The Digital Agency Growth Podcast

What separates the agencies that consistently get referrals from those that don’t? According to Audrey Kwan, it comes down to trust equity.In this conversation, Dan Englander talks with Audrey consultant, community builder, and founder of Agency Together about how agencies can get off the feast-or-famine sales rollercoaster by building strategic partnerships, clarifying their niche, and focusing on relationships that compound over time.Topics covered:Why “referral-ready” relationships are built on consistency, not chanceThe ROI of niching for insight, credibility, and collaborationHow small agencies can thrive without growing headcountWhat’s extending sales cycles and how trust shortens them“Growth projects” that drive visibility and long-term differentiationWhy clarity beats diversification, and how to evaluate your niche strategy with SWOT + PESTLEAudrey also shares her “Trust Equity Scorecard,” a free tool that helps agency leaders assess how well-positioned they are to grow through relationships.🔗 Get the scorecard: agencytogether.com/scorecard🎧 Subscribe to The Digital Agency Growth Podcast for more conversations like this, where we cut through gimmicks and focus on what actually drives growth in complex-service businesses.Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH AUDREY KWAN:LinkedInAgency TogetherAudrey Joy KwanCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Nick Petroski, from Promethean Research, specializes in helping digital agencies thrive amidst uncertainty. He discusses the decline of small agencies, the realistic role of AI, and the rise of contractors impacting profit margins. Petroski emphasizes the necessity of specialization and how GLP-1 drugs like Ozempic may disrupt adjacent markets. He shares insights on behavior changes in health and wellness, urging agency founders to adapt to these shifts and build resilience for future success.

What do you do when referrals dry up and the market gets shaky?In this solo episode, Dan Englander breaks down the key takeaways from his recent workshop: Implementing a Business Development System That Stands Up to Uncertainty.You’ll learn:Why reactive sales keeps you stuck in volatilityHow to shift to a proactive system that builds momentumThe 3 mindset shifts every agency needs for consistent growthA practical KPI framework to build sales habits (not just reports)How to define your ICPs without overcomplicating thingsA smarter way to run referral campaigns—no awkward asksThis episode is packed with timeless strategies, no fluff—just actionable systems for growing your agency in unpredictable times. Want the complete Workshop?  including tools and slides.  Go here

We're bringing back one of our most valuable episodes  a conversation that’s just as relevant today as when it first aired. The agency world has seen plenty of change in recent years. But with that change comes opportunity — for evolution, adaptation, and leadership. In this episode, Drew McLellan joins us to talk about the current state of the agency landscape in 2024, the importance of thought leadership, and how to build real trust with clients long before the sale.Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode, Dan and Drew discuss:Why trust starts long before the sales conversationWhat it really takes to grow your agency sustainablyHow to position your agency as a true thought leaderWhere AI adds value (and where it doesn’t)Drew McLellan has worked in advertising for over 30 years. He runs McLellan Marketing Group and Agency Management Institute (AMI), where he helps thousands of small and mid-sized agencies grow smarter and stronger every year.Whether you missed this episode the first time or just need a refresher, we’re excited to bring it back. If you enjoy it, don’t forget to follow, rate, and review the podcast  and share your biggest takeaway with us. Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH DREW MCLELLAN:Agency Management InstituteLinkedInX (formerly Twitter)WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

In a world of economic uncertainty, shrinking budgets, and longer sales cycles, how do smart agencies continue to grow? Jon Tsourakis, Co-Founder of Oyova, reveals how embracing discomfort, staying authentic, and focusing on fundamentals can transform your agency’s performance even in the hardest times. Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Jon Tsourakis breaks down how agencies can stay competitive by embracing adaptability, simplifying operations, and focusing on what truly drives growth in uncertain times. He shares actionable insights on refining your service offering, building stronger client relationships, and creating a resilient agency model that thrives despite market challenges.Tune in to learn:Why resisting comfort is key to successHow to adapt your biz dev strategy when outbound stops workingThe balance between automation and human connectionLessons from rejection and how to stay in "performance mode"Whether you're battling slow sales or looking to future-proof your agency, this conversation is packed with actionable insights.CONNECT WITH JON TSOURAKISLinkedInOYOVACONNECT WITH DAN ENGLANDER:LinkedInSales Schema

David Brecount, CEO and co-founder of US Digital Partners, shares insights from over 22 years of agency experience. He discusses why his agency transitioned from project-based work to retainers, emphasizing consistency and long-term relationships. Brecount highlights the need for genuine human connections in a busy, AI-driven world and reveals strategies for selling strategy, not just deliverables. He also examines how adapting to economic uncertainty requires embracing technology while fostering client trust.

In this special episode of The Digital Agency Growth Podcast, we’re featuring Dan Englander's recent guest appearance on the Revenue Rehab podcast with Brandi Starr.Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.Dan, founder of Sales Schema and host of this show, dives into the challenges agencies face in today’s low-trust, high-noise landscape. He and Brandi explore why traditional outbound strategies are breaking down, how to rethink your sales approach to win trust faster, and how to build systems that scale without losing the human touch.This conversation is packed with real examples, strategic frameworks, and practical advice to help agency leaders sell complex services more effectively in 2025 and beyond.In This Episode, You’ll Learn:Why response rates are dropping—and how to adapt your strategyHow to identify “relationship triggers” and use them to book more meetingsThe downside of over-automation and what to do insteadHow agencies can de-risk outreach in low-trust environmentsThe key roles your team needs to scale personalized outreachThank 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/ and our Video training at http://salesschema.com/takecharge CONNECT WITH BRANDI STARR:LinkedInTegritaRevenue Rehab CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Many agencies focus heavily on new business, chasing logos and cold leads—while the biggest growth opportunity is already in front of them. In this episode of The Digital Agency Growth Podcast, Dan Englander is joined by Matt Pensinger, founder of Accelerate Advisors and former EVP at Jack Morton, to talk about how agencies can stop leaving money on the table and start expanding inside existing accounts.Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.Drawing from over a decade of experience working with major brands like McDonald’s, P&G, and Diageo, Matt shares how agency leaders can build deeper relationships, navigate client-side politics, and turn trust into long-term revenue. You’ll also learn why in-housing doesn't have to mean losing the account, how to build a win-back campaign, and what separates the agencies that stay top-of-mind from the ones that don’t.This week’s episode is all about building client trust, navigating internal change, and unlocking untapped growth within your current book of business. In this episode, Dan and Matt discuss the following:Why agencies over-prioritize new business and overlook their biggest assetThe importance of relationship mapping inside complex client organizationsWhat to do when your point of contact leaves the companyWhen churn is actually a good thingHow to re-engage lapsed clients with a win-back strategyWhy origin stories and strategic perspective matter in pitchesHow to have better conversations around in-housing and agency valueThank 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/ and our Video training at http://salesschema.com/takecharge CONNECT WITH MATT PENSINGER:LinkedInJack Morton WorldwideCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Brandon Leibowitz, founder of SEO Optimizers, has nearly two decades of experience in digital marketing. He discusses the transformative impact of AI on SEO, the critical role of schema in enhancing visibility, and the balance between AI and human creativity. Brandon shares his journey from agency work to entrepreneurship, highlighting the importance of adaptability in changing marketplaces. He offers practical tips for business growth, including effective delegation and developing robust systems to thrive amid rapid industry evolution.

As an agency owner or B2B service provider, navigating today’s rapidly shifting buyer behavior can feel challenging. In this episode of The Digital Agency Growth Podcast, Dan Englander joins Nikki Rausch on The Sales Maven Podcast for a dynamic conversation on the trust recession and how businesses can adapt to succeed in 2025 and beyond.Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan shares the importance of having a clear vision and understanding long-term goals in order to make informed decisions, seek the right partnerships, and stay ahead of shifting trends.In this episode, Dan and Nikki discuss:The evolution from scaling-focused goals to exit-focused planning.How disillusionment in the market has created a trust recession.Why businesses need to leverage scarcity and authentic connections.The role of secret languages and industry terminology in sales.How to future-proof your sales process and stand out.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast. Share your key takeaways with us!Connect with Nikki Rausch:LinkedInSales Maven Sales Maven PodcastConnect with Dan Englander:LinkedInSales Schema