The Digital Agency Growth Podcast

Most people have an issue with thinking of themselves as a salesperson. Yet, every one of us is a salesperson. We are always marketing and selling ourselves. You make friendships, you network with people. You sell your passion and personage through conversation. That is you. But if you are someone who now has to sell a product or service, you need to come to terms that you are a salesperson, and that’s not a bad thing. This week, episode 156 of The Digital Agency Growth Podcast is about sales training and entrepreneurship over decades! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Michael share the importance of practicing different methods of selling to become an expert in the science of selling.Michael Gansl is a hands-on entrepreneur and "The Seasoned Voice of Reason℠" specializing in working with “The Accidental Business Owner ℠” and with teams of individual contributors to implement business development and revenue growth opportunities. With over 30 years of experience, Michael is an expert in growing companies, problem-solving across marketing, sales, and operations, and understanding what business owners need to do to achieve success.In this episode, Dan and Michael Gansl discuss the following:The most important quality to look for in sales talent.What building a sales team looked like historically, and what can be learned from that experience.How to think about sales KPIs and quotas that inspire the team to move in the right direction. Effectively communicating with the individuals you sell to and being confident in that.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 MICHAEL GANSL:LinkedInVoice of Reason ConsultingMind Your Own Business Video PodcastCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:The Lean Methodology (book)

In a world where social and search are dominated by platforms that don’t always make our lives easy, our guest has looked for a way to bring those marketing tools into a more analog channel like direct mail. This week, episode 155 of The Digital Agency Growth Podcast is about digitizing direct mail and the power of being mission-driven! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Dave Fink share the importance of storytelling, brand development, quality product and services, and understanding your customers when you are marketing, no matter if it’s using Facebook ads or sending direct mail.Dave Fink thinks the best-kept secret in marketing is hiding where you least expect it — your mailbox. Over a 20-year career, he’s generated hundreds of millions of dollars in ad revenue, powered viral sensations like Dollar Shave Club, and helped launch celebrity startups for Jessica Simpson, Mary-Kate and Ashley Olsen, and Kate Bosworth. Now, as founder and CEO of Postie, he’s out to reinvent direct mail marketing for a digital world.In this episode, Dan and Dave Fink discuss the following:The pros of using direct mail over running ads on platforms that underperform.Being an early-stage partner with Dollar Shave Club.The value and meaning of building a mission-based business.Virality and what it meant 10+ years ago, what it means now, and what it can mean for your clients.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 DAVE FINK:LinkedInPostieCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Working Backwards

Vetting, interviewing, and hiring new employees is a ton of work. It’s important that you find someone who not only fits your company culture but also works well with the tasks and working environment you’ll be placing them in. Finding the right people to fill open roles is the key. This week, episode 154 of The Digital Agency Growth Podcast is about building an employee pipeline! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Andrea MacKenzie share the importance of having a pipeline of potential employees and actionable steps you can take right now to make sure future employees align with your company and values. Andrea MacKenzie helps companies to hire, build, and lead teams so they can improve their business growth and workplace well-being through her company Lead With Harmony. She works with growth-oriented small business owners along with executives to achieve higher performance and stronger leadership while lowering stress. She combines her 20+ years experience in corporate roles and consulting with her unique approach to serve her clients, which span from small businesses to Fortune 500s across almost every business function. In this episode, Dan and Andrea discuss the following:The Kolby process to understand a new employee’s working personality. Common mistakes business owners make during the hiring process.The value of gut feeling and where it should live What to do to build a candidate pipeline and get rid of the urgency bias that tanks effective hiring.Don’t forget to check the show notes for access to your FREE Delegation Visualization Guided Audio to help you unlock what’s possible when you stop managing and start delegating!  Use this guided audio and the companion worksheets to tap into your desire to let go, get back your time, and grow... through delegation!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 ANDREA MACKENZIE:LinkedInFacebookTwitterInstagramLead With HarmonyTeam Success Bi-Monthy BlogFREE with Special Code ($37 Value) Delegation Visualization Guided Audio - use promo code SALESSCHEMAFREE Job Advertisement ChecklistCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Working Backwards Book

Project management ties into many different parts of running a business, such as sales, operations, pricing, capacity, and more. If a project is not clearly outlined or systematized, it can be problematic for everyone involved. It ends up taking more time than anticipated and costing revenue. This week, episode 153 of The Digital Agency Growth Podcast is about how to train effective project managers! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Rachel Gertz share the importance of project management in managing expectations for different teams. They also discuss actionable steps you can take right now toward democratic project management. Rachel Gertz is CEO and Dig­i­tal PM Train­er at Loud­er Than Ten. She trains tech work­ers how to trans­form their com­pa­nies through demo­c­ra­t­ic project man­age­ment. Rachel helps com­pa­nies track project num­bers that real­ly mat­ter and how to turn blocks into oppor­tu­ni­ties to build strong rela­tion­ships with their teams, cus­tomers, and clients. Her mis­sion at Loud­er Than Ten is to give back pow­er to the peo­ple lead­ing their projects so they can end hustle culture.In this episode, Dan and Rachel discuss the following:The human element of project management that tends to be overlooked.How to incentivize the best performance and retain employees longer.The evolution of digital project management and what the future will hold.Over-optimizing for one metric at the expense of another and how that can hurt us.Bridging the gap to understanding the necessity of a project manager.Don’t forget to listen in for Rachel’s live reactions and strategies for current project management issues Dan’s seeing right now.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 GERTZ:WebsiteTwitterInstagramLinkedInLouder Than TenCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Episode with Nancy Lyons

Generally, the value of someone’s network ends up being around $2-3 Million. Once they get to that point, they’ve typically tapped out everyone they know and who those people might know. They’ve reached the point where their revenue isn’t going any further unless they build a commercialized sales team. Of course, there are exceptions, but that’s what our guest this week has generally seen. This week, episode 152 of The Digital Agency Growth Podcast is about scale, sales process, and growing during a recession! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Dan Morris share the importance of knowing when you are the bottleneck of your business and how to visualize what it would look like with you not involved every day. They also chat about actionable steps you can take right now to gather data to ensure you are making the best decisions for your business. Dan Morris is an investor, advisor, and B2B growth expert with a mission to leverage his experience to impact 1000 businesses positively by 2025. Helping companies to succeed in volatile markets, increasing profitability from existing strategies, and helping CEOs take positive steps forward to grow their business is where Dan’s expertise is focused.Following his early agency experiences, he built and ran a second content marketing agency serving SMBs, and grew it to 60+ team members and multi-million dollar top-line revenue as CEO, before starting Mindracer Consulting. As Managing Partner at Mindracer Consulting. He and his team of collective partners work with B2B CEOs in services and SaaS companies to help with their Go To Market, Making Processes Repeatable, and Growth strategies. In this episode, Dan and Dan Morris discuss the following:Building a sales team and the importance of effective sales training.A prioritization matrix for determining the vertices and areas you want to go after.How you can succeed during a recession and how that can affect your positioning (if it does at all).Understanding where your business fits in the lifecycle of another 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!CONNECT WITH DAN MORRIS:LinkedInMindracer ConsultingCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Lead nurturing can be anything from creating a podcast to writing blog articles. In the case of our guest today, there’s more of a constraint on lead nurturing using software, which results in sales.  This week, episode 151 of The Digital Agency Growth Podcast is about lead nurturing that actually works! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jason Kramer share the importance of finding a process for effectively nurturing prospective buyers into customers. They also discuss some actionable steps you can take right now to connect the dots between marketing and sales. Jason Kramer, founder of Cultivize started his marketing career as a designer working with agencies in NYC in the early 2000s. He started his first company in 2002 and helped hundreds of small businesses get on the map with his branding and web development expertise. In 2018, he formed his 2nd company, Cultivize to help established B2B organizations leverage lead nurturing strategy and technology to convert leads into paying customers. His direct clients and agency consulting clients, call him the Yoda of CRM strategy, especially when it comes to harnessing the power of the integrated CRM, Marketing Automation, and Sales Platform, called SharpSpring. Jason lives in the Hudson Valley, NY has been married for 15 years, and has 2 children with a passion for music, theater, kickboxing, and anything Disney.In this episode, Dan and Jason discuss the following:Connecting the dots between marketing and sales.The process of planning and strategizing the use of automation on the sales and marketing sides of the business.What SharpSpring is and the pros and cons of the tool.Ways for you to improve your lead nurture, so you don’t miss out on the sale. How lead nurturing takes the lead generating a step further in getting results for your clients as marketing agencies. The importance of human interaction when nurturing your leads.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 JASON KRAMER:LinkedInCultivizePlaybookEmail Analysis (Limited Free Offer)Email Analysis - $150 Offer CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

The old way of selling just doesn’t cut it anymore. People are more skeptical, and it can be harder to determine what to say to move the sale forward. This week’s guest has a unique perspective that shakes up what you know about sales. Episode 150 of The Digital Agency Growth Podcast is about selling to skeptical buyers! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jeremy Miner share the importance of setting up sales calls correctly and actionable steps you can take right now to disarm the skeptical buyer. Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021.  He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and a host of other publications.For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet. During his 17-year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer out of more than 100 million salespeople - selling anything worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures EVERY year.Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University. Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation— co-authored by Jerry Acuff —CEO of Delta Point, is being published Fall of 2022.In this episode, Dan and Jeremy Miner discuss the following:Learning to work with human behavior rather than triggering sales resistance. The three forms of persuasion and how they can impact your sales ability.The ABD’s of Selling and why that works best in B2B salesWhen you have a tried and true sales process, you’re more likely to land the sale.Resistance to sales training at large and why it tends to happen.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 JEREMY MINER:LinkedInYouTubeInstagramWebsitePodcastSales Revolution ProCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

As agency owners, it’s easy to attribute our personality traits to how we grew up and the decisions we made along our career paths. Those things influence how we show up as leaders for our team and the work our companies do. This week’s guest attributes a lot of his success as an agency owner to his childhood and a deep desire to have flexibility and freedom in his life. This week, episode 149 of The Digital Agency Growth Podcast is about how Andrew Morgans built a 37-person Amazon agency! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Andrew Morgans share the evolution of eCommerce on platforms like Amazon and eBay. Andrew is the Founder and CEO of Marknology, Landlocked Clothing, AKCO Properties, and Co-owns waggedy®. Marknology is a full-service Amazon Brand Accelerator with a proven selling system for launching products on all eCommerce platforms with remarkable results. Marknology has managed over 200 Million in sales on Amazon alone.In this episode, Dan and Drew discuss the following:How growing up with missionary parents prepared Drew for becoming an entrepreneur.The past, present, and future of eCommerce.Why finding an Amazon specialist isn’t the best course of action and what to do instead.The shift in dropshipping and why brands have moved away from that.What it takes to train your team from scratch when they don’t have prior experience.Where the Amazon space is headed and where agencies fit into that.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 ANDREW MORGANS:LinkedInInstagramMarknologyCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Jab, Jab, Jab, Right Hook by Gary VaynerchukThe Body Keeps the ScoreExtreme Ownership

It seems like there’s a missed alignment of the level of sophistication needed at the top of the sales funnel, especially when you are talking about complex and competitive industries. Your sales team is there to support that, but hiring and training the right person can feel daunting. This week, episode 148 of The Digital Agency Growth Podcast is about ramping up new salespeople! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Merrick Calmer share the importance of hiring and training your sales team intentionally. We also chat about how you can very practically set up the members of your sales team for succes s. Merrick is the Co-Founder of HireTraining, a Sales & Recruiting Bootcamp. The mission is to find and train people seeking an entry-level sales or recruiting position. While they are learning the skills they need to succeed in their career, HireTraining will be finding their first opportunity for them. Merrick is also the Chief Revenue Officer for NBGS USA, which operates an FDA Registered Facility and is a contract manufacturer, labeler, and supplier of medical products and personal care products.In this episode, Dan and  discuss the following:The foundational viability of sales as a long-term career. Why things are getting more difficult at the top of the sales funnel and why SDRs should be paid moreThe reason why most sales training doesn’t focus enough on the ideal customer profiles (ICP).What metrics we should be looking at as agency leaders and holding our team to them. Even if you are training a mid-career salesperson or you yourself are the closer, there’s still a lot of value you can get from this conversation. 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  MERRICK CALMER:LinkedInHireTrainingCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Podcasts are just a really great way for someone who wants to get more earned media but maybe cannot get into a Forbes or Fast Company. It's lower pressure and conversational. This week's episode of The Digital Agency Growth Podcast is about landing B2B podcast placements! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Shelby Janner share the importance of getting visible through podcast guesting and actionable steps you can take right now to pitch to be on B2B podcasts that make sense for your goals and brand. Shelby Janner is a public relations expert and strategic communicator recently stepping into an executive role at Zilker Media, an Austin-based agency focused on building people-driven brands. Shelby supervises all client activities in the publicity department to ensure delivery and success for the desired business objectives and ROI. Utilizing her expertise in strategy and vision, Shelby is passionate about ensuring clients understand the importance and value of publicity as it pertains to their current and future marketing goals.In this episode, Dan and Shelby Janner discuss the following:Harnessing the power of podcasts to boost your influence and raise the visibility of your organization.Podcasting as a bigger place to get media placementsHow podcasting is networking, content, and helpful in creating strategic partnerships.Practical steps on how to DIY your own publicity through pitching yourself to be a guest on podcasts.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 SHELBY JANNER:TwitterLinkedInZilker MediaCONNECT WITH DAN ENGLANDER:LinkedInSales Schema