Afleveringen
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This episode of Sell With Authority just might make you rethink everything you know about pricing.
For today’s show, we invited Casey Brown to join us. She’s the Founder of Boost Pricing and proudly calls herself a “Pricing Geek.”
Casey was also one of the phenomenal keynote speakers at this year’s Build a Better Agency Summit. Hannah Roth and I were sitting front and center for her talk, and when Casey finished, we looked at each other and said, “Wow. Casey is brilliant—we have to get her on the podcast.”
And Holy Bananas — she said yes!
Our conversation today helps demystify pricing once and for all. Casey’s here to arm you with new strategies and tactics so you can confidently price your agency’s services and increase your profits.
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: How fear can dictate your pricing decisions — and how you can avoid letting it The significance of the acronym W.A.I.T. (Why Am I Talking?) in pricing conversations Framing strategies when introducing charges to clients to ensure they grasp the value Identifying services/products as “gasoline” or “hot sauce” to find the hidden value-laden items in your offering The mindset shift needed for agency owners to command higher prices confidentlyResources:
Website: https://boostpricing.com/ LinkedIn Personal: https://www.linkedin.com/in/caseybrownboost/ LinkedIn Business: https://www.linkedin.com/company/boostpricing/ Twitter: https://twitter.com/pricingcasey Fearless Pricing: Ignite Your Team, Own Your Value, and Command What You Deserve -
For over 30 years, I’ve worked 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.
I founded Predictive ROI in 2009 and remain its CEO and co-owner, working alongside my business partner, Erik Jensen. I host the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. My agency new business and marketing insights have been featured in major media, and I’m the bestselling author of five books, including my latest entitled, “Sell With Authority.”
Here’s my hope for this solocast – to share an overall framework and principles for how you can architect your conversations with prospective clients so the discussions are super helpful to your prospects — and so the sessions feel like teaching. But — what you’re actually doing is demonstrating your methodology in action. And when you do that with excellence — there will be a moment in your discussion where your prospect says something like, “Wait a minute…I see what you’re doing here…and it’s awesome!”
It is absolutely possible to teach and sell simultaneously — and I’ll show you how in this episode.
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.
During this Episode — you will learn how to: How the “10 Truths of what makes someone an authority” play a vital role in this process Why beginning with the end in mind is a must if you’re going to architect the right conversation with a prospect Why teaching and selling simultaneously must begin with you “Eating your own dog food” How to demonstrate your methodology in action during the sales process How to “break the 4th wall” with your prospect in order to bring it all together Free Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority -
Zijn er afleveringen die ontbreken?
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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: The first step to getting intentional about biz dev Why asking strategic questions and actively listening is key to building meaningful right-fit client relationships The value of strategic partnerships over vendor relationships Why niching down is essential for long-term agency success and sustainability How Katy successfully narrowed her agency’s focus Emphasizing value-based pricing and selling outcomes — rather than deliverablesResources:
Website: https://scriptmarketingco.com/ Facebook Personal: https://www.facebook.com/katyharperdoss.art/ Facebook Business: https://www.facebook.com/scriptmarketingco/ LinkedIn Personal: https://www.linkedin.com/in/katyharperdoss/ LinkedIn Business: https://www.linkedin.com/company/script-marketing-co/ Twitter Personal: https://x.com/katyharperdoss Twitter Business: https://x.com/ScriptMktgCo Instagram Business: https://www.instagram.com/scriptmarketingco/ Pinterest: https://www.pinterest.com/scriptmarketingco/ YouTube: https://www.youtube.com/@ScriptMarketingCo Spotify: https://open.spotify.com/show/62cdForlAnnBsOAUXccsKE Apple Podcast: https://podcasts.apple.com/us/podcast/the-affluent-buyer-script/id1758125214 -
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: How to transition from win or lose sales outcomes to a research-oriented approach Uncovering client pain points using the Discovery framework Crafting content strategies tailored for the top, middle, and bottom of your sales funnel Utilizing the “five deposits, one withdrawal” method to foster meaningful right-fit client relationships How to avoid common mistakes in agency pitches Leveraging consistent, value-rich interactions to build trust over time Which email you should never sendResources:
Website: http://www.peersalesagency.com/ Sales Leaders Guide: https://peersalesagency.com/a-sales-leaders-guide-to-creating-b2b-buyer-personas/ LinkedIn Personal: https://www.linkedin.com/in/sarahanlon/ LinkedIn Business: https://www.linkedin.com/company/peer-sales/ -
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: Why traditional SEO is dead How to shift from outdated SEO metrics like “rankings” and “traffic” to a value-driven approach Why it is crucial to understand your customer journey The importance of aligning on business-critical metrics and speak your right-fit client’s language The role proper analytics and transparency play in building trust The integration of paid and SEO marketing strategies and why collaboration across channels is keyResources:
Website: https://www.conifr.com/about LinkedIn Personal: https://www.linkedin.com/in/michaeltermors/ LinkedIn Business: https://www.linkedin.com/company/conifr-media/ -
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: How effective CRM systems can diagnose “pipeline leakage” — and plug the leaks Strategies for tracking where new leads come from and the importance of meticulous follow-up How to nurture leads with excellence leveraging personalization Ways to use AI tools to enhance the personalization of your follow-up communications Tips on creating a structured, repeatable sales process to keep your sales pipeline flowing smoothlyResources:
Website: https://cultivize.com/ Facebook Business: https://www.facebook.com/cultivize/ LinkedIn Personal: https://www.linkedin.com/in/jasonleighkramer/ Lead Nurturing Guide: www.afterthelead.com -
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: How outbound marketing can fine-tune your overall marketing efforts Dan’s approach to effective testing with smaller B2B sample sizes Why agency owners should offload tasks to build an effective outreach system The ideal team setup for outbound marketing How simple, personalized touches can unlock significant opportunitiesResources:
Website: https://www.salesschema.com/ LinkedIn Business: https://www.linkedin.com/company/sales-schema/ LinkedIn Personal: https://www.linkedin.com/in/danenglander/ Facebook Business: https://www.facebook.com/salesschema Salesschema.com/SWA -
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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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: How personalized communication and automation can coexist to enhance right-fit client relationships The first step to starting automation for agencies Types of lead magnets that resonate with your target audience and drive lead-gen How lifecycle automation can prevent operational inefficiencies How to turn SOPs (standard operating procedures) into strategic automated processes that streamline business operationsResources:
Website: www.keap.com LinkedIn Personal: https://www.linkedin.com/in/clate-mask-b0b386128/ LinkedIn Business: https://www.linkedin.com/company/keap-growing/ Growth and Freedom Playbook -
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 [email protected].
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: Why uncertainty kills sales How to give your right-fit prospects focus Ways to show up consistently and nurture your right-fit clients How to use our transformational triangle framework to make yourself an easy yes for right-fit clients How you can join us as our free guest at the upcoming November Intensive Download our Free Frameworks to Help You Sell More of What You Do: Get the WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Get the WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Get the HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Get the How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Transformational Triangle: www.predictiveroi.com/triangle/ Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority -
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 [email protected].
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: What it means to nurture relationships with right-fit prospects Why nurturing a prospect is a critical part of a strategic, relationship-focused sales process What an effective nurture process looks like How to close the gap between building a community and lead gen How you can join us as our free guest at the November IntensiveDownload 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:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority -
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: How customer-centric processes can prevent inefficiency and fuel growth Key steps to preparing and implementing effective employee training from day one Why reinforcing core values can significantly improve employee satisfaction and retention Strategies for ensuring sales teams utilize the materials created by marketing to run like a well-oiled machine The 9 needs of adoption critical for successful sales enablement How value-based selling can create stronger relationships and boost your bottom lineResources:
Website: www.counterpartcd.com LinkedIn Business: https://www.linkedin.com/company/counterpart/ Instagram: https://www.instagram.com/hellocounterpart/ YouTube: https://www.youtube.com/channel/UCgr_j6UiaDsA8_dg5lQfGaQ Vimeo: https://vimeo.com/counterpartcd Behance: https://www.behance.net/hellocounterpart SlideShare: https://www.slideshare.net/counterpartCDAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
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: Why innovation, disruption, and vision are meaningful words for Lori Maximizing technology and strategy for right-fit clients Differentiating your agency from the sea of competitors Emerging trends in marketing and communications that we should be paying attention to Ways to adapt to recent innovations in marketing and strategy How to streamline the sales process by removing friction Examples of successful innovative marketing strategiesResources:
Podcast: https://strategycast.com/ Website: https://avocetcommunications.com/ LinkedIn Business: https://www.linkedin.com/company/avocet-communications/ LinkedIn Personal: https://www.linkedin.com/in/lorisutoriusjones/ Facebook Business: https://www.facebook.com/AvocetCommunications/ Twitter Business: https://twitter.com/AvocetComm Twitter Personal: https://www.linkedin.com/in/lorisutoriusjones/Additional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
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: How to use the Transformational Triangle to create the foundation of your content strategy (Episode 124, “No Friction Lead Generation,” breaks down the Triangle in specific detail) How to write effective emails to give your audience the impression that you have an inexhaustible stream of helpful content (Episode 116, “Email Writing Workshop,” breaks down our email writing framework and process in specific detail) How to design and build your own strategic frameworks. Hannah Roth, our mad scientist and strategist here at Predictive, just authored a new ebook coming on strategic framework design. If you’re part of our community — you’ll receive a copy in your Inbox in mid-to late-September. And lastly — why creating a series of Transitional Moments that all work in unison will help nurture your prospects and move them up and down the sales funnel without them ever being made to feel like they’re one of your prospects. You can go here for a specific video training on Transitional Moments. 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: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority -
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: How to shift from selling inputs and outputs to focusing on value creation for right-fit clients Why mastering the value conversation can radically transform your agency’s profitability Blair’s simple – yet powerful – four-step framework for implementing value-based pricing How to view your client portfolio as an investment portfolio to tailor pricing strategies The pitfalls to avoid when transitioning away from traditional pricing modelsResources:
Website: https://www.winwithoutpitching.com/ LinkedIn Personal: https://www.linkedin.com/in/blairenns/ LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/ Win Without Pitching Manifesto Pricing Creativity: A Guide to Profit Beyond the Billable HourAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
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:
Why articulating your point of view is critical — it can make a big difference for your agency! Creating your ideal client profile or Right-Fit Client avatar and how it can guide your strategies Why building a methodology to teach from is key Why you should aim for partnership over outsourcing The expectations you should have when creating strategic partnerships Expert advice for agencies looking to scale and improve performanceResources:
Website: https://www.conduitdigital.us/ LinkedIn Business: https://www.linkedin.com/company/conduitdigital/ Facebook Business: https://www.facebook.com/ConduitDigitalUS/ Instagram: https://www.instagram.com/conduitdigital/ YouTube: https://www.youtube.com/c/conduitdigital Twitter: https://x.com/conduit_digitall TikTok: https://www.tiktok.com/@conduitdigitalAdditional Resources:
Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Order your free paperback or Kindle copy of our book: Sell with Authority -
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: How to create what seems like an inexhaustible supply of helpful content for your audience -
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: Why, when your agency “Eats its own dog food,” you create trust with your prospects and clients Why you should never be scared about teaching the best of what you’ve got in full transparency How to build out and document your agency’s methodology in a way that is unique and will set you apart Why you should never mix deliverables and outcomes — they are not the same, and clients will pay you much more when you deliver outcomes Why, when you include all five ingredients of our recipe in your proposals, you’ll make your agency a much easier YES! for prospects 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: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority -
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:
How to leverage six different lenses for niching down Why niching down does not just mean picking an industry Why building a rock-solid reputation within your niche is crucial Steps to repurpose existing content into multiple formats Key insights from the Agency Edge research reportResources:
Predictive ROI Free Resource Library: https://predictiveroi.com/resources/ LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Agency Edge Research Series: https://agencymanagementinstitute.com/agency-tools/agency-edge-research-series/ -
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: What is the difference between CRMs and email marketing automation platforms? What are the top 3 questions Erik is asked when it comes to CRMs or email/marketing automation? How could an agency owner and their team tell if or when they should consider moving from a MailChimp or Constant Contact to a CRM like Keap, Hubspot, GoHighLevel? When Erik was evaluating all of the CRMs when choosing one for Predictive — what features and criteria were important to consider? Why is Erik a fan of Keap’s automation builder? If you’re considering onboarding a CRM — what would Erik recommend as your initial three action steps to start down that path? Download our Free Frameworks to Help You Sell More of What You Do: Get the WHO Framework™: Replace your dry sales pipeline with a steady stream of right-fit clients. Get the WHAT Framework™: Design your irresistible offer and sell it for a premium-priced fee. Get the HOW Framework™: Put a proven sales process into place and close 80% of your proposals. Get the How You Help Framework™: Use this framework to make yourself an easy YES! for clients. Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/ Order your free paperback or Kindle copy of our Book: Sell with Authority - Laat meer zien
