Podcasts about predictive roi

Points of Interest00:00–01:02 – Introduction: Marcel welcomes Stephen, a veteran agency operator, author, and CEO of Predictive ROI focused on helping agencies sell more by adding value.01:02–03:09 – Who Predictive ROI Serves: Stephen explains their exclusive focus on agencies and their expertise in business development through authority positioning and structured nurture.03:09–05:18 – Systems Mindset Origin Story: From Air Force missile silos to agency life, Stephen shares how life-or-death procedures taught him the power of process in selling.06:21–07:30 – Why Go-to-Market Matters Now: With AI as a new disruption, positioning and trust creation become mission-critical as channels get noisier.07:30–11:30 – Trust Starts Below Zero: Referencing market skepticism, Stephen argues prospects begin in “distrust,” so sellers must over-prove capability through repeated value.11:30–15:43 – Expertise vs. Empty Positioning: Marcel critiques “lipstick positioning” and argues public demonstrations of expertise are required to restore credibility.17:06–20:30 – Power of Long-Form Content: Both highlight unscripted, long-form conversations as a stress test that builds trust better than polished sound bites.20:49–23:55 – Step 1: Choose a Narrow Who: The framework begins by declaring a niche, rejecting generic messaging, and embracing focus as the path to demand.23:55–28:27 – Step 2: Name the Methodology: Codify problems, pillars, and levers; document common mistakes and strategic moves so teaching and delivery match.30:18–33:51 – Trust Architecture: Help Me Understand: First sales meeting is a five-question diagnostic about the prospect's priorities, obstacles, and market—no pitching.34:08–39:53 – Align & Prescribe → Meet & Greet: Use a self-scoring “Focus Finder,” then have strategists teach the system, add proof and ROI, and gain conceptual agreement.40:24–48:00 – Content Blueprint & Consistency: Turn the methodology into pillars (Grow, Nurture, Sell), create cornerstone content, repurpose across channels, and show up weekly.Show NotesEdelman Trust Barometer reportPredictiveroi.com/resourcesStephen's LinkedInLove this Episode?Leave us a review here. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to Sell With Authority — I'm Hannah Roth, Director of Strategy here at Predictive ROI — and your resident mad scientist. If you've been around a while, you're probably used to hearing Stephen kick things off. But today's episode is a little different — you've got me in the driver's seat. And I've got my strategic co-pilot joining me — Erik Jensen, our Chief Strategy Officer. Erik and I are in the trenches every single day with agency owners, helping them spot and fix the nine money-draining mistakes — those sneaky patterns that quietly erode your profit, your confidence, and your growth. One of the biggest culprits we see over and over again is what we call the Expertise Discount. It's what happens when you downplay your value because the work feels “easy” to you. Erik and I are digging into how that mindset ties directly into multiple money-draining mistakes — and how it chips away at your distinction, creates confusion, and traps you in the underpricing cycle. We're giving you ways to reframe the value conversation — both in your own head and with your clients — so you can start charging what your expertise is truly worth. What you will learn in this episode: Why so many agency owners equate hours with value, and how this mindset leads to underpricing Why work that feels “easy” to you is often the most valuable to your right-fit clients — and why speed should command a premium The direct link between undervaluing your expertise and several of the 9 money-draining mistakes Practical ways to anchor your fees to outcomes — time saved, revenue unlocked, risk removed — instead of deliverables The subtle ways you may still be discounting yourself How to confidently raise rates, simplify your offer suite, and sell with clarity instead of apology Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Why does business development feel so much heavier than it did even a year ago? Biz dev pipelines feel fragile. Opportunities stall unless the founder is in the room. New hires struggle to deliver results. And after a while, agency leaders start to wonder: “Is it just us?” It's not you. It's distrust. In this solocast, Stephen Woessner, CEO of Predictive ROI, breaks down the first brick in The Trust Architecture™ — a 60-minute session called Help Me Understand. It's a conversation designed to flip the script on new business by building trust at scale, long before you ever talk about solutions. You'll hear: Why distrust — not “pipeline” — is the real barrier holding agencies back. The five core questions that form the spine of Help Me Understand (and the follow-ups that unlock candor). The five lessons that elevate this from “just discovery” to a trust-building experience. A real story of how one agency leader (we'll call her Sally) shared more vulnerability in five minutes than most prospects do in five months. The exact playbook: how to prep, open, guide, and close the session — plus the one recap email that cements clarity. The outcomes you can expect when you run this session with excellence. When your prospects experience Help Me Understand, they don't just feel heard — they leave thinking, “If this agency runs their sales process this well, imagine how well they'll run my work.” Now's the time to double down, architect trust, and sell more of what you do. Free Resources: Why Distrust is Rising and What Agencies Can Do About It, with Hannah Roth 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

Today's episode of Sell With Authority tackles a question that comes up almost every time I sit down with an agency owner: Why does biz dev feel harder than it used to? If your sales pipeline feels heavier, slower, or tougher to move than it did even a year ago — you're not imagining things. Agency optimism has dropped from nearly three-quarters of leaders feeling confident about growth…to less than half. Two-thirds of agencies lost clients last year. And only 7% say they're effective at expanding with current clients. Biz dev feels like a grind. But here's the flip side: the agencies that are niching down, planting their flag of authority, and making data-fueled decisions — they're the ones finding traction and weathering the storm. And that's where we focus our time and attention today. My guest is Hannah Roth, our Director of Strategy here at Predictive ROI — and my soon-to-be business partner as she officially joins our ownership team this February. We call Hannah our “Mad Scientist” — because she spends days deep in tens of thousands of data points, analyzing sales pipelines, uncovering leaks, and spotting where the highest-probability opportunities are hiding. Hannah is a data scientist — which means her insights aren't theory. They're backed by research, data, and real-world client work. In this episode, she walks us through what she calls The State of Agency Biz Dev. We cover: -Why optimism has cratered and pipelines feel stalled – The unseen mistakes draining money from agency biz dev – Patterns that separate struggling generalists from thriving niche leaders – Shifting from chasing leads to attracting right-fit clients If you apply what Hannah shares, you'll see where the market really is — and where your next opportunities are waiting. What you will learn in this episode: Why agency optimism about growth has cratered — and what the data actually says about why Money-draining mistakes to root out now before they cost you next quarter's revenue How “trust” has become as valuable as your service — and 66% of you don't have a strategy for it — yikes! Habits that separate agencies thriving in a storm from those that get “stuck” How leveraging first-party data creates your very own lab Why “failed” experiments can build trust and authority How your sales process might be secretly sabotaging your biz dev efforts Resources: THE STRATEGIC ENGAGEMENT INDEX: https://theexpressory.com/engagementindex The 2025 State of Marketing Report: https://www.hubspot.com/state-of-marketing Agency Core: https://audienceaudit.com/agency-core/ Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/

What if business development for your agency didn't feel like chasing? Or pitching? Or trying to convince someone to say yes? What if instead — you had a process of building trust so strong that your prospects convinced themselves? That's what this solocast is all about. In this episode, Stephen Woessner, CEO of Predictive ROI, unpacks our three-part “Trust Architecture” that our team uses to help prospective clients move from curiosity to YES — without pitching, pressuring, or posturing. What you will learn in this episode: Why most sales processes fall flat (hint: it's not the pitch — it's the posture) How to structure a “Help Me Understand” session that builds immediate trust What diagnostic tools, like “The Focus Finder,” do to create clarity and urgency How to turn your Meet & Greet into a confidence catalyst — not just a formality What you can install today to build your own trust-driven biz dev process 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

Before we dive into today's episode of Sell With Authority, I want to make sure you know about our July Intensive. Every March, July, and November we gather our Predictive ROI clients together for a 2-day event we call the Intensive. It's a private, client-only event — but we always hold a few guest seats open. Our July Intensive is happening Wednesday and Thursday, July 30th and 31st, from 8:30 a.m. to 12 noon Central — and it's 100% virtual over Zoom. The focus? Helping you fill your sales pipeline so you can sell more of what you do. Turning our attention to this episode — my guest expert and I mapped out what we wanted to cover. We thought about how to structure this episode as a strategic prelude to the Intensive. We're unpacking core pillars we'll be teaching — including what it means to build your right-fit prospect map and how to run sales calls that create real momentum. That guest expert is our very own Director of Strategy Hannah Roth. Hannah is a data scientist by trade, and she runs point on helping our clients sell more of what they do. Now's the time to double down on a strategy that isn't just about new leads — but about future-proofing your agency through relationships you've already built. What you will learn in this episode: The biggest missed sales opportunities most agencies overlook How a right-fit prospect map changes the game The cause-and-effect of focusing biz dev on new prospects vs. current or past clients Simple but powerful tactics to turn lost deals and past clients into new revenue streams Why “by name” — not guesswork — matters How to fix common money-draining mistakes that kill your sales pipeline The role of trust and distrust in today's market — and why nurturing your orbit matters more than ever How to confidently open doors with tactics that don't feel “salesy” How you can join the July Intensive as our FREE guest Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Hannah's LinkedIn: www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Welcome to the Sell With Authority podcast. I'm Erik Jensen, co-owner and Chief Strategy Officer here at Predictive ROI. If you've been a longtime listener, you might be wondering, where's Stephen's voice? Don't worry, there hasn't been a coup. This isn't a mutiny. Stephen's daughter is graduating, and we lovingly kicked him off the mic for the next few weeks so he can fully enjoy that special time with his family. We miss him — but we've got you covered. We built this podcast specifically for you — the agency owner looking to sell more of what you do, in a way that builds a more scalable, more sustainable business — regardless of whatever challenges might be around the next corner. Today's episode is the final installment in our four-part series on the four reasons agencies struggle with sales — and more importantly — how to fix them. I'm excited to sit down again with Hannah Roth, our Director of Strategy and resident mad scientist. Hannah and I are in the trenches every single day, working with agency owners to tackle the issues that keep them stuck. Sales is almost always one of those issues. In this episode, we dive into what we call the practice problem. Why does every sales call feel like the first time? Why do we expect to nail the pitch, but never actually practice it? In any other part of business, that would be nuts. But in sales, it happens all the time. So today, we're going to break that pattern. We unpack how to build a sales process you can actually improve, how to create a system for feedback and iteration, and how to show up to your sales calls ready — not rusty. What you will learn in this episode: The #1 reason agency sales calls always feel new — and how to fix that with one rock solid framework Why practicing your sales process matters as much as practicing any craft The 3.5-step process to running a winning sales call — and where most agencies get it wrong The “Help Me Understand” question framework that turns every discovery call into a trust-building, opportunity-finding powerhouse How to use flashcards, role-play, and real-world feedback to refine your sales message and increase your close rate Why practicing out loud is the best way to show up confidently Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Welcome to Sell With Authority. I'm Erik Jensen, Co-Owner and Chief Strategy Officer here at Predictive ROI — and yes, you are in the right place. If you've been a long-time listener, you're probably thinking, wait a second, where is Stephen's smooth, signature intro? I'm stepping in because Stephen is celebrating his daughter's graduation. We lovingly kicked him off the mic for a few weeks so he can soak up that family time. Today, I'm joined by my strategic co-pilot and our Director of Strategy, Hannah Roth. She's our in-house mad scientist when it comes to helping agency owners get unstuck. In this special series, we've been diving into key reasons agencies struggle with sales, and more importantly, how to fix them. In today's episode, we tackle what we call “the consistency gap” — that lack of a repeatable, dependable sales process. If you've found yourself uttering words like “It depends”, or “I meant to follow up”, this episode is for you. What you will learn in this episode: Why a lack of consistency in your sales process will keep you stuck The secret ingredient to a 28% bump in close rates How to align sales and operations so you sell what you promise The real reason your custom proposals are killing your profitability How to fix the anxiety of “playing defense” in sales calls by tightening your value ladder Why rinsing and repeating your best offers is the best move to stand out and sell more of what you do Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you doing great work but still feel like your agency's stuck in neutral? The truth is, talent alone doesn't scale a business. In this episode our guest, Stephen Woessner—author, agency growth strategist, and founder of Predictive ROI—reveals why most agencies hit a ceiling... and how to break through with a smarter, more strategic approach. From developing a true methodology to showing up with content that teaches, we dive into what's working now (and what's not) when it comes to agency growth, client expectations, and scaling with intention. If you've ever relied a little too heavily on referrals, be unsure of your niche, or found yourself winging it without a real system—this one's for you. Tune in to learn how to enhance your agency's approach to attracting clients and scaling your business! Stephen Woessner is the founder of Predictive ROI, an agency that helps clients build predictable and repeatable ROI so they can focus on doing the work they love alongside clients they choose. With over 30 years of experience, including a six-year stint in academia, Stephen discusses what's working right now to get more leads, why getting specific is vital for agencies, and why the journey to scaling your journey requires patience, as well as methodology. Stephen also hosts the "Onward Nation" and "Sell with Authority" podcasts and is the bestselling author of five books, including his latest, “Sell With Authority". In this episode, we'll discuss: Why you should be ridiculously specific. Developing a true methodology to showcase your process. How a softer approach can lead to bigger wins. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. The Power of Specificity (and Content That Teaches) Stephen has had a long career in the agency world, starting thirty years ago, before ROI was a thing, and working alongside agencies and consultants — teaching them how to build their authority within the markets they serve. He worked six-years in academia while also sharing his knowledge in his first books on Viral Social Networking and SEO. The expertise shared in these books got him requests to work as a consultant for different businesses, which led to him starting his own agency in 2009. At his agency, Stephen commonly works with agencies and consultants that are going about sales and new business development in the least effective, most painful way possible. In fifteen years, he's seen a lot in the business and now brings his own perspective on what's currently working in the agency space. According to him, success comes from being ridiculously specific—about who you serve, what you offer, and how you market it. It's not about flashy gimmicks or one-size-fits-all strategies. Agencies that clearly communicate their expertise and share their knowledge generously (even for free!) are the ones building long-term trust. With the many AI tools available for marketers nowadays, there just isn't a valid excuse for not putting your own content out there to attract clients with valuable tips that show your expertise. These should be small, actionable pieces that solve real problems. That kind of generosity leads to high-quality leads who already trust you by the time they reach out. While the tools might not be polished yet, they show just how easy it is now to create content and show up consistently. The key is that agencies need to be intentional, have a point of view, know their clients' real pain points and speak to them clearly. Raise the Bar or Get Left Behind Today's clients are smart. They're looking for specialized, strategic partners—not generalists who throw spaghetti at the wall. Agencies that develop a true methodology, a real system for delivering results, stand out. It's not just about the work—it's about the process behind it. Simply put, a solid methodology builds trust. It shows prospects that you know what you're doing and that you've done it before. And yes, it's a big part of what makes an agency sellable down the road. If you're familiar with games like “Age of Empires,” the process of building your methodology will be a lot like starting scrappy in the stone age—just you, maybe a freelancer or two. But as you gather resources (aka leads, a team, and tools) and build systems (onboarding, sales, and delivery processes), you level up. The methodology evolves as you grow—and mastering each stage is what gets you to the next one. The path to growth requires structure, clarity, and an intentional approach. If you're still winging it with no repeatable system in place it might be time to rethink the game plan. How a Softer Approach Can Lead to Bigger Wins Other than a methodology, the journey to the top will also require patience. Scaling an agency is rarely instantaneous and each stage of development comes with its own challenges and learning experiences. Agencies at various levels of growth face unique challenges, and the aspiration to leap from a level two to level thirty-seven—is just unrealistic. You need to experience the wins and losses that truly gives you the expertise to sustain growth and learn to appreciate that they've prepared you for the next challenges and goals. Jason was actually confronted with this lesson while preparing for his latest event, which although did eventually sell out, but did so much more slowly than he would've liked. In the end, the team made the decision to stop being pushy about promoting the event and instead try to be more inviting. A pushy attitude will likely be met with resistance. Instead, a gentle nudge or an invitation to explore creates a sense of curiosity and openness. By reframing the conversation from one of pressure to one of invitation, he was able to build trust and rapport. People are more likely to engage when they feel they have the autonomy to make choices without feeling coerced. This is the same principle that drives successful business generation. Instead of being pushy, make sure you're sharing case studies, insights, or even hosting webinars that allow prospects to learn and engage with the agency's expertise. Trust that you're offering great value that resonates with the target audience, encouraging your audience to lean in and explore further, rather than overwhelming them with hard sells. Creating Content That Draws the Right Clients In So what is the type of content agencies should be creating to get prospects to lean in? The first thing that may make you feel like you're screaming into the void is trying to attract just any client who can sign a check. Successful companies have shown that focusing on a select group of high-performing clients can lead to tremendous success. This does not mean that if you start to work with plumbers you'll have to work with that niche in perpetuity. A niche can also be a specific problem you solve or an area you serve, not just an industry. When you focus on "right fit" clients, you'll attract people you genuinely enjoy working with who choose to stay with your business long-term. When agency owners narrow their focus, they can tailor their offerings to meet the unique needs of their chosen niche. This not only enhances the quality of service but also simplifies the content creation process. Once the target audience is identified, agencies can generate relevant and engaging content that addresses the specific problems and pain points of their clients. At this point, you can focus on sharing content that makes a lasting impression. By providing valuable information upfront, you'll no doubt capture the attention of potential clients and build credibility. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Welcome to the Sell With Authority podcast. If you've been with us for a while, you're probably expecting to hear Stephen's voice kicking things off. But we've temporarily booted him off the mic — for a very good reason. His daughter is about to graduate, and we wanted to make sure he could soak up every moment with his family. I'm Hannah Roth, Director of Strategy and mad scientist here at Predictive ROI and I'm stepping in as your host for the next few weeks. For this special four-part series, I'm sitting down with Erik Jensen — co-owner, Chief Strategy Officer, and my strategic co-pilot here at Predictive. Erik and I are in the trenches every day, helping agency owners like you solve the messy, complex challenges that keep your business stuck in place. And one of those major sticking points? Sales. Today's episode is part two, and we're diving into what we call the Focus Fog. Erik unpacks the risks of being the “everything agency” — and how your good intentions to do more might actually be clouding your sales process, confusing your prospects, and holding your agency back. What you will learn in this episode: Why the “focus fog” is quietly sabotaging agency growth and how to recognize it before it's too late The psychological drivers that keep agencies stuck as generalists What happens when sales and ops don't see eye to eye How stacking 3-5 “lenses” helps your agency niche down without killing off creativity Real research and stats proving highly specialized agencies land more right-fit clients The hidden cost of one-and-done projects versus repeatable, scalable work How clarity in your focus transforms sales, onboarding, marketing, AND lets you eventually escape founder-led sales Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

Welcome to Sell With Authority! I'm Hannah Roth, Director of Strategy and resident mad scientist here at Predictive ROI. And before you double-check your podcast app — yes, you are in the right place. If you've been a longtime listener, you're probably used to hearing Stephen kick things off. But today, I've hijacked the mic for a good reason. Stephen's daughter is about to graduate; CONGRATS to the whole Woessner crew! We've gently nudged him off the show for the next few weeks so he can enjoy that special time with his family. In the meantime, I'll be your host for the next four episodes, and I'm really excited about what we have planned. Each week, I'll be joined by Erik Jensen, my strategic co-pilot, co-owner, and our Chief Strategy Officer here at Predictive. We are in the trenches every day working with agency owners, helping them navigate the big challenges that hold them back from scaling with confidence. Erik and I are kicking off a four-part series about why agencies struggle with sales — and more importantly — what to do about it. In today's episode we focus on what we call “The Referral Trap.” Referrals are great… until they're not. Too many agencies rely on them as their primary source of new business — but that's risky. We discuss why the illusion of “plenty of referrals” is so dangerous, and what to do before they dry up without warning. What you will learn in this episode: Why so many agency owners fall into the “referral trap” The not-so-obvious risks of relying on referrals How passivity with prospects infects your sales culture — and leads to missed revenue from both new prospects AND existing clients The candid truth about “not having time” for sales A rock solid step-by-step way to take control of your biz dev Why your list is one of the most important assets that your agency can have How to assess if your list is actually filled with viable prospects Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group Erik's LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/ Hannah's LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Order your free paperback or Kindle copy of our Book: Sell with Authority

As an agency owner, navigating the challenges of growth in a competitive landscape can feel overwhelming. Stephen Woessner, CEO of Predictive ROI, joins us today to share his expert insights on adapting to industry changes and building a foundation for long-term success. This week, episode 245 of The Digital Agency Growth Podcast is about transforming content creation, embracing specialization, and leveraging AI to strengthen agency-client relationships.Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. In this training, you'll learn how to secure qualified appointments consistently with highly targeted and tasteful email outreach.In this episode, Stephen Woessner discusses the importance of treating your agency like your best client, creating cornerstone content, and fostering trust through effective team structures and metrics-driven strategies.Stephen Woessner is the CEO of Predictive ROI, a consultancy focused on helping agencies build authority and generate consistent revenue through content-driven strategies. With a deep understanding of agency operations and the evolving market, Stephen provides actionable advice for scaling your business.In this episode, Dan and Stephen cover:The benefits of building a dedicated internal team to handle your agency's content.Why specialization is key to standing out in a crowded market.How AI is reshaping agency operations and client expectations.The journey from being a vendor to a trusted strategic partner.Practical steps to measure ROI and ensure your content efforts generate revenue.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate, and review the podcast share your key takeaways with us!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH STEPHEN  WOESSNER: LinkedInPREDICTIVE ROISell with Authority PodcastCONNECT WITH DAN ENGLANDER:LinkedInSales SchemaStop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now. Stop relying on unpredictable referrals and take control of your agency's future growth. Go to salesschema.com/takecharge to access the free training now.

I am super excited about this very special episode of Sell with Authority — because we've got something extra special for you. We invited Susan Baier — the Founder and CEO of Audience Audit and our brilliant research partner here at Predictive ROI — back for a rock-solid encore interview. When we go into the field to uncover the golden nuggets of insight that we turn around and share with you, it's Susan and her incredible team — alongside our very own Hannah Roth, Predictive's Director of Strategy and resident Mad Scientist — who are doing all of the digging and heavy lifting to make that happen. Susan joins Hannah and I today to peel back the layers on a timely topic — the growing demand for agencies to provide specific metrics and results to their clients. At Predictive, we firmly believe — just like Susan does — that everything is measurable. But — sometimes, you and your team need to think outside the box to uncover the story behind the data. And that's exactly what we explore in today's conversation. Susan shares recommendations for some unique and creative ways agencies can measure the metrics that matter. 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 the increasing client demand for visible data over the last decade has affected agencies The challenges in providing the metrics that matter and how to overcome them Why strategic partners can offer the guidance you need in measuring the most meaningful data points Why asking the right questions is the Golden Ticket How to leverage AI in making data analysis more efficient and cost-effective Resources: Website: https://audienceaudit.com/ LinkedIn Personal: https://www.linkedin.com/in/susanbaieraz/ LinkedIn Business: https://www.linkedin.com/company/audience-audit-inc./ Facebook: https://www.facebook.com/AudienceAudit/ Twitter: https://twitter.com/susanbaier

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

One of the biggest challenges agency owners and their teams face when it comes to business development is how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach. Dan recently had the opportunity to guest on the Sell with Authority podcast hosted by Stephen Woessner to talk about Sales Schema's strategies to find commonalities between you and your potential clients, our approach to effective testing with smaller B2B sample sizes, and more. We're happy to present that episode for you today. This week, episode 236 of The Digital Agency Growth Podcast is about how to balance personalization and scale.Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Dan Englander and Stephen Woessner share the importance of building trust with potential clients through relationship-building and actionable steps you can take right now to identify commonalities you share with your potential clients. Stephen Woessner is the CEO and President of Predictive ROI, a company that offers community, coaching, and turnkey services to help you lead and grow your business strategically. Stephen is also the co-author of Sell With Authority: Own and Monetize Your Agency's Authority Position. For over 25 years, Stephen 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. In this episode, Dan and Stephen discuss the following:How outbound marketing can fine-tune your overall marketing efforts.Why agency owners should offload tasks to build an effective outreach system.The ideal team setup for outbound marketing.The role of testing in outbound marketing and the importance of running campaigns over a period of time.Don't forget to get your hand on a copy of Stephen's book, Sell With Authority: Own and Monetize Your Agency's Authority Position today!Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH STEPHEN WOESSNER:LinkedInFacebookPredictive ROISell with Authority podcastCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Stephen Woessner Shares How to Sell More, Charge Higher Fees, and Fill Your Pipeline with Right-Fit ClientsIn this episode, Chris Gunkle talks with Stephen Woessner, the CEO and co-owner of Predictive ROI. Stephen has been in the marketing and agency trenches for over 30 years, and he's now on a mission to help agency owners and their teams sell more of what they do for higher fees by building a position of authority.Stephen founded Predictive ROI in 2009, and he's helped agencies across the globe fill their sales pipelines with a steady stream of right-fit clients. He's also the host of two popular podcasts - "Onward Nation" and "Sell with Authority" - with over 1,100 episodes downloaded in 140+ countries. Stephen is the bestselling author of five books, including his latest, "Sell with Authority," which provides a proven framework for becoming an authority in your industry.During the conversation, Stephen breaks down the three essential elements of building an authority position: niche, cornerstone content, and point of view. He explains how these three ingredients can help you shorten the path to monetization and attract a steady stream of right-fit clients. Stephen also shares insights on pricing strategy, the benefits of authority positioning, and how to avoid the "generalist" trap that so many small business owners and consultants fall into.If you're an agency owner, consultant, or small business professional who's looking to sell more, charge higher fees, and work with your ideal clients, this episode is a must-listen. Stephen provides a clear, actionable roadmap for establishing your authority, differentiating yourself from the competition, and creating a sales process that practically eliminates objections.Connect with Stephen:Website:  PredictiveROI.comResources: PredictiveROI.com/resources"WHO" Framework: PredictiveROI.com/who

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  

Struggling with keeping your brand relevant in a fast-paced market? Elevate your strategy with high-impact personalization and cutting-edge AI techniques. In this episode, you'll learn how to stand out with targeted content, engage your audience, and remove sales friction seamlessly. You'll also hear inspiring success stories and practical tips for bold, risk-taking moves in marketing.And don't forget! You can crush your marketing strategy with just a few minutes a week by signing up for the StrategyCast Newsletter. You'll receive weekly bursts of marketing tips, clips, resources, and a whole lot more. Visit https://strategycast.com/ for more details.==Let's Break It Down==05:41 Innovators disrupting markets with visionary products.07:56 Marketers must lean in to embrace AI.10:05 Building services or products to meet needs.17:35 Friendship leading to lasting working relationships and respect.20:49 Combining friendship and business relationships is beautiful.23:13 Addressing the audience directly, emphasizing genuine passion.29:33 Utilizing data tools to gain consumer insights.33:18 Maintaining brand visibility, speeding up buying cycle.34:35 Diving into challenging context during current environment.38:35 Leaders focus on removing friction for clients.41:03 Brand success requires team alignment and personalization.46:09 Discussing strategy and lessons across disciplines.==Where You Can Find Us==Website: https://strategycast.com/Instagram: https://www.instagram.com/strategy_cast/Facebook: https://www.facebook.com/strategycast==Leave a Review==Hey there, StrategyCast fans!If you've found our tips and tricks on marketing strategies helpful in growing your business, we'd be thrilled if you could take a moment to leave us a review on Apple Podcasts. Your feedback not only supports us but also helps others discover how they can elevate their business game!

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

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: How Box 1: What are the common questions you know your audience, clients, and prospects typically ask you when you're spending time together? How Box 2: What are the pain points, business issues, roadblocks, and challenges you know your prospects are trying to overcome? How Box 3: What are the outcomes they desire the most — so that when they look back on the last year — they will feel like they made measurable progress? How Box 4: What are the strategies, tactics, and solutions you know will help make a difference in their business — if they only took the time to apply what they learned from you? How Box 5: And lastly — what is a relevant story you can share that packages all of that into an easily digestible piece of content…an email? 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 Build a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/  

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: How Box 1: “Who you help” sets you and your prospective client for success because you'll find out how focused they are or if they're generalist. How Box 2: “What problems do you solve” will give you a glimpse into the strategies and tactics they consistently deploy to help their clients. How Box 3: “How does it work” will quickly show you if your prospective client has a methodology in place. Or — are they throwing spaghetti at the wall and hoping something sticks? How Box 4: “Top 3 Most Vital Priorities…” gives you permission to ask about their goals — the data points agencies always want to know, but few are bold enough to ask. How Box 5: “Roadblock in your way…” will peel back the curtain and show you the “back of stage” problems and constraints — and if you can solve them — holy bananas — you may have just won your agency a brand new client. 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 Build a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/  

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 do you get it all 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 we get it all 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: How and why the WHO Framework and Transformational Triangle should serve as the foundation of your content strategy How to decide which form of cornerstone content is right for your gifts and talents How to leverage the cornerstone content to best grow your email list How do you decide on your cobblestones (they always come off the cornerstone, and the recipes in Appendix A will help) and the right cadence How to apply advanced strategies like knitting together your cobblestones to create a new and different cornerstone  

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.” In this episode of the Progressive Agency Podcast, I interview Stephen about the importance of proactive tax planning for agency owners to maximize deductions and savings. Stephen emphasizes how proper tax planning and financial literacy force agency owners to think differently about money and the business. We discuss some confusing aspects of running an agency, especially around financial operations like cash flow, overhead costs, AP, and AR. Stephen shares how it took his agency years to implement an effective system for managing invoices and finances. Now they utilize solutions like Bill.com and consistently check in with their systems and processes. Stephen later shares his "Big 3" framework for saving time — identifying the 3 priority activities that drive both personal joy and business growth. Everything else gets deprioritized or delegated elsewhere.    What you will learn in this episode:  Reframing thinking around money and taxes Assumptions about tax deductions that cost agency owners tens of thousands of dollars Growing operations is a huge part of growing a business Financial education is critical for agency owners Time-saving tactics for agency owners Finding experts who care about the work they do for the benefit of others   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 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! 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. On 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, and that solving one allows agency owners to solve the others. What you will learn in this episode:  The biggest A-HAs that she's identified from her time working alongside agency owners in the trenches Unraveling the lack of confidence in selling How to sell outcomes instead of deliverables What NOT to do on sales calls Understanding conceptual agreements and how they inject confidence and respect into the conversation How to align prices to business goals to sell with purpose and not fear Ways to contact Hannah: Email: Hannah.Roth@predictiveroi.com LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Join us in our free “How to Fill Your Sales Pipeline” Facebook Group

Who do you spend the majority of your time with? Do their values, align with yours? Are they heading in the same direction that you want to be going? Have they accomplished things that you would like to do someday? Today's guest Stephen Woessner opens up about just how important this is. How the people and things that surround your life, truly make a difference in the trajectory of your goals.    In this episode, you'll discover…  What is the key trait to winning at work and at home? (1:12) When do you know to be patient? (5:50) How Stephen grounds himself (12:05) Your greater story. (17:49) Who you spend time with, matters. (31:31)   Stephen's Bio: For nearly two decades, Stephen Woessner has been in the trenches consulting with hundreds of clients and teaching them how to leverage Web 2.0 tactics like search engine optimization (SEO) and social media to expand into new markets, introduce new products, decrease costs, and increase revenues. Woessner is a leading Web 2.0 authority, bestselling author, and instructor at the University of Wisconsin-La Crosse Small Business Development Center. Woessner is also a business owner and has made costly mistakes along the way. He built one of his previous companies up to a valuation of $10 million and was planning an initial public offering. However, he lost millions when the dot com bubble imploded. This expensive lesson taught Woessner the valuable principle of always measuring the return on investment (ROI) before any action is taken. These lessons formed the foundation of his latest company, Predictive ROI. The company is based on a trademarked Web 2.0 method developed by Woessner. Instead of focusing on increasing traffic to a company's website, Predictive ROI increases the right traffic...the traffic that provides the lowest bounce rate, the traffic that increases conversions...and Predictive ROI measures the increases in traffic and conversions before a single optimized content page is ever created. For example, the social networking aspect of Predictive ROI can increase website traffic by 23 percent and conversion rates by 780 percent. Woessner's practical and tactical training sessions and keynote presentations are exactly aligned with this ROI principle. Attendees have commented that the most valuable benefit is that his processes empower executives, business owners, and managers so they can implement the steps and action plan themselves without needing technical skills. Woessner has been quoted in Inc. Magazine, E-commerce Times, B-to-B Online Magazine, Counselor Magazine, The Milwaukee Journal-Sentinel, Wisconsin Public Radio, and other media for his Web 2.0 insights. He frequently teaches training sessions throughout the University of Wisconsin system including the prestigious UW-Madison School of Business. Woessner is a bestselling author. His first book is entitled The Small Business Owner's Handbook to Search Engine Optimization. The book has been ranked as high as #3 on Amazon.com United States, #1 on Amazon.com United Kingdom, and #16 on Amazon.com France for its category. His second book is entitled Increase Online Sales through Viral Social Networking and was released in March. He is currently writing his third book. Woessner earned his MBA and Bachelor of Science in marketing from UW-La Crosse. Woessner is also a graduate of Black Hills State University and the Community College of the Air Force. He lives in La Crosse, Wisconsin with his wife and daughter. Learn more at www.predictiveroi.com   What's Next?  Are you struggling to win at both home and work? Maybe you're crushing it at work, but home life is tough. Or maybe home life is great, but work is challenging.  I want to give you 10 tips that I share with clients. Go to my website at www.corymcarlson.com/subscribe and download your free copy of “10 Ways To Win At Home and at Work.”   Have you read ‘Rise and Go'? All leaders get knocked down from time to time, so this is a resource to help you get back up quicker.  Check it out on Amazon. Also, if you have not checked out my first book, please do! It is called Win At Home First and you can purchase it on Amazon Here. Forbes Magazine rated it one of 7 books everyone on your team should read.

How do you sell agency services with authority? Now that's a million-dollar question. Luckily, today's guest has the answers. Let's welcome to the show Stephen Woessner, Founder and CEO of Predictive ROI and a bestselling author, to discuss content marketing, agency sales, and so much more. Back to the question; Stephen explains on the show that building niche authority takes a recipe of getting really clear on your vertical, honing in on your point of view, and delivering all of that consistently through content marketing. In this episode, Corey and Stephen discuss content programs, how agencies should divide their output between cornerstone content and cobblestone content to maximize distribution and reach, and why so many agencies dive head-first into content programs that quickly fizzle out. Stephen believes that most agencies go about business development in the least effective, most painful way. His methodology, Selling with Authority, offers agency leaders a better way to approach and organize their sales efforts. Listen to the full show to learn just how. Corey and Jonathan discuss: How content builds authority. What the recipe for successful content marketing looks like. Notes on defining a niche. Build a unique POV showing you care about your industry beyond selling services. Here are some actionable key takeaways for agency founders: Building authority in a niche takes years to accrue. You sell more of your smarts as opposed to deliverables. Repurpose your cornerstone content into social media posts, checklists, emails, and so on. Master one content channel before moving on to the next. This episode covers topics like agency content marketing, defining your niche, and driving sales at an agency. The resources mentioned in this episode are: - Connect with Stephen on LinkedIn Here - Learn About Predictive ROI Here - Listen to Sell With Authority Here Join us for a goldmine of lessons in verticalized agency revenue growth.

If you want to see what relationship-first marketing looks like, spend a few weeks inside Stephen Woessner's How to Fill Your Sales Pipeline facebook group. It's free, and he legitimately gives away every ounce of what he's got. He never holds back, and he never stops giving more. It's humbling, really, to watch from the outside. He's the embodiment of generosity and the living example of what happens when you lead with your values. For over 25 years, Stephen Woessner has been in the trenches of agency new business strategy, consulting with hundreds of agencies, business coaches, and consultants — and teaching them how to plant their flag of authority, grow their audience, and fill their sales pipelines with a steady stream of right-fit clients. 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 marketing insights have been featured in major media and he's the bestselling author of five books, including his latest entitled, “Sell With Authority." Links + Resources from this episodeReach Stephen at stephen@predictiveroi.comFind Stephen at predictiveroi.comConnect with Storyhouse FifteenFind Lindsay on LinkedIn STORYHOUSE is a production of Storyhouse Fifteen, a strategic coaching and branding studio that helps small business owners and do-good organizations find the clarity, the story, and the strategy to reach more people and grow their impact. Find Lindsay at storyhousefifteen.com or connect with her on LinkedIn.

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. 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 — 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: Why agencies and consulting firms excel at helping clients but struggle to differentiate themselves The common challenges that agencies face when being stuck in the sea of sameness Why the key to attracting right-fit clients is differentiation How agencies can distinguish themselves authentically How to artistically select the perfect narrative to set your agency apart Resources: Website: https://www.levyinnovation.com/ LinkedIn: https://www.linkedin.com/in/levyinnovation/ Twitter: https://twitter.com/LevyInnovation November Intensive We'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: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

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.” 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. During this Episode — you will learn how to: Create your own version of our “Help Me Understand…” worksheet Link the “Vital Priorities” and “Issues” from the worksheet into the proposals you write Structure your proposals using five ingredients that will make it easy for a prospective client to say “YES!” Apply our “seeding and opening loops” sales closing technique Share your value ladder / service levels / offers with your prospective clients in full transparency you are selling without selling November Intensive We'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. We have 30 guest seats available. Would you like to join us? Just email Stephen (Stephen@predictiveroi.com) with the word “ONWARD,” and we'll be in touch with the full details, calendar invites, and Zoom links. 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

Meet Henry DeVriesHenry DeVries, MBA, is the CEO of Indie Books International, a company he cofounded in 2014 to work with agency owners and strategic consultants who want to attract right-fit clients by marketing with a book and speech (www.indiebooksintl.com). He is the author of 17 books including Marketing With A Book For Agency Owners. Since 2010, he has ghostwritten, coauthored, and published more than 300 business books, including his McGraw Hill bestseller How to Close a Deal like Warren Buffett. Henry's articles have appeared in forbes.com, the Associated Press, and various magazines. He can be reached at henry@indiebooksintl.com. Learn more about Henry by visiting the website for Indie Books International: http://www.indiebooksintl.com.Henry, how does a book help with your authority marketing efforts? Well, as our friends at Predictive ROI and Agency Management Institute say, a book can be the cornerstone for your authority marketing. And then the real leverage is talking about doing what I'm doing here on a podcast with you. Or I'm going to be giving a speech tomorrow at the University of California at Irvine at their innovation center. A lot of these [opportunities] come from the writing that I do and being an author; that makes sense to be on a stage. So, you use the book as the authority marketing tool. Your sales strategy is talking about the book. And that's what gets you the right fit prospects into your sales pipeline.Why do you say publishing the book is the starting line and not the finish line?There are so many people out there who're all about the book, about coaching you to write the book, and/or writing the book for you or their publishing service. And you get your book out. But let me give your audience a hard truth… Nobody gets discovered because they write a book. It's like nobody gets discovered because they put a website up on the internet. Books don't promote authors, authors promote books. And in the promotion of the book with the spotlight being on the book, it reflects on you and attracts people who want to have conversations with you about what you do and how you solve problems for people like them. So, we say publishing the book is the starting line. And it's a marathon, not a sprint. This is a long race you're going to be going on, and I have some minimum monthly requirements for my authors. Here they are. One: Do Two Showcase Speeches a Month. Either podcast or something you host like a Q&A session, or on somebody else's stage where you're a virtual or live presenter. Two of those a month and then send 20 books out a month. Two: People Who Could Book You as a Speaker Could Hire You for Your Service. If you do that on a consistent basis, you're gonna sell enough books to pay for the whole effort. And then we measured a return on investment of 4x to 220x. In other words, if people put in, let's say, $25,000 into this effort, they should get $100 to $250,000 to a half million back in extra revenue. And we have a study that shows that. People are on record with the amount of money that the book has made them. And we're out there with measurable results and testimonials to prove it.Connect with Henry!Connect on LinkedInIndie Books InternationalEmail Henry (henry@indiebooksintl.com) to get a free digital PDF copy of his book “Marketing with a Book” or “Persuade with a Story!”

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: 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/ Join our next QA Session: https://predictiveroi.com/qa/ Order your free paperback or Kindle copy of our Book: Sell with Authority Share this episode on:

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: 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 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.” 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: 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 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. 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:  Context around siphoning an audience What happens when you approach an audience with intentionality behind the strategy Why showing up helpful will grow your sphere of influence Potential opportunities to get in front of other audiences The advantages of deepening relationships by providing helpful, informative, and actionable information Resources: How to Siphon Other's Audiences Into Your Own Framework Predictive ROI Frameworks Library: https://predictiveroi.com/resources/ LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ SWA Episode 35: Stephen Woessner in the Hot Seat, with Hannah Roth SWA Episode 48: Sales Closing Techniques Without Feeling Like You're Closing, with Hannah Roth SWA Episode 54: Turn Ranting Into Revenue, with Hannah Roth

Noah sits down with Stephen Woessner—CEO of Predictive ROI, a marketing agency that helps agencies, coaches, and consultants grow their audiences, nurture more leads, and increase their sales.Connect with Noah: noah@profitwithpodcasting.comTune in every Wednesday for a new episode of The High-Ticket Offer. Subscribe on your favorite podcasting platform and never miss an episode!

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:  How to invite our right-fit prospects to take a position on a topic and discover their true passion and motivation What is “analysis paralysis,” and how can we avoid it How our new framework will help you take control of your sales pipeline and finally solve the feast or famine of biz dev Practical and tactical steps for turning problems, or pain points, into opportunities Why working in the trenches with our right-fit clients will improve their confidence and value proposition When we will host an open Q&A to share this new framework virtually live Ways to contact Hannah: Email: Hannah.Roth@predictiveroi.com LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Resources: Website: www.predictiveroi.com 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

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.” 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 the 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 finding and attracting your ideal clients and taking your business to the next level. What You Will Learn: The concept of getting “at bats” with potential clients and how to scout out and attract clients who are right-fit for your business The importance of understanding your own strengths and weaknesses when it comes to attracting right-fit clients The power of building relationships and delivering value to win over clients The role of communication and feedback in maintaining successful client relationships How to continuously evaluate and adjust your approach to attract and retain the right-fit clients Strategies for crafting a compelling message that resonates with your audience The power of social media and networking in attracting clients and building relationships 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

Stephen Woessner - For over 25 years, Stephen has been in the trenches working alongside and consulting with hundreds of clients — teaching them how to plant their flag of authority within the markets they serve, grow their audience, fill their sales pipeline with right-fit prospects, and ultimately, drive revenue. Stephen founded Predictive ROI in 2009 and remains its CEO and owner. He's the host of the Sell with Authority podcast and his marketing insights have been featured in Inc. Magazine, Forbes.com, Entrepreneur.com, The Washington Post, and other media. He's the bestselling author of five books including his latest entitled, Sell With Authority, which he co-authored with Drew McLellan, CEO of Agency Management Institute.

Hannah Roth 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 a sales closing technique 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:  How we define seeding and opening loops The ingredients in the recipe for seeding and opening loops Why it is crucial to keep your clients lens in the center when seeding and opening loops How to seed and open loops with an existing client How to use this sales closing technique with right-fit prospects Ways that you can take and apply this sales process  in your business development strategy Ways to contact Hannah: Email: Hannah.Roth@predictiveroi.com LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Join us in our free “How to Fill Your Sales Pipeline” Facebook Group

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.” 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: What is our fastest agency new business strategy How we refined the Trojan Horse of Sales Strategy and linked it with building our “Dream 25” list of prospects How to decide which prospects make the list and which don't (You can download the WHO Framework here) What's the ideal cadence for staying in touch with each prospect, and will you just send gifts? How much budget should you invest in building a relationship with each Dream 25 prospect? Will your Dream 25 list — and the criteria you used to build the list — ever need to shift? Other helpful business development resources: Increasing sales through the Trojan Horse of Sales Strategy (podcast episode) Why you need the Trojan Horse of Sales Strategy (podcast episode) How to build your Dream 25 strategy (podcast episode) Go long with your Dream 25 strategy (podcast episode) Why your Dream 25 matters (podcast episode) Download the WHO Framework here to “find & identify,” “emotionally and logically connect,” and “niche deep dive.” Our fastest agency new business strategies are detailed in our Sell with Authority book. Order your free paperback or Kindle copy here. Why pivoting your agency niche will help you sell better (Interview with Drew McLellan for the Build a Better Agency Podcast)

Fear is a familiar feeling in agency ownership. It's easy to feel like you don't know what you're doing or might be missing something important, especially if you're doing it all yourself. In this episode, I'm delivering advice on how to conquer the biggest agency owner fears in a Collabs & Cocktails event hosted by Predictive ROI. Whether it's imposter syndrome, money worries, figuring out how to manage employees, or learning how to collaborate with other agency owners, I have some advice that will help ease your mind and get you back to focusing on the important things. For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The four biggest fears of agency ownership How to eliminate money fears by running things by the numbers Taking care of your employees so that they stick around Why you shouldn't operate on only referrals and word of mouth for biz dev The importance of becoming an authority in your industry Generating right-fit leads Navigating imposter syndrome The right way to collaborate with other agency owners

Erik Jensen is Co-Owner and Chief Strategy Officer at Predictive ROI, a remote-first firm that helps agencies, coaches, and consultants plant their flags of authority and monetize that position. In this episode, he shares how we can use thought leadership and strategic positioning to achieve predictable ROI and drive growth fast. Insights he shares include: Why do some businesses view content as an expenseHow do you persuade clients to look at it differentlyThe predictable ROI from thought leadershipProcesses and examples to show how we can sell with authorityWhat is strategic positioningThe importance of cornerstone content to strategic positioningStrategic positioning and the trojan horse sales methodologyHow to test the defensibility of your strategic positioningand much much more ...

1223 - Share Your Smarts with Predictive ROI's Erik Jensen

We are entering the era of Authority. Learn more about what this means for marketers from host Lori Jones and her guest Stephen Woessner of Predictive ROI on this episode of the Integrate & Ignite Marketing Podcast. Tune in as Stephen shares his three essential elements to building your brand authority and discusses his strategies for creating transitional moments for your audience and inspiring trust.

Our guest today is Erik Jensen, Chief Strategy Officer at Predictive ROI. Erik developed the podcasting strategy that helped bolster the agency to over $2M, which was featured in the book Profitable Podcasting. Erik is also a co-author of the book, Sell With Authority.

Erik Jenson, Owner of Predictive ROI, wraps up discussions on non-traditional marketing tactics. When it comes to large companies, getting your content in front of the right person can be challenging. Fortunately, using content to develop relationships with other persons in the organization can help make the process a lot smoother. Today, Erik talks about using content as a trojan horse for sales. Show NotesConnect With: Erik Jenson: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Erik Jenson, Owner of Predictive ROI, wraps up discussions on non-traditional marketing tactics. When it comes to large companies, getting your content in front of the right person can be challenging. Fortunately, using content to develop relationships with other persons in the organization can help make the process a lot smoother. Today, Erik talks about using content as a trojan horse for sales. Show NotesConnect With: Erik Jenson: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Erik Jenson, Owner of Predictive ROI, discusses non-traditional marketing tactics. Many businesses want an opportunity to get in front of your audience. To generate revenue from your content, it's all about proactively communicating your value proposition to those businesses. Today, Erik talks about converting podcasts into sponsorships. Show NotesConnect With: Erik Jenson: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Erik Jensen is the Co-Owner of Predictive ROI, a 7-figure marketing agency helping businesses monetize their position of authority.  A business owner since age 14, Erik began his entrepreneurial journey via a national juggling business that took him and his brother around the country. Now the Chief Strategy Officer at Predictive ROI, Erik developed the podcasting strategy that made the agency over $2M, which was featured in the book Profitable Podcasting. Click here to receive a free copy of Erik's book, Sell With Authority. Learn more about your ad choices. Visit megaphone.fm/adchoices

Erik Jenson, Owner of Predictive ROI, discusses non-traditional marketing tactics. Many businesses want an opportunity to get in front of your audience. To generate revenue from your content, it's all about proactively communicating your value proposition to those businesses. Today, Erik talks about converting podcasts into sponsorships. Show NotesConnect With: Erik Jenson: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.