Sell With Authority (Predictive ROI)
Explorez tous les épisodes de Sell With Authority
| Date | Titre | Durée | |
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| 18 Jan 2023 | How to Differentiate Yourself, with Jon Morris | 00:49:13 | |
How to differentiate yourself? Learn from Jon Morris in this podcast. Make your agency stand out by knowing how to differentiate yourself.Jon Morris is the founder & CEO of Ramsay Innovations and a serial entrepreneur. Prior to Ramsay, he established Rise Interactive in 2004 with prize money from his second-place finish in the University of Chicago’s prestigious New Venture Challenge. Over the next 16 years, he grew Rise from a one-person shop to one of the largest independent marketing agencies in the world. After selling Rise, Jon pondered his next move and realized he was most energized when connecting and helping fellow entrepreneurs grow their businesses. Want to know Jon’s secret on how to differentiate yourself and your agency? Here’s a bit of history. Ramsay Innovations is the product of this inspiration. Like at Rise, Jon developed a proprietary, tech-enabled approach for surfacing hidden financial insights that drive critical business decisions. Ramsay Innovations’ mission is to transform marketing agencies by providing them with world-class, agency-specific financial management and strategic planning at a fraction of the cost. What you will learn in this episode is about how to differentiate yourself:
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| 20 Dec 2023 | Importance of Niche Marketing, with Brian and Kim Walker | 00:39:51 | |
Importance of Niche Marketing? Discover the role of Niche Marketing in business through our guide on the importance of niche marketing.Importance of niche marketing? On this episode of Sell With Authority, I am excited to welcome two guest experts who have a fascinating story of success — and an unwavering commitment to specialization. It’s the key to having better results. In this episode of Sell with Authority, Kim and Brian Walker co-founded their marketing agency, Shop Marketing Pros, based on their first-hand experience in the automotive industry. They found that automotive shops wanted and deserved quality marketing strategies to promote their businesses but just didn’t have the time to do it themselves. And — they needed a partner that would understand the unique intricacies of their niche. Their journey underscores the power of going narrow and niching down. And — it’s not just about choosing a niche; it’s about immersing yourself in it strategically and systematically — plunging into the deep end of the pool. Brian and Kim shed light on the path to becoming an integral part of your niche, building relationships, exploring the importance of niche marketing, joining inner circles — and positioning yourself as the go-to authority.
What you will learn in this episode is about the importance of niche marketing:
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| 08 Mar 2023 | Tips for Hosting an Event, with Greg Bray | 00:47:11 | |
Tips for Hosting an Event? Discover and elevate your event planning by following these professional tips for hosting an event.Greg Bray is the President of Blue Tangerine, a digital marketing and website development agency that specializes in helping home builders grow their sales. They achieve that goal by helping clients build a better website and drive more qualified traffic to the site, all while using data analytics to measure results. Greg considers it a privilege to lead this team of talented professionals. Greg began developing home builder websites in 2000 and has been hooked ever since. The tools have matured since that time, but one thing hasn’t changed: the goal to grow sales! In 2006, as VP of Operations, Greg purchased the company and achieved his dream of owning his own business, renaming it Blue Tangerine Solutions. In 2014, he partnered with Triad Analytics to expand the agency’s marketing services. In 2017, the companies formally merged and became today’s Blue Tangerine. Tips for hosting an event? Greg enjoys teaching the techniques and skills that he’s learned. He can explain complex technical topics in easy-to-understand language. He has presented at the International Builders’ Show (IBS), the Southeast Building Conference, the Best Home Building Practices Summit, the New Home Sales and Management Retreat, as well as other webinars and events. He is proud to be the founder and co-host of the Home Builder Digital Marketing Podcast and Summit. There’s another important piece to add to Greg’s already impressive resume and that’s Blue Tangerine’s authority position — it’s where Greg and I are going to focus our time and attention today. Greg and his Blue Tangerine team are the creators of the Annual Home Builder Digital Marketing Summit. We will discuss Greg’s leadership and Blue Tangerine’s influence within the digital marketing industry, as well as their dedication to organizing the Annual Home Builder Digital Marketing Summit.
What you will learn in this episode is about tips for hosting an event:
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| 01 Feb 2023 | How to Find Your Niche in Business, with Stephen Woessner | 00:59:16 | |
How to find your niche in business? Elevate your approach to dominate your market by trailing our steps on how to find your niche in business.Stephen Woessner is the founder and CEO of Predictive ROI, a digital marketing agency, and the host of Onward Nation and Sell With Authority Podcasts. Since the advent of the commercial Internet, Stephen has collected tens of thousands of data points that have given him the ability to identify what he calls the “8 Money Draining Mistakes” and the “8 Money Making Opportunities.” Darren Hardy, then-publisher of SUCCESS Magazine, interviewed Stephen to discuss how business owners can identify and fix the mistakes. Stephen served in the United States Air Force, spent six years at the University of Wisconsin-La Crosse as a full-time academic staff member and taught digital marketing classes to small business owners throughout the state, including the prestigious School of Business at UW-Madison, has owned five businesses, and is the author of three books, “The Small Business Owner’s Handbook to Search Engine Optimization”, “Increase Online Sales Through Viral Social Networking”, and “Profitable Podcasting.” How to find your niche in business? His digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine. We are doing something a little different for this episode of Sell With Authority by sharing my full-length interview from an episode of the Build a Better Agency Podcast with Drew McLellan. Drew is the owner of McLellan Marketing Group and the owner and leader of the Agency Management Institute. In episode 354 of the Build a Better Agency Podcast, we have an important conversation about finding right-fit clients by going narrow and niching down – and how pivoting that niche can lead to fears of stepping into scarcity, instead of abundance. We talk through how pivoting agency niche can actually help improve sales and build community.
What you will learn about in this episode is about how to find your niche in business:
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| 14 Jun 2023 | Effective SOP, with Juliana Marulanda | 00:40:02 | |
Effective SOP — Streamline operations, and enhance efficiency to achieve your goals. Effective SOP: Your path to success.I am so excited to welcome back Juliana Marulanda for an encore interview on this episode of Sell With Authority. If you’re meeting Juliana for the first time, she is the Founder of ScaleTime, a renowned agency consultancy with an impressive track record. Juliana and her team have helped over 500 agencies transform into lean, mean, profitable machines. Juliana was our guest expert on the podcast just a few short weeks ago, and as we came in for a landing on episode 60, I asked her immediately if she would come back for an encore. I totally put her on the spot, and she said yes. Effective SOP implementation ensures that businesses have a standardized and efficient approach to their operations, leading to increased productivity and streamlined workflows. In this episode, we dive deeper into Juliana’s S.C.A.L.E. framework, which we began exploring in our previous conversation but needed more time to cover fully. We will also explore how AI tools like ChatGPT and effective prompts can supercharge your efficiency, incorporating the principles of effective SOP. For additional context, Juliana was one of the experts at the Build a Better Agency Summit in Chicago that my team and I attended in May. She led highly attended breakout sessions where attendees were captivated by her insights and hands-on experience in using AI to streamline the process of recording standard operating procedures (SOPs) by a staggering five times faster. By mastering SOPs, businesses can eliminate repetitive tasks and focus on scaling their operations.
What you will learn in this episode is about effective SOP:
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| 17 May 2023 | AI Copyright Law, with Sharon Toerek | 00:38:54 | |
AI Copyright Law? This is your comprehensive guide to the legal rights surrounding Artificial Intelligence. Stay informed about AI Copyright Law.AI copyright law—I am so excited to welcome Sharon Toerek back to the Sell With Authority podcast. If you’re meeting Sharon for the first time, she’s the Principal of Toerek Law and the host of the rock-solid awesome podcast The Innovative Agency. And in full transparency — Sharon is Predictive’s wicked, smart intellectual property attorney. Over the years — she has brilliantly helped us protect our intellectual property so that as it evolved and morphed into revenue streams — we were ready. In Episode 52 of Sell With Authority, Sharon broke down how to protect your intellectual property and turn it into revenue streams. Today, Sharon is back for an encore episode where we will explore the legal implications of using AI to create content for client projects. We discuss copyright, trademark, and other intellectual property rights and consider several questions that arise when using AI-generated content. Sharon brings her expertise to discuss AI copyright law in the workplace. Her advice will help agencies navigate the challenges surrounding AI and protect their intellectual property.
What you will learn in this episode is about AI copyright law:
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| 23 Aug 2023 | Part 3 - How to Put a Sales Process in Place That Delivers Wins, with Stephen Woessner | 00:41:42 | |
For over 25 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside agencies and consultants — teaching them how to build their authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, along with his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.”
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| 19 Jul 2023 | Business Scaling Strategy, with Shane Perkins | 00:48:49 | |
Business Scaling Strategy — Propel your business forward and unlock success. Join us as we reveals the ultimate business scaling strategy.Business Scaling Strategy? I’m thrilled to bring you our guest expert on this episode of Sell With Authority, Shane Perkins. Shane is the CEO of Unite Digital Holdings, a remarkable holding company dedicated to creating a growth-oriented ecosystem for privately held agencies across the United States. Business scaling strategy — Shane’s primary focus is on expanding the company’s reach through strategic acquisitions, and that’s precisely why I invited him to join us today on the podcast. I had the pleasure of meeting Shane at the Build a Better Agency Summit in Chicago, an event organized annually by the Agency Management Institute. For agency owners, the Build a Better Agency Summit serves as an ideal environment to gather key takeaways and insights, helping them build profitable agencies that they may choose to sell in the future. Here, I serendipitously bumped into Shane, and we briefly talked about the remarkable work he and his team at Unite do and best business scaling strategy. Instantly captivated by his insights, I couldn’t pass up the opportunity to invite him to join us on the podcast. If your goal is to sell your shop someday — or to run as profitable of an agency as possible so you can build your wealth outside the agency — Shane’s advice and recommendations are incredibly helpful.
What you will learn in this episode is about business scaling strategy:
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| 11 Jan 2023 | Filling the Sales Funnel, with Andy Buyting | 00:45:05 | |
Filling the sales funnel, an insightful episode with Andy Buyting. Learn how to convert leads by filling the sales funnel.Andy Buyting is an expert in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well particularly on filling the sales funnel. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in content marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team of marketing coordinators perform like superheroes! What you will learn about in this episode of filling the sales funnel:
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| 28 Feb 2024 | Build a Community for the Right Reasons, with Drew McLellan | 00:48:46 | |
To celebrate our 100th episode, I am excited to welcome our guest expert, Drew McLellan, to the Sell With Authority podcast. This is Drew’s second time on the show and it seems fitting to have him mark this milestone. He is not only my most trusted business advisor — but he’s also been my best friend in the world for the better part of a decade. Drew is the CEO of Agency Management Institute — which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability – and of McLellan Marketing Group. He walks the walk — and he pours the best of what he’s got into his community. In this episode, we focus our attention on how to build a community around the niche you want to serve. In our conversation, we talk through how hosting a live event can be an exceptional strategy for growing your audience — and being helpful. Drew shines a light on how to become a leader in the community by coming from a place of great love and a true commitment to serve. What you will learn in this episode:
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| 10 Jul 2024 | The Sales Crucible and How to Build One, with Stephen Woessner | 00:42:21 | |
For this episode of Sell With Authority — I break down a sales strategy that we’ve used here at Predictive for nearly a decade — but not until recently — did we build a framework around it. We call it the “Sales Crucible” — and I will tell you — whenever we have a new service line to begin selling here at Predictive – I design what we call a “Sales Crucible.” And just like a literal “crucible,” — I design a schedule and accountability points that intentionally put me under pressure so I’m forced to figure out the best way to talk about our newest offering, get at-bats in front of real prospects, strike out, and then eventually get some hits and score some wins. I know this might sound ridiculous — why would someone want to do that to themselves? Right? I promise you — if you put our Sales Crucible framework into practice — you will cut the time it takes to gain traction in your sales process. But before we dive in — have you heard about our upcoming July Intensive? Three times a year — we get our Predictive clients together on Zoom. We call it the “2-day Intensive.” We slice apart our best strategies for helping agencies sell more of what they do — and we break everything down in full transparency so you can install it into your agency. I know I’m biased — but holy bananas — each Intensive is off-the-charts awesome. Our next “Intensive” is Tuesday & Wednesday, July 30th & 31st, from 8:30 a.m. to 12 noon Central (on Zoom). Our goal for the July Intensive is to help you sell more of what you do. We have 30 guest passes available. Would you like to join us? And here’s the magic. The Intensive is a private client-only event. That means no selling. No pitching. You just get to be one of us. If that sounds helpful — just send me an email at stephen@predictiveroi.com with the word “ONWARD,” and I’ll get in touch with the full details, calendar invites, and Zoom links. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:
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| 15 Mar 2023 | Closing a Deal in Sales, with St John Craner | 00:40:24 | |
Closing a deal in sales — Gain practical strategies, build influence, and seal the deal confidently. Closing a deal in sales simplified.Closing a deal in sales — St John Craner is the Founder of Agrarian, an agency based in New Zealand that helps agribusinesses grow using digital strategies and marketing campaigns. They provide instruction and coaching to underperforming rural sales teams by utilizing sales psychology and human-centered selling techniques that can significantly enhance sales performance. St John and his team work with their clients to develop a customized strategic sales system to generate consistent leads and income. Specifically, they focus on the principles of sales psychology, which will be the main topic of our discussion today, centered around closing a deal in sales. Closing a deal in sales? During our conversation, St John tells us why he believes selling is the root cause of sales problems. We’ll explore strategies for generating curiosity, building influence, and ultimately closing deals without making prospective clients feel pressured. Join us and listen in while St John takes us behind the curtain and shares how we can signal buyer safety because he believes you will close more sales when you do it correctly. What you will learn in this episode is about closing a deal in sales :
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| 08 Nov 2023 | Co-opetition Strategy, with Nicole Mahoney | 00:40:19 | |
Co-opetition Strategy? Discover the possible effect if you didn’t collaborate with competitors by exploring our guide on co-opetition strategy.In this episode of Sell With Authority, I’m thrilled to welcome our guest expert, Nicole Mahoney. Nicole is the Founder of Break the Ice Media, a PR and digital marketing agency specializing in the travel, tourism, and hospitality industry. She also serves as CEO of Travel Alliance Partners — is the host of the rock solid awesome podcast, Destination on the Left — and is the author of the brilliant book, Stronger Together: Building World-Changing Business Collaborations. Why am I so excited to have Nicole join me on the podcast today? It’s because Nicole’s approach to building her businesses, her unwavering commitment to serving her industry, and her refreshing perspective on competitors are truly unique — and so refreshing — in an industry where many are very willing to race each other to the bottom on profit just to win that next new client. A co-opetition strategy is a better alternative to competing. Nicole shows you how to collaborate with competitors and helps you learn how to collaborate with them, resulting in more client wins, opportunities, and room for growth. Nicole calls this innovative strategy in collaboration “coopetition.” But it’s more than a strategy; it’s a way of life for Nicole. It’s the guiding principle behind her leadership, her teaching, and how she and her team serve their industry. If you take and apply the insights and wisdom Nicole shares on co-opetition strategy, you’ll unlock a world of new opportunities and forge partnerships, and perhaps even alliances, with former competitors. This will position you perfectly to charge into 2024.
What you will learn in this episode is about the co-opetition strategy:
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| 03 Jan 2024 | Social That Sells for 2024 and Beyond, with Josephine Agrawal & Alina Sutherland | 00:44:42 | |
As we pondered how to best be helpful in this episode of Sell With Authority, we realized that the landscape of social media has evolved dramatically. So — we decided to dive into a biz dev topic that’s been two decades in the making. It’s no longer just about “likes”, “comments”, and “shares” at the top of the funnel when utilizing social media. In 2024 and beyond, clients want more — they want measurable impact on sales at the bottom of the funnel. So, buckle up because today, we unravel the mystery of driving sales through social media with a methodology our guest experts have coined as “Social that Sells.” I was intrigued when I heard them describe it as a “strategic trifecta of tactics that will help your client or brand foster a community ready to convert.” Who wouldn’t want a community ready to convert, right? Leading us on this expedition are two brilliant minds, Alina Sutherland and Josephine Agrawal, Founders of Pomona Creative. They built their “Social that Sells” methodology brick by brick, and today, they graciously share the secrets behind its success. Also joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. She brings a unique perspective from the trenches, working daily alongside our clients, helping them build authority positions and fill their sales pipelines with the right-fit prospects. Throughout this episode, we quiz Alina and Josephine on how they built it, how they executed it, and the jaw-dropping results they’ve seen. If you take and apply the golden nuggets shared during this episode, you will be ready to crush 2024 and make it your most successful and profitable year yet — because you harnessed the power of Social that Sells. What you will learn in this episode:
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| 31 May 2023 | Learn Cash Flow Management, with Craig Cody | 00:39:12 | |
Learn Cash Flow Management — Gain insights, implement strategies, and optimize your financial success. Learn Cash Flow Management now!Learn cash flow management— On this episode of Sell with Authority, I am excited to welcome guest expert Craig Cody. He is the Founder and CEO of Craig Cody & Company. Craig and his team are renowned tax strategists who help business owners maximize their tax savings legally and effectively. And in full transparency, Craig is our tax strategist here at Predictive. He and his team deliver off-the-charts results for us and all their clients. Learn cash flow management to ensure that your business operates smoothly and efficiently, maximizing financial resources and minimizing unnecessary expenses. We’ll dive into the world of proactive tax strategies, discussing the common financial concerns, pain points, and major issues business owners face. We aim to equip you with the knowledge to keep more of what you earn and implement a proactive tax strategy that aligns with IRS guidelines. My conversation with Craig is crucial because all your hard work and dedication mean little if you pay more taxes than necessary. Craig’s insights will help you design 2023 in a way that ensures your efforts truly pay off for you and your family. What you will gain in this episode is about to learn cash flow management:
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| 22 Mar 2023 | Winning Partnership, with Brian Gerstner | 00:41:04 | |
Winning partnership, Brian Gerstner. Take your agency’s success to new heights with strategic collaborations. Seize the chance for a winning partnership!I’m excited for you to meet our special guest expert today — Brian Gerstner. If you’re meeting Brian for the first time — Brian is the founder and president of White Label IQ, which provides white-labeled digital services and skill sets in design, development, and paid media for agencies across the country. Brian is also an expert at building, creating, and nurturing strategic partnerships. You may have already met Brian when he was our guest expert during our open-mic Q&A on February 8th — and our topic was strategic agency partnerships. We focused on how the right agency partnerships can grow your top-line revenue — how the right partners can grow your bottom-line profit — and how to find the right partners. You can find the full recording inside our free Facebook group here. And holy bananas — the insights Brian shared during the Q&A sparked a bunch of great questions from everyone in the room. So much so — after the Q&A — I asked Brian if he would be game to join me today on the podcast so we could take more time and peel back the layers around how agency partnerships work and why he’s so keen on them as the fuel to move further, faster. Winning partnership? In my opinion — Brian is uniquely suited for the agency partnership discussion because of his staunch beliefs around abundance — instead of scarcity — and — that success comes not from successfully competing against and beating others but by successfully collaborating for the benefit of the client. That’s a true agency partnership. So today’s conversation will be about “how” to build the right agency partnerships that will help you move your agency to that next level. And I will tell you — as you build your authority position and fervently claim the ground you want to own — finding and developing right-fit agency partnerships becomes easier because you have clarity around “WHO” you want your agency to serve. And candidly — who your agency serves best — that clarity becomes evident to your prospective partners just like it does with your prospective clients. Here’s the reality — your authority position makes it easier for prospects and partners to say yes to you. So buckle up — you’re about to get an in-the-trenches, practical, and tactical master class on winning partnership. Brian and I share how to find them, build them, nurture them, and drive your top and bottom-line growth so you and your team can move further faster.
Here’s what you’ll learn from this episode about winning partnership:
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| 15 May 2024 | Strategic Moves for Agency Profit, with Marcel Petitpas | 00:47:34 | |
This episode of Sell With Authority is one I have been eagerly anticipating! I’m excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making. When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That’s why I immediately extended the invitation for an encore. Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth. Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that’s not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights. Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain. I’m beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that’s awesome — but it’s only awesome if you’re also more profitable. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 04 Jan 2023 | Client Acquisition Strategy, with Paula Chiocchi | 00:37:09 | |
Client acquisition strategy that’s effective! Learn from Paula Chiocchi in this podcast on how to execute her client acquisition strategy.When done right, a client acquisition strategy can propel your business to greater heights, and Paula will share her approach to this one. Paula Chiocchi, CEO and founder of OMI, is an award-winning marketing industry veteran whose mission is to help businesses realize their full potential by effectively reaching their target audiences and converting more prospects into customers. Under her direction, OMI provides Fortune 1000 firms and other clients fresh, accurate contact data to fuel outbound marketing initiatives and drive sales and profits. An expert and innovator in multi-channel marketing data, Paula has established OMI as a leader in comprehensive email campaign management services and creating a good client acquisition strategy. Along with her growing team, her goal is to assist clients in successfully navigating the complex email channel by offering hands-on guidance combined with the highest levels of email deliverability and marketing ROI. Paula began her career with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading mortgage companies, financial institutions, telecom, software, online gaming sites, sweepstakes enterprises and e-commerce companies. Paula has been a contributing member of Forbes Agency Council since 2016. What you will learn in this episode is about the client acquisition strategy:
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| 26 Jun 2024 | How to Grow Your Agency Through Community and Collaboration, with Jay Owen | 00:37:00 | |
I’m thrilled to welcome Jay Owen to this episode of Sell With Authority. Jay is the Founder and CEO of Business Builders, and this is a bit of an encore because Jay and I connected a few years ago for episode 777 of Onward Nation. Today’s conversation is packed with insights you can apply to your own agency — to help you sell more effectively by focusing on how we help our clients grow as the catalyst for our own success. By leaning in to assist our audience, right-fit prospects, and clients, we can guide them through their most pressing business issues, challenges, and roadblocks. When we help them achieve their most vital priorities, remarkable things happen for them — and for us. Jay’s mission, shared by his team, is to help others grow their businesses because when we do that, good things happen. Jay has a vision for assisting other agency owners in overcoming the persistent challenges we all face. Or — more candidly — those issues we repeatedly bang our heads against the wall over. If you take and apply the insights and wisdom Jay shares during this episode — you and your team can find new ways to lean into the recurring issues and challenges your clients face — and then — find new, helpful solutions your clients will value — and value you more in the process. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 05 Apr 2023 | How to Find Your Ideal Client, with Stephen Woessner | 00:54:04 | |
How to Find Your Ideal Client? Attract more clients and build stronger relationships by focusing on how to find your ideal client.For over 30 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside and consulting with hundreds of agencies, business coaches, and consultants — teaching them how to plant their flag of authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, working alongside his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” How to find your ideal client? In this solocast episode of Sell With Authority, Stephen shares his insights and strategies for finding and attracting ideal clients for your business. Drawing from his own experiences as a lifelong baseball fan, Stephen explores the parallels between the game and the world of business, highlighting key strategies and insights that will help you and your team be more successful. While exploring these parallels, Stephen uses baseball analogies to illustrate the concept of getting “at bats” with potential clients and how to scout out and attract clients who are right-fit for your business. He also discusses the importance of having a well-defined customer avatar and using data to track and optimize your marketing efforts. Whether you’re a seasoned entrepreneur or just starting out, this episode offers valuable tips and strategies for how to find your ideal client and attracting your ideal clients and taking your business to the next level.
What You Will Learn in this Episode is about how to find your ideal client:
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| 23 Oct 2024 | How to Balance Personalization and Scale, with Dan Englander | 00:41:56 | |
I’m thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He’s also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.” Dan’s book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. How do you balance personalization with scale? This is exactly where Dan shines. “Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.” We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 02 Oct 2024 | Why Uncertainty Kills Sales, with Erik Jensen | 00:41:15 | |
Before I tell you about today’s expert on this episode of Sell With Authority, here’s an update on our upcoming 2-day Intensive happening Wednesday and Thursday, November 6th and 7th. We’d love for you to join us as our free guest if you haven’t RSVP’d yet! During these Zoom sessions, we’ll break down Predictive’s top strategies for helping agencies sell more of what they do. And when I say “break down” — I mean we’ll pull back the curtain and give you full transparency so you can take the key insights and apply them directly to your agency. What’s our goal for the November Intensive? Simple — to help you nurture leads with excellence, so you can sell more of what you do. Here’s the magic — this Intensive is a private, client-only event — no selling, no pitching — just rock-solid awesome value. You’ll be right there with us, learning and collaborating alongside other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I’ll send you all the details, calendar invites, and private Zoom links you’ll need. My email is stephen@predictiveroi.com. Now, more than ever, it’s time to double down on nurturing your leads with excellence, so you can sell more of what you do. And that’s exactly what we dive into today with Erik Jensen. Erik is Chief Strategy Officer and my business partner here at Predictive. He spends his days working side by side with agency owners and their teams. His work often begins by peeling back the layers to deeply understand the core business issues and challenges that agencies are solving for their right-fit clients. Here’s the kicker — he explains why that work matters and how the strategies these agencies use deliver the results they’re after. If you apply the insights and action steps Erik shares, you and your team will not only nurture leads with excellence, but you’ll remove friction from your sales process — and ultimately sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
Download our Free Frameworks to Help You Sell More of What You Do:
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| 02 Aug 2023 | Part 1- Make Yourself an Easy Yes, with Stephen Woessner | 00:58:44 | |
Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, along with his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” At Predictive ROI — we believe most agencies and consultants go about sales and new business development in the least effective, most painful way possible — and that there’s a better way. We call it the Sell with Authority Methodology. Here’s the reality — we’re entering the era of the authority. And while you may already be sick of the phrase “thought leader,” — the truth is — there aren’t that many of them in our industry. Thought leaders don’t write content anyone could claim. Thought leaders don’t write about anything and everything. And thought leaders never compete on price. Thought leaders are afforded the highest level of confidence and trust because they have a depth of knowledge and a point of view that can’t be denied or easily replicated. Thoughts leaders are also very clear on how and where they can help their clients. And their time is now. Building your authority position will help you grow a thriving, profitable business that can weather the constant change that seems to be our world’s reality. How do you future-proof your shop? How do you attract your right-fit clients so they’re proactively asking you how you can help them? How do you step away from the sea of other agencies and stand out? Building a defensible authority position is the solution for all that. And having a razor-sharp understanding of who you help (niche) and the business issues and challenges you help them solve (how you help) gets you down the path further faster. Today’s episode is another installment in our desire to help you and your team help you accomplish the goal of further faster. Free Resources:
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| 01 Nov 2023 | Standing Out in a Crowd, with Mark Levy | 00:35:23 | |
Standing out in a crowd. If your agency applies the principles from this episode — you’ll be better at standing out in a crowd.I am thrilled to welcome our special guest expert to this episode of Sell With Authority, Mark Levy. Mark is the Founder of Levy Innovation and has an impressive track record of helping clients break free from the sea of sameness. He’s done it over 25,000 times for prominent figures like Simon Sinek, heads of divisions within two different White House administrations, the Strategy unit of the Harvard Business School, the CEO of Popeye’s Louisiana Kitchen, and even individuals associated with Major League Baseball who have spoken at the United Nations. I invited Mark to join us today because he’s a true expert in solving a chronic problem that many agencies and consulting firms face — the challenge of standing out in a crowded market. Mark understands that even though you and your team might be branding, demand generation, or PR experts when it comes to showcasing your own uniqueness, it can feel like you’re the cobbler’s kids. Standing out in a crowd is the key to success, strategically showcasing your unique qualities in a sea of competitors to capture attention and gain recognition. Candidly, one of the most effective ways to attract a steady stream of right-fit clients into your sales pipeline is to stake your claim, own the ground you’re standing on, and, most importantly, stop sounding like everyone else. Mark and I focus on how to pick the right story to tell and strategies for standing out in a crowd — because by telling it — you step away from the sea of sameness in a real and differentiated way.
What you will learn in this episode is about standing out in a crowd:
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November IntensiveWe’re getting our Predictive ROI clients together for our next 2-day Intensive on Wednesday & Thursday, November 15th & 16th, from 8:30 a.m. to 12 noon Central on Zoom. It’s a private client-only event designed to help everyone in the room move their businesses further faster. Would you like to join us? Just email Stephen (Stephen at Predictiveroi.com) with the word “ONWARD,” and we’ll be in touch with the full details, calendar invites, and Zoom links. Additional Resources:
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| 17 Jul 2024 | How to Design Your Digital Marketing Success Plan, with Corey Morris | 00:37:46 | |
My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. Corey Morris, President and CEO of Voltage returns for an encore interview. Corey recently released his new book, The Digital Marketing Success Plan, and I’m thrilled to dive into the insights and strategies he shares. To set the stage for our conversation, here’s an excerpt from Chapter 10 of Corey’s book where he touches on a significant trend in the digital marketing landscape. Quoting Corey: “A trend I’m seeing personally and can validate through feedback I see with over two dozen other agency owners — that I believe will continue to grow–is brands having less patience with agencies. On the positive side — companies want to work with agencies that know what they’re doing and are the best at doing it. That means constantly bringing new ideas and thinking deeply about their business overall. Unfortunately — many companies have been burned by bad agency relationships. Whether due to talking big and not delivering, trying to be full service and do everything at a level of deep expertise, or just not being a right fit for other reasons like niche, price, strategy, etc. — most companies have had a bad experience with agencies at some point. Combine that with shorter-than-ever tenures for CMOs and the fact that so many agencies sound the same and have similar messaging — agencies are getting fired at a record rate. That means that being an expert or specialist and owning a niche is important to gain trust early, drive results, and have a quality relationship among all of the people on both sides. Shortening patience isn’t a one-way street. Agencies can be different and should be — and accountability will be a factor that wins out more and more in the coming years.” Corey’s observations are compelling and timely — and they resonate deeply with the challenges and opportunities faced by agencies today. I want to reinforce the relevance of his insights with some data from the latest Agency Edge research study conducted by Agency Management Institute and Audience Audit. This study aimed to quantify what clients want from their agencies, allowing respondents to choose more than one factor. Hannah Roth, our resident mad scientist and strategist here at Predictive, delved into the Agency Edge research and shared her thoughts on the implications. She summarized: “Clients want the strategy, the path, and the overall goal in nearly equal parts. To pack a powerful punch, agencies that want to attract advocates and exacting experts should offer elements of all three.” I couldn’t agree more with Hannah’s analysis — and it’s fascinating how the data aligns with Corey’s insights. This synchronicity is exactly why I invited Corey back for an encore. We explore how his book can serve as a roadmap for your agency to create winning strategies, paths, and goals for your clients. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 22 May 2024 | How to Get Your Money, with Sharon Toerek | 00:45:20 | |
I am thrilled to welcome our guest expert, Sharon Toerek, back to this episode of Sell With Authority. It’s her fourth time appearing on the show with us, but for those who are meeting her for the first time, she’s the Founder of Toerek Law and the host of the podcast “The Innovative Agency”. Sharon is also Predictive’s wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements. She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work. Many of us have faced the dilemma of wanting to have certain crucial conversations with our clients — but not knowing how to approach them without causing friction or damage to the relationship. On this episode, Sharon and I focus our discussion on how to ensure you get paid by having the right conversations with your clients at the right times. And — we discuss how to start relationships with clients on the right foot from the very beginning. Ensure that you and your agency get paid for your hard work. Sharon’s expertise provides the tools and confidence to have these essential conversations with your clients. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 22 Nov 2023 | How to Narrow Down Your Target Market, with Corey Quinn | 00:47:03 | |
How to narrow down your target market? Refine your business strategy by exploring these techniques on how to narrow down your target market.For this episode of Sell With Authority, we are going on a bit of a mining expedition — and unearthing some super valuable golden nuggets that you can take and apply straight away. My guest is Corey Quinn — and if you’re meeting Corey for the first time — he has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive. His most recent in-house role was serving as Scorpion’s Chief Marketing Officer, which is a small business-focused agency that Corey and his team grew from $20 million a year in recurring revenue to $150 million in under seven years. Holy Bananas — right! Corey is also the host of The Vertical Go-to-Market Podcast, where he interviews 7, 8, and 9-figure business owners who have been widely successful because they niched down. How to narrow down your target market? If we go a mile wide and an inch deep — we deplete our resources before we can have any impact. Instead of going wide and attempting to attract a broad audience by writing generic content that is suitable for everyone, true authorities do the reverse. They go narrow. That’s where the gold is! Not only did Corey help lead an agency that was niched, and they crushed it — but he’s also a curator and collector of stories and data points of other agency owners who are also crushing it because they niched. If you take and apply the golden nuggets that Corey shares during this episode, you will be positioned and ready to crush 2024 and make it your most successful and profitable year yet…because you went narrow.
What you will learn in this episode is about how to narrow down your target market:
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| 29 Nov 2023 | Getting Back to the Strategic Seat, with Lenya McGrath and Hannah Roth | 00:43:36 | |
Have you ever left a client meeting frustrated, feeling like you’ve lost that strategic seat at the table? On this episode of Sell With Authority, we dive deep into this issue with two incredible guests who have not only faced this challenge head-on — but have also successfully overcome it. Joining us is Lenya McGrath, the Executive Director of Business Development for BLVR, a company dedicated to helping wellness brands turn belief into behaviors that drive meaningful growth. Lenya and her team not only built a methodology to redefine their role beyond being seen as just a branding agency, but also quantified their impact with metrics, including the innovative concept of “Return on Belief.” But that’s not all — we’ve also brought in our very own mad scientist and strategist here at Predictive, Hannah Roth. She shares the unique perspective she gained from working in the trenches daily with our clients, helping them reclaim that strategic seat at the table. Our guests today guide you through the process of not just embracing the challenges — but turning them into opportunities. What you will learn in this episode:
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| 20 Nov 2024 | How to Steer Your Agency into a Niche, with Katy Doss | 00:57:13 | |
I’m thrilled about welcoming today’s guest expert to join us on this episode of Sell With Authority, Katy Doss. Katy is the Founder and CEO of Script Marketing and Here Molly Girl. She owns and leads not one — but TWO agencies! Let me set the stage for why we thought this conversation would be so valuable. Katy took a bold, creative leap when steering her agency into a niche. Instead of gradually repositioning her agency over a couple of years — she and her team dove headfirst into the deep end by creating an entirely new agency focused on their target niche. Katy shares her remarkable journey of transforming her generalist agency, Here Molly Girl, into the niche powerhouse that is Script Marketing. Running two agencies at the same time creates some unique challenges. We talk with Katy about how she prioritizes the moving pieces — and keeps all of this running smoothly while balancing the demands of two agencies. Katy and her team show up like true partners — moving away from tactical, “vendor-like” conversations — to leading with outcomes. I’m saying “us” because Hannah Roth is also joining this episode. She’s our Director of Strategy and resident Mad Scientist here at Predictive. Hannah works directly with clients every single day, helping them drive results — and sell more of what they do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 07 Feb 2024 | Maximize Agency Profitability with Thought Leadership and Metrics, with Jody Grunden | 00:41:22 | |
I am excited to welcome our guest expert, Jody Grunden, to this episode of Sell With Authority. Jody has been on the front lines navigating agency ownership for over two decades. He Co-Founded Summit CPA Group, a trailblazing firm that pioneered fully distributed operations and became the top provider of Virtual CFO Services in North America. In 2022, Summit joined forces with Anders CPAs + Advisors, rebranding as Summit Virtual CFO by Anders. On this episode, we dive deep into the challenges, opportunities, and everything in between that agency owners — just like you and me — face everyday. In our conversation, we tackle key areas that can make or break your agency’s success. Jody sheds light on why building a thought leadership position is crucial — and — how to do it. We also take a comprehensive look into the key metrics that Jody and his team use to keep clients on top of their game, maximizing profitability and growth — and ensuring a healthy sales pipeline. What you will learn in this episode:
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| 06 Dec 2023 | Growth Strategy for Business, with Shawndel Spader | 00:46:27 | |
Growth Strategy for Business? Discover techniques to move your business forward with our guide on developing a growth strategy for business.In this episode of Sell With Authority we’re taking a deep dive into a critical question that business leaders must ask themselves; are we strategically planning for the future, or are we too busy reacting in the moment? Growth strategy for business? Scaling your agency is a thrilling prospect, but it’s not just about selling more — it’s about ensuring that growth translates into lasting profitability. In fact, growth and profit are not always an elastic relationship or a perfect correlation with one another. Implementing a robust biz dev machine is just the beginning. The journey to a thriving business involves navigating unforeseen challenges and avoiding trap doors that could jeopardize your success. As we gear up to roar into 2024, our aim is not only to get you excited about the opportunities ahead, but also to equip you with the tools to build a foundation that can support a larger, more complex business. Joining this episode is Shawndel Spader, CEO of Spader Group. With a wealth of experience in helping owners navigate the intricacies of business growth, Shawndel shares insights on how to avoid those trap doors and build a foundation for success. I also invited Hannah Roth, our mad scientist and strategist here at Predictive, to join because of her unique perspective from working in the trenches day in and day out, alongside our clients, helping them build, scale — and then — sell with authority. If you take and apply the Golden Nuggets shared during this episode, you’ll be ready to crush 2024 and make it your most profitable year yet.
What you will learn in this episode is about growth strategy for business:
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| 28 Jun 2023 | Using AI in Sales, with David Kreiger | 00:47:38 | |
On this episode of Sell With Authority, I am excited to welcome special guest expert David Kreiger, the Founder of SalesRoads — a remarkable sales outsourcing and appointment setting firm. Get ready for an enlightening conversation as David and I dive into the realm of utilizing AI as an integral part of your sales process. But hold on, because we’re not just talking about incorporating AI for the sake of it. No, we’re tackling a crucial aspect—how to leverage AI while preserving the human touch that makes your sales process truly exceptional. It’s a tall order, but an essential one for us to discuss. I assure you that the insights, best practices, and wisdom David shares today are transformative. By applying these strategies, you’ll accelerate your results, break free from the feast and famine cycle that often plagues agencies and consulting firms, and propel your business development efforts to new heights. What you will learn in this episode:
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| 21 Feb 2024 | Building Profitable Agency-to-Agency Alliances, with Sharon Toerek | 00:40:18 | |
I am thrilled to welcome our guest expert, Sharon Toerek, back to this episode of Sell With Authority. It’s her third time appearing on the show with us, but for those who are meeting her for the first time, she’s the Founder of Toerek Law and the host of the podcast “The Innovative Agency”. Sharon is also Predictive’s wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements. She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work. On this episode, Sharon and I focus our discussion on agency-to-agency collaborations. We delve into how to manage risk — and the key documents to have in place when agencies go down the collaboration route to save time, stress, and money. In our conversation, we go through the steps agencies should take before diving into an agency-to-agency strategic alliance. Sharon emphasizes the importance of creating agreements for each stage of the collaboration between agencies. We also discuss her recommendations on an ideal timeline to establish such contracts so agencies don’t put the cart before the horse. Applying what Sharon gives you during this episode will help you grow your agency in 2024 — and — protect your shop along the way. What you will learn in this episode:
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| 01 May 2024 | How to Grow Your Agency, with Stephen Woessner | 00:58:39 | |
How to grow your agency to the next level? In this episode, reach even greater heights by learning how to grow your agency.For this episode of Sell With Authority, we’re shaking things up a bit. Instead of our usual format — I’ve got something special in store that’s related to how to grow your agency. We’re diving into an episode I recorded with Drew McLellan for his Build a Better Agency Podcast. Why this twist, you might wonder? There are a few reasons I’m excited to share with you. First off — Drew and I delved deep into the topic of niche, but from a perspective that might surprise you. We explored how Predictive pivoted its niche a few years back, the reasons behind it, and, candidly, how we got a bit too comfortable in our previous niche. Secondly — I believe the insights we share about building community and adding value will resonate with you, especially if you attended Day 1 of our March Intensive, where community was at the forefront. And third — buckle up for some powerful takeaways from Drew’s keynote at the Build a Better Agency Summit. He discusses steering our agencies out of safe harbors, embracing the storm, and why those risks we fear might not be risks at all. Drew’s wisdom adds a brilliant layer to the conversation. If you take and apply what we talk about in this episode on how to grow your agency — you’re going to be in a much better position to roar through 2024 by selling more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode about how to grow your agency:
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| 01 Mar 2023 | Building Your Sales Pipeline, with Hannah Roth | 00:37:14 | |
Building your sales pipeline, a discussion with Hannah Roth. Learn how to be with right-fit prospects by building your sales pipeline.Building your sales pipeline explained thoroughly with the help of Hannah Roth. She is Predictive ROI’s mad scientist and strategist (That is her actual title, by the way). Her background as a Fisheries Biologist coupled with her experience as a small business owner has allowed her to offer a unique perspective synthesizing data analysis with strategic insights. Hannah often works in the trenches helping clients define and achieve their business goals, overcome challenges, and find new opportunities for growth. She loves helping people, and being on the front lines alongside agency owners, coaches, and strategic consultants is where she thrives. Hannah holds a Bachelor of Science from Valdosta State University and is currently enrolled in Harvard Business School with a focus on Business Strategy. I asked Hannah to join me on this episode of Sell With Authority to share her insights on building your sales pipeline that we use here at Predictive ROI in our own business development. It’s called seeding and opening loops, and it removes friction from the sales process. And – HOLY BANANAS – her perspective and wisdom around this powerful business strategy will be super helpful for the next time you are meeting with a right-fit client! What you will learn in this episode about building your sales pipeline:
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| 26 Jul 2023 | Becoming a Thought Leader Through Authentic Storytelling, with Tricia Brouk | 00:48:18 | |
On this episode of Sell With Authority I am thrilled to welcome Tricia Brouk. Tricia is an award-winning director, producer, and mentor who has helped countless speakers step onto prominent stages worldwide. Tricia’s expertise lies in transforming individuals into industry thought leaders through the art of authentic storytelling. Her book, The Influential Voice: Saying What You Mean for Lasting Legacy, soared to the #1 spot on Amazon’s New Releases in December 2020. Let’s take a moment to rewind and understand how this episode came to be. When Drew McLellan, CEO of Agency Management Institute, and I decided to pen our book, Sell with Authority, we knew that sharing insights and how-to’s on creating cornerstone content was a must. For those who have read our book, this valuable information is housed in Chapter 6. If you don’t have a copy yet, no worries, just visit PredictiveROI.com/Resources, and you can get your hands on a free paperback or Kindle version. Chapter six of our book delves into what cornerstone content is and what it is not. We also offer various examples of cornerstone content types, each classified as either “writing” or “talking.” Some of these examples include podcast series, authored books, primary research studies, video series, webinars, provocative articles, and keynote speeches that define your niche and POV, steering clear of the generalist trap. While some may gravitate towards writing, there’s a unique allure to speaking and sharing your story in a compelling manner. Speaking allows for a touch of improvisation, making the crafting, rehearsing, and delivery of content absolutely critical. This is where Tricia Brouk’s expertise shines, and it’s why I invited her to join the podcast today. We dive into the process of transforming from a rock-solid agency owner or consultant to an esteemed thought leader. Tricia shares her wisdom on leveraging the power of storytelling without coming across as self-aggrandizing, which significantly adds value to your audience. When we get this right and deliver an impactful speech, something extraordinary happens—we say what we mean and create a lasting legacy in the process. What you will learn in this episode:
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| 03 Jul 2024 | Skeptical thought leadership will work for you?, with Stephen Woessner | 00:39:17 | |
For this episode of Sell With Authority, we’re shaking things up a bit. Instead of our usual format — I’ve got something special in store for you. Why this twist, you might wonder? There are a few reasons I’m excited to share with you. But before we dive in — have you heard about our upcoming July Intensive? Three times a year — we get our Predictive clients together on Zoom. We call it the “2-day Intensive.” We slice apart our best strategies for helping agencies sell more of what they do — and we break everything down in full transparency so you can install it into your agency. I know I’m biased — but holy bananas — each Intensive is off-the-charts awesome. Our next “Intensive” is Tuesday & Wednesday, July 30th & 31st, from 8:30 a.m. to 12 noon Central (on Zoom). Our goal for the July Intensive is to help you sell more of what you do. We have 30 guest passes available. Would you like to join us? And here’s the magic. The Intensive is a private client-only event. That means no selling. No pitching. You just get to be one of us. If that sounds helpful — just send me an email at stephen@predictiveroi.com with the word “ONWARD,” and I’ll get in touch with the full details, calendar invites, and Zoom links. Okay — now for the twist with today’s episode. Jody Sutter of The Sutter Company. For this episode — I’m sharing the full recording of a recent LinkedIn Live that I did alongside Jody Sutter. Jody invited me — and I was like — Holy Bananas, yes!! And here’s the thing — from the outside looking in — someone might look at Jody’s company and Predictive as competitors — and yet — we share content, and support each other any way we can — because we both want the same thing for agency owners — for them to win more business. So we’re going to play the entire LNKD Live recording here inside this episode. Enjoy. Hope you find it helpful. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
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| 27 Dec 2023 | Speaking Opportunities, with Katy and Gretchen | 00:46:33 | |
Speaking Opportunities? Level up your communication skills by exploring our guide to discover and maximize valuable Speaking Opportunities.On this episode of Sell With Authority, the topic is one that we’ve not yet addressed — how to share your expertise, insights, and wisdom from the stage as a speaker. We are talking about why speaking on stage can be a game-changer. As Drew McLellan and I wrote about in our book, Sell With Authority, one of the most compelling reasons to consider speaking is the power of a third-party endorsement. When you’re invited to speak at a conference, there’s an implied stamp of approval that certifies you as an expert. Speaking from the stage is not just about the content you deliver in that moment. It can be the cornerstone of your content strategy, taking your expertise to new heights. Speaking as cornerstone content creates an intimate connection with your audience that’s hard to replicate in any of the other forms of content you might produce. Speaking opportunities will showcase your expertise confidently. The journey to becoming a sought-after speaker has its challenges. That’s why we are dedicating today’s episode to tackling the constraints. We explore how to get on stage and — more importantly — how to leverage the opportunities before and after your speech with a three-pronged strategy. To help us do that — I invited Katy Boos and Gretchen Schaffer from Remix Communications to share their insights about speaking opportunities. Remix Communications specializes in positioning their clients on prestigious stages, helping them reach and influence their right-fit prospects. We also have a special guest with us today, Hannah Roth — our mad scientist and strategist at Predictive. With her unique perspective from working in the trenches, day in and day out, alongside clients, Hannah provides additional insights into building authority positions through cornerstone and cobblestone content. If you take and apply the gold nuggets in this episode, you will be ready to crush 2024 and make it your most successful and profitable year yet — because you thought strategically about how you can be helpful by sharing the right stories and in front of the right audiences.
What you will learn in this episode is about speaking opportunities:
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| 04 Sep 2024 | How to Nurture Leads with Excellence, with Stephen Woessner | 00:37:15 | |
Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee. We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline. If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place. Today’s episode is going to be a solocast. If you’ve been listening to the show for a while now – you know that about every 4-6 weeks, I record an episode where it’s just you and me — so we can explore a topic with some real depth. But you may have noticed that within the last couple of months — I’ve recorded more solocasts than my normal cadence. I’ve done that for a couple of reasons. First — there have been a lot of biz dev situations, questions, etc., that we’ve helped agency owners in our community work through — and some are helpful examples that turn into specific teachable moments to share. Second — my Predictive team and I have been running at a breakneck pace with new experiments that we’re putting through our Lab and then sharing the results during our Intensives. If you joined us for our July Intensive — you saw the results of an experiment that included 121,000 repetitions in the data set. Wowza. We’re kicking off a brand new experiment in the Lab tomorrow that will include at least 50,000 repetitions, and we’ll share the data set in full transparency during our next Intensive on November 6th & 7th. And Praise God — we’ve had the blessing of onboarding some new clients into the fold here at Predictive. All of that is to say — my schedule for interviewing guests has been challenging. But thankfully — that is changing. In fact — during our quarterly leadership team meeting — my fellow leaders…Erik, Megan, and Hannah — said, “Okay, Stephen — what needs to come off your plate so you can stay in the biz dev lane.” Staying in my lane will give me the time and space I need to interview the long list of guests that I have been wanting to invite to the podcast…so stay tuned. But for today — I’m going to start us off by looping back to the new experiment and the 50,000 repetitions that I mentioned a minute ago. For years — we’ve taught a nurture and lead gen cadence that we’ve called “The 6:1 Ratio.” It was published back in my second book and focused primarily on social media and how many personal or professional posts ought to be made — 6 — to every 1 “ask” post to create the optimal opportunity for conversion. One of our core values here at Predictive is “Life is not static,” and we’re always testing, adjusting, testing, adjusting, and testing some more. So on Thursday — we’re launching a brand new, 4-part nurture email campaign and sharing it with all 50,000 agency owners and their teams inside our community. If you’re on our email list — you’ll receive a new email every Thursday for the next four weeks. We’re doing this for three reasons: One — 50,000 repetitions for the November Intensive — the full data set. Two — nurture matters — it removes friction from the sales process. Three — to break down and illustrate our “4-part Nurture Methodology.” A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources:
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| 06 Mar 2024 | How to Sell With Confidence, with Hannah Roth | 00:41:55 | |
How to sell with confidence? Join Hannah Roth in this episode as she teaches business owners how to sell with confidence.I am super excited to welcome our guest expert, Hannah Roth, to this episode of Sell With Authority. It is always a pleasure to have her on the podcast – so much so that this is her sixth time with us! And this time, she will be sharing her process to business owners on how to sell with confidence. Hannah is Predictive ROI’s mad scientist and strategist (that is her actual title, by the way) and works with clients to define and achieve their business goals, overcome challenges, and find new growth opportunities. In this episode, we uncover the biggest A-HAs that she’s identified from her time working alongside agency owners in the trenches. In our conversation, we highlight pitfalls for agency owners — and the best ways to overcome them. Hannah sheds light on how each of these observations are tied to one another, because solving one allows agency owners to solve the others. What you will learn in this episode about how to sell with confidence:
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| 07 Jun 2023 | How to Build an Email List For Free, with Hannah Roth | 00:45:56 | |
How to build an email list for free? Explore proven methods and boost your outreach. Follow our steps on how to build an email list for free.I am thrilled to welcome back to this episode of Sell With Authority the brilliant Hannah Roth. Hannah is our very own mad scientist and strategist here at Predictive ROI. She is no stranger to our community of rock-solid awesome agency owners and strategic consultants, as she consistently shares her expertise through various platforms like open-mic Q&As, 2-day Intensives, Teach & Do sessions, and our Facebook group. This marks Hannah’s fourth appearance on the Sell with Authority podcast, with her previous insightful contributions in Episodes 35, 48, and 54 — all of which I highly recommend adding to your must-listen list. What truly sets Hannah apart is her unwavering dedication to being relentlessly helpful in all her interactions with our audience, whether in-person or virtually. Every time she takes the stage, her curriculum is meticulously prepared with one overarching goal: to provide immense value to our community and right-fit clients. How to build an email list for free? Let me set the stage for what we explore. I can assure you that the issue and challenge Hannah helps us tackle today has likely hindered your results, or left you feeling like you’re trying to grow your business with one hand tied behind your back. We delve into the critical topic of building an email list — more specifically, how to accomplish this from scratch without relying on paid ads or complicated technology. Holy Bananas – it’s one of those episodes where you ask yourself, “What in the world was that — because that was awesome!”
What you will learn in this episode is about how to build an email list for free:
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| 13 Mar 2024 | Client Engagement Strategy, with Jamie Shibley | 00:45:43 | |
Client engagement strategy must be established to allow better conversions. Learn from Jamie Shibley on developing your own client engagement strategy.I am so thrilled Jamie Shibley joins this episode of Sell With Authority for an encore interview. Jamie is the CEO of The Expressory, a strategic gifting agency that believes the key to accelerating your business growth and profitability relies on your ability to effectively nurture meaningful relationships through your client engagement strategy. Also joining this episode is Hannah Roth, Mad Scientist and Strategist here at Predictive. We dive into the critical world of nurturing client relationships and the artful science behind measuring the impact of your touchpoints. Jamie brings to the table her proven spreadsheet strategy for tracking engagement that’s skyrocketed results to an incredible 80% engagement rate. We also pull back the curtain on how to understand the goldmine hidden within your prospect list. Jamie shares key insights on the importance of knowing not just who’s on your list, but who they really are — their goals, ambitions, and what lights their fire. We tackle how to create emotional bonds that not only cut down the sales process — but build unshakeable trust. Don’t miss the chance to transform your client engagement strategy with Jamie’s expertise! What you will learn in this episode about client engagement strategy:
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| 25 Sep 2024 | How to Nurture Leads with Excellence, with Hannah Roth | 00:40:47 | |
Before I tell you about today’s episode of Sell With Authority, I want to share a quick update on our upcoming 2-day Intensive happening Wednesday and Thursday, November 6th & 7th, on Zoom. We’d love for you to join us as our free guest if you haven’t already RSVP’d! During these sessions, we slice apart Predictive’s best strategies for helping agencies sell more of what they do. We break everything down — with full transparency so you can take and apply the key takeaways directly to your agency. Our goal for the November Intensive? To help you nurture leads with excellence — so you can sell more of what you do. Back in July, we offered 30 guest seats, and they were reserved almost immediately. This time, we’ve opened up 100 guest seats for November — they’ll go just as fast. Would you like to join us as our free guest on November 6th & 7th? Here’s the magic — the Intensive is a private, client-only event: no selling, no pitching — just pure value. You’ll be one of us, learning and collaborating with other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I’ll send you all the details, calendar invites, and private Zoom links you’ll need. My email is stephen@predictiveroi.com. Speaking of nurturing leads with excellence — it’s only fitting that I invited today’s guest expert, Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive. Hannah works with agency owners and their teams daily to raise the bar on their nurture content, helping them sell more of what they do. In addition to leading strategy, Hannah also heads up Right-Fit Clients University. If you’ve ever downloaded one of our eBooks, strategic frameworks, or seen results from one of our Predictive Lab experiments — Hannah was instrumental in designing and leading that process. If you take and apply the insights and action steps Hannah shares today, you’ll nurture leads with excellence, remove friction from your sales process — and yes — sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
Download our Free Frameworks to Help You Sell More of What You Do: Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources:
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| 26 Apr 2023 | AI Technology Advantages And Disadvantages, with Kevin Maney | 00:39:13 | |
AI Technology Advantages And Disadvantages — Learn the pros and plot potential pitfalls. AI technology advantages and disadvantages revealed!AI technology advantages and disadvantages — On this episode of Sell With Authority, I’m joined by guest expert Kevin Maney. Kevin is a bestselling author, an award-winning columnist, and has been writing about tech and category design for over three decades. I knew this would be an excellent opportunity to pick his brain and learn more about how to embrace AI. His depth of expertise in category design, combined with his knowledge of emerging technologies such as AI, make him the perfect guest for today’s conversation. We’ll discuss how embracing AI can help lower costs, improve team capacity, and increase project quality and business development. But more than that, we’ll explore how embracing AI can help businesses design and dominate a new category, strengthen their niche, and differentiate themselves from the competition. This conversation with Kevin is sure to provide valuable insights and context for anyone looking to step away from the sea of sameness and establish themselves as true authorities in their industry.
What you will learn in this episode is about AI technology advantages and disadvantages:
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| 08 Feb 2023 | How to Attract Prospects, with Brent Weaver | 00:51:14 | |
I’m excited for you to meet our special guest expert today — Brent Weaver, an expert in teaching how to attract prospects the right way. If you’re meeting Brent for the first time — Brent is the founder and CEO of UGURUS, a business training and education company dedicated to helping agency owners learn how to attract prospects and own their market. Brent is also the host of “The Digital Agency Show” podcast and the author of the book, “Get Rich in the Deep End.” Let’s start by reviewing a brief excerpt from Page 47 in Chapter 3 of Brent’s book. It perfectly frames up the challenge agencies, business coaches, and strategic consultants face when creating content — and — the struggle around the decision to niche down and go more narrow. “We can no longer create random content and hope it gets results. The Internet is organizing into hyper-focused, hyper-specialized niches, and the winners take all. That means you need awareness about what you’re trying to accomplish and who you serve.” “You need insight into where your customers are in their business — not where you are in yours — before you publish anything.” “Most agency owners don’t realize this—so their marketing is typically ‘me-focused.’ Most simply publish once in a while about what they’re up to: a recent project launch, a technology they are interested in, or a reference to a trend or method they think is important.” “And I’ve come to learn that when marketing is ‘me-focused,’ the agency itself is very likely the same way. In other words, they either don’t have a market, or they’re scared to communicate directly to their best clients because they might turn other ones away.” As you’ll hear in this interview — Brent and I talk through how to attract prospects within the construct of his 5-A Framework, and we zero in on the audience, attract, and acquire. And — how that belief connects into what he calls the “5-A Framework” and how that framework can help all of us not just niche down — but then once we make that decision — what’s the best way to create content that attracts right-fit prospects into our sales pipeline. When we do it right — the content we create should attract an audience because you’ve focused on your audience and helping them solve their problems — and not being “me-focused,” to use one of Brent’s terms again. I promise you — the insights and wisdom Brent shares during this episode will give you and your team what you need to strengthen your authority position and roar through 2023. In fact — Brent fully mapped out the content and methodology he and his team use to attract leads each month. I’m encouraging you to take this framework — and your content — and you will be well on your way to attracting all the right fit clients you need.
What you will learn about in this episode:
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| 10 May 2023 | Sustainable Competitive Advantage Example, with Susan Quinn | 00:54:43 | |
Sustainable Competitive Advantage Example? Learn practical steps to stand out in a crowd. A Sustainable Competitive Advantage Example awaits.Sustainable competitive advantage example — On this episode of Sell With Authority, I am excited to welcome Susan Quinn. Susan is the president and CEO of Circle S Studio and the author of the forthcoming book, “Best In Class Experiences. Does your Business Show Up or Stand Out?” Susan has decades of expertise in helping companies differentiate themselves from the sea of sameness and achieve best-in-class status. She and her team recently completed a landmark research study on what it means to be considered best in class. Susan is sharing the traits of high-performing, best-in-class companies and how those traits help companies weather a crisis. We also take a deep dive into the three attitudinal segments that Susan and her team uncovered from the research respondents, and how those segments are similar and different. In sustainable competitive advantage example ,we will talk about why that data matters to agencies like yours and mine. Sustainable competitive advantage example? Best in class companies don’t just compete, they stand out. Susan provides her recommendations for how an agency can create a best-in-class reputation. Think of practical and tactical action steps. Applying what Susan shares during this episode will give you the insights and next steps you need to build your best-in-class reputation.
What you will learn in this episode is about sustainable competitive advantage example:
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| 25 Jan 2023 | Agency Business Development, with Susan Baier | 00:48:20 | |
Agency business development insights from marketing strategist, Susan Baier. Learn how to standout through agency business development.A marketing strategist for over 30 years, Susan Baier founded Audience Audit in 2009 to help organizations understand their best audiences based on attitudes and needs rather than just demographics or purchase behavior. She develops custom segmentation research for marketers and agencies around the world, supporting their efforts to create marketing initiatives that are more relevant, more efficient, and more impactful. The strategies Susan uses on agency business development have helped clients achieve their goals. This is the reason why Audience Audit became a staple in the industry and why she’s being sought out by new prospects. Susan and her Audience Audit team have been conducting “The Agency Edge”, an annual segmentation study of agency clients, alongside Drew McLellan, CEO of Agency Management Institute since 2014. Susan and team are also our research partners here at Predictive ROI when we step into the field to conduct our annual research. What you will learn about in this episode of agency business development:
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| 24 Jan 2024 | Strategic Planning for Growth & Profit , with Marcel Growth and ProfitPetitpas | 00:43:45 | |
For this episode of Sell With Authority, we invited a guest expert to help us navigate the critical intersection between growth and profitability in the agency world. Joining the podcast is Marcel Petitpas, CEO and Founder of Parakeeto. Not only is he the brains behind Parakeeto, but he’s also a sought-after speaker, podcast host, and consultant specializing in agency profitability optimization. Marcel helps agencies measure and improve their profitability by simplifying operations and reporting systems. As we charge forward into 2024, we’re all about growing revenues, expanding our teams, and achieving new heights. But here’s the catch — growth doesn’t automatically translate to more profit. Without a strategic plan, your enthusiasm could take a hit when your topline soars, but your bottom line doesn’t keep pace. Marcel guides us through the metrics that matter and when to pay attention to them — because — no matter how big or small your agency is, profitability should always be top of mind. We never outgrow the need to be smart and vigilant about how we run things. We help you craft a plan so that as you and your team grow revenue in 2024 — your profit also grows at the same or better pace. What you will learn in this episode:
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| 10 Apr 2024 | Rewiring Leadership, with Audrey Kwan | 00:44:19 | |
Rewiring leadership will help your agency grow. Listen to Audrey Kwan and start learning about empowering your team by rewiring leadership.When I sit down with agency owners and their teams for the first time, our conversations often revolve around the same themes — where new clients are coming from, how engaged their email lists are, and the consistency (or lack thereof) in sharing valuable content to grow their audiences. And without fail — I hear something along these lines: “We’re the cobbler’s kids, Stephen. We know what we should be doing, and ironically, we’re doing that work for our clients. But when it comes to our own agency, we either drop the ball entirely or we’re consistently inconsistent.” Sound familiar? Being consistently inconsistent is not just costing you opportunities — it’s costing you peace of mind. Having a predictable biz dev system in place can provide a sense of stability that’s priceless. We often talk about the Sell with Authority methodology — and how it can solve these issues. But for this episode of the podcast, I want to approach the cobbler’s kids syndrome from a slightly different angle. That’s why I invited Audrey Kwan to join as our special guest expert today to talk us through about rewiring leadership. Audrey is the Founder of AJK Consulting Inc. and specializes in helping agency owners who are at capacity leverage systems and leadership to reclaim more of their time — time that can be dedicated to business development if they choose. What sets Audrey apart is her deep understanding of how agencies, like yours and mine, operate from the inside out. Having worked alongside over 150 agency owners and their teams, she knows the ins and outs of agency life like few others. This conversation with Audrey about rewiring leadership shines a light on the constraints, obstacles, and roadblocks that may be silently hindering your progress. We tackle the feast and famine of biz dev head-on — and address that nagging feeling that your agency is the cobbler’s kids. Taking and applying the insights and wisdom Audrey shares during this episode will unlock opportunities so you’re equipped with the time, space, and capacity to Sell with Authority — and roar through 2024. What you will learn in this episode about rewiring leadership:
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| 09 Aug 2023 | How to Speak the Same Language as Your Clients, with Kathryn McGarvey | 00:52:03 | |
We have an exceptional guest expert on this episode of Sell With Authority; I’m thrilled to have this conversation with Kathryn McGarvey. Her insights will reshape the way you approach marketing. I had the pleasure of crossing paths with Kathryn McGarvey through a mutual friend and a previous rock solid awesome two-time guest on our podcast, Karley Cunningham. Kathryn runs The Meaningful Marketing Company, based in Napier, New Zealand. Her approach to marketing isn’t your run-of-the-mill strategy. It’s what she terms “digitally eavesdropping,” a brilliant concept of wholesome snooping that we cover in depth. And here’s where it gets truly captivating: Kathryn has a workshop titled “Steal From Your Clients.” Yes, you heard that right! In this workshop, she empowers attendees to gather the authentic words of their clients through interviews, and then masterfully weave these insights into their own sales and marketing materials. It’s not just about writing; it’s about curating a conversation that resonates in a profoundly authentic way. It’s about connecting with them on a deep level so that you understand their dialect and then leveraging it in ways that will generate the most return on your investment of time. What you will learn in this episode:
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| 10 Jan 2024 | How to Ask a Proper Question, with Jody Sutter | 00:44:48 | |
How to Ask a Proper Question? Win business and elevate your communication skills with our guide on how to ask a proper question.How to ask a proper question? As the great Tony Robbins once said, “If you want to change the trajectory of your life … ask better questions.” Here at Predictive, we’ve taken that philosophy to heart — especially when it comes to working with our clients. Today, we’re turning the spotlight on the art of questioning and how it can be a game-changer for your agency. In this episode of Sell With Authority, we focus on how to raise the bar of excellence in the questions we ask clients and right-fit prospects. You see, in the world of proposals and client interactions, it’s not just about the pitch; it’s about asking the right questions at the right time. How can we map out questions, rehearse scenarios, and fine-tune our approach to help clients not just get proposals accepted — but truly understand if an opportunity aligns with their agency? Here’s a stat that will grab your attention — the typical proposal acceptance rate for an agency hovers around 25-30%. That means a lot of non-billable time is invested in opportunities with a low probability of success. But, armed with the right questions and a sprinkle of Conceptual Agreement, your agency’s win rate can soar to an incredible 80%. Asking good questions may be simple, but not always easy. That’s why I invited Jody Sutter for an encore episode so she could share her insights and wisdom about which questions we should ask — and when we should ask them. Jody is the brilliant mind behind The Sutter Company, a consultancy specializing in advising small agencies and marketing services firms on growth strategies. Her expertise lies in how to ask a proper question, asking questions and the kind of questions that break the ice, engaging clients in the process, and ultimately facilitating decisions that benefit both parties. If you apply the wisdom Jody imparts in this episode, you will change the trajectory of your agency for the better — so you roar through 2024!
What you will learn in this episode is about how to ask a proper question:
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| 30 Oct 2024 | Leveraging Your CRM to Deliver ROI, with Jason Kramer | 00:46:58 | |
I’m excited for today’s episode of Sell With Authority because we have an incredible guest expert joining us — Jason Kramer. If you haven’t met Jason, he’s the Founder and CEO of Cultivize, a consulting firm that helps businesses select, onboard, and implement a CRM — and then — put a lead nurturing and sales process in place so those tools deliver real ROI. Jason breaks down critical areas that will help your agency improve sales performance — from eliminating pipeline leakage to creating a structured, repeatable sales process. We cover the sales process end-to-end — focusing on how a properly implemented CRM can support every stage of the journey. It’s all about ensuring that every opportunity is nurtured with precision from first contact to closed deal. If you take and apply the insights and wisdom Jason shares with you during this episode — you and your team will sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 15 Feb 2023 | Riches in Niches, with Henry DeVries | 00:50:56 | |
Riches in the Niches — Unlock the potential of niche markets with our insights and strategies – discover riches in the niches!Riches in the Niches — I’m excited for you to meet our special encore guest expert today — Henry DeVries. If you’re meeting Henry for the first time — he’s the CEO of Indie Books International. He’s the former president of an award-winning “Ad Age 500” marketing agency — and — Henry is also a weekly columnist for Forbes.com. Henry was my guest for Episode 15 of the podcast, where he shared his expertise around strategies and tactics for writing a book — and then — how to use the book as your primary marketing strategy — or, as Henry likes to say — “Marketing with a Book.” We’ll be sure to add a link to Episode 15 to today’s show notes. Riches in the niches? Okay — I invited Henry to join me for this encore interview so we could focus our time and attention on Chapter 5 of Henry’s latest book entitled, “Marketing with a Book for Agency Owners.” He titled Chapter 5 — “Riches in Niches.” If you’ve been listening to this podcast for a while now — or if you’ve read our books — or attended any of our open-mic Q&As or live workshops — you know that here at Predictive ROI…we’re big fans of building a riches in niches strategy. I’m going to quote Henry from Chapter 5 quickly… Henry writes, “To attract high-paying clients, agency owners must be clear on their ideal prospects. But a target market with a problem is not enough. Agency owners also must find target clients that can afford to pay what you want to charge.” Okay — it’s here at the intersection of these two points that Henry and I focused our riches in niche discussion. How to find right-fit prospects who are willing to pay what you want to charge — and I would argue that when you do this work correctly and your content strategy is on point and generous — your right-fit prospects will be EAGER to pay your premium price. To help us get there — I asked Henry to walk us through what he calls the “10 filter questions” that you and your team can use as you work through the process of niching down. Riches in the niches? In my opinion — Henry’s 10 filter questions are critically important to the process of seeking riches in niches because if we don’t get it right at the beginning — HOLY BANANAS — it’s most likely not going to feel right 2-3 years into your “niche” strategy. I promise you — if you take and apply Henry’s advice and build a strategy around riches in niches — and then — have the courage to build an authority position deep in the niche (instead of being sort of committed), you consistently create helpful cornerstone and cobblestone content that shares your smarts with your audience. If you do this work — you’ll not only be seen as the AUTHORITY in the niche, but your sales pipeline will go from being dry to being filled with a steady stream of right-fit clients from within the niche who are eager to work with you — AND — willing to pay your premium price to do it. That’s the recipe for riches in niches.
What you’ll learn from this episode is about riches in the niches:
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| 06 Sep 2023 | How to Distribute Press Releases, with Mickie Kennedy | 00:48:46 | |
On this episode of Sell With Authority, I am excited to welcome Mickie Kennedy. He is the visionary Founder of eReleases, a trailblazing company that has been empowering business owners like you and me for the past 24 years. Mickie’s mission is simple but powerful — to help you increase your visibility, authority, and credibility within your chosen niche by expertly distributing press releases to the media. In full transparency — when I first thought about having this conversation with Mickie — I was thrilled, but I also had my fair share of trepidation. PR is a complex world of journalist databases, the art of making one press release stand out amidst a sea of others, and the delicate dance of developing relationships with editors and reporters. It’s a realm that is not within my areas of expertise. But here’s the thing — once I took a good, hard look at the vast expanse of knowledge that Mickie possesses, things that I don’t understand how to optimize, my trepidation just evaporated. In fact, it transformed into excitement because I realized that interviewing Mickie will be an absolute game-changer for all of us. If you take and apply the insights, best practices, and wisdom that Mickie shares, you and your team will be able to seamlessly integrate distributing press releases into your overall authority positioning strategy. What you will learn in this episode:
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| 31 Jan 2024 | How to Build an Authority Position Serving Your Niche, with Brian and Kim Walker | 00:40:20 | |
I am thrilled to welcome our special guest experts, Brian and Kim Walker, back to this episode of Sell With Authority. Brian and Kim are the Co-Founders of Shop Marketing Pros, an agency that specializes in top-tier marketing in their niche of the auto repair industry. In episode 90 of the podcast, Brian and Kim shared how they strategically and systematically stepped into a niche — and then — completely immersed themselves into the industry. They described how they dove in with both feet and how that level of proactivity has propelled the agency they own today in miraculous ways. In this encore episode, we talk specifics about how they carved out their authority position serving their niche. We shine a spotlight on how they approach content, teaching, giving, and acts of service — the kind of dedication that makes them an easy “YES” for right-fit prospects. Get ready to crush 2024 — with the tools and insights Brian and Kim share — and make it your best year ever! What you will learn in this episode:
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| 19 Apr 2023 | How to Differentiate and Step Away From the Sea of Sameness, with Karley Cunningham | 00:37:00 | |
Karley Cunningham is my wicked smart guest expert on this episode of Sell With Authority. You may remember Karly joining me on the podcast back in episode seven. But if you happen to be meeting Karly for the first time, she’s a brand strategist & business growth accelerator. Karley is the founder of Big Bold Brand Inc. and she’s an expert in helping business owners, just like you and me, seek out and find their strategic advantage to create bold differentiation and to stand out from the sea of sameness. I invited Karley back to take a deeper dive into the topic of differentiation. We discuss how to attract right-fit clients who are eager to work with you and pay a premium fee because they can see, hear, and feel how you’re actually different. We also candidly delve into the challenges that we here at Predictive faced in our Starting Block program and how Karley helped us overcome them. What you will learn in this episode:
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| 21 Jun 2023 | How to be a Good Story Teller, with Michael Hauge | 00:49:47 | |
How to be a Good Story Teller? Michael Hauge — a Hollywood storyteller, unveils his techniques for how to be a good story teller.On this episode of Sell With Authority, I am excited to welcome very special guest Michael Hague. Michael is one of Hollywood’s top script consultants and story experts. He helps writers, speakers, entrepreneurs and filmmakers increase their impact and grow their businesses by telling better stories. In addition to his consulting work, he has conducted workshops for over 70,000 participants worldwide, sharing his invaluable expertise. Throughout his career, Michael has worked on films featuring renowned actors such as Tom Cruise, Reese Witherspoon, Julia Roberts, and Morgan Freeman. How to be a good story teller? Today’s discussion focuses on the power of storytelling. Michael shares insights on how you can connect with your clients’ issues and challenges through stories that are informative, helpful, and devoid of self-aggrandizement. By employing this storytelling technique, you can effectively teach valuable lessons while forging meaningful connections. We also explore the importance of identifying the right ponds – the specific areas where your ideal clients gather. When you align your stories with the appropriate business problems and share them in the right contexts, you increase your chances of being invited to share your smarts with your target audience. This strategic approach allows your stories to become what Michael aptly describes as “stealth marketing.” The insights and wisdom he shares throughout this discussion will equip you with the necessary tools to tell compelling stories, as well as incorporate stealth marketing into your agency, how to be a good story teller and attracting a steady stream of right-fit clients.
What you will learn in this episode is about how to be a good storyteller:
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| 30 Aug 2023 | AI Tools for Sales, with David Kreiger | 00:47:53 | |
AI Tools for Sales, with David Kreiger. Discover cutting-edge strategies and insights to elevate your game with AI tools for sales.AI tools for sales — On this episode of Sell With Authority, I am excited to welcome back special guest David Kreiger, the Founder of SalesRoads — a remarkable sales outsourcing and appointment setting firm. He has led SalesRoads through significant growth and the company was twice listed on the Inc 5000. David was my guest for Episode 65 of the podcast, where we dug into several uses of AI in sales, as well as, sales fundamentals. After that conversation, I immediately invited him to join me for an encore because the conversation was so amazing. Even though we covered a ton, and David was super generous in sharing his smarts, we both knew that we had only scratched the surface because the topic of AI in sales is big and the opportunities are vast. AI tools for sales will be the focus of today’s encore. David and I are going back to the well — and are continuing to explore how you and your team can use AI inside your sales process — while ensuring your process still feels human-centered with a personal touch. To boost your sales strategy, it’s crucial to learn the AI tools for sales, empowering you to make data-driven decisions and optimize your approach in today’s competitive business landscape.
What you will learn in this episode is about AI tools for sales:
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| 11 Oct 2023 | Strategic Selling Techniques, with Lisa Bragg | 00:44:23 | |
Strategic Selling Techniques? Explore effective strategies on how to use purposeful self-promotion with our strategic selling techniques.Strategic selling techniques — On this episode of Sell With Authority, we focus our time and attention on a goal that will help you roar into 2024 and crush it throughout the year — how best to leverage your smarts in content and self-promotion that enables you to sell from a position of authority — without looking self-promotional. I am excited to welcome Lisa Bragg. Lisa is the Founder of MediaFace, a Toronto-based content and consulting firm. She has literally written the book on how to talk about success, Bragging Rights: How To Talk about Your Work Using Purposeful Self-Promotion. Lisa’s book provides a structured approach and framework to enhance your visibility through purposeful self-promotion. She is sharing her invaluable insights and expertise on how to be genuinely helpful to your audience while promoting your work effectively, ultimately moving the needle in your business.
What you will learn in this episode is about strategic selling techniques:
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| 12 Apr 2023 | Turn Ranting Into Revenue, with Hannah Roth | 00:43:57 | |
I am so excited about the latest episode of Sell With Authority! Hannah Roth, Predictive ROI’s own mad scientist and strategist joins me as we introduce a brand new framework fresh out of the Predictive lab. Hannah often works in the trenches helping clients define and achieve their business goals, overcome challenges, and find new opportunities for growth. She loves helping people, and being on the front lines alongside agency owners, coaches, and strategic consultants is where she thrives. We’re calling this framework “how to turn ranting into revenue.” We’ve created a strategic process for how to articulate your rant, how to connect your rant to business issues and challenges that your clients and prospects face every day, and then how to help them provide solutions. Which, of course, then drives revenue for you and your team. As always, Hannah has cooked up a few surprises along the way because she always does, where she seems to never miss an opportunity to turn the tables on me and then put me in the hot seat. What you will learn in this episode:
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| 16 Oct 2024 | Future-Proof Your Agency with SYSTEMology, with David Jenyns | 00:40:23 | |
I am super excited about today’s episode of Sell With Authority because we have a returning guest expert sharing his smarts — and if you’ve met him before, you already know how much value he brings.
David Jenyns is the brains behind SYSTEMology, and a master at helping agencies implement operational systems that elevate their game.
If this is your first time meeting David — buckle up — because his mission is something I know will resonate with you: freeing agency owners from the trap of being the “go-to” person for every problem in the shop. Instead, he teaches us how to put well-oiled operations systems into place — systems that allow us to step back, breathe a little, and lead at a higher level.
What would it feel like if you weren’t stuck managing the day-to-day chaos of operations? What if your time could be spent focusing on your most important priorities — the things only you can do?
And — how much more valuable would your agency be if it could run smoothly without you?
That’s what David’s Systemology is all about — giving owners like you and me the time, space, and focus to work on the business instead of being buried in it.
You’ll have the time you need to dedicate yourself to biz dev — and lead the charge for the agency.
If you take and apply the insights and action steps David shares during this episode — you’ll be well on your way to systematizing your agency so you can sell more of what you do.
A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients...they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.
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| 13 Nov 2024 | How to Create a Successful Buyer’s Journey, with Sara Hanlon | 00:47:37 | |
I’m excited to welcome our guest expert to this episode of Sell With Authority, Sara Hanlon. Sara is the President and Co-Founder of Peer Sales Agency, a B2B marketing agency that’s all about driving sales. If you’re meeting Sara for the first time, let me tell you — she’s not only super smart when it comes to B2B sales strategy, but she’s also created resources — like the B2B Sales Leader Guide — that can really help agencies level up. With her deep expertise in sales-oriented B2B marketing, Sara shares helpful strategies on how to shift sales conversations towards a more research-oriented approach. It’s about truly understanding your clients’ pain points and goals — at every stage of the buyer’s journey. Sara breaks down the essential approach of creating problem-focused content at the top of the funnel, introducing solutions in the middle, and building trust at the bottom with testimonials and case studies. She shares the “five deposits, one withdrawal” strategy for engaging right-fit clients and nurturing long-term relationships. Some parts of today’s conversation might feel like a push — and that’s okay. Other parts — you’ll likely find yourself nodding along, thinking, “Yep, we’ve got that one locked in.” If you take Sara’s insights to heart and apply them, you’ll be positioned to sell more of what you do — for higher fees — and head into 2025 ready to raise the bar of excellence. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 14 Feb 2024 | Strategies to Stop Starvation Marketing with Chris Slocumb | 00:41:34 | |
I am excited to welcome our guest expert, Chris Slocumb, to this episode of Sell With Authority. She is the Founder of Clarity Quest Marketing and has worked with digital health, life sciences, and technology firms on marketing strategy, business planning, and marketing implementation. Chris presently holds eight U.S. patents and is a Forbes Agency Council member. She is also author of the brilliant book Stop Starvation Marketing. In this episode, we dive deep into the challenges agency owners face when thinking about how to raise the bar of excellence in how we show up for our clients and right-fit prospects. During our conversation, we discuss the methodology and the moves that agency owners need to put into place to stop starvation marketing. Chris also sheds light on how we can double down on selling with our hearts and minds — and move past conversations that focus exclusively on features, advantages, and benefits. When we get all of this right — growing an audience and attracting a steady stream of right-fit clients is much more efficient because you focus on helping your audience solve real business issues, challenges, and problems that are creating chronic pain inside their business. What you will learn in this episode:
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| 14 Aug 2024 | No Friction Lead Generation, with Stephen Woessner | 00:45:59 | |
Today’s episode of the podcast is a solocast so that you and I could take a strategy from last week’s episode and explore it with more depth. Last week — you may recall — I shared that one of the strategies that we taught during our July Intensive was what we call “No Friction Lead Generation.” When you have built up enough trust, respect, and authority in the minds of your audience or prospects — that when they have an issue inside their business that aligns with your expertise — you get the call. Or — when you reach out to your audience and let them know you have a new program, service line, event, etc. at the agency — they raise their hands and want to attend or become your next new client. When that process runs smoothly — we call it No Friction Lead Generation — because, through your content and trust building, you have removed the “friction” from the sales process. And your prospects already know how you can help and they are eager for you to help when they have a need. No Friction Lead Generation is what we’re going to focus on in this episode so you can create the right content — without it being a heavy lift on your shop — and you can build a steady stream of leads flowing into your sales pipeline because you followed the right recipe. Sound awesome? I promise you — if you put the takeaways into practice — you and your team will sell more of what you do — for a higher fee. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources:
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| 19 Jun 2024 | Email Writing Workshop, with Stephen Woessner | 00:50:03 | |
Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee. We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline. If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place. Today’s episode is a solocast — just you and me. I’ll take you behind the curtain into the content we created for an email writing workshop we delivered for Predictive ROI clients and then recently transformed into a new guide entitled “How to Write Effective Emails and Improve Your Open Rates.” The guide is so new that it hasn’t been added to our Resource Library yet. But — if you’d like a copy — just email me at stephen@predictiveroi.com and I’ll be sure to send it your way. During this episode — I’m going to share with you in full transparency our “Where to Begin” process for writing effective emails on behalf of our clients and as part of our own content strategy. How the content we create leans into the common questions we know our audience cares about. How our emails address the pain points we know our audience is feeling and how each message is designed to be helpful by sharing a relevant story. Honest — writing effective email content can be that simple. I look forward to your thoughts. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:
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| 25 Oct 2023 | Sales Call Strategy, with Stephen Woessner | 00:49:51 | |
Sales Call Strategy? Optimize your sales approach with our guide to successful sales calls. Unlock success with our sales call strategy.Sales call strategy — For over 30 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside and consulting with hundreds of agencies, business coaches, and consultants — teaching them how to plant their flag of authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, working alongside his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” Sales call strategy is a must in today’s modern business. In this solocast episode of the podcast, Stephen shares his insights and strategies around how to architect your next sales call so you help your prospect move closer to becoming your next new client — without feeling like you are trying to “close” the sale. This solocast also serves as a preview of Day 2 of our upcoming 2-day Intensive on November 15th & 16th, 2023. More details below.
What you will learn in this episode is about having a sales call strategy
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| 05 Jun 2024 | How to Design Your HERO Offer, with Jane Pfeiffer | 00:36:54 | |
For this episode of Sell With Authority, I am thrilled to welcome back Jane Pfeiffer, the brilliant Founder and President of Fieldtrip, for an encore interview. Jane and her team have developed a new service offering that’s a game-changer for clients and prospects in their niche. We discuss how to design a service offering that is limited in scope, with a defined start and end date, and a set budget. This approach leaves your clients wanting more because you demonstrated your expertise, were incredibly helpful, and built trust from start to finish. Jane takes us behind the curtain to reveal how you can be the most helpful to your clients by showing them all the problems — but in a way that prevents them from getting overwhelmed. Jane also shares strategies for enrolling your team, preparing for client discussions — while creating a service line that makes your agency an easy yes for right-fit prospects. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 15 Nov 2023 | How to Own the Business, with Jeff Bush | 00:43:47 | |
I am thrilled to welcome my guest to this episode of Sell With Authority, Jeff Bush. Jeff started his formal career in sales and marketing, and then transitioned into becoming a business owner of B2B and B2C companies. He has since become a seasoned entrepreneur with over three decades of experience under his belt and is President of Grow My Profit. He has quite an impressive track record, but what sets Jeff apart is his extraordinary ability to build and scale companies quickly and profitably. He’s not just a business owner; he’s a master at “owning the business” rather than “owning a job.” Jeff is a true expert in marketing, lead generation, and sales, but what distinguishes him is his perspective as an owner – always prioritizing the creation of systems, processes, and the acquisition of the right talent – to enable him to truly own the business. If your goal is to build and scale your agency so you can be in the best position to roar through 2024 and make it your most profitable year ever — the insights and wisdom Jeff shares are incredibly helpful! What you will learn in this episode:
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| 07 Aug 2024 | Debrief and takeaways from the July Intensive, with Stephen Woessner | 00:47:01 | |
Last week (July 30th and 31st) — my Predictive team and I hosted our latest “2-day Intensive.” Every March, July, and November — we get our Predictive clients together for an “Intensive” where we peel back the curtain and share the results of the most recent experiment in the Lab, the actual results, and how to install it into their agencies. We promised all our clients—and the guests we invited- for the July Intensive—that we’d share the exact recipe for how we 10’xed our email list from 3,900 agencies to over 40,000 agency contacts in about six months. We walked everyone through the strategies, process, and every step-by-step ingredient in the recipe. After two amazing sessions, we looked back on the experience and thought, “Holy bananas—there were some really awesome takeaways here…not just the content we taught.” For this episode of Sell With Authority, I will share that debrief with you and all of those bonus takeaways. Hope it’s helpful! I promise you — if you put the takeaways into practice — you and your team will sell more of what you do — for a higher fee. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:Go here to download our WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Go here to download our WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Go here to download our HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Go here to download our How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources:
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| 16 Aug 2023 | Part 2 - Make Yourself an Easy Yes, with Stephen Woessner | 00:39:10 | |
For over 25 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside agencies and consultants — teaching them how to build their authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, along with his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” Free Resources:
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| 22 Feb 2023 | Prospecting Tips, with Stephen Woessner | 00:45:07 | |
Prospecting Tips. From tried-and-true techniques to cutting-edge strategies, it’s everything you need to take. Master this prospecting tips.For over 30 years, Stephen Woessner has been in the trenches of agency new business strategy working alongside and consulting with hundreds of agencies, business coaches, and consultants — teaching them how to plant their flag of authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business. Stephen founded Predictive ROI in 2009 and remains its CEO and co-owner, working alongside his business partner, Erik Jensen. Stephen hosts the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. His agency new business and marketing insights have been featured in major media, and he’s the bestselling author of five books, including his latest entitled, “Sell With Authority.” Prospecting tips? Here at Predictive ROI — we believe that most agencies, coaches, and consultants go about sales and new business development in the least effective, most painful way possible — and that there’s a better way. We call it the Sell with Authority Methodology. We also believe that we’re entering the era of the AUTHORITY. And if you occupy the coveted “expert” status — you’ll be afforded the highest level of confidence and trust from your clients, prospects, and other stakeholders during the new business process because you have a depth of knowledge and point-of-view that can’t be denied or easily replicated. Everything we teach and share in our practical and tactical agency new business strategy sessions are designed to help agencies, coaches, and consultants capitalize on the huge shift taking place in business development today. In our hyper-competitive market for awareness and attention — you should look to plant your flag of authority and then leverage this position to fill your sales pipeline with right-fit prospects while developing deeper relationships with existing customers. And we hope today’s episode that breaks down our fastest agency new business strategy will help you move closer to the goal of building and scaling your business.
Agency new business strategies that we break down in this episode of prospecting tips:
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| 21 Aug 2024 | SWA ConduitDigitalFiresideChatwithHannahRothandErikJensen V02 | 00:42:27 | |
For this episode of Sell With Authority, we’ve got something really special lined up for you — something we’ve never done before. We’re calling it a “Fireside Chat.” It’s a more laid-back, informal conversation, but packed with expert insights on a crucial topic for your agency’s success — strategic partnerships. Also in the category of things we’ve never done before — Hannah Roth, our Mad Scientist and Strategist, and Erik Jensen, my business partner here at Predictive — are co-hosting the episode and interviewing our guest experts Tim Burk and TCB from Conduit Digital. Conduit Digital focuses on being a strategic partner, tailoring their methods to fit each agency’s needs. Discover how agencies like yours can streamline, upgrade, and scale while reducing the inherent risks that come as your agency grows. What you will learn in this episode:
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| 04 Oct 2023 | Steps in the Sales Process, with Karl Sakas | 00:43:57 | |
Steps in the sales process? Elevate your sales journey and ensure success with our guide on steps in the sales process.Steps in the sales process — I am over the moon excited to welcome our special guest expert, Karl Sakas, on this episode of Sell With Authority. Karl is the author of three books, including Work Less, Earn More, and more than 400 articles on agency management. Karl shares how he has helped agencies work less and make more. Aren’t we all looking for strategies, tactics, tips, tricks, the things that we can put into motion to work less and make more? For today’s conversation, Karl and I are leaning into some work he’s done alongside agencies. Specifically, a very simple — which does not mean simplistic — three-step process he uses to create big wins for agencies. If you take and apply the wisdom and insights for steps in the sales process that Karl shares with us, you will close out your Q4 stronger than ever before. And you’ll be well-prepared to make 2024 a roaring success.
What you will learn in this episode are the steps in the sales process:
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| 18 Sep 2024 | How to Build a Content Blueprint, with Lisa Evano | 00:31:09 | |
This episode of Sell With Authority is packed with insights around a BIG topic — building a methodology that will not only earn — but keep your agency in that coveted strategic seat at your client’s table. But — building a methodology is just the first step. Once you have it, you’ve got to talk about it, and you’ve got to build a content strategy around it. It’s what we call the Content Blueprint — and we pull back the curtain on building a Content Blueprint with the help of today’s guest expert, Lisa Evano. Lisa is the President of Counterpart, and their mission is to help clients implement a sales enablement system that actually gets adopted by their salesforce. Lisa is joining Hannah Roth and me to help us sift through these big topics — methodology, content blueprint, and selling outcomes instead of selling stuff — and how she is leading her team down this very path. If you take and apply the golden nuggets Lisa shares in this episode, you’ll be able to not only put your methodology on paper — but get crystal clear about how to talk about it to stay in that strategic seat at your client’s table. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 45 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 06 Nov 2024 | Rethinking SEO in a Value-Driven World, with Michael Ter Mors | 00:37:32 | |
This episode of Sell With Authority is all about demystifying that big, elusive buzzword we hear tossed around so often in marketing and sales — SEO. Depending on your agency’s focus, some of your clients and prospects might be total SEO aficionados, while others see it as a bit of a black box. And if we’re being honest — even those of us in the industry know that SEO can feel a little daunting at times. That’s why we invited Michael Ter Mors to join us. Michael is a partner at Conifr, an SEO consulting agency that’s carved out a niche working with B2B SaaS companies, helping them fill their sales pipelines with the right-fit prospects. Conifr has this knack for making SEO not just accessible — but actually useful for driving growth. We’re tearing down the myths of traditional SEO — and Michael shares how to align your marketing efforts to fill your sales pipeline with right-fit prospects. I’m saying “we” because I’m thrilled to have Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive, joining us as well. Hannah works hands-on with clients every day, helping them drive results and sell more of what they do. Whether or not SEO is your agency’s bread and butter, you will walk away with fresh ideas on how to frame what you do — and help your clients sell more of what they do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 12 Jun 2024 | How to close sales without closing, with Stephen Woessner | 00:47:39 | |
Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee. We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline. If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place. Today’s episode is a solocast — just you and me. I’ll take you behind the curtain into what we call the “Help Me Understand” framework here at Predictive — and how we use it every single time we have a conversation with a prospective client. We use it every single time because the framework keeps us on track and focused on the most important thing during those meetings…the person we’re meeting with. This type of meeting is never about selling — and the last thing we ever want to do is look like we’re trying to close a sale. You don’t like when someone tries to close you so we would never suggest you try to “close” one of your prospects. Instead — the Help Me Understand framework sets the stage for a great business conversation where you ask helpful questions. Then — there’s some leaning in, peeling back the layers, asking more questions…and if you’ve applied the framework in full…your prospective client will ask you, “So — I’ve done all the talking. How do you think you can help us?” Honest — it can be that simple. I look forward to your thoughts. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is:
Download our Free Frameworks to Help You Sell More of What You Do:
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| 18 Oct 2023 | How to Get a Key to the Private Elevator, with John Emmerson | 00:45:07 | |
On this episode of Sell With Authority, Predictive’s own strategist and scientist Hannah Roth, and I are joined by special guest expert John Emmerson. John is currently Director at London Agency, a healthcare specialist communications agency. John and his team have a depth of expertise in helping clients speak the “local language” of their clients – and their client’s clients. John’s approach to unique industry insights helps his clients not only earn a strategic seat at the table – but also keep it. Effective marketing requires localization and a deep understanding of those nuances of each market. John calls this “the private elevator,” — and Hannah and I ask John to walk through and shine a bright light on every aspect of the strategy — because it’s brilliant! If you take and apply the insights and wisdom John shares during this episode — you’ll be in a much better position to help your clients help their clients, which in turn — will shorten your sales cycle. What you will learn in this episode:
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| 20 Sep 2023 | Sales Pipeline Stages, with Jason Swenk | 00:46:44 | |
Sales Pipeline Stages — Gain insights to refine your strategy. Navigate Sales Pipeline Stages successfully for heightened success.My Predictive team and I are looking forward to helping you close out Q4 strong so you can roar into 2024 and crush the year. In the fast-paced reality of marketing agencies, your success depends on more than just creativity and strategy. It’s about building an effective sales process. That’s where my very special guest expert on this episode of Sell With Authority, Jason Swenk, and I are focusing our time and attention. Agency owners and consultants — just like you and me — are facing common challenges. Clients and prospects are taking longer to approve work, delaying payments, and making the business landscape a bit trickier to navigate. Jason Swenk is the Founder of Agency Mastery 360, a very unique consultancy designed to help marketing agency owners just like you and me, grow their agencies faster. Sales pipeline stages? A discussion about the sales process has never been more relevant. Candidly — clients and prospects delaying work is a reality we all face, and now is the time to cast as many fishing lines as possible in the right ponds. But remember — those lines must be connected to an effective sales process to avoid driving yourself crazy with extra work and limited results. I encourage you to listen to this episode as Jason shares insights on building a top-notch sales process to catch the right clients, reel them in, and juggle the endless responsibilities.
What you will learn in this episode about sales pipeline stages:
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| 29 Mar 2023 | How to Protect Intellectual Property, with Sharon Toerek | 00:44:42 | |
How to Protect Intellectual PropertyIf you’re meeting Sharon Toerek for the first time — she’s the founder of Legal and Creative and the host of the rock solid awesome podcast, The Innovative Agency, and an expert in how to protect intellectual property. And in full transparency — she is Predictive’s wicked smart intellectual property attorney, and she has brilliantly helped us navigate how to protect our intellectual property and turn that IP into income. For example — back in May 2015 — my team and I had the idea to launch a daily podcast called Onward Nation. We hoped hosting a daily podcast with amazing and super-smart guests could be a good business development strategy. But — our first step wasn’t to begin recording episodes or building out PredictiveROI.com with helpful content. Nope. Our first step — or, more accurately — my first call — was to Sharon. Why? Because if Onward Nation as a podcast went on to be successful — we knew that having Sharon’s expertise involved at the onset would help us maximize any revenue opportunities that spun out of the show and ensure that any IP created — intentionally or accidentally along the way — was protected. The result? Onward Nation attracted listeners in 141 countries and quickly became a top-rated show on Apple Podcasts. I was also approached and offered a contract to write a book about everything we knew about podcasting, which became the bestseller “Profitable Podcasting” and sold more than 10,000 copies worldwide. Okay — full transparency moment here — from a revenue perspective — Onward Nation also drove over $4 million in new revenue into Predictive because it opened the door to new clients as a result of the Trojan Horse of Sales Strategy you may have seen or heard my team and I teach. But here’s the reality — none of these result outcomes would have been possible without Sharon’s smarts around protecting intellectual property — and then leveraging it into new revenue streams. Okay — I hope what I just shared gives you 4 million reasons why this episode might provide you with the insights, tips, and recommendations you need to build brand-new revenue streams while learning how to protect intellectual property in the process. Sharon has had a front-row seat to the creativity of many agencies and will share her insights on how the right systems and strategies built around the knowledge and assets you already have can create new revenue streams to help you scale. I promise you — applying what Sharon maps out during this episode will help you protect your intellectual property — and then — give you some ideas on how to monetize your IP so it turns into a profitable revenue stream.
Okay — here’s what you’ll learn from this episode about how to protect intellectual property:
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| 12 Jul 2023 | Sales Closing Techniques, with Hannah Roth | 00:55:29 | |
Sales Closing Techniques, with Hannah Roth. Elevate your sales strategy and boost conversions by using these sales closing techniques.Sales closing techniques — She’s back! My guest on this episode of Sell With Authority is none other than my esteemed colleague and dear friend, Hannah Roth. At Predictive ROI, Hannah is not just our mad scientist and strategist; she’s a force of nature when it comes to being relentlessly helpful. Whether she’s addressing our audience in person or virtually, Hannah’s unwavering dedication to providing immense value shines through in every interaction. What truly sets Hannah apart is her commitment to crafting a curriculum that is meticulously prepared with one overarching goal: to deliver unparalleled value to our community and right-fit clients. She pours her expertise and insights into each presentation, ensuring that everyone who listens gains actionable takeaways. I can promise you that the challenge we tackle today has likely hindered your results and made you feel like you’re trying to scale your business with one hand tied behind your back. We’re addressing a critical aspect of agency growth—selling. Having spent the last three decades immersed in the agency and consultancy world, I firmly believe that there are significant constraints that impede agencies from transforming selling from a dirty word into a rewarding and helpful process for both prospects and clients. Hannah and I dive into these constraints from various perspectives, shedding light on how they may be impacting your own agency. And we share some free resources, some advice, some strategies, and tactics to help get you and your team past the constraints.
What you will learn in this episode is about sales closing techniques:
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| 17 Apr 2024 | How to Stand Out From Competitors, with Robin & Steve Boehler | 00:49:24 | |
How to stand out from competitors and make yourself an easy yes? Get the answers here on how to stand out from competitors.If you’ve been listening to the podcast for a while now — you know we share insights and tactical examples for how to stand out from competitors and make your agency an easy yes for your right-fit clients and prospects. Two mentors who have been instrumental in our learning around this topic over the last decade are my very special guest experts on this episode of Sell With Authority, Robin and Steve Boehler. Robin and Steve run Mercer Island Group and are absolutely brilliant in how they help agencies win more business from right-fit clients because of how they help correctly position an agency from the start — how to uncover and find the strategic insight a client or prospect truly cares about — and how to write and deliver a proposal that demonstrates an agency’s smarts clearly and concisely. Robin and Steve have seen it all — the good and the bad. Today we lean into that wealth of experience to work through areas where agencies continually seem to struggle. I also invited Hannah Roth, our Mad Scientist and Strategist here at Predictive — because of Hannah’s unique perspective from working in the trenches day in and day out alongside our clients, helping them fill their sales pipelines with a steady stream of right-fit clients so they can sell more of what they do. If you take and apply the insights, advice, and recommendations Robin and Steve share during this episode — how to stand out from competitors — and — you’ll make yourself an easy yes. What you will learn in this episode about how to stand out from competitors:
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| 03 Apr 2024 | Strategic Hiring, with Sue MacArthur | 00:44:48 | |
Strategic hiring will help free up your time for biz dev. In this episode, Sue MacArthur will share valuable insights into strategic hiring.In this episode of Sell With Authority, we tackle a question that’s fundamental to our success: Can we all be better at allocating our time so that we have the space, capacity, and focus to more effectively lean into business development? The short answer? Yes. Of course, we can with the help of strategic hiring. There’s always room for improvement in how we manage our time and efforts. Here’s the twist — there’s another crucial variable in the equation of biz dev and time allocation — and that’s putting yourself first. When it comes to filling the seats within your organization, putting yourself last doesn’t serve you well. We often hear the needs of others within our teams, and we rush to fill those roles. But — does that truly free up our capacity to sell more effectively? More often than not, the answer is no. In fact — it may even increase the pressure to sell more just to keep up with the added capacity. I recently read Buy Back Your Time by Dan Martell, which completely shifted my perspective. Rather than hiring for specific roles based on perceived needs, Dan advocates for hiring individuals who can take specific tasks off your plate, thus freeing up your time for biz dev. Today, I’m joined by a special guest expert, Sue MacArthur, President of Strategic Talent Management, who manages the firm’s business development, operations, and client services. Sue shares invaluable insights into strategic hiring — how to prioritize roles, hire effectively, and ensure that you have the right people in the right seats to propel your business forward. I’m thrilled to have Sue on board to guide us through this crucial aspect of building a successful business. Get ready to take notes because the golden nuggets Sue shares will revolutionize how you approach hiring and time allocation. By applying these strategies, you’ll free up your capacity, sell more effectively, and position yourself for success as we charge through 2024. What you will learn in this episode about strategic hiring:
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| 09 Oct 2024 | How to Master Strategic Automation, with Clate Mask | 00:46:20 | |
In this episode of Sell with Authority, we tackle one of the biggest challenges agency owners face — the constant cycle of feast and famine in business development. If you’ve been in the game for a while, you know exactly what I mean. One minute, you’ve landed several new clients, and everything’s humming along. The team is busy, cash flow looks great, and the office energy is high. But then — it hits. A client moves on, another cuts back on their budget, and suddenly, you’re scrambling to fill the gaps. It’s a rollercoaster — and one too many agencies never escape because they don’t harness the power of automation to stabilize their biz dev efforts. That’s exactly why I’m thrilled to welcome today’s guest expert, Clate Mask, Co-Founder of Keap. For those of you who might not know, Keap is an automation platform we’ve used here at Predictive for over a decade. So — when Clate reached out to explore a content partnership, it was a no-brainer. We’re already big believers in the platform because it helps solve this exact problem. Clate shares insights on how to integrate automation into your biz dev strategy — so you can start pulling yourself out of that feast and famine cycle. If you take and apply the golden nuggets Clate shares in this episode, you’ll find new ways to automate your agency’s biz dev process. Break free from the feast and famine cycle once and for all — because when you automate, you’ll consistently sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 45 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 17 Jan 2024 | Make Yourself an Easy Yes for Right-Fit Clients, with Colleen Gallagher | 00:37:24 | |
In this episode of Sell With Authority, we dive deep into not one — but two opportunities that could be absolute game-changers for your agency. Opportunities that won’t just make your agency easier to say yes to — but will open up the door for more conversations with your dream prospects. More at-bats with right-fit clients — Holy Bananas! First, we shine a spotlight on getting in front of more prospects by growing your list. Our guest expert, the brilliant Colleen Gallagher, President and CEO of OnWrd & UpWrd, has an ingenious strategy. Imagine introducing your agency to your dream prospects without the typical, “Hey, let me email you our capabilities deck.” Colleen and her team cracked the code, and we unpack the brilliance behind it. We don’t stop there. After you implement Colleen’s savvy approach and find yourself in more meaningful conversations, we turn to the second opportunity — leaning into the business issues and challenges obstructing growth for your prospective clients. This is not just about identifying pain points — but removing the thorn from their side, addressing the issues causing real discomfort. Colleen walks us through how her team does it. It’s about becoming a strategic partner, not just another vendor. I’m not alone in this conversation; joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. With her hands-on experience working alongside our clients, she brings a unique perspective to the table. So, whether you’re a seasoned agency pro or just starting out, get ready to crush 2024 and sell more of what you do — because you got the at-bats you needed, and you made yourself an easy yes for right-fit clients. What you will learn in this episode:
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| 28 Aug 2024 | How to Price Creatively, with Blair Enns | 00:41:24 | |
For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy. Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business. I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room’ when it comes to pricing really hit home — because we’ve all been there. The uncertainty pricing brings to agency owners is a challenge we just can’t ignore. So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best. If you’re an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 24 Apr 2024 | How to Focus And Get Work Done, with Stephen Woessner | 00:47:27 | |
How to focus and get work done? Listen to this solocast to learn the secrets on how to focus and get work done.Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee. We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline. If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place. Today’s episode is going to be a solocast—just you and me. We’ll explore a topic at both a high level and an eye level so you and your team can take it and apply it. The goal is to answer the question, “How to focus and get work done?” Back when Drew McLellan, CEO of Agency Management Institute, and I decided to write our Sell with Authority book — we knew we needed to include some very practical and tactical recipes and guides on how to get all the work done. And I will tell you — when he and I teach our “Build and Nurture Your Sales Funnel” workshop — we spend a chunk of time on Day 2 helping attendees calendar and map out who in the shop is going to do all of the work so their plan doesn’t fall apart when they get back home. For today’s solocast, I’m going to take you behind the curtain into Appendices A and B in the back of our Sell with Authority book and share more about how to focus and get work done here at Predictive so you can take the same recipes and apply them to your shop. What you will learn in this episode is about how to focus and get work done:
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| 29 May 2024 | How to Escape Founder-Led Sales, with Corey Quinn | 00:44:28 | |
For this episode of Sell With Authority, I invited Corey Quinn, who has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive, to come back for an encore. In episode 86 of the podcast, Corey and I went on a bit of a mining expedition where we unearthed a ton of golden nuggets around how to narrow down your target market — and then — how to avoid some of the typical roadblocks that agencies run into when they begin to specialize and focus on a particular vertical market. Today, we dive into an area that we’ve never explored with any real depth on the podcast before. And that’s — how to escape founder-led sales. If I had a dollar for every time I’ve chatted with agency owners celebrating the hire of that mythical, unicorn new biz salesperson who’s supposed to ignite a fire of new clients and profitable work, I’d be rolling in it. On the flip side — I’ve also heard countless stories of disappointment — owners lamenting yet another failed biz dev hire who couldn’t even cover their salary. Then there are the founders who desperately want to focus on biz dev, but just can’t find the time. As a result, lead generation stalls and conversations with right-fit prospects fall by the wayside. That’s why I asked Corey to join us today. He is a powerhouse in outbound marketing strategies, and he shares game-changing insights to help agency owners generate consistent sales and communicate their expertise. And — if you apply the strategies Corey lays out in his book, Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales, you’ll be well on your way to filling your sales pipeline with a steady stream of right-fit clients — the clients you want to serve and those that bring opportunities to sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is about:
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| 08 May 2024 | How to Find the Right Strategic Partnership for Your Agency, with Tim Burke | 00:35:57 | |
In this episode of Sell With Authority, Hannah Roth and I welcome Tim Burke, CEO of Conduit Digital Marketing. We focus our discussion on strengthening your agency through strategic partnerships — and the effective use of white-label solutions. Tim shares his brilliant perspective on the power of choosing the right strategic partners, optimizing processes, and the crucial metrics that drive successful client outcomes. We explore how the right partnerships can prove pivotal in transforming your agency from just another vendor into a valued strategic partner. Be even more helpful to your right-fit clients with strategic partnerships that keep your agency competitive in constantly changing markets. Applying Tim’s insights and recommendations will put you and your agency in a better position to streamline, upgrade, and scale. And by doing that — you will sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 31 Jul 2024 | How to Use Strategic Lenses for Niching Down, with Hannah Roth | 00:49:30 | |
I am thrilled about this episode of Sell With Authority because it is super fun — and ridiculously helpful! Hannah Roth, our mad scientist and strategist at Predictive, is back for another episode to debunk the myth that niching down is just about picking an industry. Hannah has been diving into the latest Agency Edge research report. We walk through her observations and distillations — at a high level. One standout point in the research is the importance of having a well-defined niche. People are often scared to niche down because it feels like saying “NO” to revenue. But — niching down allows you to say no to clients that cost you time, money, and sanity, and say yes to clients that are more profitable, better to work with, and actually appreciate the work your agency is doing. We also discuss how to build a reputable brand, why consistent, helpful content is your golden ticket — and the importance of a solid referral system. Evolving through multiple lenses — from industry and audience to methodology — can make your agency stand out and make it so much easier for clients to say yes. Double down and future-proof your business by mastering your niche with the strategic lenses Hannah shares. You and your team will remove friction from the sales process — and sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 24 Jul 2024 | How to select the right CRM for your agency, with Erik Jensen | 00:43:53 | |
This episode is going to be one of those episodes where you ask yourself… “What in the world was that!?! – because that was ridiculously fun and super helpful!” My guest expert today is Erik Jensen. In case you’re meeting Erik for the first time — he’s my business partner here at Predictive ROI, and we’ve worked alongside each other for well over a decade. Erik has a depth of expertise in helping agency owners go deep into their niche to build their authority position — and then — monetize that position in the form of a steady stream of right-fit clients flowing into their sales pipelines so they can sell more of what they do. If you’re a Predictive client — or if you’ve been a member of our community for a while now — you may also know that one of Erik’s superpowers is system design — and in particular — CRMs — so think all things email marketing, content, process automation, workflows, and e-commerce. When Erik and I were thinking about him coming back to the podcast for another conversation — we explored the idea of focusing our time together around CRMs — and, in particular — how putting the right strategy and tech into practice inside your shop could help you streamline biz dev and ops — and in the process — help you sell more of what you do. If you’ve ever considered or questioned how the right CRM — combined with the right automation — might help you and your team grow your audience, nurture leads, and increase sales — while streamlining processes and workflows — then this conversation with Erik is for you. I promise you — if you take and apply the insights, wisdom, and expertise Erik shares during this episode — you and your team will find new ways to streamline biz dev and ops inside your shop so that you have the capacity to sell more of what you do. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
Download our Free Frameworks to Help You Sell More of What You Do:
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| 11 Sep 2024 | Strategic Inspiration for Innovation and Vision, with Lori Jones | 00:51:03 | |
For this episode of Sell With Authority, we have a special treat for you — we’re taking a big twist. We’re celebrating a significant milestone — episode 500 of StrategyCast, hosted by the brilliant Lori Jones. Lori is a seasoned marketing executive with a proven track record in strategic communications. Her expertise spans innovation, disruption, and visionary leadership — making her a standout in the agency space. For this milestone episode, Lori graciously allowed me the honor of interviewing her — flipping the script and delivering golden nuggets of wisdom galore. If you and your team are looking to maximize strategies and tactics that can help you close out 2024 strong — or to push past a plateau in your biz dev — don’t miss this opportunity to learn from Lori. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode:
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| 05 Jul 2023 | Service Optimization, with Raul Hernandez-Ochoa | 00:48:34 | |
Service Optimization — Elevate your services, exceed expectations, and thrive. Explore the world of Service Optimization today!On this episode of Sell With Authority, we have a very special guest joining us for an encore interview. If you’re meeting him for the first time, Raul Hernandez-Ochoa is the Founder of Do Good Work, a digital growth consulting practice dedicated to helping agencies, business coaches, and strategic consultants achieve profitable growth. Now, some of you may remember Raul from episode 57, where we discussed creating a client attraction system. But during that conversation, we stumbled upon an unexpected topic that piqued our interest — productizing a service offering. It sparked memories of my own experiences back in 2002 when I served as the director of business development for an agency. I can distinctly recall endless discussions within our management team about the incredible potential of productizing aspects of our daily custom work for clients. We dreamed of cracking that nut — the ability to relieve the pressure of starting our profit and loss statement from scratch every month, heavily reliant on billing for time and materials. Service optimization is a crucial aspect of enhancing operational efficiency and ensuring the delivery of high-quality services to clients. Imagine the possibilities — providing clients with faster and potentially more affordable off-the-shelf solutions. And if we cracked that nut, we could potentially reduce the amount of custom work, leading to fewer cost overruns on our estimates. The ultimate goal was to bolster our bottom line and increase profitability. Perhaps you and your team have had similar discussions. Maybe you’ve already cracked that nut or are exhausted from banging your head against the same wall repeatedly. Either way, I have great news for you. Today, Raul is sharing his invaluable insights and experiences, guiding you forward with the successful productization of your service offerings.
What you will learn in this episode is about service optimization:
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| 20 Mar 2024 | Benefits of SEO Marketing, with Corey Morris | 00:48:50 | |
Benefits of SEO marketing is something the business owners should learn. Let Corey Morris be your guide on the benefits of SEO marketing.My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. Corey Morris is President and CEO of Voltage, a powerhouse in the digital marketing sphere and has a deep understanding about the benefits of SEO marketing. Corey is not only a VIP contributor to esteemed publications like Search Engine Journal and Search Engine Land but also the author of the eagerly anticipated book, Digital Marketing Success Plan, set to release later this year. We dive into the mystic dark magic voodoo that search engine optimization sometimes feels like — and we dispel some myths. Perhaps even more importantly — we highlight the strategies and tactics you and your team should focus on for 2024 — and beyond. Because if you do — you’ll attract more right-fit prospects into your agency’s sales pipeline. And what we discuss will also help you score some more wins for your clients. If you take and apply the insights and wisdom Corey shares during this episode — you and your team will raise the bar in how you help your clients when talking through the benefits of SEO marketing and where it’s headed — and — you can use it to fill your sales pipeline and roar through 2024. What you will learn in this episode about the benefits of SEO marketing:
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| 03 May 2023 | How to Create a Client Attraction System, with Raul Hernandez-Ochoa | 00:48:49 | |
On today’s episode of Sell With Authority, I am joined by Raul-Hernandez Ochoa. Raul is the founder of Do Good Work, which is a digital growth consulting practice that helps agencies, business coaches, and strategic consultants achieve profitable growth. Raul and his team have a track record of helping clients 2x to 5x their revenues by applying their productive profits strategies. He has a depth of expertise in helping clients productize their services, which makes it easier for a prospective client to say yes and begin working with an agency, or perhaps open an entirely new market, or new revenue stream for the agency. Additionally, Raul has expertise in encouraging clients to embrace and incorporate AI into their business models. We are exploring the principles of growth and scaling in the digital age. What you will learn in this episode:
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| 27 Sep 2023 | How to Cold Call, with Tom Martin | 00:39:03 | |
How to Cold Call? Tom Martin — an internationally recognized sales and marketing keynote speaker shared his top secrets on how to cold call.On this episode of Sell With Authority, we have a special encore guest expert, Tom Martin, who has been in the trenches of the agency business for over 30 years. How to cold call? Tom is an internationally recognized sales and marketing keynote speaker and the Founder of Converse Digital. He helps agencies just like yours and mine strategically turn conversations into clients, and today, he is sharing some invaluable wisdom on how to do just that. Recently, Tom wrote a game-changing blog post about raising the bar of excellence in how we show up on LinkedIn, not just for content but also for making those all-important connections without coming across as pushy. We are focusing on the right LinkedIn approach for Tom's encore episode. Here’s the reality — the more you educate, share, and lead with valuable content, the more trust you build with your audience, clients, and right-fit prospects. These teaching moments on how to cold call will also become excellent biz dev opportunities for you and your team in Q4 of this year, and you'll be in a wonderful position to roar into 2024.
What you will learn in this episode is about how to cold call:
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| 13 Sep 2023 | Superconsumer Growth Strategies, with Eddie Yoon | 00:47:10 | |
On this episode of Sell With Authority I’m joined by a guest who’s a true expert in superconsumer growth strategies, Eddie Yoon. Eddie is the Founder of Eddie Would Grow, a think tank and advisory firm that specializes in business growth strategy. Eddie and his team have a remarkable track record of generating billion-dollar outcomes for their clients by harnessing the power of superconsumers. These strategies don’t just boost sales; they help create new categories and drive existing category growth. Eddie is also the author of the book Superconsumers, published by Harvard Business Press. In his book, Eddie mapped out a framework that he designed to help companies just like yours and mine grow — but grow in sustainable — and I would argue — predictable ways. Eddie and I talk through the framework. If you take and apply the insights, best practices, and wisdom Eddie shares during this episode — you and your team will have an even more crystal clear example of who your superconsumers are — and most importantly — how you can be helpful to them. What you will learn in this episode:
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| 13 Dec 2023 | What is Imposter Syndrome, with Kris Kelso | 00:44:10 | |
What is Imposter Syndrome? Discover the true meaning and strategies to overcome imposter syndrome by exploring this article.On today’s episode of Sell With Authority, we are leaning into what might be an uncomfortable topic but crucial for business growth. We’re talking about conquering imposter syndrome — that nagging voice of doubt that can derail your journey to success. If you’ve ever wondered how you found the courage to start your business, battled the persistent inner critic, or questioned why you’re pushing yourself so hard, you’re not alone. Our guest expert today, Chris Kelso, is a business owner, executive coach, keynote speaker, and an imposter syndrome expert. He’s here to guide us through understanding, confronting, and ultimately conquering this obstacle many high achievers face. What is imposter syndrome? In this episode, we uncover the underlying fears fueling imposter syndrome and explore why it’s particularly prevalent among entrepreneurs. We shed light on a common trap that successful people often fall into and discover how imposter syndrome weaponizes our unique gifts against us. Plus — Chris will equip you with the tools to redefine success on your own terms and identify when imposter syndrome is at play in your team. It’s a tall order, but we have the perfect guest guiding us through it. Chris is the author of Overcoming The Imposter: Silence Your Inner Critic and Lead With Confidence and has worked with countless business owners and their leadership teams to navigate obstacles to growth.
What you will learn in this episode is about the true meaning of what is imposter syndrome:
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| 24 May 2023 | Best Agency Management System, with Juliana Marulanda | 00:44:37 | |
Best agency management system — Optimize operations and boost efficiency effortlessly. This is the Best Agency Management System.Juliana Marulanda is joining the latest episode of Sell With Authority, and our focus is on agency management systems. Juliana is the founder of ScaleTime, a renowned agency consultancy that has helped over 500 agencies achieve lean, mean, and profitable operations. How to build the best agency management system? At Predictive, we’re continuously looking to refine what we’re doing financially, make process improvements, meet other agency owners who are doing it well — and, in short — to learn new things we can put into place that raises the bar of excellence inside Predictive, with a special emphasis on the best agency management system. Every year for the last 8 years — our team attends the annual Money Matters workshop that Drew McLellan, CEO of Agency Management Institute, teaches. There’s a metric that Drew shares during Day One that hasn’t changed — year after year — and in my opinion — it’s one of the most important metrics to running a profitable agency because if owners could get it right — they would have the time, space, and capacity to get everything else right inside their shops. Here it is: owners should allocate 50 percent of their time toward business development. It can be a huge struggle to prioritize this aspect because of operational demands. And that’s why I’m excited for you to learn from Juliana today. We are going to talk through what that agency management system should look like and how it should run. Juliana offers insights into implementing an agency management system that can unlock 30 additional hours per week so you can have the time, space, and capacity to get serious about creating the helpful content for your audience that you KNOW you want to create and to BUILD the authority position that you know will ADD VALUE to your agency — and —help you build and scale more quickly through the best agency management system.
What you will learn in this episode is about how to build the best agency management system:
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| 27 Mar 2024 | The Power of Storytelling in Business, with Sean Tracey | 00:53:37 | |
The power of storytelling in business can help create emotional connections. Learn more from Sean Tracey about the power of storytelling in business.Get ready for a marketing strategy that balances profit with authenticity to differentiate your brand by using the power of storytelling in business. In this episode of Sell With Authority, we unlock some rock solid awesome insights with our special guests, Sean Tracey and Predictive’s own Mad Scientist, Hannah Roth. Sean is an award-winning creative strategist and speaker with over 25 years of experience in brand marketing. He is the Founder and CEO of Sean Tracey Associates, a full-service advertising and marketing firm. Sean is sharing his groundbreaking P equals P framework, which has revolutionized the way his agency connects with brands and elevates their success. We dive deep into practical tactics, including the power of authentic storytelling and focusing on a customer-centric approach. This episode illuminates the path to creating meaningful emotional connections with your right-fit clients using the power of storytelling in business. Double down on strategies that resonate on a deeper level and drive unwavering loyalty to your brand. What you will learn in this episode about the power of storytelling in business:
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