The Digital Agency Growth Podcast

All too often, agencies rely too heavily on referrals to scale their business. Without spending time defining your brand and creating a sales process built on stories and relatability, growing your agency will be more complicated than it needs to be. My old friend Kalle Mobeck is here today to talk about how you can improve your sales process, scale your agency more quickly, and more. This week, episode 201 of The Digital Agency Growth Podcast is about scaling an agency to $10M in four years, a storytelling-based sales process, and the AI-marketing revolution!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Kalle Mobeck shares the importance of leveraging existing networks when hiring for an agency and actionable steps you can take right now to build rapport with perspective clients using storytelling. Kalle Mobeck is the Sales Director at one of the most impactful performance marketing agencies called Twigeo. Before that, he was the CEO of the agency Relatable which grew from 0 to 10M dollars in revenue in 4 years (bootstrapped). Today he shares his knowledge as a commercial advisor for agencies & martech companies.In this episode, Dan and Kalle discuss the following:Hiring great people with a shared vision is key to success, especially when bootstrapping.The room for innovation in the influencer space, particularly in the measurement and use of AI.AI in marketing and its potential for profitability.The importance of storytelling in pitches, rather than relying solely on slides and data.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH KALLE MOBECK:LinkedInX (formerly Twitter)TwigeoCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

There’s a stark difference between a top-performing salesperson and an elite salesperson. The difference? Thorough, professional preparation to separate your sales pitch and discovery call from the others your prospective client is likely hearing. Paul M. Caffrey, the Sales Preparation Expert, is here to talk about how you can position yourself as an elite salesperson. This week, episode 200 of The Digital Agency Growth Podcast is about sales preparation and improving your close rate!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Paul M. Caffrey shares the importance of preparation before sales calls and actionable steps you can take right now to get ready for your next sales call.The Sales Preparation Expert, Paul M. Caffrey helps salespeople use the hidden habits elite sales professionals use to outperform the competition - they prospect better, sell more and get promoted faster. Paul is also the Author of "The Work Before the Work", he also works with founders & sales team leaders to improve the performance of their sales & business development teams. In this episode, Dan and Paul discuss the following:Telling a compelling story that resonates with the client and demonstrates the value of your service.The importance of showing your client that you’ve done your research and are genuinely interested in working with them.Paul’s framework of 6 questions to prepare for meetings.Differentiating between prospects based on the language they use to describe their challenges.For the chance to get a FREE copy of Paul's book, head over to https://www.paulcaffrey.com/sales-schema today!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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH PAUL M. CAFFREY:LinkedInX (formerly Twitter)WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Learn the importance of targeted outreach for agencies, including how to secure consistent opportunities through referrals, common obstacles agencies face in implementing better outbound strategies, and three reasons why agencies struggle to grow their business. Discover the significance of commonalities in making connections and the mistake of being too sales-focused in outreach campaigns. Find out how to build effective outreach campaigns and achieve sales goals with personalized outreach and automation.

Alyson Caffrey, expert in agency operations and Sabbatical method, discusses the importance of agency ops and the power of sabbaticals. Topics include systematizing fulfillment, taking breaks to prevent burnout, testing and iterating for improvements, and the power of downtime in achieving work-life balance.

Growing and scaling an agency comes in different steps, from hiring your first employee to hiring managers so you can take a step back from your business. David Reske has grown several agencies since the late 1990s and is here to talk about what those different growth stages looked like to him, the lessons he’s learned about hiring the right employees, and more! This week, episode 197 of The Digital Agency Growth Podcast is about packaging agency services, scaling, and growing to 30 FTEs! Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, David Reske shares the importance of letting go of control of the hiring process and actionable steps you can take right now to package your agency’s services how your clients really want them. David Reske is the CEO of Nowspeed, a Boston-based digital agency focused on SEO, design, social media, lead, nurture, and marketing analytics, among other services. David is a marketing veteran with significant experience in SEO, PPC, Social Media, and Web Analytics. In this episode, Dan and David discuss the following:Building and selling a web design agency in the late 1990s.Scaling to 30 full-time employees.The optimal way to form packages of services.Lessons David has learned about hiring and training salespeople over the years.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH DAVID RESKE:LinkedInNowspeedCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

In today’s world, marketing and advertisements are cluttered and busy. With so much information being thrown at us every day, how are you supposed to put out strong marketing strategies that actually catch people's attention? According to Ben Guttmann, author of the forthcoming book Simply Put, the answer is simple, clear messaging that doesn’t try too hard.  Ben is here to talk about his start in marketing, his five-part framework for simplicity, and more. This week, episode 196 of The Digital Agency Growth Podcast is about simplicity!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. In this episode of The Digital Agency Growth Podcast, Ben Guttmann shares the importance of using clear messages in your marketing and actionable steps you can take right now to land on the right marketing strategy.Ben Guttmann is a marketing and communications expert and author of Simply Put: Why Clear Messages Win — and How to Design Them. He’s an experienced marketing executive and educator on a mission to get leaders to more effectively connect by simplifying their message. Ben is former co-founder and managing partner at Digital Natives Group, an award-winning agency that worked with the NFL, I Love NY, Comcast NBCUniversal, Hachette Book Group, The Nature Conservancy, and other major clients. Currently, Ben teaches digital marketing at Baruch College in New York City and consults with a range of thought leaders, venture-backed startups, and other brands.In this episode, Dan and Ben discuss the following:Why you should ban the word ‘help’ from your copy and message.How the industry is changing and how it influenced Ben’s decision to sell when he did.Why we trend to complexity and how we can avoid it.Ben’s five-part framework for simplicity.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH BEN GUTTMANN:WebsiteLinkedInTwitterCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Agencies come in many different forms, and featuring new perspectives is something we love to do here on the Digital Agency Growth Podcast. Today we’re bringing you Seth Price from Price Benowitz law firm and BluShark Digital marketing agency to offer his advice and perspective on growing your agency from the lens of the legal world. This week, episode 195 of The Digital Agency Growth Podcast is about building an eight-figure legal agency!FREE Webinar From Our SponsorAre you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".Register today and learn how to:Increase your budgets with powerful upsellsMitigate scope creep and surprisesBuild proposals lightning fast ⚡Click here to register.In this episode of The Digital Agency Growth Podcast, Seth Price shares the importance of taking a holistic approach to marketing and actionable steps you can take right now to deal with difficult clients. An accomplished attorney and transformational thought leader, Seth Price is a founding partner and the business backbone of Price Benowitz LLP and the founder and CEO of BluShark Digital. Seth took a two-person law firm and scaled it to 40 lawyers in less than a decade. Now Seth has taken the same digital power that built the firm to create a best-in-class digital agency focused on the legal sector in BluShark Digital. Seth has been a frequent lecturer and moderator at some of the largest and most influential law conferences in the United States, speaking on the tools and strategies law firms can use to align their business development with changing consumer habits. He has spoken on topics including but not limited to, how to build a firm, ethics, best practices for firm operations, search engine optimization (SEO), and digital marketing as a whole.In this episode, Dan and Seth discuss the following:The power of domain expertise and how it might be undervalued.Milestones along the way of building the agency to 80 people.Blueshark’s operational structure and how many direct reports each manager should have to be effective.Seth’s hot take on AI and its effect on the agency space, especially if you work with local search.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH SETH PRICE:LinkedInPrice BenowitzBluShark DigitalCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:15Five

What words do you think of when you hear ‘Michelin star’? Likely, it’s words like quality, mastery, and consistency. We also want to achieve these qualities in our agencies, and thinking about applying Michelin-star standards to our businesses can completely change the game. Jon Lenz at Br8kthru Consulting is doing just that and is here today to talk about what he’s learned through the process. This week, episode 194 of The Digital Agency Growth Podcast is about building a Michelin-star agency!FREE Webinar From Our SponsorAre you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".Register today and learn how to:Increase your budgets with powerful upsellsMitigate scope creep and surprisesBuild proposals lightning fast ⚡Click here to register.In this episode of The Digital Agency Growth Podcast, Jon Lenz shares the importance of honing in on your agency’s principles and values and actionable steps you can take right now to make the most of your client check-ins. Jon Lenz is the CEO of Br8kthru Consulting, a Minneapolis-based marketing and technology firm specializing in complex customer journeys, with a diverse team of data-driven marketers, talented creatives, and seasoned strategists. In this episode, Dan and Jon discuss the following:How to stay top of mind with prospects and get people over the starting line to work with you.A cadence for client check-ins that works and doesn’t take up more time than necessary.Company values should not come from the top down, they should come from the whole company.How agencies should approach their values to be as specific as possible.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH JON LENZ:LinkedInBr8kthruCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

While we talk a lot about agencies here on the show, founders of productized service businesses share a lot of the same challenges that agency owners do. One of the largest challenges is knowing when your role as owner/founder is not the same as when you started the company and what you can do to change it and bring more value to your agency. This week, episode 193 of The Digital Agency Growth Podcast is about scaling and removing yourself from a productized service business!FREE Webinar From Our SponsorAre you leaving money on the table with your proposals? Smart Pricing Table is hosting a free webinar: "5 Secrets to Profitable Agency Proposals".Register today and learn how to:Increase your budgets with powerful upsellsMitigate scope creep and surprisesBuild proposals lightning fast ⚡Click here to register.In this episode of The Digital Agency Growth Podcast, Justin Tan shares the importance of understanding your leadership style versus your type of business and actionable steps you can take right now to add value to your company. Justin Tan is the founder of Video Husky, a video editing platform and productized service. After building Video Husky to a seven-figure business, Justin hired a General Manager and stepped away from the business. He now offers consulting services and guides agency owners looking to grow their businesses.In this episode, Dan and Justin discuss the following:The difference in mind between an agency and a productized service, and how it is different for every person.Lessons Justin learned about knowing what your clients want and expect from you.The complexity of maintaining a productized structure. Justin’s experience hiring a general manager and what you can expect when looking to hire one for 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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH JUSTIN TAN:TwitterWebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

The current financial uncertainty has been on everyone’s mind lately, especially agency owners.  It looms in the back of our minds while we’re trying to keep up with the changing agency landscape and focus on growing our projects. Tom Sullivan is here today to talk about his 30 years of experience in the marketing agency space and the changes it’s seen. He also talks about getting through tough financial times, having had his company survive the 2008 recession. This week, episode 192 of The Digital Agency Growth Podcast is about agency growth, acquisition, and thriving in a recession!Are you leaving money on the table with your proposals? Introducing Smart Pricing Table, the ultimate agency proposal software with built-in upsell features. Maximize your revenue potential today. Download our Sponsor’s free guide, the Profitable Proposal Blueprint, today. Tom Sullivan is CEO and senior partner of Princeton Partners and Princeton Partners FSG (Financial Services Group), where they help community banks and other financial, health and consumer-focused organizations to accelerate their growth and increase their mission impact. Princeton Partners creates value, ROI and higher success rates by combining the marketing, creative and digital media expertise of agency pros with client-side experts and consultants from the banking, financial services, health and consumer sectors. Tom has had the privilege of working with over 30 financial institutions and healthcare and wellness-focused organizations, creating a positive impact for people through innovative national programs. In this episode, Dan and Tom discuss the following:Tom’s experience transitioning from a ‘Mad Man’ era agency into a modern agency over the last 30 years.What it was like to run an agency through the 2008 financial crisis, and what Tom and his team learned and are employing now.Becoming a pro-social impact agency and how it affects company culture.Developing acquisition as part of your growth strategy.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/ and Smart Pricing Table at https://www.smartpricingtable.com/dagCONNECT WITH TOM SULLIVAN:LinkedInPrinceton PartnersCONNECT WITH DAN ENGLANDER:LinkedInSales Schema