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This episode of Sell With Authority is one I have been eagerly anticipating! I’m excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making.
When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That’s why I immediately extended the invitation for an encore.
Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth.
Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that’s not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights.
Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain.
I’m beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that’s awesome — but it’s only awesome if you’re also more profitable.
A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.
What you will learn in this episode: 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 businessResources:
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 PetitpasAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
In this episode of Sell With Authority, Hannah Roth and I welcome Tim Burke, CEO of Conduit Digital Marketing. We focus our discussion on strengthening your agency through strategic partnerships — and the effective use of white-label solutions.
Tim shares his brilliant perspective on the power of choosing the right strategic partners, optimizing processes, and the crucial metrics that drive successful client outcomes. We explore how the right partnerships can prove pivotal in transforming your agency from just another vendor into a valued strategic partner.
Be even more helpful to your right-fit clients with strategic partnerships that keep your agency competitive in constantly changing markets.
Applying Tim’s insights and recommendations will put you and your agency in a better position to streamline, upgrade, and scale.
And by doing that — you will sell more of what you do.
A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.
What you will learn in this episode: How collaborations with the right strategic partners can streamline operations, amplify capabilities, and foster agency growth Why picking the right partner means beginning with the end in mind How to properly onboard a white-label partner Tracking the success metrics numbers that actually matter The three-step methodology Tim advocates for becoming a top-tier agency Why setting expectations helps you retain and grow your clientsResources:
Website: https://www.conduitdigital.us/ Linkedin Personal: https://www.linkedin.com/in/timburkeconduitdigital/ LinkedIn Business: https://www.linkedin.com/company/conduitdigital/ Podcast: https://www.agency-talk.com/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 -
Saknas det avsnitt?
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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.
First off — Drew and I delved deep into the topic of niche, but from a perspective that might surprise you. We explored how Predictive pivoted its niche a few years back, the reasons behind it, and, candidly, how we got a bit too comfortable in our previous niche.
Secondly — I believe the insights we share about building community and adding value will resonate with you, especially if you attended Day 1 of our March Intensive, where community was at the forefront.
And third — buckle up for some powerful takeaways from Drew’s keynote at the Build a Better Agency Summit. He discusses steering our agencies out of safe harbors, embracing the storm, and why those risks we fear might not be risks at all. Drew’s wisdom adds a brilliant layer to the conversation.
If you take and apply what we talk about in this episode — you’re going to be in a much better position to roar through 2024 by selling more of what you do.
A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.
What you will learn in this episode is: Why breaking away from the playbook and charting a new course could be the right strategic move for your agency How to identify the client types you excel at serving, potentially uncovering your agency’s new niche in the process How to redefine your agency’s approach and positioning Why your agency niche can establish you as the authority on how to become “The Authority” The pivotal role of cultivating a community of eager learners, facilitating more streamlined sales processes 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.
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 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. -
If you’ve been listening to the podcast for a while now — you know we share insights and tactical examples for how you can make your agency an easy yes for your right-fit clients and prospects.
Two mentors who have been instrumental in our learning around this topic over the last decade are my very special guest experts on this episode of Sell With Authority, Robin and Steve Boehler.
Robin and Steve run Mercer Island Group and are absolutely brilliant in how they help agencies win more business from right-fit clients because of how they help correctly position an agency from the start — how to uncover and find the strategic insight a client or prospect truly cares about — and how to write and deliver a proposal that demonstrates an agency’s smarts clearly and concisely.
Robin and Steve have seen it all — the good and the bad. Today we lean into that wealth of experience to work through areas where agencies continually seem to struggle.
I also invited Hannah Roth, our Mad Scientist and Strategist here at Predictive — because of Hannah’s unique perspective from working in the trenches day in and day out alongside our clients, helping them fill their sales pipelines with a steady stream of right-fit clients so they can sell more of what they do.
If you take and apply the insights, advice, and recommendations Robin and Steve share during this episode — you and your agency will stand out from competitors — and — you’ll make yourself an easy yes.
What you will learn in this episode: How to stand out from the status quo Smart questions to ask for connecting with right-fit prospects How to identify the business issue creating pain for your right-fit prospects and clients What content on an agency’s website helps them stand out and establish authority with a prospect or agency search consultant What agencies should include and exclude from case studiesResources:
Website: https://migroup.com/ LinkedIn: https://www.linkedin.com/company/mercer-island-group/ Facebook: https://www.facebook.com/MercerIslandGroup/ Mercer Island Group Workshops: https://migroup.com/mig-workshops/ BaBA Summit 2024: https://agencymanagementinstitute.com/babasummit/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 -
When I sit down with agency owners and their teams for the first time, our conversations often revolve around the same themes — where new clients are coming from, how engaged their email lists are, and the consistency (or lack thereof) in sharing valuable content to grow their audiences.
And without fail — I hear something along these lines:
“We’re the cobbler’s kids, Stephen. We know what we should be doing, and ironically, we’re doing that work for our clients. But when it comes to our own agency, we either drop the ball entirely or we’re consistently inconsistent.”
Sound familiar?
Being consistently inconsistent is not just costing you opportunities — it’s costing you peace of mind. Having a predictable biz dev system in place can provide a sense of stability that’s priceless.
We often talk about the Sell with Authority methodology — and how it can solve these issues.
But for this episode of the podcast, I want to approach the cobbler’s kids syndrome from a slightly different angle.
That’s why I invited Audrey Kwan to join as our special guest expert today.
Audrey is the Founder of AJK Consulting Inc. and specializes in helping agency owners who are at capacity leverage systems and leadership to reclaim more of their time — time that can be dedicated to business development if they choose.
What sets Audrey apart is her deep understanding of how agencies, like yours and mine, operate from the inside out. Having worked alongside over 150 agency owners and their teams, she knows the ins and outs of agency life like few others.
This conversation with Audrey shines a light on the constraints, obstacles, and roadblocks that may be silently hindering your progress. We tackle the feast and famine of biz dev head-on — and address that nagging feeling that your agency is the cobbler’s kids.
Taking and applying the insights and wisdom Audrey shares during this episode will unlock opportunities so you’re equipped with the time, space, and capacity to Sell with Authority — and roar through 2024.
What you will learn in this episode: Steps for moving from agency doer to strategic leader How to recognize and address avoidance behaviors that stifle growth Why delegation isn’t just about passing tasks along 4 pivotal leadership styles that empower your team How to prioritize marketing as a key CEO activityResources:
Website: https://audreyjoykwan.com/ LinkedIn Personal: https://www.linkedin.com/in/kwanaudrey/ LinkedIn Business: https://www.linkedin.com/company/ajk-consulting-inc/ Instagram: https://www.instagram.com/audreyjoykwan/ Breakfree From Being the Bottleneck in Your Business Podcast: https://audreyjoykwan.com/breakfree Free Workshop for Agency Owners: https://audreyjoykwan.com/leadershipstyles -
In this episode of Sell With Authority, we tackle a question that’s fundamental to our success: Can we all be better at allocating our time so that we have the space, capacity, and focus to more effectively lean into business development?
The short answer? Yes. Of course, we can. There’s always room for improvement in how we manage our time and efforts.
Here’s the twist — there’s another crucial variable in the equation of biz dev and time allocation — and that’s putting yourself first. When it comes to filling the seats within your organization, putting yourself last doesn’t serve you well.
We often hear the needs of others within our teams, and we rush to fill those roles. But — does that truly free up our capacity to sell more effectively?
More often than not, the answer is no. In fact — it may even increase the pressure to sell more just to keep up with the added capacity.
I recently read Buy Back Your Time by Dan Martell, which completely shifted my perspective.
Rather than hiring for specific roles based on perceived needs, Dan advocates for hiring individuals who can take specific tasks off your plate, thus freeing up your time for biz dev.
Today, I’m joined by a special guest expert, Sue MacArthur, President of Strategic Talent Management, who manages the firm’s business development, operations, and client services.
Sue shares invaluable insights into strategic hiring — how to prioritize roles, hire effectively, and ensure that you have the right people in the right seats to propel your business forward.
I’m thrilled to have Sue on board to guide us through this crucial aspect of building a successful business.
Get ready to take notes because the golden nuggets Sue shares will revolutionize how you approach hiring and time allocation.
By applying these strategies, you’ll free up your capacity, sell more effectively, and position yourself for success as we charge through 2024.
What you will learn in this episode: Why agency owners don’t often strategically hire to free up their time for biz dev Why the “seat-filler” mentality can undermine growth potential Why agency owners should put themselves first when hiring for seats that need to be filled The tell-tale signs of mediocrity and the best tactics to eliminate it Dedicating 50% of an owner’s time to biz dev can be the key to your agency’s future success How strategic reevaluation of roles and responsibilities can turbocharge your agency’s efficiency and growthResources:
Website: www.strategictalentmgmt.com LinkedIn Personal: https://www.linkedin.com/in/suemacarthur/ LinkedIn Business: https://www.linkedin.com/company/strategic-talent-management/ Stay Interview Questions: https://strategictalentmgmt.com/wp-content/uploads/2024/03/stm-stay-interview-questions-sheet.pdfAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
Get ready for a marketing strategy that balances profit with authenticity to differentiate your brand. In this episode of Sell With Authority, we unlock some rock solid awesome insights with our special guests, Sean Tracey and Predictive’s own Mad Scientist, Hannah Roth.
Sean is an award-winning creative strategist and speaker with over 25 years of experience in brand marketing. He is the Founder and CEO of Sean Tracey Associates, a full-service advertising and marketing firm.
Sean is sharing his groundbreaking P equals P framework, which has revolutionized the way his agency connects with brands and elevates their success. We dive deep into practical tactics, including the power of authentic storytelling and focusing on a customer-centric approach.
This episode illuminates the path to creating meaningful emotional connections with your right-fit clients. Double down on strategies that resonate on a deeper level and drive unwavering loyalty to your brand.
What you will learn in this episode: The strategic tenets of the P = P framework Why the power of storytelling is more important than aesthetics in authentic branding Strategies for building emotional connections and trust to establish your reputation with right-fit prospects Why trying to be everything to everyone can lead to zero impact Steps to illuminate the path and fuel the inspiration of your right-fit clientsResources:
Website: http://www.seantracey.com/ LinkedIn Personal: https://www.linkedin.com/in/seantraceyassociates/ LinkedIn Business: https://www.linkedin.com/company/sean-tracey-associates/ Mercer Island Group Workshops: https://migroup.com/mig-workshops/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 -
My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies.
Corey Morris is President and CEO of Voltage, a powerhouse in the digital marketing sphere. Corey is not only a VIP contributor to esteemed publications like Search Engine Journal and Search Engine Land but also the author of the eagerly anticipated book, Digital Marketing Success Plan, set to release later this year.
We dive into the mystic dark magic voodoo that search engine optimization sometimes feels like — and we dispel some myths.
Perhaps even more importantly — we highlight the strategies and tactics you and your team should focus on for 2024 — and beyond.
Because if you do — you’ll attract more right-fit prospects into your agency’s sales pipeline.
And what we discuss will also help you score some more wins for your clients.
If you take and apply the insights and wisdom Corey shares during this episode — you and your team will raise the bar in how you help your clients when talking through where SEO is headed — and — you can use it to fill your sales pipeline and roar through 2024.
What you will learn in this episode: Why aligning marketing efforts with business goals wins over simply tracking metrics The critical difference between being perceived as a valued partner versus just another vendor Secrets to overcoming commoditization in marketing services such as SEO and website development How Voltage’s application of consistent SEO strategies leads to undeniable inbound leads The importance of creating engaging content positioned for various marketing channels to drive targeted business outcomesResources:
Website: https://voltage.digital Facebook Business: https://www.facebook.com/voltagekc LinkedIn Personal: https://www.linkedin.com/in/coreymorris/ LinkedIn Business: https://www.linkedin.com/company/voltagedigital/ Twitter Personal: https://twitter.com/coreydmorrisAdditional 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 so thrilled Jamie Shibley joins this episode of Sell With Authority for an encore interview. Jamie is the CEO of The Expressory, a strategic gifting agency that believes the key to accelerating your business growth and profitability relies on your ability to effectively nurture meaningful relationships.
Also joining this episode is Hannah Roth, Mad Scientist and Strategist here at Predictive. We dive into the critical world of nurturing client relationships and the artful science behind measuring the impact of your touchpoints. Jamie brings to the table her proven spreadsheet strategy for tracking engagement that’s skyrocketed results to an incredible 80% engagement rate.
We also pull back the curtain on how to understand the goldmine hidden within your prospect list. Jamie shares key insights on the importance of knowing not just who’s on your list, but who they really are — their goals, ambitions, and what lights their fire.
We tackle how to create emotional bonds that not only cut down the sales process — but build unshakeable trust.
Don’t miss the chance to transform your client engagement strategy with Jamie’s expertise!
What you will learn in this episode:
Constraints agency owners face when trying to nurture right-fit prospects Where to start when building a list of right-fit prospects The most important things to know about your right-fit prospects to help you stand out from the sea of sameness How to get the attention of your right-fit-prospects Why crafting a process for strategic engagement ensures consistency and scalability How to measure the ROI of strategic engagementResources:
Website: https://www.theexpressory.com/ LinkedIn: https://www.linkedin.com/in/jamie-shibley-76a3402/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 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 fearWays to contact Hannah:
Email: [email protected] LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/ Join us in our free “How to Fill Your Sales Pipeline” Facebook Group -
To celebrate our 100th episode, I am excited to welcome our guest expert, Drew McLellan, to the Sell With Authority podcast. This is Drew’s second time on the show and it seems fitting to have him mark this milestone. He is not only my most trusted business advisor — but he’s also been my best friend in the world for the better part of a decade.
Drew is the CEO of Agency Management Institute — which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability – and of McLellan Marketing Group. He walks the walk — and he pours the best of what he’s got into his community.
In this episode, we focus our attention on how to build a community around the niche you want to serve.
In our conversation, we talk through how hosting a live event can be an exceptional strategy for growing your audience — and being helpful.
Drew shines a light on how to become a leader in the community by coming from a place of great love and a true commitment to serve.
What you will learn in this episode: Why Drew empowers agency owners to find right-fit clients by niching down How to build a community around the niche you want you want to serve and what you want to teach The power of hosting live events as a strategy for audience growth and support How to create a successful conference without losing your house The building blocks of the Build a Better Agency SummitResources:
Email: [email protected] LinkedIn: www.linkedin.com/in/drewmclellan Website: https://agencymanagementinstitute.com/ Episode 2 of Sell With Authority: How to Sell with Authority, with Drew McLellanAdditional 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 third time appearing on the show with us, but for those who are meeting her for the first time, she’s the Founder of Toerek Law and the host of the podcast “The Innovative Agency”. Sharon is also Predictive’s wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements.
She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work.
On this episode, Sharon and I focus our discussion on agency-to-agency collaborations. We delve into how to manage risk — and the key documents to have in place when agencies go down the collaboration route to save time, stress, and money.
In our conversation, we go through the steps agencies should take before diving into an agency-to-agency strategic alliance.
Sharon emphasizes the importance of creating agreements for each stage of the collaboration between agencies. We also discuss her recommendations on an ideal timeline to establish such contracts so agencies don’t put the cart before the horse.
Applying what Sharon gives you during this episode will help you grow your agency in 2024 — and — protect your shop along the way.
What you will learn in this episode: Defining what is a strategic alliance and understanding its three kinds Establishing the similarities and differences between agreements between contractors or freelancers and agreements between agencies Understanding the ins and outs of white-labeling, especially when dealing with licenses Steps to take from a contract perspective before diving into a strategic alliance The importance of an umbrella document for every referral an agency receives The ideal timeline for drafting agreementsResources:
Website: legalandcreative.com LinkedIn: https://www.linkedin.com/in/sharontoerek/ Twitter: https://twitter.com/SharonToerek The Innovative Agency Podcast Yours, Mine and Ours: Legal Considerations in Agency-to-Agency Strategic Alliances Q&A Session 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 ToerekAdditional 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 excited to welcome our guest expert, Chris Slocumb, to this episode of Sell With Authority. She is the Founder of Clarity Quest Marketing and has worked with digital health, life sciences, and technology firms on marketing strategy, business planning, and marketing implementation. Chris presently holds eight U.S. patents and is a Forbes Agency Council member. She is also author of the brilliant book Stop Starvation Marketing.
In this episode, we dive deep into the challenges agency owners face when thinking about how to raise the bar of excellence in how we show up for our clients and right-fit prospects.
During our conversation, we discuss the methodology and the moves that agency owners need to put into place to stop starvation marketing.
Chris also sheds light on how we can double down on selling with our hearts and minds — and move past conversations that focus exclusively on features, advantages, and benefits.
When we get all of this right — growing an audience and attracting a steady stream of right-fit clients is much more efficient because you focus on helping your audience solve real business issues, challenges, and problems that are creating chronic pain inside their business.
What you will learn in this episode: The challenges agency owners face when thinking about content, customer journey, leads, and sales in biz dev strategy The Tower of Power Methodology and its most important part Three keys to building a strong foundation Moves that agency owners need to put into place to stop starvation marketing How to create emotional connections that transcend conversations about features and benefitsResources:
Website: https://www.clarityqst.com LinkedIn Personal: https://www.linkedin.com/in/chrisslocumb/ LinkedIn Business: https://www.linkedin.com/company/clarity-quest-marketing Stop Starvation Marketing: 23 Power Growth Moves for Health Tech, IT, Biotech CompaniesAdditional 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 excited to welcome our guest expert, Jody Grunden, to this episode of Sell With Authority. Jody has been on the front lines navigating agency ownership for over two decades. He Co-Founded Summit CPA Group, a trailblazing firm that pioneered fully distributed operations and became the top provider of Virtual CFO Services in North America. In 2022, Summit joined forces with Anders CPAs + Advisors, rebranding as Summit Virtual CFO by Anders.
On this episode, we dive deep into the challenges, opportunities, and everything in between that agency owners — just like you and me — face everyday.
In our conversation, we tackle key areas that can make or break your agency’s success.
Jody sheds light on why building a thought leadership position is crucial — and — how to do it. We also take a comprehensive look into the key metrics that Jody and his team use to keep clients on top of their game, maximizing profitability and growth — and ensuring a healthy sales pipeline.
What you will learn in this episode: How merging Virtual CFO Services into the agency space lead to accelerated growth Why Jody does not want CFOs to be solely agency focused The key reasons building a thought leadership position is pivotal The model Jody created to build a thought leadership position Ways Jody continued to grow his authority position through thought leadership Vital metrics for a healthy pipeline of right-fit clientsResources:
Website: https://www.summitcpa.net/ Virtual CFO Consultation LinkedIn: https://www.linkedin.com/in/jodygrunden/ Facebook: https://www.facebook.com/vcfobyanders Twitter: https://twitter.com/vcfobyanders Tiktoc: https://www.tiktok.com/@vcfobyanders Instagram: https://www.instagram.com/vcfobyanders/ Youtube: https://www.youtube.com/@vcfobyandersAdditional 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 special guest experts, Brian and Kim Walker, back to this episode of Sell With Authority. Brian and Kim are the Co-Founders of Shop Marketing Pros, an agency that specializes in top-tier marketing in their niche of the auto repair industry.
In episode 90 of the podcast, Brian and Kim shared how they strategically and systematically stepped into a niche — and then — completely immersed themselves into the industry. They described how they dove in with both feet and how that level of proactivity has propelled the agency they own today in miraculous ways.
In this encore episode, we talk specifics about how they carved out their authority position serving their niche. We shine a spotlight on how they approach content, teaching, giving, and acts of service — the kind of dedication that makes them an easy “YES” for right-fit prospects.
Get ready to crush 2024 — with the tools and insights Brian and Kim share — and make it your best year ever!
What you will learn in this episode: Why Brian and Kim do not create content to sell — and — the approach they take instead How Brian and Kim successfully marketed their shop during the COVID crisis The benefits of teaching, connecting, serving, and sharing generously Specific authority building strategies for serving your niche Why it is important to share the spotlight with knowledgeable members on your teamResources:
Website: https://shopmarketingpros.com/ LinkedIn: https://www.linkedin.com/company/shop-marketing-pros/ The Auto Repair Marketing Mastermind Facebook Group: https://www.facebook.com/groups/autorepairmarketingmastermind Episode 90 of Sell With Authority: How to Dive Deep into the Niche, with Brian and Kim WalkerAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
For this episode of Sell With Authority, we invited a guest expert to help us navigate the critical intersection between growth and profitability in the agency world.
Joining the podcast is Marcel Petitpas, CEO and Founder of Parakeeto. Not only is he the brains behind Parakeeto, but he’s also a sought-after speaker, podcast host, and consultant specializing in agency profitability optimization. Marcel helps agencies measure and improve their profitability by simplifying operations and reporting systems.
As we charge forward into 2024, we’re all about growing revenues, expanding our teams, and achieving new heights. But here’s the catch — growth doesn’t automatically translate to more profit.
Without a strategic plan, your enthusiasm could take a hit when your topline soars, but your bottom line doesn’t keep pace.
Marcel guides us through the metrics that matter and when to pay attention to them — because — no matter how big or small your agency is, profitability should always be top of mind. We never outgrow the need to be smart and vigilant about how we run things.
We help you craft a plan so that as you and your team grow revenue in 2024 — your profit also grows at the same or better pace.
What you will learn in this episode: Why measuring metrics and agency finances is absolutely critical The difference between delivery margins and delivery costs Ways to improve delivery margins How time tracking can be leveraged to collect more information about your agency How to calculate utilization rate to maximize profitabilityResources:
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 ToolkitAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group -
In this episode of Sell With Authority, we dive deep into not one — but two opportunities that could be absolute game-changers for your agency. Opportunities that won’t just make your agency easier to say yes to — but will open up the door for more conversations with your dream prospects.
More at-bats with right-fit clients — Holy Bananas!
First, we shine a spotlight on getting in front of more prospects by growing your list. Our guest expert, the brilliant Colleen Gallagher, President and CEO of OnWrd & UpWrd, has an ingenious strategy.
Imagine introducing your agency to your dream prospects without the typical, “Hey, let me email you our capabilities deck.” Colleen and her team cracked the code, and we unpack the brilliance behind it.
We don’t stop there. After you implement Colleen’s savvy approach and find yourself in more meaningful conversations, we turn to the second opportunity — leaning into the business issues and challenges obstructing growth for your prospective clients.
This is not just about identifying pain points — but removing the thorn from their side, addressing the issues causing real discomfort. Colleen walks us through how her team does it. It’s about becoming a strategic partner, not just another vendor.
I’m not alone in this conversation; joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. With her hands-on experience working alongside our clients, she brings a unique perspective to the table.
So, whether you’re a seasoned agency pro or just starting out, get ready to crush 2024 and sell more of what you do — because you got the at-bats you needed, and you made yourself an easy yes for right-fit clients.
What you will learn in this episode: The strategy behind the awards campaign Colleen and her team launched to recognize and honor associations for their outstanding work in communication and innovation The obstacles the agency faced in getting the campaign launched, and how they overcame them How OnWrd & UpWrd used AI to streamline their process Why staying on the pulse of right-fit clients’ needs is crucial for agency success Why metrics alone are not enough — how you deliver them matters more Actionable tips for success in client relationships and overall business growthResources:
Website: https://onwrdupwrd.com/ Linkedin Personal: https://www.linkedin.com/in/colleen-lerro-gallagher/ LinkedIn Business: https://www.linkedin.com/company/onwrd-upwrd/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 -
How to Ask a Proper Question? Win business and elevate your communication skills with our guide on how to ask a proper question.
How to ask a proper question? As the great Tony Robbins once said, “If you want to change the trajectory of your life … ask better questions.” Here at Predictive, we’ve taken that philosophy to heart — especially when it comes to working with our clients.
Today, we’re turning the spotlight on the art of questioning and how it can be a game-changer for your agency. In this episode of Sell With Authority, we focus on how to raise the bar of excellence in the questions we ask clients and right-fit prospects.
You see, in the world of proposals and client interactions, it’s not just about the pitch; it’s about asking the right questions at the right time. How can we map out questions, rehearse scenarios, and fine-tune our approach to help clients not just get proposals accepted — but truly understand if an opportunity aligns with their agency?
Here’s a stat that will grab your attention — the typical proposal acceptance rate for an agency hovers around 25-30%. That means a lot of non-billable time is invested in opportunities with a low probability of success.
But, armed with the right questions and a sprinkle of Conceptual Agreement, your agency’s win rate can soar to an incredible 80%.
Asking good questions may be simple, but not always easy. That’s why I invited Jody Sutter for an encore episode so she could share her insights and wisdom about which questions we should ask — and when we should ask them.
Jody is the brilliant mind behind The Sutter Company, a consultancy specializing in advising small agencies and marketing services firms on growth strategies. Her expertise lies in how to ask a proper question, asking questions and the kind of questions that break the ice, engaging clients in the process, and ultimately facilitating decisions that benefit both parties.
If you apply the wisdom Jody imparts in this episode, you will change the trajectory of your agency for the better — so you roar through 2024!
What you will learn in this episode is about how to ask a proper question: Why questions play a fundamental role in the power of the pitch How to ask a proper question that are helpful, not confrontational Why the second best answer to a “yes” is actually a “no” Jody’s expertise around the nuance of when to ask the framework questions A few basic preparation questions you should be sending in writing to right-fit prospects Resources: Learn more about how to ask a proper question, you can Jody here LinkedIn Personal: https://www.linkedin.com/in/jodysutter/ LinkedIn Business: https://www.linkedin.com/company/the-sutter-company/ YouTube: https://www.youtube.com/@thesuttercompany/featured Learn more about How to Ask a Proper Question by tuning in on our first episode with Jody: Best Business Development Programs 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 -
As we pondered how to best be helpful in this episode of Sell With Authority, we realized that the landscape of social media has evolved dramatically.
So — we decided to dive into a biz dev topic that’s been two decades in the making. It’s no longer just about “likes”, “comments”, and “shares” at the top of the funnel when utilizing social media.
In 2024 and beyond, clients want more — they want measurable impact on sales at the bottom of the funnel.
So, buckle up because today, we unravel the mystery of driving sales through social media with a methodology our guest experts have coined as “Social that Sells.” I was intrigued when I heard them describe it as a “strategic trifecta of tactics that will help your client or brand foster a community ready to convert.” Who wouldn’t want a community ready to convert, right?
Leading us on this expedition are two brilliant minds, Alina Sutherland and Josephine Agrawal, Founders of Pomona Creative. They built their “Social that Sells” methodology brick by brick, and today, they graciously share the secrets behind its success.
Also joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. She brings a unique perspective from the trenches, working daily alongside our clients, helping them build authority positions and fill their sales pipelines with the right-fit prospects.
Throughout this episode, we quiz Alina and Josephine on how they built it, how they executed it, and the jaw-dropping results they’ve seen.
If you take and apply the golden nuggets shared during this episode, you will be ready to crush 2024 and make it your most successful and profitable year yet — because you harnessed the power of Social that Sells.
What you will learn in this episode: How social media evolved from a personal tool to a giant marketing tool The Social that Sells Methodology How Pomona Creative built the Social that Sells Methodology How to execute the Social that Sells Methodology Results that Pomona Creative has seen utilizing Social that Sells Methodology Ways agency owners and strategic consultants can enhance social media presenceResources:
Website: https://www.pomonacreative.com/ Instagram: https://www.instagram.com/pomonacreative/ Pomona Creative LinkedIn Josephine Agrawal LinkedIn Alina Sutherland LinkedInAdditional Resources:
Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group - Visa fler
