058 Dave Scilabro: Niching In Your Service

May 27, 2025

In this engaging discussion, Dave Scilabro, founder of Harvest ROI, shares his expertise in transforming CRMs into revenue powerhouses. He delves into the pitfalls of bad data that lead to team disengagement and emphasizes the role of emotional intelligence in client adoption. Listeners gain insights into mastering lead management tailored to unique business processes, the importance of operational alignment, and adapting to ever-changing marketing tools. Scilabro also highlights the need for continuous learning and adaptability in the evolving landscape of agency management.

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INSIGHT

Lead Qualification Trumps Top Funnel

Most companies don't struggle with top funnel but with lead qualification and sales handoff processes.
The operational processes after lead capture are where many businesses fall down and lose revenue.

ADVICE

Prioritize CRM Data Architecture

Start CRM optimization with data architecture to enable actionable decisions.
Streamline lead qualification and routing to ensure efficient handoff to the right sales reps.

INSIGHT

Niching Enables Standout Agency Edge

Niching into operational alignment of CRM surpassed general demand generation for client impact.
Industry agnosticism allows cross-pollination of processes for a competitive edge.

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Hey everyone, today I’m joined by Dave Scilabro.

Dave is the founder of Harvest ROI, a RevOps agency that specializes in helping companies turn their CRM into a revenue-generating machine—not a black hole of leads, chaos, and complexity.

I wanted to talk to Dave to break down why so many companies waste their HubSpot investment, and how Dave's team approaches CRM architecture, operational alignment, and long-term revenue enablement like engineers.

In this episode, we discuss:

Why bad data leads to total team disengagement (and how to stop the snowball)
The importance of team-wide EQ in unlocking client adoption
How they build long-term retainers by tying CRM work to quarterly revenue goals
and more...

You can connect with Dave on LinkedIn or at HarvestROI.com.

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