The Digital Agency Growth Podcast

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The Digital Agency Growth Podcast

Sales Schema

282 episodes

19 hours ago

In this solo episode, Dan Englander breaks down a truth most agency owners quietly suspect: the majority of sales and marketing advice out there was never written for firms like yours. Most “agency growth” tactics are built for high-volume, productized services with large addressable markets—not for boutique, complex-service agencies selling trust, nuance, and strategy to a few hundred ideal clients. Dan calls this dynamic “The Great Mismatch.” He unpacks why the standard playbooks fail, what...

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In this solo episode, Dan Englander breaks down a truth most agency owners quietly suspect: the majority of sales and marketing advice out there was never written for firms like yours. Most “agency growth” tactics are built for high-volume, productized services with large addressable markets—not for boutique, complex-service agencies selling trust, nuance, and strategy to a few hundred ideal clients. Dan calls this dynamic “The Great Mismatch.” He unpacks why the standard playbooks fail, what...

Show more...

Episodes (20/282)

The Digital Agency Growth Podcast

LinkedIn Roundup - Lessons on Trust, Data, and Growth from the Agency Trenches

Every few months, I like to pause and look back at the ideas that resonated most with agency owners on LinkedIn — the ones that got people talking, DM’ing, and quietly saying yeah, that’s been my experience too. This episode isn’t about tactics. It’s a quick tour through the lessons that seem to keep coming up again and again in our world, the stuff we all wrestle with if we’ve been selling complex services for a long time. Stuff I cover The trouble with the awkward commission pitch and...

6 days ago

14 minutes

The Digital Agency Growth Podcast

Carl Smith on the Future of Agencies

In this episode, Dan Englander welcomeed Carl Smith, community builder and leader of The Bureau, for a wide-ranging, no-BS conversation on where the agency world is headed. 🧭 What You’ll Learn The “Philosophical Futurist” Mindset How to face rapid change—especially around AI—without fear or cynicism.Inside The Bureau The story behind one of the most influential agency communities and how it evolved from a 24-person retreat to a 1,400-member ecosystem.The New Agency Model: Guilds & Partn...

1 week ago

51 minutes

The Digital Agency Growth Podcast

More Than New: Unlocking Growth From Your Agency's Existing Assets

Most agencies don’t have a lead generation problem—they have a leverage problem. In this episode of The Digital Agency Growth Podcast, Dan Englander dives deep into how agencies can grow faster by amplifying what they already have: past clients, case studies, frameworks, and relationships. Forget chasing the latest marketing fad or new sales channels; sometimes the fastest path to growth is working smarter with the assets already in your hands. What You’ll Learn in This Episode: What “leverag...

2 weeks ago

16 minutes

The Digital Agency Growth Podcast

Agency adaptation, gym-sized markets, and why your best new business channel is obvious

In this episode, I sat down with @Sharon Toerek from Innovative Agency to talk about the real shifts happening in agency business development — and the constant evolution that comes with them. We unpacked why 2025 is the year agencies need to get honest about their positioning, how trust — not information — has become the key currency, and why specialization isn’t just smart, it’s essential for survival. ⏱️ Timestamps 0:00 – Welcome and introduction: why the agency landscape feels confusing i...

3 weeks ago

39 minutes

The Digital Agency Growth Podcast

Scaling Past 50 Employees: How seoplus+ Built a Global Agency

In this episode of the Digital Agency Growth Podcast, I’m joined by Brock Murray, co-founder of seoplus+, a digital marketing agency he launched back in 2012 that has grown into a 50+ person team serving clients across North America and beyond. Brock shares the arc of his journey, from launching his first web hosting business at 14, to building seoplus+ with his partner Eddie, to scaling through multiple growth stages while navigating the challenges of delegation, client specialization, and l...

1 month ago

38 minutes

The Digital Agency Growth Podcast

How We Built an Irrigation System for Agency Referrals

Most agencies live and die by referrals. But here’s the catch: They usually happen randomly.When you do ask for intros, it feels like giving people homework.And even if you’re consistent, it’s hard to know where the real opportunities actually are.In this solo episode, I share my journey from the “analog networking” days of wandering trade shows… to running hundreds of cold campaigns during the trust recession… to finally cracking the code on how to make referrals systematic, scalable, and pr...

1 month ago

30 minutes

The Digital Agency Growth Podcast

Trust Over Tactics: The Agency Growth Lever You’re Overlooking (Dan on The Small But Mighty Agency Podcast with Audrey Kwan)

In this episode, I talk with @Audrey Kwan in the Small But Mighty Agency, to tackle one of the most misunderstood growth levers in agency land: referrals. Together, they unpack how trust is the new currency in a cold-lead-saturated market—and how smart agencies are building systems around referrals, not just hoping they happen. ⏱️ Timestamps 0:00 – Why cold outreach is failing and trust is everything 2:10 – The rise of trust-based selling in the agency world 5:40 – Why personalization alone i...

1 month ago

36 minutes

The Digital Agency Growth Podcast

How Eric Baum Turned Plumbing Ads Into a Multi 7-Figure Agency

In this episode of the Digital Agency Growth Podcast, I’m joined by Eric Baum, founder and CEO of Blue Leads—one of the top HubSpot Solutions Partners globally. Eric shares the full arc of his journey, from accidentally starting an agency after hacking Yellow Pages spend for his plumbing business, to scaling a team of 40+, to building one of the most successful HubSpot implementations agencies in the world. We dig into what it actually takes to get out of the sales seat, build second-layer le...

1 month ago

34 minutes

The Digital Agency Growth Podcast

Turn Proposals Into a Q4 Growth Engine: How Agencies Can Unlock Upsells & Faster Closes

Proposals can make or break your agency’s Q4 pipeline. Too vague, and prospects don’t see the value. Too detailed, and they get stuck in analysis paralysis. In this episode, Dan is joined by Joe Ardeeser, founder of Smart Pricing Table, to talk about how agencies can strike the right balance, upsell strategically, and close deals faster as the year wraps up. Whether you’re facing slow proposals, scope creep, or undercharging, this conversation gives you practical steps to turn proposals into ...

2 months ago

44 minutes

The Digital Agency Growth Podcast

From Summer Slowdown to Q4 Pipeline: An Outreach Reset for Agencies

As summer winds down, many agencies face the same problem: pipelines that dried up in July and August, and a mad dash to generate momentum before year-end. In this episode, Dan lays out a practical action plan for September outreach — how to reset your business development, stand out to brands, and build the right conversations that lead to Q4 results. This is from Dan’s conversation with Stephen Woessner on the Sell With Authority podcast. what you’ll learn: Why most agencies waste energy ch...

2 months ago

44 minutes

The Digital Agency Growth Podcast

Roger Nairn on Sales, Systems & Landing Dream Clients

In this episode, I sit down with Roger Nairn, CEO of JAR Podcast Solutions, to talk about how he’s grown a top-tier production agency working with brands like Amazon, Lululemon, Amex, and Cirque du Soleil. We get into the systems, sales strategies, and creative positioning that helped him go from “no name, no business plan” to building a client list most agencies dream about. ⏱ Timestamps 00:00 – From hobbyist to first client in four days 02:35 – Why “just starting” beats overplanning every t...

2 months ago

47 minutes

The Digital Agency Growth Podcast

Why Most Agency Sales Plans Fail (and What to Do Instead)

In this episode, I sat down with the Happy Clients Podcast to talk about what’s working in agency sales right now, without the cringe, without the outdated playbooks, and without turning you into a full-time cold caller. Most agencies can sell for their clients all day, but when it comes to their growth, things can get messy. I’ve spent the better part of a decade helping agencies stop relying on “hope and referrals” and start building sales systems that work. ⏱ Timestamps 00:00 – The “spar...

2 months ago

21 minutes

The Digital Agency Growth Podcast

Building a Content Agency That Doesn’t Play Small - Kristen Sweeney

In this episode, I sat down with Kristen Sweeney, the founder of Every Little Word — a boutique content and communications agency that’s laser-focused on helping complex B2B orgs share what they actually know in ways that actually work. We got into the nitty-gritty of what it means to build trust with subject matter experts, why most B2B content is fundamentally broken, and how Kristen made a huge decision to walk away from a partner that was 60% of her business. Timestamps...

3 months ago

41 minutes

The Digital Agency Growth Podcast

Lessons from Building an Eight-Figure Niche Agency - Stewart Gandolf

In this week´s episode Stewart Gandolf joins me to talk through what it actually takes to niche down, build a sustainable agency, and scale without losing your sanity or soul. Stewart’s been in the healthcare marketing game for over two decades, and his experience building Healthcare Success into one of the top firms in the space is loaded with tactical insight. We talk about the trap of project-based work, how to structure your agency around recurring revenue, and why most agencies screw up ...

3 months ago

49 minutes

The Digital Agency Growth Podcast

The Table Stakes for Agency Growth in 2025

This solo episode is a deep dive into the unsexy but transformative groundwork that agency owners need to lay to build a reliable new business engine. Dan breaks down what really separates enterprise-level agencies from the ones stuck in "Cobbler’s Children" limbo — not just in terms of tactics, but in mindset, strategy, people, and execution. He shares hard-won lessons from years of running Sales Schema and coaching 200+ agencies, including how to stop waiting for referrals, start building d...

3 months ago

46 minutes

The Digital Agency Growth Podcast

Mark Orttung - Hard-Won Lessons from Scaling an Eight-figure Services Firm

Most agencies never crack eight figures. Mark Orttung helped one grow to $130M—by breaking every "safe" rule. In this episode, we dive into what agency owners at the $1–5M mark can actually do to punch past the common growth ceilings. The most important shift? He stopped selling to job titles—and started selling to buyers with something to prove. ⏱ Timestamps 00:00 – Intro: Why agencies need a rethink 00:36 – Mark’s background: Accenture, startups, bill.com, Nexient 02:23 – Studying AI in the...

3 months ago

51 minutes

The Digital Agency Growth Podcast

Karl Sakas on Scaling Smart and Reclaiming Your Time

In this episode of the Digital Agency Growth podcast, I’m joined once again by agency advisor Karl Sakas. Karl breaks down the philosophy and practice behind his new book Calm the Chaos—a leadership guide for agency owners who want to scale smart, delegate more, and reclaim time. We also explore his writing process, the parallels between art collecting and running an agency, and how to think clearly when chaos hits your business. ⏱️ Timestamps 00:00 – Welcome back Karl Sakas + Intro to Calm t...

3 months ago

46 minutes

The Digital Agency Growth Podcast

From Ozempic to Ad Strategy: Todd Gagne on GLP-1’s Ripple Effects

Today, I talk to Todd Gagne—tech founder, startup mentor, and the guy who accidentally dropped a viral bomb on Substack after a weekend rabbit hole about GLP-1 drugs. We talk about why these weight-loss medications might be as transformative as the air conditioner, what this means for advertising, and why the next few years could upend how we think about consumer behavior, even in B2B. ⏱️ Timestamps [00:00] – Todd’s background and startup school origins [01:20] – How a Substack detour into GL...

4 months ago

19 minutes

The Digital Agency Growth Podcast

Building Personal Brands That Actually Drive Leads

Join Dan Englander and Jared Gibson, co-founder of Outworks, as they dive into the future of B2B marketing and explain why personal branding is the most powerful growth engine for CEOs and founders. Discover why cold outreach is no longer enough, how authentic LinkedIn content can drive long-term trust and authority, and how busy executives can make content creation part of their routine. Jared also shares hands-on tactics for leveraging video and interviews, working smarter with teams, and s...

4 months ago

40 minutes

The Digital Agency Growth Podcast

Dan Englander on Trust-Based Outbound in 2025

In this solo episode, Dan shares an evolved perspective on outbound strategies for boutique agency owners. Reflecting on lessons from the "Right Words to the Right People" workshop and client campaigns since, this episode offers a practical, human-centered approach to outbound that respects your time and builds real pipeline—without sacrificing trust or burning bridges. ⏱️ Time-Stamped Breakdown 00:00 – Why outbound often fails for boutique agencies 02:20 – Why small wins in copy drive big re...

4 months ago

35 minutes