I’m thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He’s also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.”

Dan’s book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach.

How do you balance personalization with scale?

This is exactly where Dan shines.

“Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.”

We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

• How outbound marketing can fine-tune your overall marketing efforts
• Dan’s approach to effective testing with smaller B2B sample sizes
• Why agency owners should offload tasks to build an effective outreach system
• The ideal team setup for outbound marketing
• How simple, personalized touches can unlock significant opportunities

Resources:

• Website: https://www.salesschema.com/
• LinkedIn Business: https://www.linkedin.com/company/sales-schema/
• LinkedIn Personal: https://www.linkedin.com/in/danenglander/
• Facebook Business: https://www.facebook.com/salesschema
• Salesschema.com/SWA

I am super excited about today’s episode of Sell With Authority because we have a returning guest expert sharing his smarts — and if you’ve met him before, you already know how much value he brings.

David Jenyns is the brains behind SYSTEMology, and a master at helping agencies implement operational systems that elevate their game.

If this is your first time meeting David — buckle up — because his mission is something I know will resonate with you: freeing agency owners from the trap of being the “go-to” person for every problem in the shop. Instead, he teaches us how to put well-oiled operations systems into place — systems that allow us to step back, breathe a little, and lead at a higher level.

What would it feel like if you weren’t stuck managing the day-to-day chaos of operations? What if your time could be spent focusing on your most important priorities — the things only you can do?

And — how much more valuable would your agency be if it could run smoothly without you?

That’s what David’s Systemology is all about — giving owners like you and me the time, space, and focus to work on the business instead of being buried in it.

You’ll have the time you need to dedicate yourself to biz dev — and lead the charge for the agency.

If you take and apply the insights and action steps David shares during this episode — you’ll be well on your way to systematizing your agency so you can sell more of what you do.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients...they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

In this episode of Sell with Authority, we tackle one of the biggest challenges agency owners face — the constant cycle of feast and famine in business development. If you’ve been in the game for a while, you know exactly what I mean.

One minute, you’ve landed several new clients, and everything’s humming along. The team is busy, cash flow looks great, and the office energy is high. But then — it hits. A client moves on, another cuts back on their budget, and suddenly, you’re scrambling to fill the gaps.

It’s a rollercoaster — and one too many agencies never escape because they don’t harness the power of automation to stabilize their biz dev efforts.

That’s exactly why I’m thrilled to welcome today’s guest expert, Clate Mask, Co-Founder of Keap. For those of you who might not know, Keap is an automation platform we’ve used here at Predictive for over a decade. So — when Clate reached out to explore a content partnership, it was a no-brainer. We’re already big believers in the platform because it helps solve this exact problem.

Clate shares insights on how to integrate automation into your biz dev strategy — so you can start pulling yourself out of that feast and famine cycle.

If you take and apply the golden nuggets Clate shares in this episode, you’ll find new ways to automate your agency’s biz dev process. Break free from the feast and famine cycle once and for all — because when you automate, you’ll consistently sell more of what you do.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 45 days. You can find Conduit and all their helpful insights and smarts here.

• How personalized communication and automation can coexist to enhance right-fit client relationships
• The first step to starting automation for agencies
• Types of lead magnets that resonate with your target audience and drive lead-gen
• How lifecycle automation can prevent operational inefficiencies
• How to turn SOPs (standard operating procedures) into strategic automated processes that streamline business operations

Resources:

• Website: www.keap.com
• LinkedIn Personal: https://www.linkedin.com/in/clate-mask-b0b386128/
• LinkedIn Business: https://www.linkedin.com/company/keap-growing/
• Growth and Freedom Playbook