From CMO to CRO: How Marketing Leaders Are Evolving

The Digital Agency Growth Podcast

As an agency owner, it’s easy to focus on lead generation and ignore what happens after someone enters your funnel. But neglecting the middle of the funnel could be the biggest mistake that's costing you clients. Brandi Starr, COO at Tegrita and host of the Revenue Rehab podcast, joins us this week to share how agencies can fix this common gap and build stronger sales pipelines.

With over 20 years of experience working with B2B companies, Brandi shares how agencies can better align sales and marketing, optimize their client journey, and finally stop losing prospects in the middle of the funnel.

Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.

In this episode of The Digital Agency Growth Podcast, Brandi Starr shares insights on the role of middle-of-funnel marketing, how to define “sales-ready” leads, and why so many agencies struggle to move prospects from interest to action. She also explains what CMOs are really looking for when working with agency partners.

Brandi is the COO at Tegrita, a consultancy that helps companies unlock the power of email marketing, and she’s been named one of the Top 50 Women in MarTech. She also hosts the Revenue Rehab podcast, where she explores the tough conversations marketing leaders need to have.

In This Episode, Dan and Brandi Discuss:

• The middle-of-funnel mistake that’s costing agencies clients — and how to fix it
• Why agencies struggle to move leads from interest to sale — and how to change that
• What CMOs and marketing leaders really want from agencies today
• How to align sales and marketing around a true "sales-ready" definition
• Why focusing only on lead generation isn’t enough — and how to build trust that closes deals

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast — and let me know your key takeaways!

CONNECT WITH BRANDI STARR:

LinkedIn

Tegrita

Revenue Rehab

CONNECT WITH DAN ENGLANDER:

LinkedIn

Sales Schema