In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market.  

Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations.  

We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side. 

If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you!

Key Bytes

• Many agencies rely too much on referrals for growth.

• Lack of time and clarity are major stumbling blocks for agency owners.

• Outbound sales should start as a clarity-building exercise.

• Agencies should define their target markets and specialize.

• Building trust is crucial in a competitive landscape.

• Leveraging connections can enhance outreach effectiveness.

• Automation in sales processes is essential but quality matters.

• Most agency clients have owner-led sales teams.

• It's important to build a sales system before hiring a salesperson.

• Understanding sales cycles is key to setting expectations.

Chapters

00:00 Introduction to Agency Growth Strategies

01:50 The Importance of Strategic Sales Planning

04:41 Overcoming Common Agency Growth Challenges

09:10 Building Trust in a Competitive Landscape

12:52 Leveraging Connections for Effective Outreach

15:24 The Role of Automation in Sales Processes

18:46 Creating a Sales System Before Hiring

21:55 Understanding Sales Cycles and Expectations

26:51 The Human Element in Sales

Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.

Contact Dan:

www.salesschema.com

https://www.linkedin.com/in/danenglander/

https://www.linkedin.com/company/sales-schema/?viewAsMember=true

https://www.facebook.com/salesschema

In Episode 57, I had the privilege of sitting down with the dynamic duo behind Casa Davka – Emily Cohen and Hunter Vargas. This episode is jam-packed with valuable insights for agency owners looking to master their positioning, niching, and client relationships. We dive deep into strategic approaches for expanding expertise and fostering stronger client connections. From navigating business development to addressing harmful industry practices, we cover it all. We also explore the evolving landscape of remote work and its impact on team effectiveness, while emphasizing the importance of fair compensation and trust-building in remote agencies. Plus, we discuss the advantages of global talent, vertical niching strategies, achieving work-life balance, and fostering a culture of trust. As always, expect a no-nonsense conversation that cuts through the noise. Don't miss out on this episode!