You’ve worked hard for your agency. You’ve taken risks, made sacrifices, and poured blood, sweat, and tears into building a successful business. Now it’s time to reap the rewards! But how do you know that now is the right time to sell? And what are some of the key factors that will determine whether or not you can achieve an exit strategy that works for both your business and personal financial goals?

Join us as we discuss these questions in detail with my guest Jeff Knauss, co-founder of Digital Hyve. He talks about how he bootstrapped Digital Hyve, scaled it to 56 FTE with $15M in annual revenue, and then sold it to a 200-person ad agency in 2021. If you don’t want all the blood, sweat, and tears you poured into building your agency to go to waste, give this episode a listen.

Ready to scale your sales operation? Do you want to set higher revenue targets but aren’t sure how to get there? Are you worried that your sales team isn’t hitting their goals and don’t know what to do about it? Have you tried everything and just can’t seem to figure out why your best sales reps are leaving for greener pastures? If so, this is the episode for you. Listen in as we discuss how to set high-level revenue targets for your agency as well as for individual sales reps, what their productivity should look like at different types of scale, the core pillars of great sales team culture, and practical advice on firing sales reps and recruiting sales talent.

We’ve said this a couple of times on the podcast already but I’ll say it again... If you haven’t left your seat as the founder-based seller, you’re leaving quite a lot of money on the table! In this episode, Tim Warren of Helium SEO shares how he looks at the three components of a sales operation - people, process, and enablement - to scale his company from zero to 60 employees since 2017.

You always hear from our guests how they got started as an agency owner or founder, but we’ve never talked about Joey’s experience on any of our Sales on the Rocks episodes. Today, he shares the reasons and events that led to him leaving his position as VP of Sales to become the CEO of his own business, Sales Driven Agency. Plus, get to know why working for free is a definite no-no in the service agency world, how to properly delegate so you can get out of that driver’s seat and increase more revenue and profit, and how to effectively close deals through cold calling or email.

In the agency world where the landscape, technology, services, and customers’ behavior are constantly changing, how can you achieve growth? Do you look to the past and continue what already works, or do you look to the future and try something that no one has ever done yet? Or do you look sideways and focus on building relationships with other agencies to achieve strategic growth together? Mark DeVito of Beyond Definition shares how they’ve done all three which has helped them thrive in this fast-paced environment despite being a boutique digital agency.

Are you charging too little for your services? Is it time to double, triple, or 4x your prices? Learn how to justify your pricing and get more revenue rolling in your agency on this week’s SOTR episode, where Joey teaches how to handle any sales objection like a boss using the HECCC framework. Curious to know what it is? Tune in to the episode to find out!

Is your agency not getting the attention it deserves? Or worse, is it driving attention from the wrong type of prospects and clients? You might wanna take a look at your branding - is it boring, bland, outdated? Re Perez of Branding For The People has a way to change that - by turning your brand gay. Curious? Tune in to this episode and find out how to make your ideal clients begging to work with you by creating a brand that’s attractive, authentic, and stands out among the saturated competition.

Can't seem to enjoy being the CEO because you're constantly working and putting out fires in your agency? Then this episode is for you.

Learn how to fire yourself from your job as the CEO and let your team take over so that you can focus on what really matters. In this episode, Ryan Redding shares how he went from working 80-90 hours a week to now averaging only 8 hours in total and his agency’s secret to getting a ton of inbound leads. Plus, get some tips on writing emails that cut through the noise so your prospects actually read them!

Ever wonder what it really takes to grow an agency super fast? Scott Harkey of OH Partners gives us a bird’s eye view of how they were able to incur up to $35M in annual revenues. Plus he shares whether acquisitions should be seen as a strategic buy, revenue-boosting buy, or a private equity firm doing a big roll-up type of thing. If you’re thinking about growing your agency through acquisitions, this episode is for you.

Most agencies are obsessed with generating new leads. They think the more leads, the better chances of winning a deal, hence increasing more revenue. But what if there were other ways to up your sales without having to spend so much time, money, and effort on leads? In this SOTR episode, you’ll learn two of the lowest hanging fruits you could focus on that give you higher returns, you’d be surprised it’s just that simple.