The Digital Agency Growth Podcast

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

As an agency owner, it’s easy to focus on lead generation and ignore what happens after someone enters your funnel. But neglecting the middle of the funnel could be the biggest mistake that's costing you clients. Brandi Starr, COO at Tegrita and host of the Revenue Rehab podcast, joins us this week to share how agencies can fix this common gap and build stronger sales pipelines.With over 20 years of experience working with B2B companies, Brandi shares how agencies can better align sales and marketing, optimize their client journey, and finally stop losing prospects in the middle of the funnel.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, Brandi Starr shares insights on the role of middle-of-funnel marketing, how to define “sales-ready” leads, and why so many agencies struggle to move prospects from interest to action. She also explains what CMOs are really looking for when working with agency partners. Brandi is the COO at Tegrita, a consultancy that helps companies unlock the power of email marketing, and she’s been named one of the Top 50 Women in MarTech. She also hosts the Revenue Rehab podcast, where she explores the tough conversations marketing leaders need to have.In This Episode, Dan and Brandi Discuss:The middle-of-funnel mistake that’s costing agencies clients — and how to fix itWhy agencies struggle to move leads from interest to sale — and how to change thatWhat CMOs and marketing leaders really want from agencies todayHow to align sales and marketing around a true "sales-ready" definitionWhy focusing only on lead generation isn’t enough — and how to build trust that closes dealsThank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast — and let me know your key takeaways!CONNECT WITH BRANDI STARR:LinkedInTegritaRevenue Rehab CONNECT WITH DAN ENGLANDER:LinkedInSales Schema 

As an agency owner, have you ever stopped doing something that used to work — even though you knew it was effective? You’re not alone. In this solo episode, Dan Englander, CEO of Sales Schema, shares hard truths about why agencies unintentionally sabotage their own growth, from drifting away from proven processes to falling into the trap of over-optimizing for “buyers” instead of building real relationships.Dan combines some of his most popular LinkedIn insights into a single episode, giving you a frank, behind-the-scenes look at what’s working and what’s not for agency business development in 2025.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 covers:Why agency owners drift away from successful strategies — and how to course correctThe dangers of relying too heavily on referrals and reactive salesWhy specialization isn’t static — and how niches keep evolvingHow to break through “head trash” and false assumptions that block new businessThe truth about outbound KPIs and why just one conversation per day can transform your agencyThe biggest mistake agencies make with intent data — and how to fix itWhat agencies can learn from rock bands, jiu-jitsu, and even elite marathon runnersThank 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 DAN ENGLANDER:LinkedInSales Schema 

As an agency owner, it’s easy to feel overwhelmed by financial uncertainty, longer sales cycles, and unpredictable revenue. Ryan Watson, Partner at Upsourced Accounting, joins us this week to share key financial strategies agencies need to stay profitable and sustainable. With deep expertise in outsourced finance and CFO advisory, Ryan breaks down how agencies can navigate financial turbulence and position themselves for long-term success.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, Ryan Watson shares insights into financial trends, revenue challenges, and the biggest profitability mistakes agencies are making today. He also highlights the key strategies that separate thriving agencies from those struggling to stay afloat.Ryan is the Partner at Upsourced Accounting, a firm specializing in outsourced finance and CFO advisory for agencies. With years of experience working with creative and digital businesses, he helps agencies optimize their financial strategies to achieve scalable growth.In This Episode, Dan and Ryan Discuss:The balance between standardizing financial processes and preserving agency flexibilityThe biggest financial mistakes agencies make (and how to fix them)How longer sales cycles and economic uncertainty are impacting agency growthThe importance of repeatable revenue streams for long-term financial stabilityHow founders should approach financial decision-making and profitability optimizationThank 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 RYAN WATSON:LinkedInUpsourced Upsourced YoutubeCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.