We all like to think that our businesses are relationship-based businesses, but setting aside referrals, those relationships have to start from the top of the funnel. Sales Schema takes care of this through a channel that might not have been your first guess – cold email. Yes, they favor email over LinkedIn and all the social platforms out there when it comes to gaining more B2B leads. Founder Dan Englander believes it to be his team’s purpose to keep funnels full at the top, but to do it in a way that’s tasteful. Learn how he does this in this conversation with Paul Higgins. He also shares some tips on how you sequence your content in outreach and discusses the benefit of fractional business development.

How To Use Cold Emailing To Build The Top Of Your B2B Funnel With Dan Englander

Build Live Give. Mentoring with Paul Higgins

If you’re a first-time reader, welcome and please subscribe if you enjoy the show. If you’re a regular, I’d love to get your feedback. You can go to PaulHigginsMentoring.com/questions and you can leave me feedback. That’d be fantastic. Our guest started in music. He was in a rock band and played guitar. That lifestyle meant that he wasn’t right to go into corporate. He started working as an account manager and learned some great things and still got some good mentors from that experience. Tim Ferriss’ The 4-Hour Workweek took him by storm and he decided to go out on his own in 2014. What he does is helps digital agencies gain more leads. Wouldn’t we all like more leads?

What he’s gone through on this show or the things that you’ll learn is how to build relationships through cold email. He’s got some brilliant ways of doing that. You’ll also learn how to sequence your content in outreach. He tells you exactly where you should put things like case studies, as an example. The last thing is he talks about the benefit of fractional business development or part-time business development, when you haven’t got the time but you know the need is there. What I’ll do is hand you over to Dan Englander from Sales Schema.

Welcome, Dan Englander from Sales Schema to the show. It’s great to have you here, Dan.

Thanks, Paul. I appreciate it.

We met back in July of 2020. I loved your story then. I love how you help a certain type of client, which I love to work with as well. Why don’t we kick off with something that your family or friends know about you that we may not?

There’s probably a lot of things that are more embarrassing than this. The biggest one is I have a background in music. The guitar background is now public, so this seems less private now. I grew up playing in bands and stuff. My first drive was wanting to do something with music. I went to college because I thought there would be music scene there. I went to UC Santa Cruz out near San Francisco. I did college radio and stuff. For some reason, that was always the first thing I was into. Now that I think about it, maybe subconsciously, it’s informed a lot of my decisions in terms of not wanting to be in a job or going to an office or something. Even though I’d never ended up as a musician, there’s probably something to that. That’s something that friends and family are familiar with that most people aren’t.

Another little secret, did you start off doing some hip hop? I saw that on your LinkedIn profile. Was that in music and dance?

I was never a hip hop guy. I never made hip hop music. I play guitar and I was into rock, but I was a fan. I hosted a hip hop radio show on the college radio station KZSC at Santa Cruz. I became the hip hop director and interviewed a lot of rappers and stuff in the Bay Area. I feel like I’m out of the loop now though. I don’t know what’s going on. Kendrick Lamar was the last artist that I’m a fan of that I know about, so I feel old now comparatively.

You had some account management roles and then moved into Sales Schema. Why don’t you tell us a little bit about that transition from the music that inspired you to always do something yourself? What did you learn in the account management roles? Why do it yourself?

If you’re able to build a connection with somebody, the channel that you’re doing it with doesn’t matter as much. Click To Tweet

Long story short, I moved to New York in 2010 and worked at an ad agency. If you don’t know what you’re going to do and you’re in New York, you fall into the trash bin of the agency world. I was in accounts job there and worked on some bigger consumer accounts. I did some interesting creative works, grunt work, and answering various problems on Facebook walls. These are relatively the early days of social media being used by brands and stuff.

From there, I fell into a slightly smaller agency gig where I was in a split account sales role. I was shuffling back and forth between sales and client service. I learned a lot from that. In a cliché fast fashion, I got exposed to The 4-Hour Workweek, and all that good stuff. Various friends that were doing side gigs, side hustles, self-publishing and all that. About 2014, I quit my job and traveled to Asia for a while with my girlfriend at the time. I started Sales Schema and that’s evolved since then. Where we’re at now for those that don’t know us is, we’re an outsource new business team focusing on the agency space.

Who has been some of your biggest supporters through this journey, particularly, running your own business?

There are people all over the place. Definitely, our clients, prospects and people we talked to. One of the things that I love about this business is that we’re usually dealing with entrepreneurs, other business owners or people that are in leadership positions in companies. I learn a lot and get a lot of support from the people that we’re doing business with. Beyond that, I’m lucky enough to have a close-knit cadre of people in a mastermind group that I’ve had. Some of my best friends are in that group and we see each other all the time. We do Brazilian jiu-jitsu together under normal circumstances. They own similar businesses. My buddies, John Roos and Nate Smith, for example.

My old boss, Will Gadea who owns IdeaRocket, which is an animation studio selling into the enterprise, has been helpful. There are probably others that I’m regrettably forgetting. To digress a little, there’s more of this squad-based thing where there are a lot of different voices that come in and out, but I keep circling back to the same people. We’ve all had lots of ups and downs where one of our businesses is killing it, and then down the next month and everything. That’s been useful to me.

That’s so important. I’ve been in lots of masterminds, mainly paid and I’ve also been in some non-paid. When someone will say something and it might not even be on the topic, but it makes me think of something different. That’s certainly what I miss about corporate. I used to be in those meetings all the time bouncing off ideas. It can be lonely running your own businesses like you and I. You’ve got a team but often, I’m by myself. I’m the one who’s got to come up with all the ideas. It’s great to bounce them off. We’ll move on to the next section, which is the build section. When people say, “Dan, what do you do for a living?” How do you best describe that?

We create relationships for our clients. We open doors and we keep the pipeline full. We are an outsourced sales team for our clients. What that entails is doing outreach in a way that’s tasteful and effective to create new relationships. One of the most common things that I hear is we are a relationship-driven business. That’s great, but the relationship has to start somewhere. What we’re looking to do is make that happen at scale. It’s been a trend towards this direction with the whole world going digital. It’s not about making that part of the arsenal. It is the only option or at least one that has to be part of the mix in terms of figuring out how you would build those relationships digitally. That’s what we’re good at.

I’ve had many people approach me because from a referral basis, they’ve dried up. It used to be from a lot of offline things, networks and those types of things. Also, when business is tough, you don’t often naturally think of referring to other people. You go to protect yourself, not because you want to but sometimes because you have to. Moving to digital is so important. What do you know about outreach on digital that many people miss?

The biggest one is keeping up with the consistency of it and not over complicating it. One of the biggest things that we see is this idea that we need to be everywhere. We need to be on a million different channels to make things work. It makes the process a lot more unwieldy for people. Bringing it back to first principles, we used to beat up referrals and say, “That’s not enough to sustain your business.” The answer is just because the organic sporadic referral might not be sustainable, it doesn’t mean that you can recreate that same validation by doing outreach the right way.

What that means is that instead of just contacting somebody that you have no connection with to try to get them to have a meeting with you. It’s more about identifying the sorts of people that will have a meeting with you based on a number of different commonalities or something you might have in common with them. That’s the sea change that we’ve taken in our approach because of what we’ve seen happen in the agency space, but it’s a microcosm of the business world in general. There are a lot more people out there, especially in a digital agency world where almost anybody can start an agency. There’s more literal competition, but there’s also more macro overall competition for attention.

BLG 271 | Cold Email

Cold Email: Sales Schema does outreach in a way that’s tasteful and effective in creating new relationships.

 

It’s one of these situations where even if you have all the bonafide and even if your agency has great work, “I want this to be bigger than the agency world.” Even if your company has all the checkboxes and you’re reaching out to the right person, it may not be enough to consistently or reliably get those doors open. The question then becomes, “What’s the next best option?” It’s going to be about identifying and reaching out to the people that will talk to you. What that means for us is instead of thinking about, can we build our clients a bunch of beautiful case studies or build these funnels where we’re contacting people all over the place saying, “Mrs. CMO, talk to us and look how awesome we are.” It’s more about figuring out, what if we were to identify all the C-level people in Oslo that went to the same college as Paul, and also in the right industries where Paul can serve well, and right company sizes? We said, “I went to the same college as you. You’re doing good work. I’d love to see how we can help each other.”

That’s now a situation where we’re going to be booking 5, 10, 20 meetings a week, and our clients are going to be closing millions in lifetime revenue by having that consistency. We’re doing it in a sophisticated way at scale and everything. Even if you never hire us or you don’t feel like you can do that, taking steps in that direction and thinking about these evolutionary cues that we have. We tend to think tribally and we want to talk to people that we feel are in our world in some shape or fashion, whether it’s business or personal or some combination of the two. Starting from those barometers is a much better way to do an outreach, and also doing it tastefully and not coming in as much of a hard sell. There are exceptions though, but that’s how we’re thinking about it.

Is that predominantly on LinkedIn or do you apply the same thing in email? What are your key channels of building that relationship?

We are using email these days. The channel matters in some ways, but it doesn’t matter as much in other ways. The thing that makes this work is that connection and commonality, and sometimes there are exceptions to this. You might not need to bring a bazooka to a knife fight. If you’re selling Amazon services and you understand Amazon, there are precious few people that do that. You might not need to be this sophisticated. In a skeptical market, which is most markets after a while, you need to come with something that is the greater connection.

What I’m trying to say is that if you’re able to have that connection with somebody, the channel doesn’t matter as much. It could be LinkedIn, email, etc. That said, these channels have idiosyncrasies. LinkedIn has gotten to a stage where everybody can do it. Everybody can pull the same data and everybody can go buy Sales Navigator for $80 a month and contact the exact same CMO with a few clicks. It doesn’t take a lot of sophistication to do that. As a result, LinkedIn has become a spammy and noisy place. It doesn’t mean it doesn’t work. There’s a way to use it correctly. I’m not saying LinkedIn is dead or anything, but that’s something to keep in mind.

The other thing is that all these platforms outside of a list that you own, outside of your own audience are subject to platform risk. We’ve seen this happen over and over again. That doesn’t mean that you shouldn’t take that risk. It just means that you also should probably be building a long-term asset that you own. In my opinion, email is antifragile in this way to use. As other channels have come and gone and changed their policies, email is something that is a protocol that nobody owns. Google and Outlook can change their filters and make it harder to use, which has been great for us because it means there are less people trying to do it well.

It’s ultimately something that can only be controlled to an extent because ultimately, we all need to get emails from people we do not know. We all need to get newsletters. It’s only going to be able to be controlled to an extent. That’s why we’re big believers in email. Other reasons include the fact that it’s where we do business. We plan things in email. LinkedIn and social media channels, not as much. You’re looking at products or whatever. I am still a big fan of email for that reason. It has gotten harder to do that for good reason. As a result, we have less spam, which is good.

Are you using LinkedIn as more of your research tool? Are you communicating directly with people by email? Is that the way you’re using LinkedIn more?

We’re using it in a variety of different ways. The way that we’re using LinkedIn tends to be more about identifying commonalities. That might be identifying mutual friends, secondary networks and that sort of thing. Still, we’re primarily using email as the channel, but there are exceptions. There are ways these things can play together. What we’re always trying to do is avoid what everybody else is doing. The key to making this work is that pattern interrupt. When somebody gets a message, they’re saying, “This is different. This isn’t like the last five pitches that I’ve gotten.” The most common way that this plays out is people won’t know why they respond. I can’t tell you how many responses we get that say, “This seems different. I’ve never responded to these, but something’s different about this. We’ll set some time to talk.” That’s what we’re going for.

Give us a bit of that secret sauce. What’s the subject header look like? Take us through an example of what an email typically looks like for you.

You're not going to be able to test the stuff at the bottom of the funnel if there's nothing coming into the top. Click To Tweet

There is no one way to do it. I’m sorry to be coy. It depends on the market and who we’re selling to and a million different things. The closest thing we have to secret sauce is back to that commonality. What’s that actual connection? Are their friends in common? We have campaigns where we’ve said, “XYZ Agency has Nike as a client. What if we identify all the CMO or all the people that used to work for Nike that are now in marketing departments and other companies?” We say, “We’ve done a lot of work with Nike in the past. I saw you were here. We can take some time to connect. We’re doing this down the third. Can we talk?”

The secret sauce is figuring out how to build out that data at scale, and do that. That’s the hard part. That’s the secrets and that’s what we’re good at. Even if I set them, it’d be hard to do. That’s the main thing. Even if you never hire us, if you start thinking in terms of commonalities, identifying the people that are likely to talk to you, get rid of this idea of creating complex funnels, and all that stuff. That stuff matters, the case studies and proposals. All that stuff is important but it’s not important at the top of the funnel. It’s important to the bottom of the funnel. You’re not going to be able to test the stuff at the bottom of the funnel if there’s nothing coming into the top. It all becomes speculative. One of the biggest things we see people wasting time on is all of this hand wringing about collateral, materials, positioning, and all this other stuff without having a tangible way to test it. That’s why everything has to start at the top of the funnel.

I suppose that’s where the old bar analogy comes into play. You don’t walk into a bar and then ask someone probing questions straightaway. You’re building that relationship. It sounds like you’re doing that and you’re doing it through some mutual connection. What platforms are you using? What works best or something that is not an unsubscribe on the email? Any tips there?

We have our own proprietary systems and stuff. The idea is that each person you’re reaching out to is thinking that you’ve written them a custom email because you have. It’s not one-to-one but you’ve identified a connection and you are being specific with it. You don’t want to use a MailChimp. We don’t want to have unsubscribed links and all that stuff. For the record, everything we do is in compliance with all the regulations in the US and so on. The main thing is that you have a signature with an address and all that stuff. That’s the most important thing in whatever system you use. There’s Airborne App, which is a great one for teams by my buddy, Lee Gladish. There are others like that that are made for outreach. The biggest heavyweight one is Outreach.io and that’s probably the aircraft carrier of outbound. There are a lot of different systems to choose from.

I use a sales CRM called Copper. It integrates beautifully with Gmail. The great thing about that is you can send up to 2,000 bulk emails a day. You can select people and send the message, which can be semi-personal. It’s not directly to them, but it’s got a theme. It comes straight from your Gmail account. If you’ve got the capability in your sales CRM, that’s great. If I’m an agency owner and I’m reading this and I’m thinking, “I need to bring in a salesperson. I don’t know if I need someone full time.” You talked about fractional business development. Take us a little bit through what clients that work well for you.

The first thing is identifying the stuff that is difficult to do out-of-house. The main one is getting on calls and having a complex conversation and building that relationship. The whole point of relationship building is it can’t be outsourced once you have a discourse. That’s the main thing. Beyond that, what does work well is opening those doors and taking care of the top of the funnel. This shouldn’t seem that crazy because that’s what every agency does for its clients. You’re hired by a brand to go out and get some new customers, create awareness, create conversions, etc. It’s just that but done in a B2B context. That’s how we’re thinking about fractional new businesses.

There are a demarcation and clear things that we can consult clients on and say, “You should do this differently.” We’re never going to be able to get on the call and close deals. That said, what we are good at is opening those doors. To answer your question, we tend to be a good fit once an agency has a market product service bed. They have one to a few verticals that they feel confident about that they know they can close deals in. Ultimately, we don’t want to work with anybody unless we know they can get a massive return on the investment.

If somebody is testing something, that’s great as long as we both know that going in. Typically, we’re working with agencies at the 10 to 200 employee range, maybe a little bit above there, give or take. To answer the question more, for what we do, it tends to be a good fit for agencies where there’s either an owner or a dedicated new business person that can get on 10 to 20 calls a week to close a deal. That sounds like a lot, but each one’s a half-hour. That’s a few hours, and so on from there. It’s agencies that are looking to grow and are willing to put in that time and manage the sales process and so on. Honestly, there are other channels that work well. Inbound can work. I’m not saying that what we do is the only option.

What we’ve seen not work are agencies that aren’t ready to put in that time yet. We hear a lot of, “We’re busy with projects and we’ve got these active RFPs. We know we need to invest in ourselves and build a sales process, sales funnel, and all this stuff.” It’s like, “You have those three RFPs right now, but those are going to go away. If you don’t win enough of them, you’re not going to be able to rely on those happening again.” At some point, you’ve got to have somebody that’s willing to get on sales calls, hear a lot of noes, hear a small percentage of yeses, build that process, and get to those numbers. That’s ultimately what we’re looking for, people that get that process.

This is more personal and more custom. Finding people on LinkedIn, and then sending them a personal video, a minute introducing myself. Is that something that you’ve seen work or not work? Now you do custom. How does video start to play in email outreach?

BLG 271 | Cold Email

Cold Email: Relationship building can’t be outsourced once you have a discourse. What does work well is working with someone to take care of the top of the funnel.

 

To be honest, we’re not super adept at it. What we’re good at is the data, running these campaigns at scale, and that sort of thing. We’ve had clients do that well. It can be useful. You want a system whereby you’re not taking on too much time-based risk. If it was me doing it, I’d be thinking about maybe once somebody opened but hasn’t responded, that’s when I’m going to make a personalized email. That way, I know I have proof of life before I put in those 5 to 10 minutes or whatever. That’s the way I would think about it. I’ve heard it works great. It makes perfect sense that it would be effective.

As a quick example, in the connection request, you send a personal video, you get their email, and you let them know that this is how you found their email, etc. You’re being completely transparent while you’re reaching out. Before you send the video, then you’d send them an email saying, “We connected on LinkedIn. I said I was going to do that. Are you still open to receiving a video?” That’s a proof point to say, “It’s validated.” There are some ways that you can do videos with all the common names, and then you can send it. That’s worked well.

Why don’t we now move into the Live section? Before we do that, I like to talk about how you can build repeatable sales outside of referrals. Dan’s doing a brilliant job on agencies. If you’re a low seven-figure business and you want to get more sales outside of referrals, go to PaulHigginsMentoring.com/sales. You’ll learn the three steps to deliver repeatable sales in my free masterclass. The three key steps are one, the sales funnel. It doesn’t have to be overly complicated. That’s one key thing. The second is lead generation. There are a lot of the great tips that Dan’s already mentioned. The third thing is one to many sales, which is often the tool that’s not used the most. On the 17th of February 2021, 2:00 PM Eastern Standard Time is when the live webinar is on. The next section is the Live section, Dan. What are some daily habits that help you be successful?

I’m not always good. What I am being good at is I like to do a lot of deep work and resistance heavy work first thing in the morning. That’s what I’m most productive at. I try to avoid anything admin-related until later in the afternoon, until I’m brain dead. That’s when filling out forms and that thing comes into play. That’s the biggest one. That meant not checking email until I’ve taken care of that task, and then figuring out the top three tasks the previous day whenever I’ve done that journaling. Beyond that, a big thing is understanding what’s going on in the ground.

You have this lofty high-level view, and then you have to get into the weeds of figuring out what’s happening in our client’s accounts. What meetings have come in overnight or in the last 24 hours? When is the next meetings with clients scheduled? That sort of thing and taking stock. That’s probably coming in the middle of the day a little bit more. Beyond that, consistent journaling practice is helpful for a lot of different reasons for planning, emotional health, and all those sorts of things. Those are probably my top three.

When do you journal?

Mostly in the evening. From there, I’ve adapted to the process overall. I’ll give a shout out to Taylor Pearson who has a good productivity course. I took that years ago now. Taylor and I are still friends. I adapted his model and added more things. Usually, I’ll try to check boxes that need to be checked. I’ll ask myself about exercise, tasks that I’ve got done, things that I’ve learned, and then planning the next day.

I use the app called Done and it’s fantastic. It’s got a little what you haven’t finished during the day, so you can go in and tick off, and then you can create streaks. There are many times that I’m thinking, “I couldn’t be bothered exercising today.” It’s sitting there and I’m like, “I’ve got to get the streak. I’ve had 31 days of exercise in a row. I’ve got to get it.” I found something like that hugely beneficial.

One more thought on that. I used to do something more like that. I found it more effective to do a negative streak where I can miss a day, but I don’t want to miss two days. I fell off in exercise or something, but I don’t want to do that twice in a row. If you’re just getting started with it, maybe you have a longer negative streak. It’s like, “It’s been three days since I’ve exercised. I don’t want to make the streak any longer.” It depends on your disposition.

You can have negative habits as well. You can correct it in that app. Let’s talk about deep work. Are you someone that works the Pomodoro technique in a certain time, or you just allocate the morning to work on deep work?

Avoid what everybody else is doing. Click To Tweet

I feel like a lot of my affection comes from trying to figure out what are the Pomodoro tasks that I can complete. I feel like a lot of my work is sales-related for the business. Unless you’re building a proposal or something like that, it tends to not be as deep work and those sort of things. That’s always what I’m trying to think about. What are those sorts of tasks that are going to be worth using a Pomodoro on? To answer your question, I love that technique and it’s useful.

The next section is the Give section. What’s a charity or a community that you’re passionate about and why?

I wish I was more active with charities because there isn’t one organization. One cause that I try to help out in different ways is trying to make entrepreneurship more accessible. In a lot of ways, like Silicon Valley and these big companies have rarefied entrepreneurship and made it for people that are good at coding, or that are insanely intelligent, or have crazy amounts of confidence and all these things. I don’t think that has to be the case. As much as I can, I like to talk to people in the early stages and see how I can help and all that good stuff. In terms of community, jiu-jitsu, especially here in New York has been the most fun and diverse group of people I’ve ever encountered. We have all races and all genders like cops, criminals, every walk of life, Wall Street guys, plumbers, etc. That’s the community I’m into.

Do you still practice that?

It’s been tougher with the pandemic and everything, but in small groups and in responsible ways, we tried to.

Over here, at one stage I had to wear a mask even outdoors, so jiu-jitsu became difficult. I used to always love to travel and watch someone do Brazilian jiu-jitsu. If you’re on a beautiful beach, the next minute, there’s a group of people that are doing jiu-jitsu. I found it therapeutic to watch. I’m assuming it’s even better when you’re doing it with therapy.

Therapeutic is what you need to pick yourself up after. It’s funny, it was formed on a beach. In the US, it’s mostly a gym thing because of the weather and everything. It sounds fun that it’s something that you can do in Australia.

I want to mention a charity that I’m passionate about. It’s called the Purple House and my book, Build Live Give, all the proceeds of that and also the portion of my total funds in my business go to the Purple House. You can find out more at PurpleHouse.org.au. The last section is the rapid-fire section, where I’ll ask you some questions and get some quick rapid responses. The first one is what are your top three personal effectiveness tips?

I’m a big low information diet guy and it’s not right for everybody. I get yelled at by my mom a lot for not knowing what’s going on in the world, but that’s been helpful for me. It’s limiting information and treating information like food. You don’t eat crap endlessly. Ideally, you’re careful about what you eat. That’s big for me. Another has been reading books and reading things that have stood the test of time. I either want to read things that are old and stand the test of time or I want to read something that’s brand new and a fresh take on what’s going on. Everything in the middle, I’m not as interested anymore, which is something I could talk a lot more about.

The third one has been almost constantly testing the right cadence of communication across the board, our team, clients and prospects. There are a lot of things changing. We’ve always been remote, so it hasn’t been as disruptive to us personally. Regardless, we’re interfacing with the rest of the world. There’s a lot of testing that’s being done, so it’s a moving target. I’m not sure if that answers the question, but that’s what’s on my radar.

BLG 271 | Cold Email

The 4-Hour Workweek

The next one is technology. What’s a piece of technology you couldn’t run your business without?

The CRM. For us, it’s a trick. All these things have their own pros and cons and idiosyncrasies. If you’re on Gmail, what’s cool about it is it all lives in the email. The email ends up becoming the nerve center. There are lots of things I like about it. It tells me things all the time that would be hard to live without like how long people are staying at each stage of our funnel, where we need to put our attention, and that sort of thing. That’s probably the biggest. Beyond that, we’re not super techie as much as people might think. In B2B, you can definitely over automate. That’s one thing we’re always thinking about. I use Evernote. That’s where I journal, so that’s big for me. Also, the G Suite. There are probably other things. Better Proposals, I like that a lot for the proposal side of things.

The last question is the big question and that’s why I’ll leave it at the end. What impact do you want to leave on the world?

I hate to give you a cop-out because it’s a tie back to what I was talking about earlier. It’s making entrepreneurship more accessible to more of the world and more people. That word might have to change. It might even go beyond owning a business. It could be more about entrepreneurial qualities and stuff.

You can also hear Dan on his podcast. He interviews amazing people, The Digital Agency Growth Podcast. Look that up wherever you listen to podcasts and give a shout out to Dan that you read about him on this show. It’s been fantastic having you on, Dan. You’ve got a relaxed style that works well with relationships in a world where we are bombarded with a lot of sales messages. You’re sending it out, but would you receive that? Often, people say no. Your style is refreshing. You want to zig when everyone else is zagging. It was great to have you on the show. You can find more about Dan at Sales Schema, which is SalesSchema.com. Dan, it’s an absolute pleasure having you on.

Likewise, Paul. Thank you for the kind words. I appreciate it.

I enjoyed that interview with Dan. You can see how his style works well versus all the noise and the constant spam that you probably get on email and LinkedIn like everyone else does. I’d love to know your key takeaways and so with Dan. Why don’t you take a screenshot of the episode and mention the key things that you learn out of this? Dan would love you for it. Also, you can find out more about Dan at Sales Schema. It’s SalesSchema.com. If you know someone that’s struggling, they might be an agency owner or any business struggling with leads, there’s some great value here. Please share it with them. Also, if you want to build a great pipeline of leads outside of referrals, why don’t you go to my free live masterclass? That’s going to be on the 27th of February 2021, 2:00 PM Eastern Standard Time. Go to PaulHigginsMentoring.com/sales. Please take action to build, live and give.

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About Dan Englander

BLG 271 | Cold EmailDan 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.

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