The Digital Agency Growth Podcast

Sales cycles are getting shorter, and with that comes more strain to get more leads in the pipeline. Referrals and professional introductions are one of the best ways to do this, and can make the difference between closing the deal and an unread email. Today’s guest, David Rush, is here to talk about his referral engine SmallWorld and how nurturing your professional relationships makes all the difference. This week, episode 178 of The Digital Agency Growth Podcast is about building a software-empowered referral engine!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, David Rush shares the importance of building trust in business relationships and actionable steps you can take right now to start making introductions and connections for stronger lead generation.David Rush is the founder and CEO of SmallWorld, a relationship activation platform that fuels the entire relationship life cycle to unlock more successful introductions and referrals. An experienced entrepreneur and SaaS go-to-market leader, David has built and led growth teams to successful exits multiple times throughout his career. Previously, he was the founder and CEO of Earshot, a social media listening platform for major enterprise brands. David also served as CRO of DialogTech where he led a team of 80+ sales, customer success, channel, and service professionals to drive commercial growth and retention.In this episode, Dan and David discuss the following:The compression of the sales cycle and what that means for an agency’s selling approach.Streamlining and organizing the referrals and relationships in a company’s network.How SmallWorld adapts to your comfort level of sharing professional contacts.What you should prepare when asking someone else to make an introduction for you.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 DAVID RUSHLinkedInSmallWorld.aiCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Selling an agency doesn’t happen overnight. Neither does figuring out what happens after the sale. Today, Kelly Campbell takes us through their journey of selling their agency and helping many other agencies scale their own. This week, episode 177 of The Digital Agency Growth Podcast is about the journey from selling an agency to scaling dozens of them!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Kelly Campbell shares the importance of positioning your agency and actionable steps you can take right now to sustainably scale your agency. Kelly Campbell is an inspiring speaker on trauma, leadership and consciousness. She is a Conscious Leadership Coach to high-impact leaders. Their holistic approach draws on two decades of experience as the empathetic founder of a cause marketing agency, as an ICF certified trauma-informed coach, and studies in Buddhist psychology, contemplative science, and inner child / shadow work. They are a wise curator, deep connector, and the founder of Consciousness Leaders.In this episode, Dan and Kelly discuss the following:Doing your due diligence, even during a quick acquisition process.Selling your agency might not bring you immediate happiness.When to hire in-house versus when to work with a partner for certain services.Kelly’s insight on when to scale your agency. 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 KELLY CAMPBELL:LinkedInWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

IT services are often an afterthought for agency owners, especially small to medium organizations. But having reliable, professional IT is for more than just fixing a broken laptop or resetting a password. Good IT can also keep your organization running smoothly and looking professional to clients and potential employees. This week, episode 176 of The Digital Agency Growth Podcast is about how IT can optimize your organization!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Georg Dauterman shares the importance of reliable IT services and actionable steps you can take right now to protect your agency’s data from cyber attacks.Georg Dauterman is the founder and president of Valiant Technology in New York City. Georg has been working in IT for over 20 years, emphasizing creative organizations such as PR firms and ad agencies. He aims to assist organizations in leveraging technology to accomplish their mission while providing guidance on cybersecurity and technology risk management.In this episode, Dan and Georg discuss the following:ChatGPT and its role as a tool after the hype has dissipated.The importance of critical thinking and how creative people often make the best technologists.How optimized IT and technology make your agency run more efficiently and appeal to clients and employees alike.Minimizing the risk of a cyber attack with good IT support and protocols.As Georg mentions in the episode, cyber security is as important to your agency as an attorney or an accountant. Investing in IT is investing in the future of 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!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/CONNECT WITH GEORG DAUTERMAN:Valiant TechnologyLinkedInYouTubeCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

ChatGPT recently took the world by storm, and it seems to be popping up everywhere. With so many tools now available, how is the wide availability of AI generated content going to change the agency space?  This week, episode 175 of The Digital Agency Growth Podcast is about content, ChatGPT, and what it means for your agency!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Konrad Sanders shares the importance of having a unified brand voice through all of your agency’s copy, and actionable steps you can take right now to start learning about AI tools.Konrad Sanders runs a charming team of strategic word-slingers, known as The Creative Copywriter. They’re a fast-growing content strategy and copywriting agency that blend art with science to help bold brands sell more stuff. His mission? To break the boundaries of corporate dullness. And help companies pierce through the noise with ‘real talk’, ‘word science’ and calculated creativity. In this episode, Dan and Konrad discuss the following:Building an agency based on keyword research.The Creative Copywriter’s 13 Lenses framework.How copywriting has changed over time, and what elements have stayed the same.ChatGPT isn’t going to take over copywriting, but could make a good companion toolThank 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 KONRAD SANDERS:LinkedInWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Wordtune SpicesWriter

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

Amazon is a massive success in part because of its principle of ‘working backwards’. Starting with the customer and working backwards to the technology has been Amazon’s core belief since the beginning, and is key to how the company operates. This week, episode 173 of The Digital Agency Growth Podcast is about working backwards: both the methodology and the book written by Colin and his co-author Bill Carr.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Colin Bryar shares the importance of not being afraid to fail to innovate and actionable steps you can take right now to improve your hiring process based on your leadership principles. Colin Bryar co-authored Working Backwards: Insights, Stories, and Secrets from Inside Amazon, a first-person account of how Amazon created and implemented the principles and processes that have made it successful. Colin spent 12 years at Amazon where he earned the moniker “Jeff’s Shadow”, after working alongside Bezos attending meetings, traveling with, and discussing work and life as his Technical Advisor. Colin has served as COO of IMDb and RedMart, and is co-founder of Working Backwards, LLC where we help companies learn how to work backwards. In this episode, Dan and Colin discuss the following:Single-threaded leadership and what that means.The bar-raiser process for hiring, how it worked at Amazon, and how it can work for your agency.The importance of measuring inputs, not outputs.What really makes Jeff Bezos different than anyone who has worked alongside him.Don’t forget to check out Working Backward: Insights, Stories, and Secrets from Inside Amazon and let us know your thoughts on the book.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 COLIN:Working BackwardsLinkedInTwitterCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

There's no doubt that having a strong brand is essential for any agency. But what's often overlooked is the importance of having a well-thought-out brand architecture. In this episode, we'll explore what brand architecture is and why it's so important. We'll also provide some tips on how to create an effective brand architecture for your agency.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Lindsay Shearer shares the importance of niching down to be noticed and actionable steps you can take right now to utilize Pinterest to the fullest extent for your business. Lindsay Shearer is the CEO of Pins 4 Profit + BrandRanx Media + Bankable Digital Agency. Lindsay’s team focus is on running large volume of Pinterest Ads + Organic & mixed with a cross channel SEO strategy for ecom brands. With a background in using digital marketing for mergers & acquisitions & private equity, Lindsay’s team has helped hundreds of brands reach massive growth & scale. Each year she is spending over $35M+ profitably for clients and addicted to the results!In this episode, Dan and Lindsay discuss the following:Building the brand architecture of your agency.How Pinterest is still a mostly untapped market for brand advertising.Defining recurring revenue and how recurring revenue looks different for every agency.Looking at client retention for the ecommerce brand.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 LINDSAY:WebsiteInstagramPinterestLinkedInCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

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

There’s no questioning that Amazon is a rapidly growing force to be reckoned with, and today’s guest shares insight on the past, present, and future of the company and how her experience working there shaped her to advance in her current role. This week, episode 170 of The Digital Agency Growth Podcast is about the early days at Amazon, building and selling an agency, and the murky world of Amazon CRO. Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, guest Rachel Johnson Greer shares her experience being part of Amazon during a phase of massive growth for the company and how she used this experience and earned skills to grow and sell her next venture ultimately ending up working in her zone of genius. Rachel Johnson Greer is a global Amazon Marketplace strategist specializing in conversion rate optimization and brand awareness. Rachel has founded companies that reached both multi-six-figure and multi-seven-figure growth in under three years. Cascadia Seller Solutions, the Amazon full-service agency Rachel founded in 2015, was acquired by Avenue7Media in 2022. Rachel is frequently sought out by the media and has appeared on the Today Show, CNBC, Business Insider, The Wall Street Journal, and Bloomberg.In this episode, Dan and Rachel discuss the following:How taking the leap into challenging roles shaped how Rachel approached every problem in her life. The two factors that set Amazon apart from similar companies. Using your network to make your next career pivot. How Rachel managed to grow (& sell) her next venture quickly. Amazon’s fast-paced environment proves to be both a benefit and a hindrance to its employees. How Amazon is changing the marketing game for brands selling on their platform. 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 JOHNSON GREER:WebsiteLinkedInStay tuned for the release of her book!CONNECT 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