Podcast
The Digital Agency Growth Podcast
Hosted by Sales Schema · EN
Rated in the top 3% by ListenNotes and going strong for nearly 300 episodes since 2018, The Digital Agency Growth Podcast is dedicated to helping marketing agency owners and executives build stronger firms so they can grow, get acquired, or enjoy more peace of mind. Hosted by agency veteran and Sales Schema CEO Dan Englander, each episode features interviews with successful agency founders, industry experts, and business strategists who share insights on client acquisition, team building, offering optimization, operational efficiency, and sustainable growth models.
15episodes
Episodes
Newest firstAll episodes
How We Help Agencies Build Strategic Partnerships
Jan 1400:23:07Tap to summarizeHere's what nobody tells you about referrals: the real value isn't the introduction, it's identifying who will keep referring you for years.In this episode, Dan breaks down why the classic "let me know if you know anyone who needs our services" approach fails almost every time, and walks through a systematic process for turning your existing network into a consistent source of warm introductions, tastefully. What You'll Leave With:Why asking "know anyone who might need our services?" puts massive cognitive load on your contacts (and what to ask instead)The three biggest referral mistakes agency owners make and how each one sabotages your resultsHow vertical vs. horizontal relationships determine whether someone will refer you The specific ask process: transitioning from categories of people to named individuals your connector actually knowsA practical approach to mapping your LinkedIn network for "referral ready connectors" without spamWhy strategic partnerships should be prototyped through referrals first, not started with commission structuresHow to think about the time investment: high-touch, high-leverage vs. volume plays that don't fit specialized agencies Resources Are you an upmarket-focused agency interested in setting up a referral-based new business system? Lets talk - go here for details: https://hey.salesschema.com/referral-engine-lp
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The Big Themes from 2025
Jan 700:15:27Tap to summarizeNew Video Training.Referrals already work for your agency, but you've never optimized them. Learn how in our latest video training: https://hey.salesschema.com/opt-in-mw-referral-engine --This year-end review distills the most important lessons from a year of conversations with agency owners, researchers, and growth experts who've been in the trenches.What You'll Leave With:Why trust has replaced awareness and differentiation as the scarce resource in agency growthThe counterintuitive sales-to-delivery handoff that makes closing easier (even though it seems expensive)How to move referrals from passive hope to systematic pipeline generationThe difference between economic headwinds as obstacles versus excusesWhy specialization is no longer a debate but table stakes for competitive agenciesThe rise of agency perspective An under-discussed macro trend that could reshape entire marketing niches over the next few yearsEpisodes Referenced: -Nick Petroski: https://salesschema.com/the-data-you-need-before-you-build-your-2026-biz-dev-plan-with-nick-petroski/-Brooke MacLean: https://salesschema.com/how-brooke-maclean-built-an-80-person-agency-with-zero-debt/-Brock Murray: https://salesschema.com/scaling-past-50-employees-how-seo-plus-built-a-global-agency/-Spencer Gallagher: -Stewart Gandolf: https://salesschema.com/lessons-from-building-an-eight-figure-niche-agency-stewart-gandolf/-Erik J. Olson: https://salesschema.com/erik-j-olson-on-why-most-agencies-plateau-and-how-to-build-one-that-grows-predictably/-Stephen Woessner: https://salesschema.com/stephen-woessner-on-the-smile-graph-ais-impact-on-agencies/-Karl Sakas: https://salesschema.com/karl-sakas-on-scaling-smart-and-reclaiming-your-time/-Todd Gagne: https://salesschema.com/karl-sakas-on-scaling-smart-and-reclaiming-your-time/
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From Reactive to Predictable: Systematizing Agency Referrals [Encore Episode]
Dec 3100:35:22Tap to summarizeChances are referrals work for your agency. Maybe they're the only thing that ever has. But you've never optimized them. [Note: this is an encore of an episode originally aired 12/3/25]. If your agency is stuck in "the Cobbler's Children phase", where you deliver great work for clients but new business feels chaotic and reactive, this episode offers a way out. I'm sharing my referral workshop from the All In Agency Summit, condensed from 60 to 30 minutes of pure strategy. This isn't about random networking or hoping referrals happen. It's about installing a repeatable system that generates 2-5 targeted introductions weekly without cold outreach spam or burning out your team. What You'll Leave With:The four-level agency maturity model and how to identify which phase you're actually inWhy the 2020 shift made trust—not awareness—the scarce resource in B2B salesThe high school gym versus NFL stadium test for choosing the right lead gen strategy based on your market sizeA two-pronged outreach approach that keeps your pipeline full even when you're wearing too many hatsThe simple emotional game-changer that gets introductions to actually happen instead of sitting in limboThe one data tool you need to get started without expensive SaaS platformsWhy asking for referrals is actually a positive-sum game that benefits everyone involvedHow to systematize client referrals so your account team generates opportunities automaticallyThe sprint-to-marathon framework that proves this approach scales beyond your immediate network
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Holiday Thought Exercise: "Is it Me or the Market?"
Dec 2300:40:02Tap to summarizeif you're using the holiday break to plan for a strong Q1, this conversation will reshape how you think about pipeline. [this is an Encore Episode originally aired December 3, 2025]Nick Petroski, founder of Promethean Research and the industry's go-to source for agency market data, spent years studying what actually drives growth for digital agencies. Not best practices or guru advice, but real numbers from real shops.What he found challenges conventional wisdom. The agencies getting the most predictable growth aren't the ones with the slickest outbound machines, they're the ones who've built systems around relationships they already have. Nick breaks down the ownership gaps, comp structures, and tactical frameworks that separate random referrals from repeatable revenue. If you're heading into 2026 wondering whether your pipeline issues are a "you" problem or a market problem, this conversation will help you see which levers you actually control.What You'll Leave With:-The "is it me or the market?" framework for diagnosing your real pipeline problems-Why shrinking total addressable markets make relationship-based growth less optional and more strategic-How to structure account manager compensation to drive growth, not just retention (70-30 vs 60-40 splits explained)-A tactical approach for asking clients for specific introductions without feeling pushy or salesy-Why your Fortune 500 "locked down" account might actually be your biggest referral opportunity-The consultative mindset shift that makes asking for referrals feel like service, not sales-How to identify which accounts actually have referral potential worth pursuingMentioned Resources / Links:-Video Training: How to Scale Your Agency with Systematic Referrals and Strategic Partnerships (30 min)-From Random to Repeatable: The Digital Agency Referral Playbook - Nick's research report on systematizing referrals
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Tom Ollerton – The Pursuit of Shiny New Objects
Aug 23, 2021Tap to summarizeWatch our new recorded video training:Relationship-Driven New Business At-Scale The two giant new business shifts. Commonalities we use to build relationships between our clients and decision-makers. Actual copy examples so you can get inspired. Today’s Guest: On today’s episode, we’re providing you with insights from someone who is extremely well-versed when it comes to leveraging […]
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