How and When to Recruit an External CEO to Properly Scale Your Agency? w/ JT McCormick

JT McCormick is an American businessman, author and speaker. He served as President of technology company HeadSpring before his current role as President & CEO at Book in a Box.

Book In A Box has created an entirely new way to write a book. Instead of sitting at a computer for a year or more, being frustrated with the process and not sure you're doing it right, they take your ideas, and put them into a book in your words, and your voice. All you have to do is talk to them on the phone, and know what you're talking about.

In his book, “I Got There”, McCormick describes the years between ages 10 and 13 as some of the most difficult in his life, dealing with sexual abuse, being homeless and in and out of juvenile detention centers without much structure before moving in with his Uncle Bobby from 13 to 15.

In this episode you'll learn:

  • [01:10] How did JT become the CEO at Book in a Box?
  • [03:20] How not to build a company around yourself?
  • [04:15] How to transition an agency away from being focused on a personality to being focused on the brand as a whole?
  • [05:50] What are the differences in marketing strategies between Book in a Box and JT's former company?
  • [07:48] What are the bare minimums before you go out to recruit a CEO?
  • [10:00] Why did JT fire people when he came into his new company as a CEO?
  • [13:15] How does a founders stay invested with the success of the company when they are no longer CEO?
  • [14:00] What were some of the financial things that JT found were wrong and he had to fix?
  • [15:23] How did JT re-structure the team?
  • [17:00] What did the sales process at Headspring look like?
  • [19:05] Why is outbound strategy not the right fit for selling Book in a Box?
  • [20:26] Where should an agency be in terms of structure and revenue before hiring an external CEO?
  • [23:36] How did JT fix the production side of the Book in a Box?
  • [25:10] JT's 3P Formula

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Learn How to Level Up Your Agency by Building a Productized Service Offering w/ Brian Casel

Brian Casel is an entrepreneur, focused on bootstrapping online businesses that combine software with productized services.

Since starting his self-employed career as a professional freelance web designer back in 2008, he built and later sold a web design/SaaS business in 2015. He now runs Audience Ops, a content marketing service focused on helping B2B software companies grow their audience and customer-base.

In addition, he writes and teaches about entrepreneurship and freelancing through his blog and newsletter at casjam.com. He creates and sells courses and eBooks there, most notably his course, Productize, which teaches consultants how to build, launch, and grow a productized service business.

In this episode you'll learn:

  • [01:08] Why and how did Brian switch from an agency to a product focused business?
  • [03:00] What does Brian mean when he says he runs an 'anti-agency'?
  • [03:37] How does the sales process change when you're a freelancer to when you're running a B2B productized service company?
  • [04:54] How to come up with a productized service offering?
  • [07:38] How did Brian test out his idea before launching it?
  • [09:30] Why is Brian's productized offering almost the same as it was 2 years ago?
  • [11:27] How to package and sell your services?
  • [14:40] What broke while Brian was scaling his company and how he fixed it?
  • [17:44] What were some of the communication issues Brian had with his clients and how he fixed it?
  • [20:40] You shouldn't fear the onboarding process
  • [22:10] Brian's top 3 lead generation channels
  • [24:16] How did Brian sell his business in 2015?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Grow a Youtube Channel from 2,000 to 80,000 Subscribers in a Year? w/ Alexander Heyne

Alexander Heyne is an author of "Master The Day: Eat, Move and Live Better With The Power of Daily Habits" and "Milk the Pigeon: A Field Guide For Anyone Lost in Their 20s."

He is also the founder of Modern Health Monk, where he hosts 260,000+ readers/month, and a youtube channel averaging 350,000+ views a month.

He focuses on showing people how to double their energy, lose their next 10, 20 or 50 pounds, and live better by changing tiny, daily habits - no matter what diet they're on.

In this episode you'll learn:

  • [01:00] Importance of being in a mastermind
  • [06:20] How did Alex stick to his projects for so long?
  • [07:37] How to reinvent what you do to evolve and how Alex did it?
  • [10:00] Why you only need to be doing what you love?
  • [11:58] How did Alex grow his channel from 3,000 to 80,000 subscribers in a year?
  • [16:00] How to not get bored with creating content after you niche down? 
  • [20:03] What are some of the things you have to think about when you try to compress your workload down to 3 hours?
  • [20:17] What do Alex's 3 hour days consist of?
  • [22:23] What were some things Alex was working on 4 years ago that he regrets wasting his time on?
  • [23:45] Alex's take on branding in the most competitive space on Earth
  • [25:00] Why would Alex move to third world country if he started over again?
  • [26:13] Cost of living in China

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How a Former Agency Owner Purchased a SaaS Business That Makes Him $60,000 a Month? w/ Ryan Kulp

Ryan Kulp is the founder of Fomo, a social proof marketing platform that showcases recent customer behaviors to increase conversions and turn your website into the thriving piece of real estate it is. He’s also a full-time indie rock musician, whose new album South of Market debuted April 2017.

In this episode you'll learn:

  • [00:40] How did Ryan come up with an elevator pitch for Fomo?
  • [01:30] Origin story of Fomo
  • [02:40] What does Fomo do?
  • [03:03] Why did Ryan decide to rebuild the software after buying it instead of building it from scratch?
  • [04:50] Ryan's history with the agency world - how did the 6 months prior to buying the software look like
  • [11:15] Ryan's preference between running an agency or creating SaaS based product
  • [16:14] What did the acquisition process of Fomo look like?
  • [22:30] How did Ryan finance the deal?
  • [24:30] How to approach something you haven't done before?
  • [26:15] How long did it take for Fomo to get profitable?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Fundamental Psychological Factors That Make Entrepreneurial Superstars Like Elon Musk Ultra-Effective w/ Peter Shallard (Shrink for Entrepreneurs)

Peter Shallard, the Shrink for Entrepreneurs, is a renowned business psychology expert and therapist gone renegade. He works with all types of entrepreneurs around the globe as those people strive to reach greater goals of wealth, freedom and social impact.

Peter is obsessed with the pursuit of for-profit business that simultaneously makes a positive change in the world. Helping entrepreneurs create such businesses is his mission.

Through application of highly effective psychological models, he help entrepreneurs master the psychology of reaching their goals of success faster. Better. More effectively, and with more impact and results.

In this episode you'll learn:

  • [01:00] Big psychological struggles entrepreneurs are going through?
  • [03:22] What burden does entrepreneurship come with?
  • [05:30] About physical isolation in entrepreneurship
  • [06:20] How is Peter trying to solve the lack of accountability issue?
  • [07:10] Why the situation will get worse?
  • [08:10] Why entrepreneurs love to play the game of comparison?
  • [10:30] Why everything seems easier for entrepreneurial superstars like Elon Musk?
  • [11:30] Why is entrepreneurship fundamentally lonely and what to do about it?
  • [12:30] How to always be able to mentally motivate your team?
  • [14:35] How to figure out the growth driving activities?
  • [22:20] What are the psychological changes from starting your business to 5 years down the road?
  • [26:00] Why is it psychologically attractive to leave the state of informed pessimism?
  • [27:30] Biggest problems for more established entrepreneurs?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Growth Hack Your First Event and Completely Sell It Out? w/ Vasil Azarov

Vasil Azarov is a startup marketer. He founded one of the industry-leading growth marketing events – Growth Marketing Conference – and is hard at work to build the world’s most valuable startup community at Startup Socials. He believes the best way to teach and connect people in growth and startup marketing is by holding best-practice-focused events, led by the thought leaders who actually know what they’re doing, and building interactive, dynamic communities of growth and startup marketers from all over the world.

In this episode you'll learn:

  • [01:05] What is Startup Socials?
  • [02:00] How did Vasil get into the Event business?
  • [04:50] Who did Vasil hire to help him scale his events?
  • [08:00] When did Vasil decide to hire someone to manage event partnerships?
  • [08:50] How to find sponsors for your first conference?
  • [11:50] How to drive people to the conference?
  • [16:30] Vasil's advice to Alex on how to sell out his event
  • [20:00] How to get leads on a conference if you're not a speaker?
  • [22:20] Vasil's recommendations if you want to throw an event

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Story & Behind The Scenes Look of Experiment 27 w/ Its Co-Founder Robert Indries

Robert Indries is the co-founder of Experiment 27, CEO of software development company Wesrom and CTO of tech startup Cookfeed TV.

He has personally worked on over 100 software projects, wrote over 300 articles in a dozen industries, hired, trained and managed tens of developers, designers, marketers and sales personnel, spoke in front of 10,000+ people on 3 continents and in 3 languages and generated over $20,000,000 USD for his clients in the past year.

In this episode you'll learn:

  • [01:00] How did Robert and Alex meet in 2015?
  • [02:45] What mindset shifts did x27 go through?
  • [05:08] How to keep clients for longer?
  • [08:07] What is x27's approach to processes?
  • [11:50] What are some of the surprises that Robert discovered on his business journey?
  • [16:40] About employee goal setting
  • [18:28] How does Robert approach building the company culture?
  • [21:26] Where is Experiment 27 going? 
  • [25:00] Reasoning behind x27 raising its prices? 
  • [26:28] Why did x27 niche down?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Use Lean B2B Methodology to Create a Service Businesses Want? w/ Etienne Garbugli

etienne garbugli interview.png

Étienne Garbugli works at the intersection of Tech, Product Design and Marketing. He's a two-time Startup Founder (Flagback and HireVoice), a four-time entrepreneur and a UX research expert.

He published the book Lean B2B: Build Products Businesses Want. The Lean B2B methodology helped thousands of entrepreneurs and innovators around the world create sustainable innovation.

In this episode you'll learn:

  • [01:54] How to package what you do in a consulting service?
  • [02:38] Questions to ask to find out what drives the most value?
  • [03:25] How to come up with pricing for consulting services?
  • [05:04] Issues founders are running into?
  • [06:00] First step to finding out what worked in the past?
  • [07:10] How to get the founders psychologically to pivot?
  • [08:50] How to deal with politics when consulting with a startup?
  • [11:25] How to build a recurring revenue model into a consulting business?
  • [12:30] Tactic that Etienne ends up implementing with each client?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Grow an Agency from $2.4 to $4 Million in Revenue in 6 Months by Leveraging Trust Relationships? w/ Lane Campbell

Lane Campbell is an accomplished technology entrepreneur with a track record of offering affordable solutions and top-notch customer service. Lane's technical and support expertise has spanned diverse industries that include National Retail, Online Music Distribution, Social Networking, Real Estate, Voice Over IP (VoIP) Phone Service, Hospitality, Building Management Services, as well as the Publishing industry.
 
He has has managed teams of technical people both nationally and internationally. These teams have successfully implemented projects that are as diverse as Multi-Million Dollar E-commerce websites, Enterprise Wireless, Network Design and Network Engineering, Thousands of Concurrent Clients over a VPN, IP Telephony, Long Range Wireless Implementation, Enterprise ZFS Storage, High Availability Storage, CRM and ERP implementation/integrations.
 
Now, he lends his expertise to the operation of Vue Ventures, an early stage venture fund founded by serial entrepreneurs. He is also a mentor at Founder Institute, member at Forbes Technology Council ( an invitation-only organization comprised of elite CIOs, CTOs and technology executives) and a member of Young Entrepreneur Council ( highly selective, invite-only group of like minded peers from nearly every industry).

In this episode you'll learn:

  • [01:14] How is Lane looking to disrupt how citizens interact with government officials?
  • [03:34] How is Lane pairing innovative startups with corporations that have a strategic need for what they're doing?
  • [06:14] Strategy of following the money backwards
  • [07:30] 95-5 formula for selling in B2B
  • [08:40] How to approach companies that have 'migraine problems'
  • [10:20] How to leverage established trust relationships? 
  • [13:39] Questions services companies should be asking before pursuing the partnership strategy?
  • [15:48] How to come up with something unique as an agency?
  • [17:00] How did Lane grow an agency from $2.4 to $4 million in revenue in 6 months?
  • [20:25] What to think about when making an intro?
  • [21:25] How to think about networking?
  • [24:00] How to split the time between outbound and building relationships?
  • [27:00] One piece of homework for agency partnerships?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Set Sales Processes & Benchmarks in Place to Monitor Sales Activity Properly w/ Wes Schaeffer

Wes Schaeffer, also known as "The Sales Whisperer," is a graduate of the U.S. Air Force Academy, a father, author, coach, keynote speaker to Fortune 500 companies, marketing expert, copywriter and Infusionsoft Consultant.

Nothing happens until a sale is made. A sale cannot be made until a prospect has been identified. A prospect cannot be identified until a business owner informs the marketplace that they are in business with a valuable offering. Each step must be carefully crafted and integrated and then automated in order to create a business that sustains you vs. a service that drains you. Wes help companies build all of that.

In this episode you'll learn:

  • [01:22] Biggest mistakes sales managers make when building a team?
  • [02:10] The difference between recruiting vs hiring sales people?
  • [04:55] Benchmark to judge your salespeople by?
  • [07:17] How to monitor sales activity? 
  • [08:00] When and how would you figure out if a sales system is broken?
  • [08:48] How not to communicate in sales?
  • [10:50] What to look for when listening in on a sales call?
  • [12:26] Steps to get better at managing?
  • [13:50] Multiple steps of Wes' hiring process
  • [17:17] Importance of sales scripts
  • [19:30] What traits to look for in sales people?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

Podcast production done by BrandedPod.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Launch a Direct Email Campaign To Thousands of Influencers and Bloggers? w/ David Schneider

David Schneider is currently the CEO and CoFounder of digital marketer software NinjaOutreach, which helps small businesses find and outreach to bloggers to grow their sales through blogger outreach. Previously, he worked at Capital One as a business analyst until 2012, when he left to travel to the world with his girlfriend (visited over 40+ countries). During this time he started several online businesses, which grossed several hundred thousand in revenue. Since June 2014, he has been bootstrapping NinjaOutreach with two CoFounders to grow it to over 500 customers. They grew their team from 3 to 11 people, increased their revenue from $0 to >$100k ARR and achieved consistent 20% average MoM growth.

In this episode you'll learn:

  • [01:40] How long it took David to go from 0 to $100k in revenue?
  • [03:30] How did David get into software business?
  • [05:40] Reasoning behind NinjaOutreach partnering with AppSumo
  • [08:00] How to psychologically tackle not making money?
  • [09:45] How to define an ideal customer?
  • [12:00] What to do when your product better resonates with someone else besides your ideal target?
  • [15:30] How to classify people that use your product?
  • [19:14] What are digital agencies doing in terms of outreach?
  • [21:38] How to measure ROI in terms of blogger outreach? 
  • [23:30] How is NinjaOutreach acquiring customers?
  • [25:40] First thing to try in influence marketing?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Test Turning a Service into a Product by Not Charging Premium Prices? w/ Ryan Lee

Ryan Lee is a prolific entrepreneur, starting his first business selling baseball cards via mail order when he was 12-years old. Now, he owns dozens of business, from health/fitness to marketing.

Ryan has been featured in many media outlets, including the front page of the Wall Street Journal and the cover of Millionaire Blueprints. He's also written two books, The Millionaire Workout and Passion to Profits.

In this episode you'll learn:

  • [01:10] What is Netflix for Entrepreneurs?
  • [03:50] Why is Ryan not charging premium prices for his courses?
  • [08:00] Why is Ryan sending 1 email per day?
  • [11:30] How can service providers transition to online?
  • [13:46] How to convince someone who is not sold on niching down?
  • [16:40] How to go through the transition phase of going to premium prices?
  • [18:30] How to turn a service into a product?
  • [22:19] Why is Ryan comfortable charging only $1?
  • [25:40] How to think about customer success?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Keep Your Clients Happy by Creating a Proper Feedback Loop? w/ Hiten Shah

Hiten Shah has started three SaaS companies since 2005, Crazy Egg, KISSmetrics and Quick Sprout. He's an active advisor and investor in startups. He has an email newsletter called SaaS Weekly where he shares the best links of the week for anyone interested in SaaS businesses.

In this episode you'll learn:

  • [01:00] How has market changed in the last 10 years?
  • [03:00] How did Hiten manage to make money in his consulting company when he started out?
  • [07:30] How did Hiten come up with Crazy Egg?
  • [09:22] What is Hiten's main focus at the moment?
  • [11:00] How does Hiten approach his business endeavors?
  • [11:50] How did they implement an agency model on Quick Sprout?
  • [15:00] How to look at your internal processes?
  • [16:17] How to make sure that your client is happy with what you're delivering?
  • [17:36] The right questions to ask to get feedback?
  • [18:14] How to deal with negative feedback?
  • [19:27] How has agency model changed since 2004 to now?
  • [20:46] How to think about outsourcing to agencies?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Drive Sales and Capture Leads by Creating a Bot? w/ Ben Parr (Octane AI)

Ben Parr is an author, technologist, investor, journalist, entrepreneur, and expert on growth and attention. He's the author of "Captivology: The Science of Capturing People’s Attention", published in 2015 by HarperCollins. His book dives into the science and psychology of attention and how anyone can capture attention for their projects or ideas. 

He's a CMO and co-founder of Octane AI - the easiest way to create a bot, drive sales, capture leads, and increase engagement on your Facebook Page. He also started an early-stage venture fund called DominateFund and The Parr Group, a consulting and advisory on the topics of technology, marketing, media, and growth. He advised top brands like Lufthansa Airlines and others on growth, attention and marketing.

Previously, he was a Co-Editor and Editor-at-Large of Mashable, where he opened Mashable's west coast office and wrote more than 2,400 articles on the business and cultural impact of technology. He was also named one of Forbes’ 30 Under 30.

In this episode you'll learn:

  • [01:00] What does Octane AI do?
  • [02:00] How do you get Maroon 5 as a client?
  • [03:40] How do bots interact with your audience? 
  • [04:55] What does a CMO of a chat bot startup do? 
  • [05:55] What is the main user acquisition channel for a B2B SaaS app?
  • [07:20] Biggest problem Octane AI is tackling as a business at the moment?
  • [09:20] How to build a dream team after you're funded?
  • [12:00] Why is Ben involved with Octane AI?
  • [13:20] How has Ben evolved in his journey with Octane AI?
  • [14:50] How to manage a remote team?
  • [15:30] How do you get your team to a point where they're ready to pick their own things to do?
  • [17:11] How to set metrics and goals?
  • [18:40] 3 things you need to do as a founder in the long run
  • [19:40] How to create a vision for the company?
  • [20:30] Recruiting process at Octane AI

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Strategies for Connecting with Busy People & Selling to Fortune 500 w/ Bilal Zaidi

Bilal Zaidi has spent the last 12yrs helping to grow startups & fortune 500 brands with a focus on marketing, sales & business development. He's worked with Fortune 500 companies and startups in Europe & US. And before that, he set up and ran an online fashion retailer and a sports fan site that grew to 23 writers with a global audience of 500k unique visitors. 

Bilal is also the host of Creator Lab, a podcast where he interviews leading entrepreneurs & non-profit founders. The show has listeners in 100+ countries & has been featured on iTunes in 35+ countries.

In this episode you'll learn:

  • [00:48] What is the origin of the Creator Lab podcast?
  • [03:40] How did Bilal get some heavy hitters to be on his podcast?
  • [08:38] How to get in front of an extremely busy person?
  • [13:29] Bilal's strategies for selling to Fortune 500
  • [17:48] Where do you normally start and how do you pitch a Fortune 500 company?
  • [20:45] What wins people over in business?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Use Free Events to Get Leads for Your Digital Agency? w/ Evan Horowitz

Evan Horowitz is a co-founder at Marquee Branding, where he produces social media experiences or brands based on original song, dance and rhythm. Evan also enables his clients at Evan Horowitz Advising to achieve 30 – 300% revenue growth within 12 months. And by applying the tools he teaches, Evan quadrupled his own revenue in one year. Evan also earned an MBA from Harvard Business School, and a BS in Electrical Engineering from Stanford University.

In this episode you'll learn:

  • [01:08] How to use free events to get leads?
  • [02:00] How did Evan come across speaking as a marketing channel?
  • [03:03] Different strategies for finding speaking gigs?
  • [03:46] How to identify groups of people to speak to?
  • [04:30] Listen to find out which company is open to hosting speakers and events
  • [05:03] How to think about concepts when pitching yourself to speak?
  • [05:54] An example of how Evan frames his talks
  • [07:50] How to come up with a great title for the talk?
  • [09:04] How to get the right people to come to the event?
  • [10:21] How to structure a talk so that it gives you the most ROI at the end of it?
  • [12:45] How to structure a lead generation form for an event?
  • [14:35] What are you teaching and what aren't you teaching in a talk?
  • [16:10] How is Evan acquiring his clients?
  • [16:40] When is the right time to ask for referrals and how to structure the ask?
  • [18:43] If you want to jump into speaking what's a good first step for you?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Scaling an Agency: WebProfits' Growth Focused Strategy w/ Sujan Patel

Sujan Patel is the co-founder of Web Profits, a growth marketing agency helping companies leverage the latest and greatest marketing strategy to fuel their businesses. Sujan has over 13 years of internet marketing experience and has led the digital marketing strategy for companies like Sales Force, Mint, Intuit and many other Fortune 500 caliber companies.

In this episode you'll learn:

  • [01:04] What is WebProfits' area of expertise?
  • [02:09] Why is Sujan's focus on post acquisition marketing?
  • [03:04] How to approach agency marketing?
  • [04:58] How to attract the right type of customers?
  • [08:58] Differences between B2B and B2C content marketing? 
  • [12:36] How to test content marketing ideas?
  • [15:50] Why is Sujan actually running an agency?
  • [21:17] How to separate the personal brand from your business? 
  • [24:32] Systems for training new employees

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Complete Guide to Getting Your Agency Published w/ Kelsey Meyer (Influence & Co.)

influence and co kelsey meyer.png

Kelsey Meyer is the co-founder of Influence & Co. Influence & Co. is a tech-enabled content marketing firm that specializes in content strategy, creation and distribution to help companies accomplish their goals through content.

In this episode you'll learn:

  • [00:50] What does Influence & Co. do for their clients?
  • [02:04] How to find niche publications?
  • [03:08] Why is I&Co not white labeling for their clients?
  • [04:13] How to go about building a relationships with niche publications from scratch?
  • [04:25] First thing to do if you want to go after a publication as an agency?
  • [06:26] How to know if a niche publication is worth it? 
  • [07:07] Metrics you want to look at before publishing at a specific website?
  • [10:08] Is there a niche in which guest posting doesn't work?
  • [12:10] How do you measure the ROI from the published articles?
  • [13:50] How to utilize your articles in the sales process?
  • [14:56] Best practices for using cold email to distribute the article?
  • [16:54] What role does content marketing play in how someone's evaluating a company?
  • [19:05] What parts of the funnel are important for different industries?
  • [20:55] Best practices for getting quotations from your ideal companies?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Choose The Right Marketing Channels? w/ Rand Fishkin

Rand Fishkin is the founder and former CEO of Moz, board member at presentation software startup Haiku Deck, co-author of a pair of books on SEO, and co-founder of Inbound.org. Rand's an unsaveable addict of all things content, search, & social on the web.

In this episode Rand will teach you:

  • [00:54] What are Whiteboard Friday videos about and how they made Rand an online influencer?
  • [01:52] Why should marketers focus on building relationships rather than being tactical?
  • [02:00] Challenges marketers face
  • [02:25] How not to be tempted to give tactical advice instead of a strategic one?
  • [03:33] What does a wizard do at Moz?
  • [04:15] Separate tracks for individual contributors and people managers - structure at Moz
  • [05:23] Why managing people should not be a prerequisite for having a great career in marketing?
  • [06:17] How are marketers at Moz measured?
  • [07:30] Top of funnel metrics
  • [08:00] Bottom and middle of the funnel metrics
  • [08:36] How to break down marketing channels to focus on?
  • [14:00] Best days of the week for social engagement?
  • [15:20] Rand's marketing failures
  • [18:11] How does Rand use speaking gigs as a marketing tool?
  • [21:00] How to create a great speech and be the one everyone is talking about?
  • [22:16] How to prioritize which events are worth attending?

Links mentioned:

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How to Use Bottom-Up Model to Sell Software w/ Scott Britton from Troops.ai

Scott Britton is the co-founder of Troops. Troops is the first Slackbot for Sales Teams that makes it easy to use CRM data and configure workflow to do your job. They've raised $9.6m to date.

In this episode you'll learn:

  • [01:10] What can Troops help you with?
  • [03:10] Which sales model they use at Troops?
  • [04:30] How did they adapt the bottom-up model over the top-down one?
  • [05:08] Ideal model to sell Software?
  • [07:02] How to execute that on the marketing side?
  • [08:23] How to execute that on the sales side?
  • [09:47] How did Scott switch from relying on cold email to focusing on inbound?
  • [12:25] How to optimize the middle of the funnel and how to convert leads to users?
  • [14:17] How to execute efficient demo on-boarding strategy?
  • [16:30] How to deal with going back and forth with engineering?
  • [17:26] Questions they use for their customer feedback log
  • [19:10] How do you go from 1 user to building a company when you have a target account identified?
  • [22:00] How to make your sales process contingent upon creation of value?

Find Scott here:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

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