In this episode, I sat down with the Happy Clients Podcast to talk about what’s working in agency sales right now, without the cringe, without the outdated playbooks, and without turning you into a full-time cold caller.
Most agencies can sell for their clients all day, but when it comes to their growth, things can get messy.
I’ve spent the better part of a decade helping agencies stop relying on “hope and referrals” and start building sales systems that work.
⏱ Timestamps
00:00 – The “spare-time sales” trap
00:29 – Why this matters for client-facing pros
01:19 – My path into agency sales
02:20 – The scaling pain you don’t see coming
04:41 – When referrals run dry
06:10 – Inbound vs outbound today
07:04 – The trust-first approach
09:23 – Making referrals predictable
11:48 – Why cold outreach is harder now
14:13 – Accountability in sales
16:32 – Quick wins with clarity and focus
18:53 – Opportunities hiding in plain sight
20:10 – Where to find me + my book
✨ Key Points
- Why loading sales onto busy account managers fails.
- How to turn your network into a steady pipeline.
- The simple way to make introductions effortless.
- Why agencies should own sales instead of outsourcing it.
- How clarity on your ideal client changes everything.
🔗 Book a strategy call with Dan: Relationship Sales at Scale™
Checked the podcast on @dotandcompany
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.