Dan Englander is the founder of Sales Schema, where he helps marketing agencies grow by way of done-for-you lead generation and consulting. He's the author of Mastering Account Management. Previously, as the first hire at the animation studio IdeaRocket, he brought the company from zero to seven figures, encompassing dozens of Fortune 500 clients.

What you'll learn about in this episode:

• How Dan helps agencies fill their sales pipelines
• Why you can't rely on referrals from your network for sales
• Why creating content is not a sales strategy
• Why you need to systematize pipeline work and why you need to allot daily time for working on your pipeline
• Honing in on a particular niche when generating leads
• Why driving prospects to your website is not what you want to be doing
• Why you need to have a follow-up plan in place for your cold emails
• Why you need to get on the phone with a lead as soon as possible
• How to word cold emails so they actually resonate with cold leads
• How Dan's company helps agencies hone in on their niche
• Why cold emails have to come from a real person (and which person inside an agency they should come from)
• Why you need to get the right clients for your agency
• Why you shouldn't overinvest in tools
• Some good tools that Dan likes
• Dan's book: "Mastering Account Management"

Ways to Contact Dan Englander:

• Free copy of Dan's book: www.salesschema.com/buildabetteragency
• Website: www.salesschema.com
• Twitter: @DansPalace
• LinkedIn: www.linkedin.com/in/danenglander

We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!