For this episode of Sell With Authority, we’re shaking things up a bit. Instead of our usual format — I’ve got something special in store for you.

We’re diving into an episode I recorded with Drew McLellan for his Build a Better Agency Podcast.

Why this twist, you might wonder? There are a few reasons I’m excited to share with you.

But before we dive in — have you heard about our upcoming July Intensive?

Three times a year — we get our Predictive clients together on Zoom. We call it the “2-day Intensive.”

We slice apart our best strategies for helping agencies sell more of what they do — and we break everything down in full transparency so you can install it into your agency.

I know I’m biased — but holy bananas — each Intensive is off-the-charts awesome.

Our next “Intensive” is Tuesday & Wednesday, July 30th & 31st, from 8:30 a.m. to 12 noon Central (on Zoom).

Our goal for the July Intensive is to help you sell more of what you do.

We have 30 guest passes available.

Would you like to join us?

And here’s the magic.

The Intensive is a private client-only event.

That means no selling. No pitching. You just get to be one of us.

If that sounds helpful — just send me an email at stephen@predictiveroi.com with the word “ONWARD,” and I’ll get in touch with the full details, calendar invites, and Zoom links.

Okay — now for the twist with today’s episode. Jody Sutter of The Sutter Company

For this episode — I’m sharing the full recording of a recent LinkedIn Live that I did alongside Jody Sutter.

Jody invited me — and I was like — Holy Bananas, yes!!

And here’s the thing — from the outside looking in — someone might look at Jody’s company and Predictive as competitors — and yet — we share content, and support each other any way we can — because we both want the same thing for agency owners — for them to win more business.

So we’re going to play the entire LNKD Live recording here inside this episode. If you want to watch the video version of it – just go here.

Enjoy. Hope you find it helpful.

• How building an authority position can help you sell more of what you do.
• How you can make time to create or generate all that content.
• How long will it take before you see traction in your niche and results.
• How to easily get past the obstacle of thinking “What if I don’t have anything interesting to say?”

• 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.

• 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’m thrilled to welcome Jay Owen to this episode of Sell With Authority. Jay is the Founder and CEO of Business Builders, and this is a bit of an encore because Jay and I connected a few years ago for episode 777 of Onward Nation.

Today’s conversation is packed with insights you can apply to your own agency — to help you sell more effectively by focusing on how we help our clients grow as the catalyst for our own success.

By leaning in to assist our audience, right-fit prospects, and clients, we can guide them through their most pressing business issues, challenges, and roadblocks. When we help them achieve their most vital priorities, remarkable things happen for them — and for us.

Jay’s mission, shared by his team, is to help others grow their businesses because when we do that, good things happen. Jay has a vision for assisting other agency owners in overcoming the persistent challenges we all face.

Or — more candidly — those issues we repeatedly bang our heads against the wall over.

If you take and apply the insights and wisdom Jay shares during this episode — you and your team can find new ways to lean into the recurring issues and challenges your clients face — and then — find new, helpful solutions your clients will value — and value you more in the process.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• How Jay scaled Business Builders from a small agency to a thriving enterprise
• Internal leadership and management in navigating technological changes
• Why outsourcing and a contract model can be the key to agility
• The importance of maintaining core values during tough times
• Why community and human connection are crucial in today’s business world

Resources:

• Website: https://businessbldrs.com/
• LinkedIn Personal: https://www.linkedin.com/in/jayowen/
• Instagram: https://www.instagram.com/jayowen/
• Book: https://getjaysbook.com/
• How to Build a Business that Lasts, with Jay Owen

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
• Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/
• Order your free paperback or Kindle copy of our Book: Sell with Authority

For this episode of Sell With Authority, I am thrilled to welcome back Jane Pfeiffer, the brilliant Founder and President of Fieldtrip, for an encore interview. Jane and her team have developed a new service offering that’s a game-changer for clients and prospects in their niche.

We discuss how to design a service offering that is limited in scope, with a defined start and end date, and a set budget. This approach leaves your clients wanting more because you demonstrated your expertise, were incredibly helpful, and built trust from start to finish.

Jane takes us behind the curtain to reveal how you can be the most helpful to your clients by showing them all the problems — but in a way that prevents them from getting overwhelmed.

Jane also shares strategies for enrolling your team, preparing for client discussions — while creating a service line that makes your agency an easy yes for right-fit prospects.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• The measured approach Jane and her team use to identify and address key client problems
• How to simplify and focus on a single impactful solution rather than over-engineering plans
• Steps for enrolling your team and preparing for client conversations effectively
• The shift nonprofits need to make from transactional fundraising to inviting transformational investments
• Methods to engage right-fit prospects and shift conversations from deliverables to meaningful business solutions

Resources:

• Website: wearefieldtrip.com
• LinkedIn: https://www.linkedin.com/in/janepfeiffer/
• Instagram: https://www.instagram.com/janewpfeiffer/

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 this episode of Sell With Authority, I invited Corey Quinn, who has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive, to come back for an encore.

In episode 86 of the podcast, Corey and I went on a bit of a mining expedition where we unearthed a ton of golden nuggets around how to narrow down your target market — and then — how to avoid some of the typical roadblocks that agencies run into when they begin to specialize and focus on a particular vertical market.

Today, we dive into an area that we’ve never explored with any real depth on the podcast before.

And that’s — how to escape founder-led sales.

If I had a dollar for every time I’ve chatted with agency owners celebrating the hire of that mythical, unicorn new biz salesperson who’s supposed to ignite a fire of new clients and profitable work, I’d be rolling in it.

On the flip side — I’ve also heard countless stories of disappointment — owners lamenting yet another failed biz dev hire who couldn’t even cover their salary.

Then there are the founders who desperately want to focus on biz dev, but just can’t find the time. As a result, lead generation stalls and conversations with right-fit prospects fall by the wayside.

That’s why I asked Corey to join us today. He is a powerhouse in outbound marketing strategies, and he shares game-changing insights to help agency owners generate consistent sales and communicate their expertise.

And — if you apply the strategies Corey lays out in his book, Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales, you’ll be well on your way to filling your sales pipeline with a steady stream of right-fit clients — the clients you want to serve and those that bring opportunities to sell more of what you do.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• How to focus on a vertical market and get razor-sharp positioning
• The power of a strategic, long-term gifting approach
• How to transition from founder-led sales to a more scalable sales model
• Why investing in a well-curated list is crucial for outbound success
• Key components of a strong sales process to capitalize on generated opportunities
• Common outbound marketing mistakes and how to avoid them

• Website: https://www.coreyquinn.com/
• LinkedIn: https://www.linkedin.com/in/coreyquinn/
• Twitter: https://twitter.com/coreyquinn
• Newsletter: https://www.coreyquinn.com/free-resources
• Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales
• Episode 86 of Sell With Authority: How to Narrow Down Your Target Market, with Corey Quinn

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

I am thrilled to welcome our guest expert, Sharon Toerek, back to this episode of Sell With Authority. It’s her fourth time appearing on the show with us, but for those who are meeting her for the first time, she’s the Founder of Toerek Law and the host of the podcast “The Innovative Agency”.

Sharon is also Predictive’s wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements.

She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work.

Many of us have faced the dilemma of wanting to have certain crucial conversations with our clients — but not knowing how to approach them without causing friction or damage to the relationship.

On this episode, Sharon and I focus our discussion on how to ensure you get paid by having the right conversations with your clients at the right times. And — we discuss how to start relationships with clients on the right foot from the very beginning.

Ensure that you and your agency get paid for your hard work.

Sharon’s expertise provides the tools and confidence to have these essential conversations with your clients.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• Smart ways to set up payment terms with clients so we’re aligned right from the start
• Crucial elements of an effective payment agreement
• Strategies for setting assertive negotiation tones with clients to establish professionalism and confidence
• Steps to address payment delays
• Pros and cons of different payment structures
• How to attend Sharon’s next virtual free Q&A session

Resources:

• Website: legalandcreative.com
• LinkedIn: https://www.linkedin.com/in/sharontoerek/
• Twitter: https://twitter.com/SharonToerek
• The Innovative Agency Podcast
• Get Your Money – Legal Strategies that Get Agencies Paid Q&A
• Episode 52 of Sell With Authority: How to Protect Intellectual Property, with Sharon Toerek
• Episode 59 of Sell With Authority: AI Copyright Law, with Sharon Toerek
• Episode 99 of Sell With Authority: Building Profitable Agency-to-Agency Alliances, with Sharon Toerek

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

This episode of Sell With Authority is one I have been eagerly anticipating! I’m excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making.

When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That’s why I immediately extended the invitation for an encore.

Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth.

Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that’s not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights.

Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain.

I’m beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that’s awesome — but it’s only awesome if you’re also more profitable.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• Why finance, operations, and sales alone won’t solve profitability problems
• Common misconceptions about where profitability problems stem from
• How to dig deeper — beyond surface-level and address the underlying problems
• Strategies for renegotiating resulting in better profitability
• Marcel’s key takeaways from conversations with agency owners and their teams at the most recent events where he was a guest speaker
• How to get Marcel’s free Agency Profitability Toolkit with everything you need to start measuring the basics in your business

Resources:

• Website: https://parakeeto.com
• LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/
• Facebook: https://www.facebook.com/agencyprofitability
• Twitter: https://twitter.com/Parakeeto
• Agency Profit Toolkit
• SWA Episode 95: Strategic Planning for Growth & Profit, with Marcel Petitpas

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