Living in a world run by content marketing, it is time we start looking at more diversified, different, and arguably better ways to solve the problem at hand than just offering a service. This week, episode 158 of The Digital Agency Growth Podcast is about diversified content marketing! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Joe Pulizzi shares the importance of diversifying your product portfolio and actionable steps you can take right now to build a roadmap towards these launches that are in alignment with where your business is. 

Joe Pulizzi is the founder of multiple startups, including content creator education site, The Tilt, and is the best-selling author of seven books, including Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine. Joe is best known for his work in content marketing, first using the term in 2001, then launching Content Marketing Institute and the Content Marketing World event. In 2014, he received the "Lifetime Achievement Award" by the Content Council. He successfully exited CMI in 2016 and consequently wrote an award-winning mystery novel, The Will to Die.

In this episode, Joe and Dan discuss the following:

• Deconstructing what it takes to run an agency and exploring more diversified ways to solve problems with the new technology at hand. 
• Goal setting and getting into the routine of reviewing them on a daily basis to keep them in alignment. 
• Becoming the best at one thing vs. diversifying your offering. 
• How you can still have a diverse offering while also being the leading expert in a specific niche.
• Starting with one thing and building upon it as you learn, launching as you go. 

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 PULIZZI:

Thetilt.com

JoePulizzi.com

Content Inc. Book

The Will to Die Book

Twitter

Linkedin

Facebook

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

rally.io

How can you stand out from the competition in your industry? This is a question we’re all trying to answer through our marketing. We want a dedicated following of people who love our products and services, but how can we achieve that? This week, episode 157 of The Digital Agency Growth Podcast with Michael F. Schein is about the power of creating hype for your business! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Michael F. Schein share the importance of understanding the mass psychology principle and then playing with it. They also chat about actionable steps you can take right now to stand out in your industry using hype. 

Michael F. Schein is the Head Hype Artist at MicroFame Media, a company that specializes in idea-driven businesses famous. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, PopUp, Pugpig, LinkedIn, and Citrix. His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audiences spanning from the northeastern United States to the southeastern coast of China. His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers, published by McGraw Hill, appears where books are sold.

In this episode, Dan and Michael discuss the following:

• Attracting attention from the people that matter on a macro level.
• Ethically harnessing the power of human emotion to create hype and cause people to take action.
• Powerful ideas on how to make war, not love so that you build up the right attention.
• Creating useful content that gets attention and can be replicated to get results.
• How ad fatigue and industry evolution can impact how we use hype.

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 MICHAEL F. SCHEIN:

Twitter

LinkedIn

Facebook

Michael Schein

MicroFame Media

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Most people have an issue with thinking of themselves as a salesperson. Yet, every one of us is a salesperson. We are always marketing and selling ourselves. You make friendships, you network with people. You sell your passion and personage through conversation. That is you. But if you are someone who now has to sell a product or service, you need to come to terms that you are a salesperson, and that’s not a bad thing. This week, episode 156 of The Digital Agency Growth Podcast is about sales training and entrepreneurship over decades! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Michael share the importance of practicing different methods of selling to become an expert in the science of selling.

Michael Gansl is a hands-on entrepreneur and "The Seasoned Voice of Reason℠" specializing in working with “The Accidental Business Owner ℠” and with teams of individual contributors to implement business development and revenue growth opportunities. With over 30 years of experience, Michael is an expert in growing companies, problem-solving across marketing, sales, and operations, and understanding what business owners need to do to achieve success.

In this episode, Dan and Michael Gansl discuss the following:

• The most important quality to look for in sales talent.
• What building a sales team looked like historically, and what can be learned from that experience.
• How to think about sales KPIs and quotas that inspire the team to move in the right direction. 
• Effectively communicating with the individuals you sell to and being confident in 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 MICHAEL GANSL:

LinkedIn

Voice of Reason Consulting

Mind Your Own Business Video Podcast

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

The Lean Methodology (book)

In a world where social and search are dominated by platforms that don’t always make our lives easy, our guest has looked for a way to bring those marketing tools into a more analog channel like direct mail. This week, episode 155 of The Digital Agency Growth Podcast is about digitizing direct mail and the power of being mission-driven! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Dave Fink share the importance of storytelling, brand development, quality product and services, and understanding your customers when you are marketing, no matter if it’s using Facebook ads or sending direct mail.

Dave Fink thinks the best-kept secret in marketing is hiding where you least expect it — your mailbox. Over a 20-year career, he’s generated hundreds of millions of dollars in ad revenue, powered viral sensations like Dollar Shave Club, and helped launch celebrity startups for Jessica Simpson, Mary-Kate and Ashley Olsen, and Kate Bosworth. Now, as founder and CEO of Postie, he’s out to reinvent direct mail marketing for a digital world.

In this episode, Dan and Dave Fink discuss the following:

• The pros of using direct mail over running ads on platforms that underperform.
• Being an early-stage partner with Dollar Shave Club.
• The value and meaning of building a mission-based business.
• Virality and what it meant 10+ years ago, what it means now, and what it can mean for your clients.

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 DAVE FINK:

LinkedIn

Postie

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Working Backwards

Vetting, interviewing, and hiring new employees is a ton of work. It’s important that you find someone who not only fits your company culture but also works well with the tasks and working environment you’ll be placing them in. Finding the right people to fill open roles is the key. This week, episode 154 of The Digital Agency Growth Podcast is about building an employee pipeline! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Andrea MacKenzie share the importance of having a pipeline of potential employees and actionable steps you can take right now to make sure future employees align with your company and values. 

Andrea MacKenzie helps companies to hire, build, and lead teams so they can improve their business growth and workplace well-being through her company Lead With Harmony. She works with growth-oriented small business owners along with executives to achieve higher performance and stronger leadership while lowering stress. She combines her 20+ years experience in corporate roles and consulting with her unique approach to serve her clients, which span from small businesses to Fortune 500s across almost every business function. 

In this episode, Dan and Andrea discuss the following:

• The Kolby process to understand a new employee’s working personality. 
• Common mistakes business owners make during the hiring process.
• The value of gut feeling and where it should live 
• What to do to build a candidate pipeline and get rid of the urgency bias that tanks effective hiring.

Don’t forget to check the show notes for access to your FREE Delegation Visualization Guided Audio to help you unlock what’s possible when you stop managing and start delegating!  Use this guided audio and the companion worksheets to tap into your desire to let go, get back your time, and grow... through delegation!

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 ANDREA MACKENZIE:

LinkedIn

Facebook

Twitter

Instagram

Lead With Harmony

Team Success Bi-Monthy Blog

FREE with Special Code ($37 Value) Delegation Visualization Guided Audio - use promo code SALESSCHEMA

FREE Job Advertisement Checklist

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Working Backwards Book

Project management ties into many different parts of running a business, such as sales, operations, pricing, capacity, and more. If a project is not clearly outlined or systematized, it can be problematic for everyone involved. It ends up taking more time than anticipated and costing revenue. This week, episode 153 of The Digital Agency Growth Podcast is about how to train effective project managers! 

Watch our new recorded video training: Relationship-Driven New Business At-Scale

In this episode of The Digital Agency Growth Podcast, Dan Englander and Rachel Gertz share the importance of project management in managing expectations for different teams. They also discuss actionable steps you can take right now toward democratic project management. 

Rachel Gertz is CEO and Dig­i­tal PM Train­er at Loud­er Than Ten. She trains tech work­ers how to trans­form their com­pa­nies through demo­c­ra­t­ic project man­age­ment. Rachel helps com­pa­nies track project num­bers that real­ly mat­ter and how to turn blocks into oppor­tu­ni­ties to build strong rela­tion­ships with their teams, cus­tomers, and clients. Her mis­sion at Loud­er Than Ten is to give back pow­er to the peo­ple lead­ing their projects so they can end hustle culture.

In this episode, Dan and Rachel discuss the following:

• The human element of project management that tends to be overlooked.
• How to incentivize the best performance and retain employees longer.
• The evolution of digital project management and what the future will hold.
• Over-optimizing for one metric at the expense of another and how that can hurt us.
• Bridging the gap to understanding the necessity of a project manager.

Don’t forget to listen in for Rachel’s live reactions and strategies for current project management issues Dan’s seeing right now.

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 GERTZ:

Website

Twitter

Instagram

LinkedIn

Louder Than Ten

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Episode with Nancy Lyons

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-Scale

In 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:

LinkedIn

Mindracer Consulting

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

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-Scale

In 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:

LinkedIn

Cultivize

Playbook

Email Analysis (Limited Free Offer)

Email Analysis - $150 Offer 

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

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-Scale

In 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 sales
• When 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:

LinkedIn

YouTube

Instagram

Website

Podcast

Sales Revolution Pro

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

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-Scale

In 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:

LinkedIn

Instagram

Marknology

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Jab, Jab, Jab, Right Hook by Gary Vaynerchuk

The Body Keeps the Score

Extreme Ownership