In this episode, I sat down with the Happy Clients Podcast to talk about what’s working in agency sales right now, without the cringe, without the outdated playbooks, and without turning you into a full-time cold caller.
Most agencies can sell for their clients all day, but when it comes to their growth, things can get messy.
I’ve spent the better part of a decade helping agencies stop relying on “hope and referrals” and start building sales systems that work.
⏱ Timestamps
00:00 – The “spare-time sales” trap
00:29 – Why this matters for client-facing pros
01:19 – My path into agency sales
02:20 – The scaling pain you don’t see coming
04:41 – When referrals run dry
06:10 – Inbound vs outbound today
07:04 – The trust-first approach
09:23 – Making referrals predictable
11:48 – Why cold outreach is harder now
14:13 – Accountability in sales
16:32 – Quick wins with clarity and focus
18:53 – Opportunities hiding in plain sight
20:10 – Where to find me + my book
✨ Key Points
- Why loading sales onto busy account managers fails.
- How to turn your network into a steady pipeline.
- The simple way to make introductions effortless.
- Why agencies should own sales instead of outsourcing it.
- How clarity on your ideal client changes everything.
🔗 Book a strategy call with Dan: Relationship Sales at Scale™
Checked the podcast on @dotandcompany
