The Digital Agency Growth Podcast

Amazon is a massive success in part because of its principle of ‘working backwards’. Starting with the customer and working backwards to the technology has been Amazon’s core belief since the beginning, and is key to how the company operates. This week, episode 173 of The Digital Agency Growth Podcast is about working backwards: both the methodology and the book written by Colin and his co-author Bill Carr.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Colin Bryar shares the importance of not being afraid to fail to innovate and actionable steps you can take right now to improve your hiring process based on your leadership principles. Colin Bryar co-authored Working Backwards: Insights, Stories, and Secrets from Inside Amazon, a first-person account of how Amazon created and implemented the principles and processes that have made it successful. Colin spent 12 years at Amazon where he earned the moniker “Jeff’s Shadow”, after working alongside Bezos attending meetings, traveling with, and discussing work and life as his Technical Advisor. Colin has served as COO of IMDb and RedMart, and is co-founder of Working Backwards, LLC where we help companies learn how to work backwards. In this episode, Dan and Colin discuss the following:Single-threaded leadership and what that means.The bar-raiser process for hiring, how it worked at Amazon, and how it can work for your agency.The importance of measuring inputs, not outputs.What really makes Jeff Bezos different than anyone who has worked alongside him.Don’t forget to check out Working Backward: Insights, Stories, and Secrets from Inside Amazon and let us know your thoughts on the book.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/CONNECT WITH COLIN:Working BackwardsLinkedInTwitterCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

There's no doubt that having a strong brand is essential for any agency. But what's often overlooked is the importance of having a well-thought-out brand architecture. In this episode, we'll explore what brand architecture is and why it's so important. We'll also provide some tips on how to create an effective brand architecture for your agency.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Lindsay Shearer shares the importance of niching down to be noticed and actionable steps you can take right now to utilize Pinterest to the fullest extent for your business. Lindsay Shearer is the CEO of Pins 4 Profit + BrandRanx Media + Bankable Digital Agency. Lindsay’s team focus is on running large volume of Pinterest Ads + Organic & mixed with a cross channel SEO strategy for ecom brands. With a background in using digital marketing for mergers & acquisitions & private equity, Lindsay’s team has helped hundreds of brands reach massive growth & scale. Each year she is spending over $35M+ profitably for clients and addicted to the results!In this episode, Dan and Lindsay discuss the following:Building the brand architecture of your agency.How Pinterest is still a mostly untapped market for brand advertising.Defining recurring revenue and how recurring revenue looks different for every agency.Looking at client retention for the ecommerce brand.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/CONNECT WITH LINDSAY:WebsiteInstagramPinterestLinkedInCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Becoming a sales-driven agency is about so much more than just client- or customer-centric. It’s about continually looking for all the different things that can be sold within a company and organizing your team for success. This week, episode 171 of The Digital Agency Growth Podcast is about AI, the recession, and becoming a sales-driven agency.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Jon Tsourakis cover various topics, from the importance of introducing your team to your clients early in the process to actionable steps you can take right now to elevate your sales hiring practices. Jon Tsourakis is the President of Oyova, a web app and digital marketing agency, recently featured on INC 5000's fastest-growing companies list. He also hosts a podcast, The Climb, produced by the Digital Mastermind, a mastermind group of digital agencies from around the world.In this episode, Dan Jon discuss the following:The recession and what it means for agencies and B2B sales companies.The future of sales in regards to developing technologies like AI.Shifting to a sales-driven agency model: what it is, what that looks like, and how Jon has done it.Critical thinking tests and other tactics for hiring the best salespeople you can find.Let us know what you think about today’s episode format! Did you like the more relaxed setup? And thanks again to Jon for being a longtime friend of the show and coming on to talk with us again!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 JON:LinkedInDigital MastermindCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

There’s no questioning that Amazon is a rapidly growing force to be reckoned with, and today’s guest shares insight on the past, present, and future of the company and how her experience working there shaped her to advance in her current role. This week, episode 170 of The Digital Agency Growth Podcast is about the early days at Amazon, building and selling an agency, and the murky world of Amazon CRO. Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, guest Rachel Johnson Greer shares her experience being part of Amazon during a phase of massive growth for the company and how she used this experience and earned skills to grow and sell her next venture ultimately ending up working in her zone of genius. Rachel Johnson Greer is a global Amazon Marketplace strategist specializing in conversion rate optimization and brand awareness. Rachel has founded companies that reached both multi-six-figure and multi-seven-figure growth in under three years. Cascadia Seller Solutions, the Amazon full-service agency Rachel founded in 2015, was acquired by Avenue7Media in 2022. Rachel is frequently sought out by the media and has appeared on the Today Show, CNBC, Business Insider, The Wall Street Journal, and Bloomberg.In this episode, Dan and Rachel discuss the following:How taking the leap into challenging roles shaped how Rachel approached every problem in her life. The two factors that set Amazon apart from similar companies. Using your network to make your next career pivot. How Rachel managed to grow (& sell) her next venture quickly. Amazon’s fast-paced environment proves to be both a benefit and a hindrance to its employees. How Amazon is changing the marketing game for brands selling on their platform. 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 JOHNSON GREER:WebsiteLinkedInStay tuned for the release of her book!CONNECT WITH DAN ENGLANDER:LinkedInSales Schema

A proactive approach to sales makes a world of difference in keeping your sales pipeline full of leads and prospective clients. And the good news: we have a training course for that!  This week, episode 169 of The Digital Agency Growth Podcast is about target outreach for agencies and B2B service companies!! For more information and to sign up to receive updates and be notified when enrollment opens, go to sales-schema.teachable.com/p/targeted-outreach In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of having a consistent sales system that goes outside of organic referrals and actionable steps you can take right now to implement relationship sales at scale. In this episode, Dan discusses the following:The 3 types of proactive approaches to sales.Why outbound marketing should be part of your sales system.The principles that make outreach highly effective.Example campaigns you can take and run with right away.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 ENGLANDER:LinkedInSales Schema

A unique point of view is essential to hooking your audience and getting new clients. This week, episode 168 of The Digital Agency Growth Podcast is about B2B Demand Generation.Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Deanna Shimota shares the importance of finding your definitive point of view and actionable steps you can take right now to develop a demand generation strategy tailored to your B2B business. Deanna Shimota is the CEO of GrowthMode Marketing. Deanna has made it her mission to know everything about B2B marketing. She’s on top of every tech trend and social media modulation. And while she skates on the cutting edge of marketing innovation, Deanna stays grounded in a foundation of solid marketing principles. She’s used her skills and expertise to catapult multiple technology companies into high growth mode.In this episode, Dan Deanna discuss the following:The benefit of an agency leader with both the corporate AND agency perspective.The definition of demand generation and how it differs from lead generation.Where to focus your marketing time and money in demand generation.How developing technologies may change the marketing game – and what to be skeptical about.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 DEANNA:LinkedInThe Demand Gen Fix podcastGrowthMode WebsiteCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

It takes intention to grow your agency into a specialized business. Our guest has spent the last 15 years tweaking and shifting his agency to be the powerhouse that it is today. This week, episode 167 of The Digital Agency Growth Podcast is about the journey to becoming a specialized agency!Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Phillip McMillan shares the importance of building the identity of a business and actionable steps you can take right now to build and grow your business around the people in it. Phillip McMillan is the Managing Director at CS Brand Group. With over 20 years of experience in sales and marketing strategy development, Phillip has spent the last 15 years focused on building valuable brands for private equity funds and their portfolio companies. Phillip's processes and experience help clients through platform development, acquisition integration, growth marketing, and exit communications — maximizing value and providing scalable execution through the hold. He is frequently called upon by CEOs and operating partners to evaluate and recommend branding plans for complex buy-and-build strategies. His experience spans B2B and B2C audiences in multiple verticals, including software, industrial, retail, technology, and multisite healthcare.In this episode, Dan and Phillip discuss the following:The advantages of work experience before starting your own business.What it means to build a business around the people.Honing in on one or two key services and why it’s worth it.What it’s like to balance the idiosyncrasies of a niche with the timeless strategies that work for everyone.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 PHILLIP:LinkedInWork with CS Brand Group! CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:CS Brand Group Website

Usually, we chat with agencies that have been around for a decade or more. Still, today’s guest has some really insightful information about how he’s been able to create a business that works for him and can provide the services his clients are looking for. This week, episode 166 of The Digital Agency Growth Podcast is about building a B2B Content Subscription Model! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and John Azoni share the importance of creating an offer that takes more off the client’s plate rather than adding more for them to manage. John Azoni is a content creator and video producer working specifically with colleges and universities to automate their video storytelling through student testimonial subscriptions. He believes that staying in front of your audience regularly, if not daily, is crucial to getting results from your digital marketing efforts. And yet, it’s something that so few colleges do well because they’re short on time, staff, and resources to create a steady flow of engaging video content throughout the year. His company, UNVEILD, solves this problem and helps higher ed marketing leaders fill their content calendars with compelling stories and engaging video content - every month, on autopilot, anywhere in the world, for a flat monthly fee.In this episode, Dan and John Azoni discuss the following:Deconstructing a large-scale video project into a subscription model.Lessons learned growing an agency in the pandemic.The benefits of a subscription model over a retainer model.How to find the right talent to grow your 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 JOHN AZONI:LinkedInWebsiteBookCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

This week, episode 165 of The Digital Agency Growth Podcast reviews the lessons we learned on the podcast this year! Watch our new recorded video training: Relationship-Driven New Business At-ScaleThe major lessons learned:The power of going from reactive to proactive new business practicesYour agency as a launch pad for almost anything The challenges and opportunities of a remote worldOrdinary things are done well produce extraordinary resultsGaining a sober outlook on technology 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 ENGLANDER:LinkedInSales Schema

Building rapport with someone is the most important thing you can do to grow your agency in 2023. Ultimately, people buy from those that they trust. There’s no substitute for trust. This week, episode 164 of The Digital Agency Growth Podcast with Mike Sullivan is about building a challenger brand agency over 22 years! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Mike Sullivan share the importance of having what you need to land an RFP effectively and efficiently. They also discuss actionable steps you can take right now to create a narrative that potential clients can hold on to during a pitch. Mike began his career with formal training in strategic planning while at J. Walter Thompson, before going on to amass considerable experience guiding strategic efforts for a wide variety of clients across a broad spectrum of industries. Before coming to LOOMIS in 2001, Mike led successful agencies, one earning ADWEEK Magazine recognition as “The Hottest Shop in the Southwest” for two consecutive years. Today, he oversees all agency disciplines at LOOMIS, which was honored in 2016 as “Small Agency of the Year” by Crain’s ADVERTISING AGE Magazine. As a leader, Mike focuses on building the kind of company that delivers peak career experiences for his talented team. LOOMIS has earned a spot on The Dallas Morning News and Dallas Business Journal “Best Places to Work” lists for multiple years.In this episode, Dan and Mike Sullivan discuss the following:Starting an agency by partnering with someone who recorded music and starting with a sound studio.The benefits of starting with a foundation in sales and how that guided the business.The exact checklist Mike and his team use to determine the viability of an RFP.How capabilities are not a sustainable advantage and what to do instead.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 MIKE SULLIVAN:LinkedInLoomisCONNECT WITH DAN ENGLANDER:LinkedInSales Schema