What does it take to turn a one-man agency into a sales-driven machine that dominates a niche?
In this episode of The Closing Code, Clinton and Josh sit down with Matt Plapp, founder of America’s Best Restaurants, to dig deep into the raw truth of building and scaling a sales team from scratch. From humble beginnings in radio and boat sales to leading a 12-person outbound sales team, Matt shares exactly how he carved out a niche, scaled his agency, and built a culture of performance and accountability.
This episode is packed with actionable strategies and hard-earned wisdom for agency owners, sales leaders, and entrepreneurs ready to scale.
Here’s what you’ll learn:
- How Matt transitioned from generalist to restaurant niche specialist and why niching down was a game-changer
- The early grind: cold emails, door-to-door visits, and the messy hustle that built momentum
- What Matt looks for when hiring salespeople (and why most agencies get this wrong)
- Why in-person sales teams outperform remote ones and how culture plays a huge role
- The simple but powerful KPI Matt tracks that outperforms deal count
- The moment Matt fired himself as sales director and why that skyrocketed conversions
If you're building or scaling a high-ticket digital marketing agency, this is the episode you can't afford to skip.
Connect with Matt Plapp:
https://mattplapp.com/
https://www.linkedin.com/in/mattplapp/
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