The New Rules of Outbound

Written By Adam Graham

In this episode of The Art of Sales, Adam Graham speaks to Dan Englander, founder of Sales Schema and host of the Digital Agency Growth Podcast, about how outbound has changed and why agencies need to rethink the way they build relationships.

Dan shares how his business moved from doing lead generation for agencies to helping them build and own their outreach function in-house. The conversation explores why old-school cold outreach has lost its edge, how AI is adding to the noise, and why trust has become the real currency in agency growth.

Adam and Dan also discuss specialisation, referrals, founder involvement, LinkedIn, email deliverability, and why outbound should not be treated as a quick fix. It is a long-term system for building control, confidence and momentum in new business.

Show notes:

https://salesschema.com/ https://podcasts.apple.com/us/podcast/the-digital-agency-growth-podcast/id1455241251 https://gray-matters.co/https://gray-matters.co/podcast

Adam Graham

I’m the Founder and Director of Gray Matters. I'm passionate about changing the perception of sales and helping people learn to love it.

At Gray Matters, we empower and mentor businesses, agency owners and their teams to be better at attracting and winning new clients and projects. We build long lasting growth strategies for B2B businesses of all shapes and sizes. From 1-5 man Mastermind Groups; to 10-50 people, independent agencies across all disciplines, providing positioning and sales messaging, new business strategy alongside technical execution of sales and marketing tactics.

https://www.linkedin.com/in/adamkgraham/
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