Where Is Your Next Sale Coming From?
Dan Englander Explains The Benefits of Specialization and The Role of His Company, Sales Schema
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In This Episode
Have you built your business from referrals? Are you relying on a few major customers, but find it tricky to sell your product/services to other companies? Have you hired a 6-figure salesperson who through no fault of their own, couldn’t bring you in the sales you expected? Well, maybe it’s time for you to listen to, read a book written by or engage the services of our guest, Dan Englander.
Dan’s company Sales Schema helps agencies grow by doing outreach, appointment setting, outbound lead generation and support. You can be the best practitioner of your craft, but still feel kind of gross about pushing sales. But Dan talks to Dave and Greg about how sales don’t have to be a hard sale situation. In Dan’s words, “You’re selling, you’re teaching, or you’re learning every day with your market.” Listen in to hear some sales leadership tidbits sure to help your perspective on closing your next deal.
Episode Breakdown
First 10 Minutes
We met our guest Dan Englander and learned about his background getting started in NYC at an ad agency and moving into a sales career. Dan explains his company, Sales Schema, which is a boutique sales agency that helps marketing agencies win their dream clients. The group talks about companies deciding to find their right audience or go towards a niche area.
10 Minutes – 20 Minutes
Dan explains how they look at the process as a specialization of the services a company is trying to sell to clients, like picking a particular industry or industries. Dave asks about the books that Dan has written. Dan explains where he got started with writing and who the audience is for the books. The group talks about account management, the topic of Dan’s first book, and how that impacts a companies sales. Dan discusses how account management has changed because of how quickly things are moving in today’s world. Greg talks about the shifts his business, Hemmings House, as had to make in choosing to find new business.
20 Minutes – 30 Minutes
The group talks about how sales can sometimes be a roadblock to even the most experienced practitioners. Dan explains that sometimes it can be a mistake to hire in a salesperson before you have the funnel or resources to support that salesperson. Dave mentions how salespeople need resources to sell creative, and it’s not all about the process. Dan agrees and highlights that when your sales get routine, and you know exactly what the client is going to say. The group finishes learning about Dan’s passion for Brazilian Jujitsu and have a chat about MMA.
Resources Mentioned In This Episode
Dan Englander
Founder and CEO, Sales Schema
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 the author of Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu.
About Sales Schema
By agencies, for agencies.
Founded in 2014, Sales Schema is a US-based team of salespeople, former agency leaders, and marketers.
At the time of this writing, we’ve executed over 7,000 campaigns, generated 3,000+ agency/brand meetings, and won millions in lifetime revenue for our clients, and we’re constantly improving our system as markets evolve.
We’re excited to see how we can help your agency grow.