Almost all businesses start getting clients based on referrals. And while that might feel less necessary as your business grows, referral marketing offers you a lot of options to make yourself stand out among your competitors, grow your email lists, and so much more. Josh Ledgard, founder of KickoffLabs, is here today to talk about how to take advantage of referral marketing for your business every step of the way! This week, episode 223 of The Digital Agency Growth Podcast is about unlocking the power of word-of-mouth and effective referral marketing!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Josh Ledgard shares the importance of focusing on the marketing fundamentals and actionable steps you can take right now to improve your referral marketing strategy.

Josh Ledgard, founder of KickoffLabs, brings a powerful tool for businesses focused on audience growth. With experience ranging from Big Tech to Social Media companies, he developed KickoffLabs, along with his co-founder, to simplify the process of generating word of mouth referrals, launching a new product, and running giveaways designed to promote your business. Outside of work he enjoys playing recreational baseball and spending time with his family.

In this episode, Dan and Josh discuss the following:

• The trust recession and how companies are scrutinizing their marketing budgets.
• Different types of referral programs and their pros and cons.
• Getting a grasp on the basics before building a robust referral system for your business.
• Crafting personalized emails and content to show the people behind the 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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH JOSH LEDGARD:

LinkedIn

Website

X (formerly Twitter)

KickoffLabs

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

There is so much information out there on growing and scaling your agency that it can be easy to lose sight of the strategies that matter most: offering your clients stellar results and making your services stand out in the market so you can find the clients that are the best match for you. Friend of the show Raul Hernandez Ochoa is here today with lots of practical advice and food for thought on taking your agency to the next level, better serving your clients, and more. This week, episode 222 of The Digital Agency Growth Podcast is about finding your unique value proposition and positioning your agency for maximum growth!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Raul Hernandez Ochoa shares the importance of communication and value delivery in branding and actionable steps you can take right now to identify what sets you apart from competitors.

Raul Hernandez Ochoa is a Digital Growth Operator and Strategist that helps digital bootstrapped business owners reach their impact & revenue goals. His frameworks have helped 2-5x companies. Raul has led strategy for multiple digital teams across the globe in 12+ different time zones helping generate millions in revenue online. He has also overseen over $25M (and counting) in digital marketing ad spend and has trained hundreds of entrepreneurs through live seminars, online programs, and private masterminds.

In this episode, Dan and Raul discuss the following:

• Raul’s rule of 21 for gathering quality data and making decisions.
• How to determine the best clients for your agency.
• Leaning into your strengths to differentiate yourself in the market.
• Why clients want to work with professionals who have skin in the game.

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH RAUL HERNANDEZ OCHOA:

LinkedIn

Do Good Work

X (formerly Twitter)

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

Sustainable agency growth is possible for an agency of any size. The keys to success? Generating qualified leads and structuring sales teams who understand your business, want to see themselves and your company succeed, and have the capacity to rise to the challenge. Chelsea Olsen is here today to talk about her work as a Fractional Chief Growth Officer, what she’s learned with over 20 years of sales experience, and more. This week, episode 221 of The Digital Agency Growth Podcast is about building sustainable agency growth with email and LinkedIn!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Chelsea Olsen shares the importance of understanding your target audience and actionable steps you can take right now to automate and organize your personalized outreach to your target audiences.

Chelsea Olsen is a fractional leader who knows exactly how to get your business more leads and new customers. She has spent nearly 20 years honing her skills in selling efficiently, leading her to master the art of closing deals and driving revenue growth. Chelsea works with companies that value continuous growth, openness to innovation, and a commitment to introspection and accountability.

In this episode, Dan and Chelsea discuss the following:

• What good sales training and exceptional hires look like for agencies.
• Getting clear on your target audience so you can solve their specific problems.
• The concept of GWC in hiring - get it, want it, have the capacity for it.
• Utilizing automation to speed up and organize your outreach efforts.

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH CHELSEA OLSEN:

LinkedIn

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

So many of our conversations here on the Digital Agency Growth podcast are about the businesses and clients we serve. But one important group often overlooked is the employees, both those of our clients and of our own. Ethan McCarty makes employee experience and excellence his priority at Integral, creating award-winning programs that inspire and motivate employees to do their best work. Ethan is here today to discuss employee experience, trends in employment, and more. This week, episode 220 of The Digital Agency Growth Podcast is about the evolving employee experience in the agency world and the importance of curiosity in the workplace.

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Ethan McCarty shares the importance of values and transparency in the company's culture and actionable steps you can take right now to build trust and stronger relationships with potential clients.

Ethan is the founder and CEO of Integral, an award-winning employee experience agency serving leaders of Communications, HR, Marketing, and Technology at global and local organizations. Formerly the global head of Employee and Innovation Communications for Bloomberg LP and Global Director of Social Strategy for IBM, Ethan has more than 20 years experience leading digital communications, engagement, and marketing initiatives at scale. Ethan has led large, globally and culturally diverse teams by innovating and humanizing the practice and advising senior leaders from the CEO to first-line managers among his clients on how to do the same.

In this episode, Dan and Ethan discuss the following:

• The benefits of both in-person collaboration and remote work.
• Expecting long sales cycles while working with large companies.
• Building trust and establishing credibility through networking, volunteering, and mentorship.
• The shift in management philosophy from enforcing rules to removing blockers.

To read the Third Edition of the Integral Index, check out Integral’s website!

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH ETHAN MCCARTY:

LinkedIn

Integral

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Page.org

Institute for Public Relations

Diversity Action Alliance

Full Sequence Coaching

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

Here at Sales Schema, we know our podcast listeners are all at different stages of growth with their agency. And after hundreds of interviews with professionals across the agency space, one key takeaway stands out: to grow an agency, you have to build a system that keeps your sales funnel full without the owner having their hand in the process. Dan is here today to talk about the different stages of an agency’s growth, how lack of clarity stalls your growth, and how outbound marketing could be the system you need to reach the next level with your agency. This week, episode 219 of The Digital Agency Growth Podcast is about how to build a repeatable new business process for your agency without spam or burnout!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Dan Englander shares the importance of building strong business relationships amidst the trust recession and actionable steps you can take right now to optimize outbound marketing for your agency’s needs.

In this episode, Dan discusses the following:

• The four levels of sophistication in sales for agencies – from glorified freelancer to cruisers.
• The pros and cons of outbound marketing and why it could drastically change your business.
• Identifying prospects by leveraging commonalities with existing clients and networks.
• How lack of clarity and follow-through kill outbound strategies and how to fix it.

If you think the Targeted Outreach System is a fit for your organization and want to learn more, please visit salesschema.com/enrollment!

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

The Targeted Outreach System

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

The game that is sales outreach is always changing, and with so many schools of thought, it can be hard to keep up with best practices to keep your pipeline full. Matt Lincoln with Apollo.io is here this week to offer insight into how sales outreach has changed, what data is important for targeting your best leads, tips for making a cold outreach feel like a warm inbound and much more! This week, episode 218 of The Digital Agency Growth Podcast is about the broken predictable revenue model and how Apollo.io approaches cold outreach in 2024.

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Matt Lincoln shares the importance of personalization in sales outreach strategies and actionable steps you can take right now to narrow down your search to the leads that are right for your business.

Matt Lincoln is the Principal Product Manager at Apollo.io, the leading go-to-market (GTM) solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021. The company currently serves over 500,000 companies like Qualtrics, Customer.io, and Census, as well as millions of GTM professionals globally. Matt is a seasoned product leader who joined Apollo in July 2023 to help navigate the mysteries of deliverability through self-serve tools that deliver the right message, to the right customer, at the right time. He has over a decade of experience creating product roadmaps, aligning stakeholders, and setting the product vision at global organizations like Shopify, United Airlines, and Staples.

In this episode, Dan and Matt discuss the following:

• The past, present, and future of sales engagement.
• Why the Predictable Revenue Model is broken.
• Google and Yahoo’s big changes that affect email deliverability.
• The uses of AI in sales and outreach efforts.

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH MATT LINCOLN:

Apollo.io

X (formerly Twitter)

LinkedIn

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

The agency space has seen its fair share of ups and downs over the past several years. However, as the industry landscape has changed, agencies have also adapted to meet their clients' needs and what they need to stay afloat. Drew McLellan is no stranger to the changes in the industry and is here today to talk about the state of the agency industry in 2024, shifting your agency model to emphasize thought leadership and much more. This week, episode 217 of The Digital Agency Growth Podcast is about building trust and scaling through thought leadership!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Drew McLellan discusses the importance of building trust with prospective clients long before a sale and actionable steps you can take right now to establish your agency as a thought leader in your space.

Drew McLellan has worked in advertising for 30+ years and started his own agency, McLellan Marketing Group in 1995 after a five-year stint at Y&R and still actively runs the agency. He spends the lion’s share of his time running Agency Management Institute (AMI), which he also owns. AMI serves thousands of agencies small to mid-sized agencies (advertising, digital, marketing, media and PR) every year, so they can increase their AGI, attract better clients and employees, mitigate the risks of being self-employed in a such volatile business and best of all — let the agency owner actually enjoy the perks of agency ownership.

In this episode, Dan and Drew discuss the following:

• Finding the advantages of being an agency owner.
• The importance of scalability and balance in agency growth.
• Building trust with potential clients long before making the sale.
• AI’s usefulness for data analysis in agencies, but not for strategy.

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/ and our Video training at http://salesschema.com/takecharge

CONNECT WITH DREW MCLELLAN:

Agency Management Institute

LinkedIn

X (formerly Twitter)

Website

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

LINKS MENTIONED:

Sell With Authority: Own and Monetize Your Agency’s Authority Position

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

No matter what industry you work in, you will learn lessons and gain valuable skills that will carry over into other industries. Transferring to the agency space from the restaurant industry was easier than expected for Mark Scrivner due to the lessons and skills he learned about sales, marketing, and quality of service in his restaurant career. Today, Mark is here to share those transferable skills and other valuable insights about entrepreneurship and agency ownership. This week, episode 211 of The Digital Agency Growth Podcast is about entrepreneurship insights and restaurant industry lessons for agencies!

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

Mark Scrivner is the Founder of Snapshot Interactive,a strategic marketing agency with a vision to create impactful stories and measurable marketing solutions for clients across various industries. With a passion for client service, he's had the privilege of leading the most talented team of storytellers, data lovers, and artists who specialize in the finance, healthcare, and industrial spaces. As an entrepreneur, Mark also co-founded Ecos, a sales and marketing presentation platform, and served as a moderator and board member at Entrepreneurs' Organization - Nashville, a global network of like-minded leaders.

In this episode, Dan and Mark discuss the following:

• Lessons Mark learned in the restaurant industry that have carried over into the agency space.
• The importance of speed of delivery in agency work.
• Pivoting from project to retainer-based work, and when each type is right for you.
• What new entrepreneurs are thinking and feeling, and advice from Mark on where to start.

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/ and our Video training at https://salesschema.com/relationships

CONNECT WITH MARK SCRIVNER:

LinkedIn

Snapshot Interactive

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.