Sales Resources For Agency Owners & Sales Leaders
Selling is an art…and let’s face it, sometimes it feels more like a high-stakes performance. (Have you watched Alec Baldwin’s “Always Be Closing” diatribe in Glengarry Glen Ross? It is a masterclass in how NOT to sell…)
But unlike the over-the-top salespeople in the movies, agency owners can’t rely on steak knives and high-pressure pitches to build lasting relationships. Your clients are savvier than ever, and you need the right tools, strategies, and resources to engage them authentically, solve their problems, and close deals that stick. That’s where this list comes in.
Whether you’re a seasoned closer or still learning to love the chase, these resources will sharpen your skills, boost your confidence, and make sure your agency has the skills to grow.
Best Sales Software For Agencies
Apollo.io is a comprehensive sales intelligence and engagement platform that provides access to a vast database of over 210 million contacts and 35 million companies. It offers AI-powered tools for lead generation, email sequencing, and sales analytics.
Why It’s Great for Agencies Under $10MM: Apollo.io’s extensive contact database and integrated engagement tools enable smaller agencies to efficiently identify and reach potential clients, streamlining the sales process without the need for multiple platforms.
Dripify is an advanced LinkedIn automation tool designed to enhance lead generation and sales prospecting through automated outreach campaigns and analytics.
Why It’s Great for Agencies Under $10MM: Dripify allows smaller agencies to automate LinkedIn outreach, saving time and resources while effectively expanding their network and client base.
Instantly.ai is a sales engagement platform that automates email outreach, ensuring high deliverability rates and providing analytics to optimize campaigns.
Why It’s Great for Agencies Under $10MM: With its focus on email deliverability and user-friendly interface, Instantly.ai enables smaller agencies to execute effective email campaigns without extensive technical expertise.
Clay.com is a data enrichment and automation platform that integrates with various data sources to build and manage lead lists, enhancing sales and marketing efforts.
Why It’s Great for Agencies Under $10MM: Clay.com’s ability to aggregate and enrich data from multiple sources allows smaller agencies to create targeted lead lists, improving the efficiency and effectiveness of their outreach campaigns. (And when you follow any of our Clay links, you can get an additional 3000 credits on any paid plan).
SmartLead.ai is a cold email outreach tool that offers features like email warm-up, campaign management, and analytics to boost lead generation efforts.
Why It’s Great for Agencies Under $10MM: SmartLead.ai’s comprehensive features, including email warm-up and detailed analytics, help smaller agencies improve email deliverability and optimize outreach strategies, leading to better engagement with potential clients.
Best Books For Agency Owners
Predictable Revenue by Aaron Ross and Marylou Tyler
Description: This book outlines the outbound sales strategies Aaron Ross used to help Salesforce scale to $100 million in recurring revenue. It is laser-focused on building a repeatable, scalable outbound sales process.
Why It’s Great for Agencies Under $10MM: Ideal for agencies looking to grow steadily by implementing predictable lead generation systems without relying solely on referrals.
The Challenger Sale by Matthew Dixon and Brent Adamson
Description: This book introduces the Challenger sales methodology, which focuses on teaching prospects new ways to think about their business, tailoring solutions, and taking control of the sales process.
Why It’s Great for Agencies Under $10MM: Provides a framework for agencies to stand out by offering value-driven insights instead of competing on price or traditional pitches.
The Win Without Pitching Manifesto by Blair Enns
Description: This book outlines 12 proclamations that challenge traditional agency-client dynamics, focusing on positioning agencies as experts rather than vendors. It teaches agencies to lead client engagements, command respect, and avoid giving away strategy or creative ideas for free during pitches.
Why It’s Great for Agencies Under $10MM: Empowers smaller agencies to shift from a reactive, pitch-driven approach to a proactive, value-led model, helping them attract better-fit clients and achieve healthier profit margins.
Also check out Blair’s latest book – The 4 Conversations
The Business of Expertise by David C. Baker
Description: This book dives into how creative firms and agencies can position themselves as true experts in their field. It emphasizes the importance of narrowing focus, defining a niche, and developing deep expertise to stand out in a competitive market.
Why It’s Great for Agencies Under $10MM: Provides smaller agencies with a clear framework for differentiating themselves, allowing them to command higher fees and attract clients who value their specialized knowledge.
Fanatical Prospecting by Jeb Blount
Description: This book dives into the critical role of consistent prospecting in sales success. It provides actionable strategies for managing time, generating leads, and filling your sales pipeline, all while overcoming common objections and rejection.
Why It’s Great for Agencies Under $10MM: Offers smaller agencies a practical roadmap for building a steady flow of leads, helping to break free from the feast-or-famine cycle often experienced in early growth stages.
Best Sales Podcasts For Agency Owners
Sales Hacker Podcast hosted by Sam Jacobs
Description: This podcast shares expert advice and real-life stories about modern sales strategies, featuring top industry leaders and sales practitioners. Topics range from sales enablement to leadership and the latest tech tools.
Why It’s Great for Agencies Under $10MM: Offers actionable insights into cutting-edge sales techniques, helping smaller agencies stay competitive and adapt to the ever-evolving sales landscape.
The Advanced Selling Podcast hosted by Bill Caskey and Bryan Neale
Description: Hosted by veteran sales trainers, this podcast delivers practical tips and sales techniques in an engaging and entertaining format, focusing on mindset, skills, and strategies.
Why It’s Great for Agencies Under $10MM: Provides accessible, no-nonsense advice that agency owners can immediately apply to improve their sales process and close more deals.
Make It Happen Mondays hosted by John Barrows
Description: This podcast features actionable advice for improving prospecting, qualifying, and closing deals, often with a focus on high-energy sales execution and overcoming objections.
Why It’s Great for Agencies Under $10MM: Helps smaller agencies refine their prospecting and closing techniques while staying motivated and results-driven.
The Sales Evangelist hosted by Donald Kelly
Description: Focused on helping small businesses and entrepreneurs, this podcast covers practical tips and techniques for refining sales approaches, building pipelines, and closing deals.
Why It’s Great for Agencies Under $10MM: Offers bite-sized, practical advice for small agencies looking to build confidence and improve their sales results without overwhelming complexity.
Sales Gravy Podcast hosted by Jeb Blount (he also wrote Fanatical Prospecting)
Description: This podcast delivers expert advice and real-life stories about modern sales strategies, featuring top industry leaders and sales practitioners. Topics range from sales enablement to leadership and the latest tech tools.
Why It’s Great for Agencies Under $10MM: Offers actionable insights into cutting-edge sales techniques, helping smaller agencies stay competitive and adapt to the ever-evolving sales landscape.
Best Agency Sales Education Resources
HubSpot Academy’s Inbound Sales Course
Description: A free course covering the fundamentals of inbound sales strategies, including prospecting, relationship-building, and closing techniques.
Why It’s Great for Agencies Under $10MM: Perfect for agency owners looking to adopt non-intrusive, value-driven sales approaches that align with modern buyer behavior.
Description: A series of training modules focused on leveraging Apollo.io’s sales engagement platform for prospecting, outreach, and analytics.
Why It’s Great for Agencies Under $10MM: Helps small agencies maximize the potential of their sales tools, enabling efficient outreach and better pipeline management.
LinkedIn Learning B2B Sales Foundations
Description: This course provides a comprehensive overview of business-to-business (B2B) sales strategies, covering topics such as understanding the B2B sales process, identifying and qualifying prospects, and effectively closing deals.
Why It’s Great for Agencies Under $10MM: Equips smaller agencies with essential skills to navigate complex B2B sales cycles, helping them build stronger client relationships and increase revenue.
Pipedrive Academy’s Sales Pipeline Course
Description: This course offers a comprehensive guide to building and managing an effective sales pipeline, covering topics such as pipeline stages, activity tracking, and deal management.
Why It’s Great for Agencies Under $10MM: Provides smaller agencies with practical insights into structuring their sales processes, enabling them to streamline operations and enhance revenue generation.
Description: A short course designed to teach participants how to effectively use CRM tools to streamline their sales process and improve productivity.
Why It’s Great for Agencies Under $10MM: Helps smaller agencies get the most out of their CRM investment by mastering key features and workflows for better sales outcomes.
Sales might not be as glamorous as Leonardo DiCaprio bellowing into a phone in The Wolf of Wall Street, but the truth is, it’s a heck of a lot more rewarding when done right. By leveraging the tools, books, podcasts, and guides on this list, you’ll not only build a sales engine that hums (and not in an annoying way)…you’ll also create genuine connections with clients who’ll stick around long after the ink dries on the contract. After all, a great sales process isn’t just about closing the deal…it’s about opening the door to long-term success for both your agency and your clients. So, grab your coffee (because closers drink coffee, right?) and start putting these resources to work—your agency’s growth depends on it.
PS: BTW, although there’s no Margo Robbie/Leonardo DiCaprio spicy scene in the book version of The Wold of Wall Street by Jordan Belfort, it, too is an excellent sales “story” (not laser focused on sales techniques like the other books on the list, tho…)
PPS: If you liked this content, please consider joining my FREE agency community –Agency Inner Circle or subscribing to my Focus Friday & Winning Wednesday Emails
PPPS: Looking for help with agency sales? Let’s chat about building your sales effectiveness & sales process via our Founder Free Selling program.
