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 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. 

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 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. 

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 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. 

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 OwnershipStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. 

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 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. 

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 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. 

You are probably at a point where you’re thinking about leveraging technology and scaling your agency. Usually, it starts with those small vertical jumps that help you grow with inbound, but we know that there’s going to be a natural progression where inbounds dry up. That’s where outbound marketing is so important. This week, episode 146 of The Digital Agency Growth Podcast is about building an agency from $20-150M! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Corey Quinn shares the importance of having clarity around the market you serve so that you can speak directly to their problems. They also give actionable steps you can take right now to land more outbound deals. Corey Quinn is the ex-CMO of Scorpion, where in 6 years, he helped grow the agency from $20-$150. Today he helps $2M+ SaaS and Agency B2B Founder CEOs identify, grow and scale profitable niches and customer segments.In this episode, Dan and Corey discuss the following:First developing a streaming media business right before the dot com crashThe value of having an MBAStepping into a $20 Million agency that had capped out on inboundThe three key lesson learned in building an agency from $20 to $150 MillionHow you can identify your top three most profitable niches that you can focus on even if your agency might feel all over the place. Remember to look at both the qualitative and quantitative data to make those decisions when scaling you 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!CONNECT WITH COREY QUINN:LinkedInInstagramWebsiteJoin Corey’s NewsletterCONNECT 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. 

On one hand, we hear a lot about technology and the leverage it can give us and the things that it can do for our businesses. Still, as today's guests will talk about, the talent shortage in the technology space is a gap that's been widening and is perhaps wider than it's been in decades. Finding affordable tech talent is really, really hard. To get a seasoned developer, you might very well be going to India, Eastern Europe, the Philippines, et cetera, to find talent. There are a lot of people that would argue that the United States has dropped the ball. We don't have the infrastructure. We don't have the planning, leadership, or forethought to train technological talent. As today's guest will talk about, it's not necessarily just developers. This is the bleeding edge. This is the trenches of the labor shortage. This is where things can potentially get turned around. And today's guest is at the forefront of that, and we really enjoyed our conversation with him. This week, episode 145 of The Digital Agency Growth Podcast is about how to fill the tech labor gap! Watch our new recorded video training: Relationship-Driven New Business At-ScaleLinc Kroeger is a social innovator with 35 years of experience in innovation and enterprise technology. He served three years on the Technology Association of Iowa board; was assigned by Governor Kim Reynolds to her Empower Rural Iowa Task Force; identified as “the most innovative leader on bringing tech jobs to rural in the nation” by U.S. Congressmember Ro Khanna representing Silicon Valley; recognized as “Top National Rural Influencer” by The Ruralist.In this episode, Dan and Linc Kroeger discuss the following:Why there’s a drop-off of interest in a career in tech if someone doesn’t start by the time they are about 18.What goes into training the next generation of tech talent.How a national strategy in filling tech infrastructure puts other nations ahead due to the gap in the United States.Why the labor shortage is happening, and how Linc’s organization is working to shift that in the tech space. 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 LINC KROEGER:LinkedInKnight MovesCONNECT 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. 

Even within the B2B space, it can feel like we are all driving around blind. Relationships are extremely important in the B2B industry, so when you focus on providing value for your ideal customers. The barrier to creating those meaningful relationships is trust. So how do we break through and create that trust with our B2B customers?Relationships are about offering true educational value to your audience, not just plummeting them with sales messages. There are tons of marketing sources out there right now, but they’re not all good. You have to be able to navigate through that. This week, episode 144 of The Digital Agency Growth Podcast is about over 30 years of B2B marketing insights! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Donna Peterson share the importance of using commonalities as leverage when connecting with others and the most timeless strategy that has worked in building relationships. As a CEO, Marketing Consultant, and Leadership Strategist, Donna Anne Peterson has a personalized approach to helping individuals and businesses reach the next level. Each individual and company is unique and must be treated uniquely. Donna dives deep into understanding the mission, why, and goals to ensure everything goes down the right path. Bombarding people with promotions or asking employees to do more is not a sustainable way to grow a business. Instead, show people that you understand their situation and honestly care to increase productivity and sales. In this episode, Donna Peterson discusses the following:What are quality client relationships and how to effectively build them.The first lesson Donna had to learn when it came to working in a diverse industry. Hidden tips for learning the language of your ideal customers.How to stand out and show people that you truly know what you’re doing.Using relationships and commonalities as leverage when creating campaigns.Industry changes in the B2B marketing space over the last 30+ years.Tools that are actually helpful in B2B marketing.Don't forget that when searching for the right marketing tools, it’s important that you consider your business needs and the tool as a whole in your decision. 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 DONNA PETERSON:LinkedInInstagramWorld InnovatorsB2B Excellency PodcastYouTubeCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Dan’s episode on B2B Marketing ExcellencyStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. 

Have you ever wondered what it would look like to exit your agency and start a SAS product? That’s exactly what Joe Toyer did…three times! And if you’re considering building, scaling, or exiting an agency in 2022, this episode is going to give you clear ideas on how to do all of that and more. This week, episode 143 of The Digital Agency Growth Podcast is about three agency exits, three software products, and the big lessons that were learned throughout that process! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Joe Troyer share the importance of planning in your business and how that has made a difference in long-term agency growth. They also chat about actionable steps you can take right now to hire the right people in your agency and what those first hires should look like. Joe Troyer is an internet entrepreneur who's been helping businesses grow their online presence and succeed in the digital world since 2005. He is a leading expert in all things digital marketing, having founded successful businesses in the SaaS, marketing services, and agency spaces.Joe is the co-founder of PPC Adlab, a tool that provides Google advertisers with unprecedented market visibility. Review Grower, his most recent venture, is a SaaS company that helps businesses obtain reviews and grow their online reputation. As the former owner of a 7-figure agency, Joe also does some coaching to help others start and grow their agencies and achieve the same level of success.In this episode, Dan and Joe Troyer discuss the following:What inspired the creation, build, and market of a call-tracking platform.The payoff in building, scaling and exiting three agencies. How to determine if a business is no longer a good fit for you as a person.Unique stages of scaling an agency and how Joe decided where it made the most sense for him to exit.What it looks to build and scale an agency in 2022 when the market is more competitive.The power in transitioning from agency to SASAs we’ve seen from this conversation, there are many different ways to build, scale and exit an agency. You are the one who ultimately gets to decide what is going to work best 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!CONNECT WITH JOE TROYER:Show Me the Nuggets PodcastLinkedInInstagramDigital TriggersPPC Ad LabPPC PredictReview GrowerCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Dan’s Episode on Show Met the Nuggets PodcastThe Road Less Stupid by Keith J. CunninghamStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.