifying prospects by leveraging commonalities with existing clients and networks.How lack of clarity and follow-through kill outbound strategies and how to fix it.If you think the Targeted Outreach System is a fit for your organization and want to learn more, please visit salesschema.com/enrollment!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:The Targeted Outreach System 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 insightful episode of the Brand Retro Podcast, we're joined by Dan Englander, CEO and Founder of Sales Schema, a consultancy that has revolutionized how agencies and B2B service companies approach lead generation. Dan discusses the intricacies of the sales cycle, sharing powerful client stories and the transformative effects of implementing a solid sales strategy or 'schema.' With Sales Schema's track record of building over 10,000 prospect relationships for more than 100 organizations since 2014, Dan brings a wealth of knowledge and proven strategies to the table. Whether you're looking to refine your sales approach or build a reliable lead generation system through targeted outreach, this episode offers valuable insights into creating lasting business growth. Tune in to learn how you can enhance your sales process and drive success with expert advice from a leading figure in the industry. Who's the Guest? Dan Englander is the CEO and Founder of Sales Schema, a distinguished consultancy that specializes in helping agencies and B2B service companies establish and refine their lead generation systems through targeted outreach. Since launching Sales Schema in 2014, Dan has successfully guided the company in facilitating over 10,000 prospect relationships for more than 100 organizations, demonstrating a robust track record of elevating client outreach and sales capabilities. An expert in sales strategy and business development, Dan's approach combines deep industry knowledge with practical, data-driven techniques to create scalable sales processes. His expertise has made him a sought-after advisor for companies looking to navigate the complex landscape of B2B sales and marketing. Prior to founding Sales Schema, Dan honed his skills in various sales and marketing roles, developing a keen understanding of the challenges faced by service-based businesses in building effective sales teams and strategies. His passion for innovation and commitment to delivering measurable results have established him as a leader in the field, dedicated to helping businesses achieve sustainable growth and operational excellence. Highlights 01:11 - Tackling the trust recession. 01:49 - Derisking relationships in sales. 02:55 - 80% sorting, 20% persuading. 04:47 - Importance of consistent outreach. 05:56 - Understanding sales turn time. 07:09 - First step: clarity in target problem and audience. 09:38 - Building a repeatable new business system. 11:02 - Effective use of outbound marketing. 12:14 - Avoiding the silver bullet fallacy. 14:10 - Predictability vs. Guarantee in sales. 15:25 - Tinkering and bottlenecks in sales processes. Episode Resources Connect with Mike Brevik: www.brandretro.com http://www.cyberdogzmarketing.com/ mike@cyberdogzmarketing.com   Connect with Dan Englander https://www.salesschema.com/   Subscribe, Share and Review To get the next episode subscribe with your favorite podcast player. Subscribe with Apple Podcasts Follow on Spotify Leave a review on Apple Podcasts

Raul interviews a returning guest, Dan, and discusses the evolving concept of agency growth and success in a digital age. Departing from traditional metrics like revenue growth or headcount, Dan emphasizes the importance of setting goals that align with personal satisfaction and business health. He introduces the idea that comparing oneself to others is inevitable, but choosing healthier benchmarks can lead to a more fulfilling growth journey. Dan outlines four stages of agency development - from 'Glorified Freelancer' to 'Unfettered' - and how moving through these stages can empower agency owners to achieve their goals, whether they aim for significant scaling or improving their quality of life.  The episode also explores the changing landscape of sales and business development, advocating for a balanced approach that prioritizes relationship building and targeted outreach over mass communication. Dan's insights offer a fresh perspective on success, emphasizing personalization, intentionality, and the long-term building of one's agency. Who's The Guest? Dan Englander is the CEO and Founder of Sales Schema, a fractional new business development team for marketing agencies and B2B service companies. He's the host of The Digital Agency Growth Podcast and author of Relationship Sales At Scale. Episode Highlights Deep Dives and New Perspectives with Recurring Guests Redefining Success Beyond Revenue: A Fresh Approach Unpacking the Stages of Agency Growth and Health Navigating from Glorified Freelancer to Unfettered Agency The Importance of Sales as a Habit for Agency Growth Leveraging AI and Personalization in Outreach Looking Ahead: Excitement and New Beginnings Episode Resources Connect with Raul Hernandez Ochoa https://www.linkedin.com/in/dogoodwork/ https://twitter.com/rherochoa https://dogoodwork.io/ Connect with Dan Englander dan@salesschema.com https://www.salesschema.com/   Review, Subscribe and Share If you like what you hear please leave a review by clicking here

If you missed last week's episode, I'm releasing the audio version of my book Relationship Sales At Scale, and giving each section away to our loyal listeners over the next few weeks. Each chapter will be available on the podcast/YouTube feed for a limited time. Part 5 of 5: The Perfect Day Sales Process.Part 5 is the blocking and tackling section on closing deals.I argue that “bottom-of-funnel” sales, or in other words, the process of selling to prospects once they are interested and a fit, has not changed a ton over the years. Success is more about optimization and timeless best practices combined with a few digital age upgrades.To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank 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:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1Go back and listen to Part 2Go back and listen to Part 3Go back and listen to Part 4 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.

Quick recap: I'm releasing the audio version of my book Relationship Sales At Scale, and giving each section away for free. Each chapter is available on the podcast and YouTube feed for a limited time. Part 4 of 5: The Twenty-First Century Sales Team.Part 4 is the “who” chapter, and it covers the right division of duties and team structure for implementing Relationship Sales at Scale™ and maintaining consistency long-term, even if you're small or solo.Stay tuned next week for the final chapter!To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank 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:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1Go back and listen to Part 2Go back and listen to Part 3

If you missed the previous episodes, I'm releasing the audio version of my book Relationship Sales At Scale and giving free access to our subscribers for a limited time. This week's chapter: Part 3 of 5: How to Build Effective Campaigns Part 3 is the “how” chapter, and this is where the rubber meets the road. You will get list-building strategies, campaign and copy examples, case studies, and other hands-on resources.Stay tuned next week for Part 4 of 5, which is all about setting up the right sales team for B2B consultative selling.To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1Go back and listen to Part 2 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.

If you missed last week's episode, I'm releasing the audio version of my book Relationship Sales At Scale, and giving each section away to our loyal listeners over the next few weeks. Each chapter will be available on the podcast/YouTube feed for a limited time. Part 2. How to Keep Your Pipeline Full by Balancing Personalization and Scale. Part 2 covers our methodology from a high level, and talks about how we help agencies and B2B service companies balance personalization and scale to de-risk conversations, keep the pipeline full, and scale reliably.To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1

Today we're doing something a little different. I'm launching the audio version of my book Relationship Sales At Scale, and since you're a loyal subscriber, I'm giving you each chapter for free via the podcast.Each chapter of the book will be dripped out on Wednesday over the next five weeks, after which time we will remove the content from the stream.In Part 1, I lay out the few big shifts and changes that should cause you to fundamentally rethink how you open doors and sell to prospects, especially at the top of the funnel. To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at https://salesschema.com/relationships CONNECT WITH DAN ENGLANDER:LinkedInSales Schema 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.

Sales cycles are elongated, but that doesn't mean agencies can't still win new clients. If we change how we think about and approach prospecting, we can up our client outreach game to really hone in on our right-fit clients without being too sales-y about it.   In this episode, I talk with Dan Englander about how to stand out against the competition in our prospecting and outreach efforts. He shares how personalized client outreach can cut through the noise and win us new business more often if we just take the time to commit and dial in our systems and processes. He also shares some tips and tricks for smaller agencies looking to build a sales team for the first time. You'll learn how to identify the right hire who cares about solving your clients' issues and won't just read from a script or phone it in. If you're among the majority of agency owners who are ready to get out of the slow sales cycle and want to revamp your sales efforts this year, be sure to tune in to this advice-packed episode. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: What are companies looking to agencies for the most? Rethinking when it's the right time to reach out to prospects A continued move toward specialization and thought leadership How to build and strengthen trust in the sales process Focusing on more than one niche isn't a bad thing Best practices for personalizing client outreach efforts Consistency is key Walking the walk and talking the talk to build client trust Getting past the noise to stand out in your client outreach How a smaller shop can start building a sales team Common mistakes in sales training

Looking to build 5x Pipeline? Get your FREE copy of "5 Sales Scripts to 5x Pipeline here!" Summary In this conversation, Paul M. Caffrey discusses the importance of preparation in sales and shares insights from his book, 'The Work Before The Work.' He emphasizes the need for sales professionals to bring preparation into their approach to achieve better results. Caffrey provides a framework for effective preparation, including understanding the individual, identifying the cause of pain, and creating urgency in offers. He also highlights the significance of involving the team effectively and acquiring the right information from prospects. Overall, the conversation emphasizes the value of intentional and strategic preparation in sales. In this conversation, Paul Caffrey discusses the importance of putting the outcome first when dealing with prospects. He emphasizes the need to understand what success looks like for the prospect and tailoring the approach accordingly. Additionally, he shares where listeners can find his book. Takeaways Preparation is crucial in sales to achieve better results and outperform the competition. A framework for preparation includes understanding the individual, identifying the cause of pain, and creating urgency in offers. Involving the team effectively and acquiring the right information from prospects are key aspects of successful sales preparation. Emphasizing positive motivation and focusing on outcomes can lead to more successful sales conversations. Chapters 00:00 Introduction and Background04:17 The Importance of Preparation08:02 The Process of Preparation10:45 The Framework for Preparation19:42 Helping Customers Make Decisions23:33 Involving the Team Effectively27:43 Acquiring Information from Prospects31:30 Understanding the Individual36:51 Emphasizing Positive Motivation40:03 Identifying the Cause of Pain42:52 Creating Urgency and Offers45:45 Putting the Outcome First46:14 Where to Find the Book

Looking to build 5x Pipeline? Account Executives live and die by their ability to generate pipeline, want a bespoke plan to hit 5x Pipeline? Then let's have a 1:1 brainstorming call to achieve this for you! Book a 1:1 Brainstorming call here Resources Mentioned: Sales Schema Relationship Sales at Scale (Book) The Work Before the Work (Book) Connect with Dan: Dan Englander's LinkedIn Profile Rate and Review: If you enjoyed this episode, please consider leaving a rating and review on your preferred podcast platform. It helps us get better guests for you!! Subscribe: Don't forget to subscribe to The Work Before the Work Podcast to receive automatic updates when new episodes are released. Newsletter: Be the first to find out when new episodes are published and get extra Account Executive Sales tips direct to you inbox now: Subscribe (it's free)

The agency world has two predominant models: the traditional agency and the new school agency that emphasizes productized services. No matter which model you work in, scaling an agency is never easy. But there are ways to make it easier, like monetizing your expertise and prioritizing having good quality clients in fewer numbers rather than a large amount of small-ticket clients. Greg Hickman has worked in both the traditional and new-school models and has a lot to teach us about scaling agencies. This week, episode 203 of The Digital Agency Growth Podcast is about going from labor to leverage!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor's free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Dan Englander and Greg Hickman share the importance of bringing in quality clients and actionable steps you can take right now to grow your business without running out of energy. Greg is the Founder and CEO of AltAgency™. Over the last 4 years, Greg and his team have transformed AltAgency™ from an automation consultancy serving many well-known entrepreneurs and growth experts into one of the top coaching and training companies for agencies looking to grow and scale by packaging their expertise, installing systems for growth and leveraging automation to save time. They have worked with hundreds of entrepreneurs ranging from Jay Baer, John Lee Dumas, Dan Martell, Betty Rocker, Nerd Fitness, and Chris Ducker among many other up and coming business leaders.  In this episode, Dan and Greg discuss the following:Greg's career pivot from a traditional agency model to an alternative model.Monetizing your expertise to make more money while actively working less.Prioritizing quality clients over a large number of clients for work-life balance.A hybrid agency model of DIY and done-for-you services.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH GREG HICKMAN:LinkedInYouTubeAltAgencyCONNECT WITH DAN ENGLANDER:LinkedInSales Schema Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our free guide, the Profitable Proposal Blueprint today.

How do you use relationships to build trust in agency sales? Let's bring on today's guest, Dan Englander, to answer the question. In addition to authoring a book titled Relationship Sales at Scale, Dan is an expert in helping agencies grow through relationships. He runs Sales Schema, a boutique sales company he founded in 2014, which leans into leveraging relationships to grow trust in the sales process. And, the proof is in the pudding. Firms that use Dan's relationship-based approach see 5-10x ROI, on average. According to Dan, the first step of building a high-converting and predictable pipeline begins and ends with tasteful and targeted outreach. Today, it's easy for a B2B company or agency to get swept away by all the sales tools, technology, and automation available. The reality is that people respond far better to an approach that leans on a human touch and shared commonalities instead of mindless optimization. Dan joins the show to share what he's learned generating millions of dollars in revenue for 100s of clients with his relationship-based approach to business development. He shares exactly how and when to leverage common ground and your network to make personal connections that convert. Here's what Corey and Dan discuss in this episode: - Challenges around converting in the sales funnel. - Leaning into relationships to open doors to prospects. - List-building best practices. - How to be specific with your ICP. Here are some actionable key takeaways for agency founders: - Referrals can get you from zero to one but not beyond. - If you're not converting top-of-funnel, it's usually a case of lack of trust. - Automation isn't compelling, relationships are. - Anyone can do outreach, not just the CEO. - When it comes to list-building, less is more. - How to systematize relationship sales. The resources mentioned in this episode are: - Connect with Dan on LinkedIn Here - Learn More About Sales Schema Here - Get the book Relationship Sales at Scale Here Join us as we dive into relationship-fueled agency sales with Dan Englander.

Cold outreach sucks. I know it, you know it. And while this is true, there are ways to make it suck less. We recently did a training titled “Take Charge of Your Agency's Future Revenue” and wanted to share the replay with you today so you can get a taste of what we do here at Sales Schema and how we improve the lead generation process for our clients and ourselves. This week, episode 199 of The Digital Agency Growth Podcast is about keeping your agency's pipeline full using targeted outreach!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor's free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of using commonalities to make connections and actionable steps you can take right now to better personalize your outreach emails in a way that doesn't seem like spam. In this episode, Dan discusses the following:How to secure consistent opportunities through referrals and other approaches.Common obstacles holding agencies back from implementing better outbound strategy.Three reasons why agencies struggle to grow their business.Offering a third path beyond ignoring your email or entering a sales process.Head to the Sales Schema website to see the training video with visuals!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Raul talks with Dan Englander, CEO of Sales Schema, about effectively filling the top of a sales funnel. Dan shares the key tactics, including building potential referrals and trust, focusing on effective outbound techniques and concentrating on a successful inbound project. He stresses on the need for consistency in sales and shares his success principles, including daily learning or teaching and focusing on hiring skilled individuals. The conversation also revolves around the importance of building professional relationships and the critical role of referrals in acquiring new business.  Who's The Guest? Dan Englander is the CEO and Founder of Sales Schema, a fractional new business development team for marketing agencies and B2B service companies.  He's the host of The Digital Agency Growth Podcast and author of Relationship Sales At Scale.   Episode Highlights The issue of lead conversion problems Dealing with non-inbound referral leads How to approach networking calls and provide value and generosity Mindset for discipline and long-term sales processes The focus on outbound tactics in top of funnel marketing Common mentality of businesses regarding sales Emphasis on the importance of consistency in sales efforts Negative effects of inconsistency in the sales process The application of 'mise en place' in sales and business strategy Episode Resources Connect with Raul Hernandez Ochoa https://www.linkedin.com/in/dogoodwork/ https://twitter.com/rherochoa https://dogoodwork.io/ Connect with Dan Englander https://www.salesschema.com https://podcasts.apple.com/us/podcast/the-digital-agency-growth-podcast/id1455241251 https://www.linkedin.com/in/danenglander  Review, Subscribe and Share If you like what you hear please leave a review by clicking here

Working remotely, though common now, was not well received or often considered in the past decade or so. With the rise of remote work, hiring anyone from anywhere around the world is easier now. But what was the process like back when the idea started to emerge? Today, Dan Andrews is here to talk about all that and more. This week, episode 181 of The Digital Agency Growth Podcast is about remote hiring, podcasting, and creating a community of entrepreneurs! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Andrews shares the importance of podcasting for agency owners and actionable steps you can take right now to find networking opportunities when abroad. Dan Andrews started the Tropical MBA blog as a job advertisement for a paid intern to join him as he traveled the world building his business with his business partner, Ian Schoen. It has since evolved into a place that location-independent entrepreneurs and folks starting their own businesses turn to for frank disclosures on the inner workings of their own million-dollar eCommerce company, tips and hacks for ex-pat living and travel, and witty commentary on the realities of building your own business to create personal freedom and opportunities.In this episode, Dan Andrews and Dan Englander discuss the following:What being a digital nomad entrepreneur was like circa 2016.The big trends Dan is seeing in remote hiring given the last few months.Comparing being an agency owner to being a track and field athlete.How AI and technological developments will shape life 10 years from now.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/CONNECT WITH DAN ANDREWS:LinkedInInstagramTropical MBAThe Dynamite CircleCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Outbound marketing strategies change more quickly than we can keep track of. Here at Sales Schema, we have found that a commonality-based, personalized outreach repeatedly works across our whole client base. Dan recently spoke about this strategy (and his book), Relationship Sales at Scale, and the use of compelling commonalities to reach out to prospects in a Quickmail webinar that we're sharing with you now. This week, episode 174 of The Digital Agency Growth Podcast is about relationship sales at scale!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of keeping consistent in your outreach.In this episode, Dan discusses the following:A framework for keeping your agency's pipeline full without burning through your addressable market.Use compelling commonalities to contact prospects likely to build a relationship with you.The ‘third path' for de-risking conversations and generating long-term opportunitiesThe scale to personalization Goldilocks Zone for staying consistent and avoiding an empty pipeline.To apply for our Targeted Outreach Training, head over to salesschema.com/training! Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:QuickMail WebinarsWatch the Replay of Dan's Webinar

Becoming a sales-driven agency is about so much more than just client- or customer-centric. It's about continually looking for all the different things that can be sold within a company and organizing your team for success. This week, episode 171 of The Digital Agency Growth Podcast is about AI, the recession, and becoming a sales-driven agency.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jon Tsourakis cover various topics, from the importance of introducing your team to your clients early in the process to actionable steps you can take right now to elevate your sales hiring practices. Jon Tsourakis is the President of Oyova, a web app and digital marketing agency, recently featured on INC 5000's fastest-growing companies list. He also hosts a podcast, The Climb, produced by the Digital Mastermind, a mastermind group of digital agencies from around the world.In this episode, Dan Jon discuss the following:The recession and what it means for agencies and B2B sales companies.The future of sales in regards to developing technologies like AI.Shifting to a sales-driven agency model: what it is, what that looks like, and how Jon has done it.Critical thinking tests and other tactics for hiring the best salespeople you can find.Let us know what you think about today's episode format! Did you like the more relaxed setup? And thanks again to Jon for being a longtime friend of the show and coming on to talk with us again!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH JON:LinkedInDigital MastermindCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

A proactive approach to sales makes a world of difference in keeping your sales pipeline full of leads and prospective clients. And the good news: we have a training course for that!  This week, episode 169 of The Digital Agency Growth Podcast is about target outreach for agencies and B2B service companies!! For more information and to sign up to receive updates and be notified when enrollment opens, go to sales-schema.teachable.com/p/targeted-outreach In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of having a consistent sales system that goes outside of organic referrals and actionable steps you can take right now to implement relationship sales at scale. In this episode, Dan discusses the following:The 3 types of proactive approaches to sales.Why outbound marketing should be part of your sales system.The principles that make outreach highly effective.Example campaigns you can take and run with right away.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

It takes intention to grow your agency into a specialized business. Our guest has spent the last 15 years tweaking and shifting his agency to be the powerhouse that it is today. This week, episode 167 of The Digital Agency Growth Podcast is about the journey to becoming a specialized agency!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Phillip McMillan shares the importance of building the identity of a business and actionable steps you can take right now to build and grow your business around the people in it. Phillip McMillan is the Managing Director at CS Brand Group. With over 20 years of experience in sales and marketing strategy development, Phillip has spent the last 15 years focused on building valuable brands for private equity funds and their portfolio companies. Phillip's processes and experience help clients through platform development, acquisition integration, growth marketing, and exit communications — maximizing value and providing scalable execution through the hold. He is frequently called upon by CEOs and operating partners to evaluate and recommend branding plans for complex buy-and-build strategies. His experience spans B2B and B2C audiences in multiple verticals, including software, industrial, retail, technology, and multisite healthcare.In this episode, Dan and Phillip discuss the following:The advantages of work experience before starting your own business.What it means to build a business around the people.Honing in on one or two key services and why it's worth it.What it's like to balance the idiosyncrasies of a niche with the timeless strategies that work for everyone.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH PHILLIP:LinkedInWork with CS Brand Group! CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:CS Brand Group Website

Usually, we chat with agencies that have been around for a decade or more. Still, today's guest has some really insightful information about how he's been able to create a business that works for him and can provide the services his clients are looking for. This week, episode 166 of The Digital Agency Growth Podcast is about building a B2B Content Subscription Model! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and John Azoni share the importance of creating an offer that takes more off the client's plate rather than adding more for them to manage. John Azoni is a content creator and video producer working specifically with colleges and universities to automate their video storytelling through student testimonial subscriptions. He believes that staying in front of your audience regularly, if not daily, is crucial to getting results from your digital marketing efforts. And yet, it's something that so few colleges do well because they're short on time, staff, and resources to create a steady flow of engaging video content throughout the year. His company, UNVEILD, solves this problem and helps higher ed marketing leaders fill their content calendars with compelling stories and engaging video content - every month, on autopilot, anywhere in the world, for a flat monthly fee.In this episode, Dan and John Azoni discuss the following:Deconstructing a large-scale video project into a subscription model.Lessons learned growing an agency in the pandemic.The benefits of a subscription model over a retainer model.How to find the right talent to grow your business.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH JOHN AZONI:LinkedInWebsiteBookCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Building rapport with someone is the most important thing you can do to grow your agency in 2023. Ultimately, people buy from those that they trust. There's no substitute for trust. This week, episode 164 of The Digital Agency Growth Podcast with Mike Sullivan is about building a challenger brand agency over 22 years! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Mike Sullivan share the importance of having what you need to land an RFP effectively and efficiently. They also discuss actionable steps you can take right now to create a narrative that potential clients can hold on to during a pitch. Mike began his career with formal training in strategic planning while at J. Walter Thompson, before going on to amass considerable experience guiding strategic efforts for a wide variety of clients across a broad spectrum of industries. Before coming to LOOMIS in 2001, Mike led successful agencies, one earning ADWEEK Magazine recognition as “The Hottest Shop in the Southwest” for two consecutive years. Today, he oversees all agency disciplines at LOOMIS, which was honored in 2016 as “Small Agency of the Year” by Crain's ADVERTISING AGE Magazine. As a leader, Mike focuses on building the kind of company that delivers peak career experiences for his talented team. LOOMIS has earned a spot on The Dallas Morning News and Dallas Business Journal “Best Places to Work” lists for multiple years.In this episode, Dan and Mike Sullivan discuss the following:Starting an agency by partnering with someone who recorded music and starting with a sound studio.The benefits of starting with a foundation in sales and how that guided the business.The exact checklist Mike and his team use to determine the viability of an RFP.How capabilities are not a sustainable advantage and what to do instead.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH MIKE SULLIVAN:LinkedInLoomisCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Our guest this week has built his marketing firm by acquiring other agencies so that his firm can be a one-stop shop for serving their clients. This approach is different from most of our guests, but with almost 30 years under their belt, it's working for them! This week, episode 163 of The Digital Agency Growth Podcast with Kevin Lee is about acquiring eleven agencies and being a marketing mad scientist! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Kevin Lee shares the importance of understanding your client roster so that you can make better long-term decisions. Kevin Lee Co-Founded Didit, a leading digital-first marketing firm, in 1996. He also founded GivingForward.org, a cause-marketing nonprofit focused on generating revenues for other nonprofits. Previously to Giving Forward, Kevin founded We-Care, a cause marketing platform that generated over $8 million for nonprofits, becoming the “inspiration” for Amazon SMILE ($350 million in donations). Kevin is also the CEO of the eMarketing Association. Kevin invents marketing technology solutions for Didit clients and has written 4 books, spoken at more than 500 events, and published 700+ articles on marketing.In this episode, Dan and Kevin Lee discuss the following:What someone looks for in an acquisition and things that make for a great one.Big mistakes Kevin has made and how you can learn from them.The importance of diversifying your client base and getting beyond big client problems.The process of having fun and finding your superpower. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!CONNECT WITH KEVIN LEE: LinkedInDiditCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

It can be challenging to determine if niching down and building a more specialized practice in your agency is the right move. Today, Brent is sharing why you should niche down and get specialized. Episode 162 of The Digital Agency Growth Podcast is about the importance of specializing and getting rich in the deep end! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Brent Weaver is sharing the importance of specialization and actionable steps you can take right now to niche down. Brent Weaver is on a mission to help 10,000 digital agency owners achieve freedom in business and life by helping them own their market. Brent is the founder and CEO of UGURUS, a business training and education company dedicated to this mission. He also hosts one of the leading podcasts in the business niche—The Digital Agency Show. Brent is in partnership with UnlimitedWP—a scalable white-label WordPress development team to help digital agencies grow without all the headaches of hiring and managing people. He is also a Brand Ambassador for Cloudways, a WordPress hosting company, helping them evangelize their platform.In this episode, Brent Weaver and Dan Englander discuss the following:How much easier Brent believes it would be to have agency success now vs. back when he started his agency in High School to pay for his hobby of building websites.Why Brent believes niching down could save your agency or business in the long runHow to know when and what to niche down to as times change through looking at your existing clientele and marketing channels.Brent's suggestions around launching multiple business models at a time, or trying to diversify your agency through multiple business models at a time, and though it worked for him, why he doesn't recommend it for others.Niching down is far better, and far more lucrative, than remaining a generalist in your business model practices, and even pandemic statistics will prove that to be true. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH Brent Weaver:WebsiteEmail: brent@ugurus.com for field guide and additional resources for listenersCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

In this episode, we bring you our first installment of the Show Me The Nuggets year-end recap. Part 1 features our top takeaways from Joe's interviews with David Wachs of Handwrytten, Dan Englander of Sales Schema, Azhar Sidiqqi from Repstack, and Anthony Devine of LawfirmRep.com.  

With over 30 years of experience in branding, our guest today has seen it all, and this episode covers all the reasons a company might need a rebrand and how to get all parties to buy into a rebrand.  Even if you are not involved in the branding space, you can still get something from this episode that you can use with your own clients. This week, episode 161 of The Digital Agency Growth Podcast is about rebranding the largest companies on earth! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jim Heininger share the importance of upfront education with potential clients so they become stakeholders in the full process. They also discuss actionable steps you can take right now to navigate how much information to share during the initial assessment and what to save for the consulting period. Jim Heininger is the Rebrand Man. He leads the efforts of The Rebranding Experts, which he founded in 2017 after 30 years of business and brand strategy experience for P&G, McDonald's, Anheuser-Busch and others. Jim has designed the methodology used by the firm and merged the many disciplines necessary for successful rebranding. Jim coaches CEOs through the rebranding process, aligning their executive team, and helping to execute complete name changes and new customer promises. In this episode, Dan and Jim Heininger discuss the following:What actually encompasses a rebrand during planning, implementation, and launchHow to effectively communicate the many moving parts to clients who think what you do is “easy”.Reasons why a company might need a rebrand or why it should be focusing its efforts elsewhere.Strategically placing your agency in a box and how that can actually boost your credibility.Using thought leadership content to draw in potential clients who are searching for your services.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH JIM HEININGER:LinkedInTwitterWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

People are looking for more from brands than interruptions and superficial messages. They are looking for brands to move people's lives forward, one small step at a time. Everybody wakes up in the morning wanting one thing: they want to be better than they were the day before. It's at the heart of the human experience. So when brands seek to empower people, they are drafting off of millions of years of evolution. This week, episode 160 of The Digital Agency Growth Podcast with Jeff Rosenblum is about agency growth and culture over 20 years! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jeff Rosenblum share the importance of redefining advertising. We also discuss actionable steps you can take right now to find leverage all along the customer journey to connect and convert with your marketing beyond paid advertising. Jeff Rosenblum is a Co-founder of Questus, a digital advertising agency that has worked with many of the world's most influential brands, including Apple, Capital One, Disney, The NFL, Samsung, Starbucks, Universal, Wyndham, and Verizon. Jeff is the author of Exponential, which discusses how to transform brands through empowerment over interruptions. He is also the creator of a documentary about the advertising revolution called The Naked Brand and the groundbreaking book Friction, which explained how passion brands are built. Jeff has lectured at some of the top universities in the world, including Yale, Cornell, Columbia, and London Business School. He has won some of the ad world's most prestigious awards and presented at many of the industry's largest conferences.In this episode, Dan and Jeff Rosenblum discuss the following:Building an agency over the course of 20 years.Why everything revolves around culture and how that can serve your agencyThe importance of risk in building an agency.Using empowerment instead of an interruption to transform brands.Figure out what people are looking for. Identify their unmet needs both emotionally and functionally. Then create content that moves them down the funnel.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!CONNECT WITH JEFF ROSENBLUM:LinkedInTwitterInstagramQuestusCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Who by Geoff Smart (Amazon)Friction by Jeff Rosenblum (Amazon)Exponential by Jeff Rosenblum (Amazon)

How can you stand out from the competition in your industry? This is a question we're all trying to answer through our marketing. We want a dedicated following of people who love our products and services, but how can we achieve that? This week, episode 157 of The Digital Agency Growth Podcast with Michael F. Schein is about the power of creating hype for your business! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Michael F. Schein share the importance of understanding the mass psychology principle and then playing with it. They also chat about actionable steps you can take right now to stand out in your industry using hype. Michael F. Schein is the Head Hype Artist at MicroFame Media, a company that specializes in idea-driven businesses famous. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, PopUp, Pugpig, LinkedIn, and Citrix. His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audiences spanning from the northeastern United States to the southeastern coast of China. His book The Hype Handbook: 12 Indispensable Success Secrets From the World's Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers, published by McGraw Hill, appears where books are sold.In this episode, Dan and Michael discuss the following:Attracting attention from the people that matter on a macro level.Ethically harnessing the power of human emotion to create hype and cause people to take action.Powerful ideas on how to make war, not love so that you build up the right attention.Creating useful content that gets attention and can be replicated to get results.How ad fatigue and industry evolution can impact how we use hype.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH MICHAEL F. SCHEIN:TwitterLinkedInFacebookMichael ScheinMicroFame MediaCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Most people have an issue with thinking of themselves as a salesperson. Yet, every one of us is a salesperson. We are always marketing and selling ourselves. You make friendships, you network with people. You sell your passion and personage through conversation. That is you. But if you are someone who now has to sell a product or service, you need to come to terms that you are a salesperson, and that's not a bad thing. This week, episode 156 of The Digital Agency Growth Podcast is about sales training and entrepreneurship over decades! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Michael share the importance of practicing different methods of selling to become an expert in the science of selling.Michael Gansl is a hands-on entrepreneur and "The Seasoned Voice of Reason℠" specializing in working with “The Accidental Business Owner ℠” and with teams of individual contributors to implement business development and revenue growth opportunities. With over 30 years of experience, Michael is an expert in growing companies, problem-solving across marketing, sales, and operations, and understanding what business owners need to do to achieve success.In this episode, Dan and Michael Gansl discuss the following:The most important quality to look for in sales talent.What building a sales team looked like historically, and what can be learned from that experience.How to think about sales KPIs and quotas that inspire the team to move in the right direction. Effectively communicating with the individuals you sell to and being confident in that.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH MICHAEL GANSL:LinkedInVoice of Reason ConsultingMind Your Own Business Video PodcastCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:The Lean Methodology (book)

In a world where social and search are dominated by platforms that don't always make our lives easy, our guest has looked for a way to bring those marketing tools into a more analog channel like direct mail. This week, episode 155 of The Digital Agency Growth Podcast is about digitizing direct mail and the power of being mission-driven! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Dave Fink share the importance of storytelling, brand development, quality product and services, and understanding your customers when you are marketing, no matter if it's using Facebook ads or sending direct mail.Dave Fink thinks the best-kept secret in marketing is hiding where you least expect it — your mailbox. Over a 20-year career, he's generated hundreds of millions of dollars in ad revenue, powered viral sensations like Dollar Shave Club, and helped launch celebrity startups for Jessica Simpson, Mary-Kate and Ashley Olsen, and Kate Bosworth. Now, as founder and CEO of Postie, he's out to reinvent direct mail marketing for a digital world.In this episode, Dan and Dave Fink discuss the following:The pros of using direct mail over running ads on platforms that underperform.Being an early-stage partner with Dollar Shave Club.The value and meaning of building a mission-based business.Virality and what it meant 10+ years ago, what it means now, and what it can mean for your clients.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH DAVE FINK:LinkedInPostieCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Working Backwards

Vetting, interviewing, and hiring new employees is a ton of work. It's important that you find someone who not only fits your company culture but also works well with the tasks and working environment you'll be placing them in. Finding the right people to fill open roles is the key. This week, episode 154 of The Digital Agency Growth Podcast is about building an employee pipeline! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Andrea MacKenzie share the importance of having a pipeline of potential employees and actionable steps you can take right now to make sure future employees align with your company and values. Andrea MacKenzie helps companies to hire, build, and lead teams so they can improve their business growth and workplace well-being through her company Lead With Harmony. She works with growth-oriented small business owners along with executives to achieve higher performance and stronger leadership while lowering stress. She combines her 20+ years experience in corporate roles and consulting with her unique approach to serve her clients, which span from small businesses to Fortune 500s across almost every business function. In this episode, Dan and Andrea discuss the following:The Kolby process to understand a new employee's working personality. Common mistakes business owners make during the hiring process.The value of gut feeling and where it should live What to do to build a candidate pipeline and get rid of the urgency bias that tanks effective hiring.Don't forget to check the show notes for access to your FREE Delegation Visualization Guided Audio to help you unlock what's possible when you stop managing and start delegating!  Use this guided audio and the companion worksheets to tap into your desire to let go, get back your time, and grow... through delegation!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH ANDREA MACKENZIE:LinkedInFacebookTwitterInstagramLead With HarmonyTeam Success Bi-Monthy BlogFREE with Special Code ($37 Value) Delegation Visualization Guided Audio - use promo code SALESSCHEMAFREE Job Advertisement ChecklistCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Working Backwards Book

Project management ties into many different parts of running a business, such as sales, operations, pricing, capacity, and more. If a project is not clearly outlined or systematized, it can be problematic for everyone involved. It ends up taking more time than anticipated and costing revenue. This week, episode 153 of The Digital Agency Growth Podcast is about how to train effective project managers! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Rachel Gertz share the importance of project management in managing expectations for different teams. They also discuss actionable steps you can take right now toward democratic project management. Rachel Gertz is CEO and Dig­i­tal PM Train­er at Loud­er Than Ten. She trains tech work­ers how to trans­form their com­pa­nies through demo­c­ra­t­ic project man­age­ment. Rachel helps com­pa­nies track project num­bers that real­ly mat­ter and how to turn blocks into oppor­tu­ni­ties to build strong rela­tion­ships with their teams, cus­tomers, and clients. Her mis­sion at Loud­er Than Ten is to give back pow­er to the peo­ple lead­ing their projects so they can end hustle culture.In this episode, Dan and Rachel discuss the following:The human element of project management that tends to be overlooked.How to incentivize the best performance and retain employees longer.The evolution of digital project management and what the future will hold.Over-optimizing for one metric at the expense of another and how that can hurt us.Bridging the gap to understanding the necessity of a project manager.Don't forget to listen in for Rachel's live reactions and strategies for current project management issues Dan's seeing right now.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH RACHEL GERTZ:WebsiteTwitterInstagramLinkedInLouder Than TenCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Episode with Nancy Lyons

Generally, the value of someone's network ends up being around $2-3 Million. Once they get to that point, they've typically tapped out everyone they know and who those people might know. They've reached the point where their revenue isn't going any further unless they build a commercialized sales team. Of course, there are exceptions, but that's what our guest this week has generally seen. This week, episode 152 of The Digital Agency Growth Podcast is about scale, sales process, and growing during a recession! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Dan Morris share the importance of knowing when you are the bottleneck of your business and how to visualize what it would look like with you not involved every day. They also chat about actionable steps you can take right now to gather data to ensure you are making the best decisions for your business. Dan Morris is an investor, advisor, and B2B growth expert with a mission to leverage his experience to impact 1000 businesses positively by 2025. Helping companies to succeed in volatile markets, increasing profitability from existing strategies, and helping CEOs take positive steps forward to grow their business is where Dan's expertise is focused.Following his early agency experiences, he built and ran a second content marketing agency serving SMBs, and grew it to 60+ team members and multi-million dollar top-line revenue as CEO, before starting Mindracer Consulting. As Managing Partner at Mindracer Consulting. He and his team of collective partners work with B2B CEOs in services and SaaS companies to help with their Go To Market, Making Processes Repeatable, and Growth strategies. In this episode, Dan and Dan Morris discuss the following:Building a sales team and the importance of effective sales training.A prioritization matrix for determining the vertices and areas you want to go after.How you can succeed during a recession and how that can affect your positioning (if it does at all).Understanding where your business fits in the lifecycle of another business. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!CONNECT WITH DAN MORRIS:LinkedInMindracer ConsultingCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Lead nurturing can be anything from creating a podcast to writing blog articles. In the case of our guest today, there's more of a constraint on lead nurturing using software, which results in sales.  This week, episode 151 of The Digital Agency Growth Podcast is about lead nurturing that actually works! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jason Kramer share the importance of finding a process for effectively nurturing prospective buyers into customers. They also discuss some actionable steps you can take right now to connect the dots between marketing and sales. Jason Kramer, founder of Cultivize started his marketing career as a designer working with agencies in NYC in the early 2000s. He started his first company in 2002 and helped hundreds of small businesses get on the map with his branding and web development expertise. In 2018, he formed his 2nd company, Cultivize to help established B2B organizations leverage lead nurturing strategy and technology to convert leads into paying customers. His direct clients and agency consulting clients, call him the Yoda of CRM strategy, especially when it comes to harnessing the power of the integrated CRM, Marketing Automation, and Sales Platform, called SharpSpring. Jason lives in the Hudson Valley, NY has been married for 15 years, and has 2 children with a passion for music, theater, kickboxing, and anything Disney.In this episode, Dan and Jason discuss the following:Connecting the dots between marketing and sales.The process of planning and strategizing the use of automation on the sales and marketing sides of the business.What SharpSpring is and the pros and cons of the tool.Ways for you to improve your lead nurture, so you don't miss out on the sale. How lead nurturing takes the lead generating a step further in getting results for your clients as marketing agencies. The importance of human interaction when nurturing your leads.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH JASON KRAMER:LinkedInCultivizePlaybookEmail Analysis (Limited Free Offer)Email Analysis - $150 Offer CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

The old way of selling just doesn't cut it anymore. People are more skeptical, and it can be harder to determine what to say to move the sale forward. This week's guest has a unique perspective that shakes up what you know about sales. Episode 150 of The Digital Agency Growth Podcast is about selling to skeptical buyers! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jeremy Miner share the importance of setting up sales calls correctly and actionable steps you can take right now to disarm the skeptical buyer. Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest growing companies in the United States by INC magazine's list of the top 5000 companies in 2021.  He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and a host of other publications.For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet. During his 17-year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer out of more than 100 million salespeople - selling anything worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures EVERY year.Jeremy's unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University. Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation— co-authored by Jerry Acuff —CEO of Delta Point, is being published Fall of 2022.In this episode, Dan and Jeremy Miner discuss the following:Learning to work with human behavior rather than triggering sales resistance. The three forms of persuasion and how they can impact your sales ability.The ABD's of Selling and why that works best in B2B salesWhen you have a tried and true sales process, you're more likely to land the sale.Resistance to sales training at large and why it tends to happen.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast and tell me your key takeaways!CONNECT WITH JEREMY MINER:LinkedInYouTubeInstagramWebsitePodcastSales Revolution ProCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

As agency owners, it's easy to attribute our personality traits to how we grew up and the decisions we made along our career paths. Those things influence how we show up as leaders for our team and the work our companies do. This week's guest attributes a lot of his success as an agency owner to his childhood and a deep desire to have flexibility and freedom in his life. This week, episode 149 of The Digital Agency Growth Podcast is about how Andrew Morgans built a 37-person Amazon agency! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Andrew Morgans share the evolution of eCommerce on platforms like Amazon and eBay. Andrew is the Founder and CEO of Marknology, Landlocked Clothing, AKCO Properties, and Co-owns waggedy®. Marknology is a full-service Amazon Brand Accelerator with a proven selling system for launching products on all eCommerce platforms with remarkable results. Marknology has managed over 200 Million in sales on Amazon alone.In this episode, Dan and Drew discuss the following:How growing up with missionary parents prepared Drew for becoming an entrepreneur.The past, present, and future of eCommerce.Why finding an Amazon specialist isn't the best course of action and what to do instead.The shift in dropshipping and why brands have moved away from that.What it takes to train your team from scratch when they don't have prior experience.Where the Amazon space is headed and where agencies fit into that.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH ANDREW MORGANS:LinkedInInstagramMarknologyCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Jab, Jab, Jab, Right Hook by Gary VaynerchukThe Body Keeps the ScoreExtreme Ownership

It seems like there's a missed alignment of the level of sophistication needed at the top of the sales funnel, especially when you are talking about complex and competitive industries. Your sales team is there to support that, but hiring and training the right person can feel daunting. This week, episode 148 of The Digital Agency Growth Podcast is about ramping up new salespeople! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Merrick Calmer share the importance of hiring and training your sales team intentionally. We also chat about how you can very practically set up the members of your sales team for succes s. Merrick is the Co-Founder of HireTraining, a Sales & Recruiting Bootcamp. The mission is to find and train people seeking an entry-level sales or recruiting position. While they are learning the skills they need to succeed in their career, HireTraining will be finding their first opportunity for them. Merrick is also the Chief Revenue Officer for NBGS USA, which operates an FDA Registered Facility and is a contract manufacturer, labeler, and supplier of medical products and personal care products.In this episode, Dan and  discuss the following:The foundational viability of sales as a long-term career. Why things are getting more difficult at the top of the sales funnel and why SDRs should be paid moreThe reason why most sales training doesn't focus enough on the ideal customer profiles (ICP).What metrics we should be looking at as agency leaders and holding our team to them. Even if you are training a mid-career salesperson or you yourself are the closer, there's still a lot of value you can get from this conversation. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH  MERRICK CALMER:LinkedInHireTrainingCONNECT WITH DAN ENGLANDER:LinkedInSales Schema