Podcasts about relationship sales

In this episode of Sales NOT Selling, Stacy Garrett talks to sales professional veteran Ken Mofford where he shares his top 3 tips that have contributed to his sales success and shares real life stories of how he has implemented these ideas to be successful and authentic in sales. Tips:Be AuthenticBuild RelationshipsEngage in NetworkingCheck Ken Mofford out on LinkedIn at: https://www.linkedin.com/in/kenmofford/ Check out our website at: https://www.salesnotselling.com/ LinkedIn Page: https://www.LinkedIn.com/company/sales-not-sellingFacebook Page: https://www.facebook.com/SalesNOTSellingContact Stacy at: Stacy@WeAreIdeation.comLinkedIn: https://www.linkedin.com/in/stacygarrett29

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  

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

Episode: 15 Chapter Fifteen of Anyone, Not Everyone discusses the significance of being on the "day one list" of vendors that buyers consider without prior research, achieved mainly through colleague recommendations, past experiences, and vendor websites. It emphasizes the importance of building a strong reputation within a vertical market community, akin to integrating into a village, through deliberate relationship-building with influential brands (tastemakers) and mavens. The chapter outlines strategies for engaging with tastemakers and mavens, participating in vertical associations, attending and hosting events, and being present at vertical-specific "watering holes" to foster trust and become the recommended go-to agency. Reminder that this is a chapter in Corey Quinn's book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales. If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.

Episode Summary:In this episode, we delve into the critical need for a cohesive relationship between sales and marketing teams, exploring how their collaboration can enhance profitability and customer satisfaction. Learn practical strategies to create effective content, engage diverse audiences, and leverage data for targeted marketing campaigns.Follow Antonio Here:https://www.facebook.com/theatsjrhttps://www.amazon.com/stores/Antonio-T.-Smith-Jr/author/B00M3MPVJ8https://www.linkedin.com/in/antoniotsmithjrhttps://antoniotsmithjr.comhttps://www.instagram.com/theatsjr IntroductionDate and Event: May 14, 2020 - Marketing Training Call - ATS Business UniversityInstructor: Leading today's sessionTopic: Relationship between sales and marketing teams and why it needs to be cohesive (Continuing from previous sessions)Key ConceptsUnified Sales and Marketing Teams:Importance of cohesive work between sales and marketing teamsImpact of non-cohesive teams on work environment and profitabilityUnderstanding Different Learning StylesDiverse Audience:Everyone doesn't learn the same waySome people prefer direct points, while others need the full picture with emotionsAdjusting Teaching Methods:Adapt content delivery to cater to different learning stylesUse feelings and world-changing ideas for some, and straightforward facts for othersSales and Marketing CohesionAnalogy of a Relationship:Sales and marketing teams must work together like a harmonious coupleMisalignment leads to conflict and inefficiencyJoint Effort:Sales team gathers customer insights; marketing team creates content based on these insightsExample: Marketing campaigns must reflect the real audience as identified by sales teamsPractical ApplicationsCreating Effective Content:Marketing content should be based on feedback from sales teamsEngage with the audience by addressing their pain points and needs identified through sales interactionsTools for Content Creation:Follow yourself around and take notesResearch and observe competitorsUnderstand customer problems and offer solutionsEngaging Different Customer SegmentsExample Campaigns:Targeting individuals restarting their careers after a breakAddressing specific challenges such as health issues or major life changesUse of Data and AnalyticsGathering Customer Insights:Psychological profiles of customersUnderstanding dominant personalities in the audience (Lion, Owl, Monkey, Koala)Adapting Marketing Strategies:Use insights to create targeted marketing campaignsIdentify and cater to the most common personality types among customersReal-Life ExamplesCold Calling and Customer Interaction:Develop strong scripts based on real customer feedbackEnsure follow-ups are consistent and address customer needsCommunity and Personal BrandingBuilding a Community:Foster a sense of belonging and engagement among your audienceProvide platforms for interaction and sharingPersonal Branding:Develop a strong personal brand that can extend to multiple areasBe authentic and accessible to your audienceKey TakeawaysUnified Effort:Sales and marketing teams must work as a single cohesive unitContinuous communication and collaboration are essentialCustomer-Centric Approach:Understanding and addressing customer pain pointsBuilding trust through consistent and reliable interactionsFinal NotesContinuous Improvement:Adapt strategies based on customer feedback and market trendsPrioritize customer satisfaction and trust in all marketing and sales effortsSupport this podcast at — https://redcircle.com/the-secret-to-success/exclusive-contentAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

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.

In this Sales Leadership Roundtable episode of the In The Club by Club Colors, John Morris, Adam Stoczynski, and Jason Heiss discuss key strategies for businesses and colleges to make impactful decisions in branding, marketing, and client engagement. They emphasize the importance of advising clients on effective spending, stretching budgets wisely, and creating memorable brand experiences. The conversation delves into current market trends, including the rising significance of spatial branding, technology integration, and the value of personalized experiences.KEY TAKEAWAYSEffective Spending & Advising: Advising clients on utilizing their budget effectively is crucial, focusing on stretching dollars wisely and emphasizing the value proposition that distinguishes one brand from another.Spatial Branding & Engagement: Spatial branding not only fosters a vibrant workplace but also reinforces brand values, creating engaging environments that inspire employees.Technology Integration & Personalization: Incorporating technology isn't just about automation but enhancing client experiences. Customization and personalization play pivotal roles in engaging and retaining clients.QUOTES"We are not here to nickel and dime people. We give you our best price first and a ton of service, effort, and advisement.""Nobody wakes up in the morning and goes, 'You know what? I feel like buying coffee mugs.' But there's typically an event, an emotion, an initiative.""Creating an environment where employees want to be is crucial. It's not about going to an event; it's about experiencing something memorable."Connect and learn more about Adam Stoczynski and Jason Heiss.Adam's LinkedIn: https://www.linkedin.com/in/adamstoczynski/Jason's LinkedIn: https://www.linkedin.com/in/jason-heiss-2319a8a/If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!Club Colors: https://www.clubcolors.com/

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)

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.

Are you ready to make more money? By listening to today's podcast, you will learn what to say and how to say it to up level your influence and income. The small tips in this episode are guaranteed to change your sales approach.  Get contact information and more show notes here: https://fitnessbusinesspodcast.com/510 Nikki Rausch is the CEO of Sales Maven and a sales expert who helps entrepreneurs and business owners transform their sales process. She is known for her unique approach to selling, that combines selling skills with kindness and authenticity. Summary: Nikki Rausch believes successful sales is about building relationships and having real conversations with potential clients. She teaches a five-step sales process called the Selling Staircase, which includes introduction, creating curiosity, discovery, proposal, and close. She emphasizes the importance of creating curiosity to pique people's interest and asking smart questions to understand their needs. Nikki also recommends having a high-end offering to create an anchor for other offers, and using top-down selling to present options to clients. She encourages salespeople to ask for the sale and issue invitations to work together. Finally, she advises following up with clients and staying in touch to maintain the relationship. Key Takeaways: Practice creating curiosity to pique people's interest and have more business conversations. Be clear and stand in your place of credibility and authority when recommending your solution. Use top-down selling to present options to clients, starting with the most expensive offer. Ask for the sale and issue invitations to work together. Follow up with clients and stay in touch to maintain the relationship.

If you're looking to equip your team with the skills they need to effectively sell today, this episode with Matt Green and Brandi Starr dives deep into the topics of building skill development plans for adaptable sellers.Most Sales Leaders are prompting their teams to do more in-person, but aren't giving them the skills they need to effectively sell in person. Many sellers have spent their entire careers in a transactional mindset of 30-minute Zooms. But highly effective sellers are able to build meaningful relationships that are built on trust.So if you are looking for direction on how to up-level your sales team and build meaningful relationships, check out this episode today.Matt GreenBrandi Starr

This week our host, Brandi Starr, is joined by Matt Green, CRO at Sales Assembly.   Matt has led sales and operations for multiple hyper-growth, venture backed tech companies. In these roles, he oversaw personnel management, strategic planning, and sales leadership in multiple markets across the U.S.   Earlier in his career, Matt served in leadership roles in both Fortune level and boutique investment banks where he led business development teams and served as Interim Head of Sales for multiple portfolio companies.   Matt now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.   In this week's episode of Revenue Rehab, on the couch Brandi and Matt will tackle: Transactions to Trust: The Role of Relationship Sales.   Links: Get in touch with Matt Green on: LinkedIn Sales Assembly 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

The role of the admission advisor is focused on more than just getting the students on enrollment. The real deal starts to inspire students to continue their education, as enrollment is down across the board. The common issue arises when admissions officers disregard the value of developing connections with students in order to boost dials. Degree requirements that are too complicated and appear to be unnecessary, roadblock courses, and unavailable or inconvenient courses can all create significant challenges to student success. In this new multimodal learning environment, utilizing diverse metrics and including student voices are critical components to improving success in higher education.  Key Topics of this Podcast: 0:00:00 - Gina Quinn on Career Schools and Reinspiring Students 0:02:31 - Changing Lives Through Education 0:04:17 -  Relationship Sales and Admissions Representation 0:06:05 - Making Lifestyle Adjustments for Long-Term Gains in Education 0:07:48 - Supporting Students Through Difficult Times 0:15:06 - Building Trust and Finding Common Ground with Students 0:19:14 - Supporting Students in Their Academic Journey 0:21:28 - Building Connections with Gen Z Students: Celebrating Success and Providing Tough Love 0:22:49 - Student Challenges in the Information Age 0:26:28 - Building Rapport and Relationships with Students 0:28:23 - Career Advancement and Enrollment Process 0:30:14 - Strategies for Retaining Students and Supporting Their Career Goals 0:32:04 - Supporting College Students During the Pandemic 0:34:35 - Exploring the Benefits of Education and the Need for Change 0:38:46 - Navigating College Resources and Intrusive Advising 0:41:45 - The Future of Career Education 0:43:57 - Exploring Trade Opportunities for High School Students 0:45:39 - Supporting Students and Making a Difference Key Topics in this video: Building rapport with students starts with your conversation with potential students on the phone. Memorable Quotes from this Episode: “I think more than anything, you just fall in love with the process of changing lives.” “We have some people who can be really good tour guides, but the true connections with admissions representatives and prospective students is the rapport and the relationship they build on that phone.” “We make a point to really make sure that what's going on in the classroom, the content is engaging and that the student reason to come in.” "There is a need for skilled labor. There is a need for careers and trades. Not everybody is meant for a four-year degree. Not everybody is meant to go to college and have all those." Sign up for courses: https://lessons.motivatewithkat.com/ Check out The ED UP Career Schools (The Scoop Podcast): https://www.podpage.com/edup-career-schools-the-scoop/episodes/    Follow us on social media:  Twitter: https://twitter.com/KbBelletty Facebook: https://web.facebook.com/profile.php?id=100064915964209  Instagram: https://www.instagram.com/motivatewithkat1/ Youtube: https://youtu.be/kHNQtaGTl5k  Linkedin: https://www.linkedin.com/company/motivate-with-k-a-t/ Tik Tok: https://www.tiktok.com/@katmotiv21 

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

Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. The moment they perceive a transactional motive, you've lost.Utilizing a founder led sales model, Twistellar has grown globally and still relies on Dmitri's long term relationship strategy that in many cases takes years to mature from conversation to trust to a project.If you sell B2B, you have to assume that a potential customer already has a trusted supplier. They may say no to you on a Monday and yes on a Friday because something changed in that relationship. Timing and luck are everything and that's why you have to be tireless in maintaining relationships over long periods of time.Highlights3:24 You need to clearly understand how people interact, how people communicate, how your sales people actually work every day to make their customers happy. Only then can you automate the process.5:14 A professional consultant must focus on the customer's business processes, not the solution features.  Sometimes our role is to convince the customer not to spend money on a solution because the business is not ready.8:27 In sales, the first step needs to be defining “What difference can you bring to the table?”9:49 To be successful, three factors need to come together at the same time: You need luck to be in the right place at the right time, you need to be very active to be in as many places as possible, you have to be working hard to make every customer successful.11:49 I still do most of the selling myself since I am the best person to match business needs to technical solutions. I am a technical advisor and am never trying to sell a specific solution.13:47 In B2B, a potential customer already has a supplier to solve their problems. You have to get to them at the exact moment where they have some reason to consider a new partner.14:45 We work 12-14 hours a day so that we can always be available to give friendly advice. That's how we ‘sell'.18:48 To win business, you have to demonstrate that you bear the responsibility for the project's success.20:49 It can take years to build a relationship before the first project. On the other hand, one wrong action can spoil that relationship in one day.23:01 You must consider all of the people in an organization who benefit from your work. They are part of your word of mouth referral network especially when they move to a new company.26:50 The sales process ends when the work is done and the customer is happy.28:10 Mistakes can be made and it's critically important to take responsibility for them. We recently underestimated a project by 400 hours and we accepted the loss.About Our GuestDmitri Leichik is CEO and co-founder of Twistellar,  #1 Salesforce Consulting Partner in Denmark. Dmitri brings more than a 20-year background of being a co-owner and CEO of a group of trading and production companies, providing hands-on management experience.For now, Dmitri is a business expert who's responsible for corporate strategy, finances, business development, customer relations, and general operational efficiency in Twistellar. He managed to gather a team of 100+ motivated professionals in just 5 years.Dmitri is a master of business & service processes automation and optimization. He ensures that the customer is always the key figure at Twistellar.Connect with DmitriLinkedinTwitter About Guest CompanyTwistellar is a #1 Salesforce Consulting Partner in Denmark, working with customers in the USA, Europe, Asia, and Australia. The company provides top-quality Salesforce solutions development services to solve complex business issues and boost sales.Twistellar has grown from 0 to 100+ in-house consultants in 5 years. The company's headquarters are located in Copenhagen, Denmark, with development centers in Poland and Georgia. Twistellar also has its own products delivered on AppExchange — Sculptor CPQ (a native Salesforce interactive quote generation solution) and Dash (a visualization tool for dynamic clickable charts in Salesforce Lightning).In 2022, Twistellar was announced as the #1 Salesforce Consultant in Denmark by Clutch.co and entered the global TOP-10 list of the best Salesforce Consultants by Forcetalks.com. You can learn more about and connect with Alice Heiman in the links below.Website:https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

Most of the sales approaches used nowadays are broken. No wonder so many in sales struggle in getting the results they want.    In this podcast episode, my guest, Dan Englander, the author of the book, ‘Relationship Sales at Scale', shares the concepts he wrote in his book. He elaborates on the changes in the sales systems today, factors that keep companies from getting to the next level, why salespeople should re-think everything, and a lot more.   There are so many helpful insights you can get from just listening and watching this podcast episode. Tune in today and make sure you stay to the end to get Dan's advice to salespeople in this day and age.    In this episode, we cover: [0:00] Introduction [1:31] Dan shares his background  [3:05] Relationship Sales at Scale [4:32] Biggest changes in the sales systems [5:45] The scarce resource: trust [6:37] What holds companies back from getting to the next level [8:24] The right order of hiring and training salespeople  [10:16] How to tastefully dig up gold  [12:37] Why salespeople should rethink everything [18:06] Balance between personalization and scale in sales and marketing [23:07] One question new entrepreneurs should ask themselves [24:53] Dan's advice to listeners   ✅ If you're wanting to sell more of your products/services, book a call with a team member to go over training options so you can make more money!

Would you like to attract more clients with outbound sales? Do you need to build a successful sales team that gets results? Today's guest is a sales expert who helps agency owners get out of sales and build a successful sales team. It's all about building consistency and using your network to create relationships that will help you grow your agency. Dan Englander is the CEO and founder of Sales Schema, a B2B agency that secures ideal prospect relationships. His team goes out to the market and helps clients get meetings and focus on new business. Earlier in his career, he led new business for a creative services company and helped them get to seven figures. After starting his agency in 2014, he has learned a lot about how companies go after new business. More recently, he shares his perspective on sales and how to improve at it in his new book, Relationship Sales at Scale. In this episode, we'll discuss: How agencies can do better at outbound sales. Using your network to get to your ideal clients. What works when it comes to finding and training salespeople. Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design and development agency that has provided white label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM When is the Right Time to Transition Out of Sales? Transitioning out of sales requires two main steps, according to Dan: who's doing what and developing consistencies in the sales process. We all fall into the trap of dedicating too much time and energy to clients and none to your agency. Once you stop focusing on sales you'll be on another level to focus on growing your agency. If you're an agency owner and the salesperson, think about spending half your time on sales. Eventually, get yourself to the point where you can just focus on the top of the funnel and have someone help set meetings. Clear the other half of your time to focus on your agency.  Do this with the mindset of gradually getting out of sales altogether. Agency owners commonly try to hang on to sales because they feel clients only want to talk to them. That's a misconception, considering how many owners have managed to grow their agencies to massive proportions by getting out of sales. It's not the easiest thing to do, but once you have a repeatable sales process it becomes easier to get someone else in that seat. Where do some agency owners go wrong with this transition? They jump to it too early before figuring out the repeatable process. They just throw a salesperson into it the mix and expect them to figure it out. That sets them up for failure and, once they do, it is easy to convince yourself that you're the only one that can handle sales successfully. How to Create a Repeatable Sales Process Agency owners struggle, sometimes for years, to find the right salesperson and this has a lot to do with having the right systems in place. Dan likes to break it down into a process where you start at the very top of the funnel. Think about how you're getting meetings. Break down your conversion process from the first appointment to the proposal. Follow that with breaking down the process from proposal to close. Of course, this may vary depending on how complex your sales process is -- documenting everything is key in order to set up your salesperson for success. When it comes to how to get meetings, Dan and his team find outbound is a really good way to do it. Whatever you're selling it stands to reason that your market will be relatively small. Your target audience is not everyone in the world so you don't have to build a massive inbound funnel. There are really a finite number of relationships you can build in your area. With outbound, you can start building those relationships before the client actually has a need. Then you are top of mind when the need is there. Building Relationships With Outbound Sales One of the things Dan's agency does for clients is referral-driven campaigns where they make a list of ideal clients and identify who could introduce them to those clients. Basically, they identify friends of friends, narrow them down to contacts in the first degree and ask for an introduction to someone in their network. A lot of people have no problem making that connection once you're upfront about what you want. They usually start with an accounts-based list of thousands of companies. Instead of trying to find the golden company that you may want to work with but have no meaningful connection to, find a number of companies you're actually connected with. The connection you make as a result might not get you a campaign that lasts very long, but it will help you get that level of trust in order to get you a referral. What Works When it Comes to Finding Salespeople? This is something Dan still struggles with to this day. Being a sales hirer is part of your job as an agency owner and part of getting out of sales. You have to dedicate part of your time to finding the right salesperson and training them because you're essentially investing in someone that's going to help your agency grow. Dan's agency gives the hiring funnel as much importance as the sales funnel. Also, to weed out candidates that are ultimately not a right fit Dan usually asks for video interviews. It's a way to see how invested the candidate is and avoid wasting time on long interviews in-person interviews. Once he's made that hire, he invests in sales training every week. New team members do role-playing exercises and listen to sales calls every day to get ready. It is a lot of work, he admits, but it is worth it. Another good tip is to not assume the person is perfect for the job after a good interview. Ask the candidate to make a 90-day plan and see if what they present truly aligns with what you need. Finally, don't underestimate the importance of not just hiring the right person for the job. It's equally important to put together the right framework for your salesperson to model, evaluate, and make new recommendations on. How to Face Client's Skepticism The hardest part of sales is getting someone to agree to take your call. Once you've done that, they are now investing time. They would not be spending time in that conversation if they didn't have a specific need. Just make sure the conversation flows in a way the client is comfortable and feels heard. Spend more time listening than talking. Give space to ask questions and don't make the prospect feel interrogated. Don't underestimate the importance of asking the right questions to pull the client in. A lot of salespeople tend to push a lot and makes people feel they have to push back. It's a completely different thing to present yourself as the trusted advisor through the right questions. Want the Support of Amazing Digital Agency Owners? If you want to be around amazing agency owners that can see you may not be able to see and help you grow your agency, go to the Digital Agency Elite to learn all about our exclusive mastermind.

I'm honored to have Dan Englander with me this week on the Progressive Agency podcast. Dan is the CEO and Founder of Sales Schema and host of The Digital Agency Growth Podcast. He joins me to share the details of growing an agency and how to ensure you hire the right people into your organization. During our conversation, Dan also discusses how to balance personalizing critical touchpoints and scaling to ensure consistent and reliable growth. Hear insights about: How Dan got out from under the sales-client-service shuffle Why you should reframe your thinking around new hires The most important financial lesson Dan has learned over the last few years Why you have to integrate hiring new people into all of your processes The two different skill sets you need to make successful hires The most common financial mistakes that agency owners make and how to avoid them Two key strategies that agencies can leverage to build and grow their business Learning to Hire Effectively Bad hires are very costly. My guest this week on the Progressive Agency Podcast, Dan Englander, highlights the importance of learning to hire staff effectively, and shares why the ‘hire fast, fire fast' philosophy just doesn't work. He offers advice on how to reframe your thinking when it comes to hiring new talent, and how that will ultimately save your agency money in the long run. Personalizing Critical Touchpoints Dan describes his early experiences in the agency space, how he got caught in the sales-client-service shuffle, the lessons he learned, and why he started Sales Schema. He highlights his agency's evolution from cold outreach to personalizing their service where it really matters. We also discuss the specifics of why there's more power in the squad and how fractional teams allow businesses to leverage a vast range of expertise, particularly in a tight labor market. The Profit First Model Dan shares with us how he made sense of cash flow in his business by doing a version of the profit first model and why he has found it helpful. If you put tax and profit away first, it makes it much simpler to judge cash flow. Listen to the episode to learn why Dan believes you have to be aware of the impact of the economy on your cash flow. How to Connect with Dan Englander: LinkedIn: https://www.linkedin.com/in/danenglander/ Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business: https://www.amazon.com/dp/B09XRD71P3 About Dan Englander: Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies and B2B service companies, and he hosts The Digital Agency Growth Podcast. He's also the author of Relationship Sales At Scale and Mastering Account Management. Previously Dan was the first employee Head of New Business at the animation studio IdeaRocket. He lives in New York, and in his spare time, he enjoys hurting himself via Brazilian Jiu-Jitsu.

On this episode of THRIVE — sponsored by accessiBe — Kelly is joined by Dan Englander to discuss leveraging human connection in your outbound sales strategy in order to create trust.Dan and I cover these points and more:The two different mindsets to sales and why it's important to distinguish between them;How to merge both old and new mindsets in order to increase performance and efficiency;How to create a hot list, and how many prospects to target at a time;Why doing outbound differently allows us to not worry about spamming or our reputation;How to interrupt patterns while remaining personal;How outbound email and LinkedIn conversations translate into sales.Be sure to tune in to all the episodes of THRIVE to get practical tips on becoming a conscious leader, growing your agency, and more. Thanks for listening, and I'd love to hear your takeaways!If you enjoyed this episode, post it in your stories and tag me @agencyscaler. And don't forget to follow, rate, and review the podcast wherever you listen.Learn more about THRIVE at https://klcampbell.com/category/podcast/ and https://accessibe.com/thrive CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaCONNECT WITH KELLY CAMPBELL:LinkedInInstagramTwitterWork with Kelly 

Founder and Fractional CEO of Sales Schema, Dan Englander discusses his new book ‘Relationship Sales at Scale'. This book incorporates the best old-school selling techniques with the best new-school selling techniques to help readers close more deals. Today, Dan discusses the concepts found in his book and how your sales team can benefit from them. Show NotesConnect With: Dan Englander: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // Twitter See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A few years ago Dan self-published a few books and then years went by. At Sales Schema, they started getting really busy with clients and outreach, and Dan learned a whole lot throughout that process. He decided a while ago that he wanted to write a new book, but he wanted this one to be different. This week, episode 135 of The Digital Agency Growth Podcast is a sneak peek at Dan's new book, Relationship Sales and Scale; How to find your virtual tribe and reliably grow your professional service business! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan is sharing the importance of personalized relationship sales and actionable steps you can take right now to change your sales process to improve conversions and cold-messaging tactics. In this episode, Dan discusses the following:How older styles of sales are outdated, and why it's so important to understand that a change must happen in order to succeed in sales nowadays.Relationship-focus messaging to conversions, and how shifting our model with our own clients has increased our conversations on open and response rates by over 40%.The importance of trust, both in the sense that it's a scarce resource, but also how best to establish it quickly to build your client list.This is just the first part of Dan's new book, which will be released soon. We will keep you updated on how to gain access to the link to buy your copy soon. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

In this episode, Dan connects with UK-based entrepreneur, speaker, educator, trainer, and LinkedIn expert Richard Moore. As the founder of the LinkedIn Client Accelerator and head of growth for Entrepreneur Business Live, Richard has helped hundreds of consultants, possibly thousands, to get clients on LinkedIn. And he does it without automation or any of the tactics so many of us despise--in other words, the right way. He and Dan discuss the “platform abuse” that seems to be rampant on LinkedIn, and what salespeople and marketers should be doing to reject this behavior and use the platform properly. As often happens on the show, we learn that it's all about relationships, putting the work in, avoiding shortcuts, and having the right mindset.

Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies and B2B service companies. He also hosts, "The Digital Agency Growth Podcast". Dan is the author of, "Relationship Sales At Scale and Mastering Account Management," which will teach you new techniques and practices on sales that actually work. In this episode, Dan will help you understand a better way of making sales and why throwing case studies and spamming skeptical decision-makers don't get you the best results. Previously Dan was the Head of New Business at the animation studio, IdeaRocket. He lives in New York, and in his spare time, Dan enjoys injuring himself via Brazilian Jiu-Jitsu.

Founder and Fractional CEO of Sales Schema, Dan Englander discusses his new book ‘Relationship Sales at Scale'. This book incorporates the best old-school selling techniques with the best new-school selling techniques to help readers close more deals. Today, Dan discusses the concepts found in his book and how your sales team can benefit from them. Show NotesConnect With: Dan Englander: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // Twitter See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

I believe that relationship building is the new marketing. Brands must build a relationship that instills trust so that a prospect will become a lead.Once you have a quality lead it is time for sales to continue building the relationship.  You will not deepen a relationship by sending out general sales messages that are more concerned about quantity over quality.In this episode, I had the opportunity to talk with Dan Englander, CEO & Founder of Sales Schema.During our conversation we discussed:1) Why do salespeople need to rethink what they are doing in order to stand out from the noise?2) How do you find the right balance between personalization and scale in sales?3) What is the best strategy for going outside of referrals and personal networks to find new business?And then at the end, we heard exciting news about a NEW book Dan has coming out:  Relationship Sales at Scale.Can't wait?  Lucky for you here is a sneak peek - https://www.salesschema.com/a-sneak-peek-at-relationship-sales-at-scale-the-book/I cannot stress it enough - brands must STOP drowning their prospects with broad general marketing and sales messages.If you have any other questions about relationship building or for more information about how to find quality marketing data to reach your ideal niche client, contact me, Donna Peterson, at 860-210-8088 or dpeterson@worldinnovators.com.Visit our website at http://www.worldinnovators.com

Quick Links:The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free.For more information on our Agency Profitability Systems and Consulting, check out https://parakeeto.comLove the podcast? Leave us a review on the platform of your choice at this link.Want to see/read more about this episode? Then do make your way to https://parakeeto.com/blogGuest Links:Stream Relationship-Driven New Business at Scale video via SalesSchema.com/relationshipsDan@SalesSchema.comDan's LinkedIn @danenglanderSales Schema LinkedIn @Sales-SchemaAbout Dan EnglanderDan is CEO and founder of Sales Schema, a fractional new business team for marketing agencies and B2B service companies. He also hosts the digital agency growth podcast and is the author of a slew of books, including Mastering Account Management, The B2B Sales Blueprint, and a new book in the pipeline entitled Relationship Sales at Scale!

A few years ago Dan self-published a few books and then years went by. At Sales Schema, they started getting really busy with clients and outreach, and Dan learned a whole lot throughout that process. He decided a while ago that he wanted to write a new book, but he wanted this one to be different. This week, episode 121 of The Digital Agency Growth Podcast is a sneak peek at Dan's new book, Relationship Sales and Scale; How to find your virtual tribe and reliably grow your professional service business! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan is sharing the importance of personalized relationship sales and actionable steps you can take right now to change your sales process to improve conversions and cold-messaging tactics. In this episode, Dan discusses the following:How older styles of sales are outdated, and why it's so important to understand that a change must happen in order to succeed in sales nowadays.Relationship-focus messaging to conversions, and how shifting our model with our own clients has increased our conversations on open and response rates by over 40%.The importance of trust, both in the sense that it's a scarce resource, but also how best to establish it quickly to build your client list.This is just the first part of Dan's new book, which will be released soon. We will keep you updated on how to gain access to the link to buy your copy soon. Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Yes, digital...

In this episode, lead generation expert Dan Englander gives a crash course on Relationship Sales at Scale, a proprietary method that drives new business through relationship-based prospecting and outreach. Dan Englander is the host of The Digital Agency Growth Podcast and the CEO of Sales Schema, a fractional business team for marketing agencies and B2B companies. Since 2014, Sales Schema has used Relationship Sales at Scale to work with more than sixty organizations, generate millions in lifetime revenue, and create thousands of relationships between clients and decision-makers at mid to large companies such as Birchbox, Stripe, and Venmo.

Randy Baxter shares his knowledge and experience of building relationships that lead to a strong referral based business. His number one piece of advice: Don't Give Up!Mortgage Connects, an MGIC PodcastInsights and tips from top mortgage industry pros!Listen on: Apple Podcasts Spotify

In this week's episode we get to listen to Dan Englander who is the CEO and Founder of Sales Schema. Dan, who is a sales and marketing expert, shares his best tips on how to manage relationships sales at scale.  If you want to know more or get in touch with Dan, you can find more information in the links below:    https://www.linkedin.com/in/danenglander    https://www.salesschema.com/about/  

Dan Englander is the CEO and founder of Sales Schema, a fractional new business team for marketing agencies. He is also the host of The Digital Agency Growth Podcast and author of Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu. Mentioned in This Episode Breakthrough Advertising by Eugene Schwartz Sales Schema Webinar What You Will Learn: Dan's story (2:46) Challenges for B2B businesses in 2021 (4:57) Building relationships with the client Reaching to the top-of-funnel Platforms to use (12:34) Email outreach Using email to generate leads: the winning approach (16:07) Looking for connections (20:08) The right people, the right system Splitting up your time Get in touch with Dan (27:29) Dan Mentality - Quotes From the Show “It's about the degree of personalization” “De-risk the conversation” “It's about finding the right way to break in” “The inbox is like a big trade show” “People are the foundation for everything”

One of the most cost effective ways to grow your business is to build relationships with people in your community. Treating every customer like they are your friends and family. Now many companies may claim they do this, but in reality, it is all about the transaction, not long term value. There has been a glut of sales training focusing on "relationship sales process" but it just becomes another tactic. But what if you really executed on the idea? How could you develop your business to be the "go to" business for your product and service.  In this episode, Dusty Sutherland, military veteran, general sales manager and now head of sales shares his views on how he focused on building relationships in his town, through charity, being present in the community and always leading with a servant's heart.  He changed the way his community viewed car dealership employees.  Enjoy the conversation and don't forget to subscribe and share!!  About Dusty Sutherland A Kentucky native that grew up on a tobacco farm. He left the farm to serve for over 10 years in the US Navy as a Hospital Corpsman. A combat medic with Marine Corps infantry.  Developing a calmness under extreme circumstances and developing a mission first mentality transferred well to the car business where he was recently General Sales Manager. He believes Orienting goals and habits to better serve coworkers, the community and your business is key to empowerment and faith in any process. He currently is Global Sales Director for Cognition Digital. Connect with Dusty: https://bit.ly/3DuLrLE  About Glenn Pasch: "Everyone finds themselves in charge at some point in their lives. Yet many of us lack the skills to generate consistent results. My goal is to help you learn the skills to adapt and grow in your personal and business life.” Glenn Pasch is CEO of PCG Digital, a full service digital marketing agency that specializes in helping businesses create and deliver customers raving, recommending & returning for more. He is author of 2 books including "The Power of Connected Marketing" and has spoken and educated audiences throughout the US and internationally. Let's Connect: Linkedin: https://www.linkedin.com/in/glennpasch/​ Personal Website http://glennpasch.com/​ Company website: https://pcgdigital.com/

ABOUT THE GUEST: Dan Englander, CEO of Sales Schema  Dan Englander is a New York-based author and entrepreneur. As the first employee and Senior Account Manager, Dan helped launch IdeaRocket, the premier studio for high-quality animated explainer videos. He brought in business and managed productions for Fortune 500s and startups like Venmo.  He's the founder of Sales Schema, a site that helps companies win by melding sales and digital marketing. He's the author of "Mastering Account Management" and other business books. In addition, he teaches high-level online courses on B2B sales and marketing.  Previously, Dan was Account Coordinator at DXagency, where he increased digital exposure for clients like Monster Cable and Marc Ecko.  You can find Dan on LinkedIn here:  https://www.linkedin.com/in/danenglander/  ABOUT THE EPISODE:  “Sales is all about relationships” - it's an expression you hear all of the time from experienced salespeople, you know - those who seem to know better.  “We need to scale” - it's an expression you hear all of the time from business owners and other interested parties. If a business is growing fast, that's a very good thing and working on making it happen is an awfully smart place to focus.  But can the two ideas work together?  Intuitively not, which is why it's so intriguing to speak with Dan Englander about what he calls Relationship Sales at Scale. I'll let him articulate the ideas in the episode which he does well. If the concept is intriguing to you, you should definitely check it out!

Rick has had a long and outstanding sales and leadership career in Media Sales. He became motivated in sales early on listening and adopting a famous Zig Ziglar quote, "that you can have everything you want in life if you help enough other people get what they want." In our interview together Rick talks about building relationships and the importance of learning more about your client's business. Some of his key achievements while with Clipper Magazine: 2000 “Rookie Acct. Executive of The Year” 2004 “Rookie Area Sales Manager of The Year” 2007 – 2020 Top 20 Sales Volume Leader with annual volume of $750,000+ Consistently maintain between 100-125 active accounts annually Interested in speaking with us about having the Team here at "Ok Boomer Teach Me Sales" work with your sales team? Call us at 919-267-9871, email us at tom@bloomerassociates.com or visit our websites: Bloomer Associates https://bloomerassociates.com/ Ok Boomer Teach Me Sales https://okboomerteachmesales.com/ Have questions about our new sales course offerings? Social Selling for Ad Sales Pro's $197 Leadership Assessment & Development $297 Both 4 week programs include: Self-paced Video instruction. Easy to follow Workbooks, 1:1 video coaching sessions. Call 919-267-9871 or email us today at tom@bloomerassociates.com for more details or to register now --- Send in a voice message: https://podcasters.spotify.com/pod/show/okboomerteachmesales/message

Since Ashley recently went through integrating her Dynamics instance with LinkedIn, we decided to discuss the current capabilities of the integration (vastly improved!) and debate the value of both the integration and the Relationship Sales license in general. More information available at www.dynamicshotdish.com.

Fractional CMO, Author and LinkedIn Strategist Monte Clark joins this episode to talk about: His best food recommendation in the Kansas City area. Working on his business intentionally and treating LinkedIn as a Live networking event.  Knowing there's a plan from God and a foundation in life. Not having a One-sided conversation on Social media and building your own marketplace on it.  Engaging more authentically and how the more you give, the more it comes back to you. Being dependent on other people to be successful and deciding at some point to be more independent.  Transitioning from Graphic Design to Sales and believing in Relationship Sales.  Growing up a Pastor's kid and teaching himself technology. Having a unique relationship with God and holding on to authentic intentionality each day. Having 5 different companies fail and realizing the greatest learning comes from failure.  Facing bankruptcy and divorce that caused a crisis of faith and the decision he faced in it.  The dire need for authenticity.  Connect with Monte on Linked and Facebook or go to www.monteclark.com Watch this episode on YouTube: https://youtu.be/V89x79GL8Ew

Join this episode of the The Business Blind Spots Exposed Podcast with Bob Koncelik. In this episode we discuss the importance of connecting with your clients, relationship sales and data driven sales, why selling collectively is important for a business and many more.