Episodios

  • How to Design Your Digital Marketing Success Plan, with Corey Morris

    How to Design Your Digital Marketing Success Plan, with Corey Morris
    Jul 17 2024
    My guest on this episode of Sell With Authority has spent nearly 20 years working in strategic and leadership roles focused on growing national and local client brands with award-winning, ROI-generating digital strategies. Corey Morris, President and CEO of Voltage returns for an encore interview. Corey recently released his new book, The Digital Marketing Success Plan, and I’m thrilled to dive into the insights and strategies he shares. To set the stage for our conversation, here’s an excerpt from Chapter 10 of Corey’s book where he touches on a significant trend in the digital marketing landscape. Quoting Corey: “A trend I’m seeing personally and can validate through feedback I see with over two dozen other agency owners — that I believe will continue to grow–is brands having less patience with agencies. On the positive side — companies want to work with agencies that know what they’re doing and are the best at doing it. That means constantly bringing new ideas and thinking deeply about their business overall. Unfortunately — many companies have been burned by bad agency relationships. Whether due to talking big and not delivering, trying to be full service and do everything at a level of deep expertise, or just not being a right fit for other reasons like niche, price, strategy, etc. — most companies have had a bad experience with agencies at some point. Combine that with shorter-than-ever tenures for CMOs and the fact that so many agencies sound the same and have similar messaging — agencies are getting fired at a record rate. That means that being an expert or specialist and owning a niche is important to gain trust early, drive results, and have a quality relationship among all of the people on both sides. Shortening patience isn’t a one-way street. Agencies can be different and should be — and accountability will be a factor that wins out more and more in the coming years.” Corey’s observations are compelling and timely — and they resonate deeply with the challenges and opportunities faced by agencies today. I want to reinforce the relevance of his insights with some data from the latest Agency Edge research study conducted by Agency Management Institute and Audience Audit. This study aimed to quantify what clients want from their agencies, allowing respondents to choose more than one factor. Hannah Roth, our resident mad scientist and strategist here at Predictive, delved into the Agency Edge research and shared her thoughts on the implications. She summarized: “Clients want the strategy, the path, and the overall goal in nearly equal parts. To pack a powerful punch, agencies that want to attract advocates and exacting experts should offer elements of all three.” I couldn’t agree more with Hannah’s analysis — and it’s fascinating how the data aligns with Corey’s insights. This synchronicity is exactly why I invited Corey back for an encore. We explore how his book can serve as a roadmap for your agency to create winning strategies, paths, and goals for your clients. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: The importance of having a documented, transparent plan that aligns all stakeholdersWhy chasing the shiny object of AI might be leading you astray from effective, proven strategiesHow focus on strategic planning can help you withstand sudden changes and distractions in the marketing landscapeReal-life examples of clients who thought they were profitable but were actually losing money — and how you can avoid those pitfallsTips for agencies to provide strategic guidance and not just project execution Resources: Website: https://voltage.digitalFacebook Business: https://www.facebook.com/voltagekcLinkedIn Personal: https://www.linkedin.com/in/coreymorris/LinkedIn Business: https://www.linkedin.com/company/voltagedigital/Twitter Personal: https://twitter.com/coreydmorrisTwitter Business: https://twitter.com/VoltageKCInstagram Business: https://www.instagram.com/voltagekc/The Digital Marketing Success Plan: https://thedmsp.comSell With Authority EP 103: How to Get to the Top of Google, with Corey Morris Additional Resources: Website: www.predictiveroi.comVisit our newly expanded Resource LibraryJoin us in our free How to Fill Your Sales Pipeline Facebook Group
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    38 m
  • The Sales Crucible and How to Build One, with Stephen Woessner

    The Sales Crucible and How to Build One, with Stephen Woessner
    Jul 10 2024
    For this episode of Sell With Authority — I break down a sales strategy that we’ve used here at Predictive for nearly a decade — but not until recently — did we build a framework around it. We call it the “Sales Crucible” — and I will tell you — whenever we have a new service line to begin selling here at Predictive – I design what we call a “Sales Crucible.” And just like a literal “crucible,” — I design a schedule and accountability points that intentionally put me under pressure so I’m forced to figure out the best way to talk about our newest offering, get at-bats in front of real prospects, strike out, and then eventually get some hits and score some wins. I know this might sound ridiculous — why would someone want to do that to themselves? Right? I promise you — if you put our Sales Crucible framework into practice — you will cut the time it takes to gain traction in your sales process. But before we dive in — have you heard about our upcoming July Intensive? Three times a year — we get our Predictive clients together on Zoom. We call it the “2-day Intensive.” We slice apart our best strategies for helping agencies sell more of what they do — and we break everything down in full transparency so you can install it into your agency. I know I’m biased — but holy bananas — each Intensive is off-the-charts awesome. Our next “Intensive” is Tuesday & Wednesday, July 30th & 31st, from 8:30 a.m. to 12 noon Central (on Zoom). Our goal for the July Intensive is to help you sell more of what you do. We have 30 guest passes available. Would you like to join us? And here’s the magic. The Intensive is a private client-only event. That means no selling. No pitching. You just get to be one of us. If that sounds helpful — just send me an email at stephen@predictiveroi.com with the word “ONWARD,” and I’ll get in touch with the full details, calendar invites, and Zoom links. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode is: How to create your own “XYZ Statement” so you can easily introduce yourself to prospects using a statement that is designed for them and not youHow to connect the dots between your strategies and tactics — with the outcomes delivered for your clientsWhy build a list of confidants to practice your pitch shortens your path to successHow to move quickly into the real batter’s box and swing away 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.comVisit our newly expanded Resource LibraryJoin us in our free How to Fill Your Sales Pipeline Facebook GroupStephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/Order your free paperback or Kindle copy of our Book: Sell with Authority
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    42 m
  • Skeptical thought leadership will work for you?, with Stephen Woessner

    Skeptical thought leadership will work for you?, with Stephen Woessner
    Jul 3 2024

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

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

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

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

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

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

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

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

    We have 30 guest passes available.

    Would you like to join us?

    And here’s the magic.

    The Intensive is a private client-only event.

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

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

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

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

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

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

    So we’re going to play the entire LNKD Live recording here inside this episode.

    Enjoy. Hope you find it helpful.

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

    What you will learn in this episode is:
    • 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?”
    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
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    39 m
  • How to Grow Your Agency Through Community and Collaboration, with Jay Owen

    How to Grow Your Agency Through Community and Collaboration, with Jay Owen
    Jun 26 2024

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

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

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

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

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

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

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

    What you will learn in this episode:
    • 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
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    37 m
  • Email Writing Workshop, with Stephen Woessner

    Email Writing Workshop, with Stephen Woessner
    Jun 19 2024
    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.comVisit our newly expanded Resource LibraryJoin us in our free How to Fill Your Sales Pipeline Facebook GroupStephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/Order your free paperback or Kindle copy of our Book: Sell with AuthorityBuild a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/
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    50 m
  • How to close sales without closing, with Stephen Woessner

    How to close sales without closing, with Stephen Woessner
    Jun 12 2024
    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.comVisit our newly expanded Resource LibraryJoin us in our free How to Fill Your Sales Pipeline Facebook GroupStephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/Order your free paperback or Kindle copy of our Book: Sell with AuthorityBuild a Better Agency Summit 2024: https://agencymanagementinstitute.com/babasummit/
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    48 m
  • How to Design Your HERO Offer, with Jane Pfeiffer

    How to Design Your HERO Offer, with Jane Pfeiffer
    Jun 5 2024

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

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

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

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

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

    What you will learn in this episode:
    • 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
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    37 m
  • How to Escape Founder-Led Sales, with Corey Quinn

    How to Escape Founder-Led Sales, with Corey Quinn
    May 29 2024

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

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

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

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

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

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

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

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

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

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

    What you will learn in this episode is about:
    • 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
    Resources:
    • 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
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    44 m