Build A Better Agency Podcast

Lindsay Grinstead & Bill Boris-Schacter have lived and breathed the experiential marketing space collectively for over 50 years. They started Tonic Consulting Group to take that experience and help other live event agencies, and their partners, grow both their top and bottom line. Through their combined experience, they bring an operations and sales expertise to their clients. Lindsay has worn a sales & marketing hat for her clients and her agency throughout her career. In her 15 years at Jack Morton Worldwide, she grew small accounts into huge ones and created a few award-winning programs along the way. Lindsay understands the challenges in finding and winning new business and how to organically grow business. She expertly navigated Fortune 500 companies, maximizing opportunities for revenue growth. Every client calls Tonic looking to "grow". Lindsay & Bill help their clients identify what is hampering their growth, develop a roadmap to success and then roll up their sleeves & help implement

Drew McLellan is the CEO at Agency Management Institute. For the past 23+ years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”   What you’ll learn about in this

Based in Dallas, Stephanie Chung and Associates offer sales training, executive coaching, and small business mentorship services nationwide. Among her products is the High Ticket Selling Made Simple course, designed to help small business owners sell more and make more. As a former sales executive in the aviation and private jet industry, Stephanie has mastered the art of high ticket selling and has mentored, coached, and developed some of the highest paid, most elite, sales professionals in the country. Serving business leaders, entrepreneurs, and sales professionals, Stephanie Chung uses her proven executive coaching and sales training expertise to drive your top line sales. Chung is an executive coach, trainer and advisor backed by more than 25 years of team management, business development, and sales leadership experience. Chung is also a public speaker, a contributor on ABC, CBS, NBC and author of “Profit Like a Girl: A Woman's Guide to Kicking Butt in Sales and Leadership” and “Embrace the Suck: How to

With 19 years of Outdoor Advertising experience, Betsy McLarney has planned, managed, and executed many fully integrated Out of Home (OOH) advertising campaigns throughout North America and worldwide. Today she leads a team of experienced, dedicated strategists who help clients maximize the potential of Outdoor advertising (OOH), by complementing a robust integrated media plan. EMC Outdoor works seamlessly with their agency clients or direct with a brand’s media department to deliver pitch-perfect programs and outstanding results each and every time. Complete client satisfaction is their ultimate goal.     What you’ll learn about in this episode: Out of Home (OOH) media: what is it? How digital outdoor advertising really makes the experience come alive for consumers Using OOH to hit consumers with messages at multiple touch points throughout their day It’s not just for B2C: how B2B can utilize OOH to enhance their campaigns Using street teams effectively to get your message out to live people Why OOH isn’t

Ryan O'Donnell is a midwest kid who moved to NYC after college and landed a job on Wall Street making 500 calls a day. He hated it, followed a passion for tech, and ended up joining a company early that eventually sold to Yahoo for $850M. He grew a business unit from $0 - $20M and left Yahoo to startup. Fast forward 3 meandering years trying to generate sales and Ryan decided to build a product to speed up the time to revenue for any business selling a product or service B2B called Sellhack. He’s successfully running this company today, helping his clients get in front of the right prospects faster and with a better close rate than they’d been doing on their own. He’s a father of 3, husband, and hobbyist prepper, and he’s in relentless pursuit of scratch golf.   What you’ll learn about in this episode: Why sales is all about automation and efficiency Using data to take the guesswork out of the prospect search Crafting compelling emails to prospects based on what you know about their competition (that you al

Sam Mallikarjunan is a Marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs, the somewhat-secret experimental arm of the world’s #1 Sales & Marketing platform. Sam teaches Advanced Digital Marketing at the Harvard Division of Continuing Education, and he is also the co-author of the book How To Sell Better Than Amazon (which, thanks to the publisher, is ironically available for purchase on Amazon).   What you’ll learn about in this episode: The way the internet has changed selling so that there’s almost too much information How salespeople can help consumers sift through the breadth of information out there Structuring sales calls so they’re all about asking the buyers questions about their business The power of inbound: competition where no one else is competing Learning to say no to bad revenue Why you need to build buyer personas -- both for your ideal customers and customers that you don’t want to do business with because they’re going to cost you money Why clients need agencies to

Drew McLellan is the CEO at Agency Management Institute. For the past 23+ years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”   What you’ll learn about in this

Joe Pulizzi is the founder of Content Marketing Institute which is now a UBM company. It is the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world, Content Marketing World. Joe is the winner of the 2014 John Caldwell Lifetime Achievement Award from the Content Council. Joe’s fifth book “Killing Marketing” was just released. His third book, “Epic Content Marketing” was named one of “Five Must-Read Business Books of 2013” by Fortune Magazine.   What you’ll learn about in this episode: The evolution of content marketing Focusing on your core verticals to help clients out with some part of the process that they’re terrible at How agencies can help clients build an audience of people that knows, likes, and trusts them and how that has a large impact over time Why elevating someone to the status of an expert with content marketing is a long-term process Focusing on clients that already value and have a budget for content mar

Steve Boehler is a founding partner at Mercer Island Group - a strategic management and marketing consultancy. The company has three key practice areas: strategic business consulting, organization effectiveness, and client-agency relationships. They help companies and executives succeed. One of the ways they do that is by helping them better position themselves and sell more effectively by better bonding with prospects around the prospects' needs. They work with agencies of all sizes and types as well as consult to major clients in the US and across the globe like Microsoft, Ulta Beauty, PetSmart, Starbucks and many other fine firms. Steve started his career at Procter & Gamble - in his decade there he was the second youngest brand manager in that venerable company's history, turned around the Pringle's business, led Jif Peanut Butter to market leadership, and turned around the Tide business.   What you’ll learn about in this episode: Why clients likely don’t know about your agency and why you have to m

Luke Summerfield wakes up each morning excited to discover, experience, and share moments of inspirations. He does this at HubSpot, advising startups, writing, and speaking. He founded the Growth-Driven Design movement which is transforming the world of web design. In the first twelve months, they grew from 0 -> 940 agencies in 50 countries offering GDD services to clients. Previous to HubSpot, Luke helped grow a digital marketing agency until it was acquired in 2014. Outside of work, he trains Mixed Martial Arts / Brazilian Jiu-Jitsu and rough houses with his pug puppy, Mac.   What you’ll learn about in this episode: Growth-driven design: what this “smarter way to do web design” is all about Why the platform you use for your website doesn’t matter with growth-driven design How growth-driven design was born out of the pain both agencies and clients felt around web development and why this system is so much better than previous ways of doing web dev Step 1: getting an empathetic understanding of your client’

Gerald Sexton is Director of Employee Enablement at Goodway Group. Gerald joined Goodway in early 2016 and brings significant experience in leveraging human resources to improve business performance and employee experience. Throughout his career, he has worked in the consulting, medical, aerospace and defense, and satellite-entertainment industries. His most recent position as Senior Human Resources (HR) Manager for DIRECTV’s premier customer-retention center in Boise, Idaho, allowed him to demonstrate just how much impact a strong HR partnership can have. Using an integrated approach with site leadership, Gerald helped the site reduce attrition by 7 percent, creating three million in cost savings. He holds a BS in psychology and an MA in organizational psychology. His fascination with solving complex problems in organizations led him to a career in HR with a strong emphasis on talent and organizational development. Gerald has a passion for cooking and enjoys traveling (and eating food from) all over the worl

Drew McLellan is the Top Dog at Agency Management Institute. For the past 23 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year gives him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”   What you’ll learn about in t

Ryan Meo has worked with hundreds of agencies and built thousands of websites over the years. About 10 years ago he started a company called Sitetology which turned into TheWebsiteProject.org and has been recently re-branded to ScaleSquad.com. They are a private label website services outsource solution for freelancers, small agencies, and even big agencies. They have helped more agencies than they can count go from trying to do everything on their own, to having a dependable, scalable, and affordable solution.     What you’ll learn about in this episode: How Ryan started selling websites — even though he didn’t know how to build them Taking a custom service like web design and making it scalable Why you have to prevent scope creep by being firm with clients on what their deliverables are (or by moving them up to a higher package) How Ryan is able to charge a low, flat rate for his websites and why he puts a lot of focus on what isn’t included in those packages Why you shouldn’t turn away customers who can’

John Hall is co-founder and CEO of Influence & Co., a content marketing agency that helps companies and individuals extract and leverage their expertise to create, publish, and distribute content to their key audiences. In five years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to more than 1,000 of the world’s top publications. Under John’s leadership, Influence & Co. was ranked No. 72 on Forbes’ “Most Promising Companies in America” list in 2014 and was named Empact’s “Best Marketing and Advertising Company of 2014” at the United Nations. Influence & Co. was also recently mentioned in Inc. as the No. 1 company dominating content marketing. John has weekly columns for Forbes and Inc. and has contributed to more than 50 publications, including  Harvard Business Review, Fast Company, The Washington Post, and Mashable. John was recently recognized as a “must-see” and one of the most authentic speakers in Forbes. His talks have inspired th

Mark Winters’ passion is helping entrepreneurs get unstuck so they can pursue their freedom. Depending on the unique situation, Mark’s talent for introducing just the right combination of perspective and process sparks teams to start moving, move faster, or begin moving in the proper direction - with clarity. As a teacher, coach, and facilitator, Mark spends most of his time directly engaged with entrepreneurial leadership teams as a Certified EOS Implementer—helping them implement EOS in their own companies. He's delivered over 400 full-day EOS workshops with companies from around the U.S. Mark has been an entrepreneur since the age of 28, after catching the “bug” during B-school at the University of Chicago. At last count, he's started/bought/sold/shut down 11 different companies. One recent venture, as a Founder and CEO, had a very successful exit – yielding a 100x cash return in less than 3 yrs. All this activity has led to some recognition, including being named a Tech Titan finalist as an emerging compa

John Rossman is Managing Director at Alvarez and Marsal, a keynote speaker, and an author. John is an expert at crafting and assisting clients to implement innovative and digital business models and capabilities including Internet of Things, marketplaces, and API driven platform business models. He is a sought after speaker on creating a culture of operational excellence and innovation. John has worked with clients across various industries, including retail, insurance, education, forest products, industrial products, and transportation. John’s notable assignments include The Bill and Melinda Gates Foundation, Microsoft, Nordstrom. and several of the world’s leading retail and insurance organizations. Prior to A&M, John was an executive at Amazon.com where he launched the third party selling platform and ran the merchant services business.   What you’ll learn about in this episode: Why you need to get really clear on what your future looks like John’s favorite Amazon leadership principles Why you need t

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.” What you’ll learn about in this

David J.P. Fisher (D. Fish) is a speaker, coach, and best-selling author of 7 books including the best-selling “Hyper-Connected Selling: Winning More Business by Leveraging Digital Influence and Creating Human Connection” and “Networking in the 21st Century: Why Your Network Sucks and What to Do About It.” Building on 20 years of experience as an entrepreneur and sales professional, he combines nuanced strategy and real-world tactics to help professionals become more effective, efficient, and happy. He helps them understand the new landscape of Hyper-Connected Selling, where social media, networking, and old-school sales and communication skills are the key to providing value and staying relevant. He lives in Evanston, IL – next to a huge cemetery which helps him appreciate the value of every day.   What you’ll learn about in this episode: Why you can’t rely on referrals for new business Networking: why it’s relational -- not transactional How to build your network so it's stronger and serves your business

Robin Boehler is a co-founder of Mercer Island Group, a boutique Marketing and Management Consultancy, a pre-eminent agency search consultant to clients and growth advisors to agencies of all sizes in the world. She loves making matches between agencies and clients. She thinks of the review process as a form of dating and loves helping agencies put their best feet forward.   What you’ll learn about in this episode: Getting the agency-client relationship right from the very beginning Why truly differentiating your agency is so crucial The importance of doing your research on a prospect before ever speaking to them and how to do it well Why you should never start out a pitch talking about your agency (and when is the right time to do so) Why networking is the best way to get the opportunity to have quality conversations with prospects How to spark curiosity in communication to prospects Robin’s strategy for reaching out to connections that you haven’t spoken to in a while Why you shouldn’t hold back a really

Rob Walch was inducted into the Podcasting Hall of Fame in 2016. Rob is the Vice President of Podcaster Relations for Libsyn (LSYN) having joined Libsyn in 2007. Prior to joining Libsyn, he founded podCast411, Inc in 2004. Rob is Co-Author of the book “Tricks of the Podcasting Masters” in 2006, an editors pick as a Top 10 Reference book for 2006 by Amazon.com. Rob was listed as the 5th most influential person in podcasting according to the book “Podcasting for Dummies” Wiley Press 2005. He has consulted on podcasting for Jack Welch, Senator Edwards, Governor Bill Richardson, Noah Shanok (Stitcher), Tim Ferriss, Dr. Mark Hyman, and the Sacramento Kings/Monarchs to name just a few. He is also a monthly columnist for Podertainment: The Podcast Magazine. Rob is a member of the IAB Podcasting Working groups. Rob started podcasting in 2004, and is the host of the award-winning podCast411 podcast, where he has interviewed such prominent podcasters as Quincy Jones, Walt Mossberg, Colin Ferguson (Eureka), Ronald Moore