Do you know which levers you can pull in order to scale your agency faster? Greg Bond believes his purpose in life is to add value to other people's lives. He is the head of revenue at SharpSpring, a company that aims to help businesses better understand their customers so they can maximize their value proposition. Greg oversees the sales function and works really close with the marketing team. He understands what it is agencies, and end-users, are really trying to do with that platform. Greg discussed the levers agencies need to pull to scale faster, some of the challenges agencies face, and what works for showing ROI and continuing to grow. 3 Golden Nuggets Levers you can pull to scale faster. One of the biggest challenges for agency owners is when they need to hire new employees and must raise their prices to be able to afford that. Will their clients pay that? Well, that depends. Do they know how much value they are delivering to their clients? Sharpspring focuses on ROI and being able to report specifically on this piece of revenue. With the consolidation of tools and bringing data into one place, you’ll have a centralized data repository that drives your automation engine and behavioral tracking, making your message more relevant. This is what gets you extra conversion rates and will help you grow your revenue. Why are agencies bad at their own marketing? You probably recognize this. The cobbler’s shoes. Agencies spend a lot of time and effort working with their customers and they don't do a great job of marketing for themselves. Agencies spend all their time trying to blow their clients away to get more clients through word of mouth. That’s great, of course. It’s the first requisite to start scaling. However, you can’t raise your prices when you’re built on referrals. About this, Jason asks, what if you hire a hunter? That way, con can stop self-sabotaging, you’ll continue to scale, and you can finally raise your prices. What works for showing ROI. For Greg, it’s all about showing value at the end of the funnel. Agencies bought into the lead marketing approach, he says. But with new customers these days there are multiple interactions before they actually make a purchasing decision. So the idea is being able to track all the different interactions across the entire funnel. Having all that data in one place and being able to map it to a singular campaign and then show when this deal actually does close enables agencies to tell what contributed to a sale and report on it in a way with confidence. YOUTUBE AUDIO LINK Levers You Can Pull To Scale Your Agency Faster and Why Agencies Are Bad at Their Own Marketing Jason: [00:00:00] What's up, agency owners? Jason Swenk and I have another amazing episode with my friends at SharpSpring. We're going to talk about what are the levers you need to pull in order to give your clients better results to scale your agency even faster. We all want to know this, so let's go ahead and get into the episode. Hey, Greg. Welcome to the show. Greg: [00:00:25] Hey! Thanks, Jason. Happy to be here, man. Jason: [00:00:28] Yeah. Excited to have you on. So tell us who you are and what do you do? Greg: [00:00:32] Yeah, so my name is Greg Bond and I'm the head of revenue over at SharpSpring, which very recently we were acquired by Constant Contact. So, um, a lot of really cool integration stuff going on there between those two companies. And yeah, I just kind of oversee our entire kind of sales function and work really close with our marketing team. I actually, I've been with the company a while and I came from VP of customer success. So very close to our customer base and really understanding what it is that our agencies and even our end users are really trying to do at the platform and kind of what their pain points are and what they're struggling with. And I've been able to bring a lot of that into the revenue focus of the company. So… Jason: [00:01:13] Awesome. Let's get into it. Let's talk about