We can’t always rely on referrals and personal networks to answer this question: Where will the new business come from?

In this episode, I interview Dan Englander, Founder at Sales Schema, about cultivating a business development mindset.

What we talked about:

- Don’t hire a salesperson before your agency is ready

- How specialization will serve you best (even during the pandemic)

- Steps for avoiding self-centeredness in your messaging

- If you can’t sell, teach; if you can’t teach, listen

Check out these resources we mentioned during the podcast:

- Sales Schema’s podcast: Digital Agency Growth

- How to adapt your messaging for a crisis: salesschema.com/crisisprospecting

- Andrew Chen’s “Law of Shitty Clickthroughs” article

89: Positive Habits of the Business Development Mindset