The Agency Growth Blog - For Owners Who Want Growth

A Thank You Note...To Agency Owners

Posted by Mike Lieberman on Nov 28, 2019 8:45:00 AM

I looked back at my records and realized I’ve worked with over 150 agencies since starting Agencies 2 Inbound back in March of 2015. I’m proud and extremely happy to consider everyone I’ve worked with a friend. Many of these owners I still talk to today.

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Topics: inbound marketing agency owners

16 Ways Outside Coaching Helps You Grow Your Digital Agency

Posted by Mike Lieberman on Nov 22, 2019 7:30:10 AM

You Can’t Do It Alone and You Shouldn’t Have To Do It Alone Anyway

There are a handful of solid agency coaches around. Most of them have the chops, experience and perspective to help you grow your agency. You might have considered working with one, then decided you’re not ready or they might not be able to help. You might have not clicked with them personally. These are all good reasons to continue on your own.

But in my experience, working with coaches and being a coach and having someone on your team to help guide you on your journey, can shave years off your path towards the agency that you aspire to own.

In fact, having someone by your side to help you skip potholes, move around detours and find the shortcuts might be one of the best decisions you’ll ever make while you manage your agency.

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Topics: Agency Coaching

How Much Content Is Too Much Content For Lead Generation At Digital Marketing Agencies?

Posted by Mike Lieberman on Nov 15, 2019 7:00:00 AM

You Need To Drive Leads For The Agency But Resources Are Tight. How Do We Optimize Content Creation?

To answer the question in the headline, you can never have too much content for your agency’s own content marketing and lead generation efforts.

However that’s not helpful because I know most of you can’t create as much content as you’d like and by the way, this applies to your clients too. Almost no client can spend as much as you’d like them to spend on content creation.

So how do you know how much is needed to move the needle and how far is that needle going to move?

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Topics: content marketing, content creation

Sales Enablement? Sales Execution? Sales Operations? Oh My!

Posted by Mike Lieberman on Nov 8, 2019 10:05:19 AM

Forget The Jargon, You Want To Help Your Clients Close The Leads You're Getting Them

There are now at least three or four labels for helping companies close leads. The ones in the title and a few more; sales consulting, sales coaching, sales training and maybe a couple of others. 

The bottom line isn’t what we call it or how good we are at confusing the clients but what you do in these engagements and the value you bring to your clients.

The key for me is what we’re including in our sales optimization work for clients, how much we charge for it, the value it delivers and how this translates into lifelong clients

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Topics: Sales Process, sales enablement, sales operations

What Does 2020 Strategic Planning Look Like At A Bigger Agency

Posted by Mike Lieberman on Nov 1, 2019 9:45:00 AM

HINT: It Should Be The Same At Any-Sized Agency

As October wraps up, you’re probably starting to think about 2020 planning. Everything you read or watch between now and the end of the year is going to be encouraging you to do your 2020 plan.

But at Square 2, our 2020 plan is almost done.

No, I’m not an overachiever. Our company-wide meeting in Philly is in mid-November this year, so we had to get our planning done early.

You might be wondering what annual strategic planning looks like at Square 2. I’m happy to share with you how we do this, what we did this year and some tips on how you can make your 2020 planning easy.

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Topics: growing an inbound agency, 2020 planning, strategic planning

The Best Way To Sell HubSpot To Prospects Is Shockingly NOT To Sell HubSpot

Posted by Mike Lieberman on Oct 24, 2019 7:45:00 AM

With Over 200 HubSpot Customers We Know Something About This

I get it. You want to sell more HubSpot licenses. You want to make your CAM happier, you want to move up in the partner tiers, you want more commissions, and hopefully you want your clients on HubSpot because they get better results.

But how do you actually do this? The basic question is: Do you sell HubSpot? or Do you sell your agency services? Maybe it’s a combination of both, but does that get tricky?

Ask HubSpot and you might not be surprised to hear them recommend selling HubSpot. They even announced a competition at Partner Day in September. It was “Send us your best HubSpot pitch deck.”

But ask some of the top agencies and their answer could be different.

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Topics: Sales Process, HubSpot

How To Get Out Of The Day-To-Day And Be The CEO Your Digital Inbound Agency Needs You To Be?

Posted by Mike Lieberman on Oct 16, 2019 9:01:29 AM

Companies Need The CEO Role To Be Filled, Not Manned Part-Time By Someone Working In The Agency

I hope the title resonated with many of you because in all the years of coaching and consulting with agency owners, this seems to be an issue for almost everyone.

You probably started this company because you’re awesome at PR, graphic design, building websites or getting companies found on Google, and now you're trying to do a whole bunch of other stuff.

While you used to spending all your time designing, now you’re handling sales, hiring, accounting, and real estate. You might not even be doing what you love. It’s the common e-Myth scenario. Pam the pie maker doesn’t spend any time making pies anymore.

The work you did to get you to this level is not the work you need to do to get you to the next level.

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Topics: agency management, Agency Leadership

Agency Goals For 2020 And The Challenges Associated With Selecting, Setting And Attaining Your Goals

Posted by Mike Lieberman on Oct 10, 2019 7:30:00 AM

 

We’re getting to that time of year again!  It’s October, November and December when everyone starts talking about setting up meetings and running through planning exercises for the upcoming year. Whether you’re using EOS, Gazelles or some other operating system, goal setting is almost always on the menu.

It’s not that hard to come up with 2020 goals. If you're going to finish up 2019 at $2 million in revenue, then shooting for $2.5, or $3 million sounds reasonable. Maybe you want to stretch and try to double? But that’s not what this article is about.

In this article, I thought I would share Square 2’s goals for 2019, our goals and planning for 2020 and the journey we took in 2019 to hit our 2019 goals. I think that's the real story, not what the goals are and how we set them but the journey to hit them in 2019 and how that is influencing our 2020 planning. I hope you agree. 

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Topics: agency goal setting, 2020 planning

Points Based Pricing And Why Agency Owners Continue To Struggle With How To Use Points

Posted by Mike Lieberman on Oct 3, 2019 8:14:00 AM

First, thank you to everyone who shared comments with me about the Can An Agency Survive With Strategy Only Consulting Services? blog article. I really enjoy reading comments and I try to reply to them. It’s nice to know people are reading and appreciating the articles in this blog.

I’m talking about POINTS today because in my September Mastermind Group (which meets every fourth Thursday of each month from 10 AM to 12 noon ET) was unanimous about wanting to spend more time talking and working through the points-based pricing challenges.

What I see most often and what I think continues to present challenges to agencies are the separation of points and Agile delivery.

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Topics: Agile Delivery, Points Based Pricing

Can An Agency Survive and Thrive With Strategy Only Consulting Services?

Posted by Mike Lieberman on Sep 18, 2019 7:30:00 AM

It appears that one of the bigger HubSpot partner agencies is moving to “strategy only” services. Just consulting on how to grow, no delivery services, no content, no websites, no paid media management, no organic SEO work—just thoughts on how to drive revenue.

I’ll preface this by saying my knowledge of the “news” is second hand and via social media primarily, so let’s have a more conceptual conversation about this idea, as opposed to commenting on this specific agency’s new strategy.

Can an agency exist to just offer strategic consulting services and no delivery?

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Topics: inbound agency services, inbound marketing agency services

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