Stephen Woessner shares insights on how to architect a successful sales call, including using a 'Help Me Understand...' worksheet and structuring proposals. He also discusses the importance of analyzing successful companies that navigated recessions and the vital metrics to measure for client success.

On this episode of Sell With Authority, Predictive’s own strategist and scientist Hannah Roth, and I are joined by special guest expert John Emmerson. John is currently Director at London Agency, a healthcare specialist communications agency. John and his team have a depth of expertise in helping clients speak the “local language” of their clients – and their client’s clients. John’s approach to unique industry insights helps his clients not only earn a strategic seat at the table – but also keep it. Effective marketing requires localization and a deep understanding of those nuances of each market. John calls this “the private elevator,” — and Hannah and I ask John to walk through and shine a bright light on every aspect of the strategy — because it’s brilliant! If you take and apply the insights and wisdom John shares during this episode — you’ll be in a much better position to help your clients help their clients, which in turn — will shorten your sales cycle. What you will learn in this episode: What are the benefits of niching down Why it is critical to speak the local language of your prospects What is the “Private Elevator” How to get and keep your key to the Private Elevator What are the mistakes that cost people the key to the elevator Resources: Website: https://londonagency.com.au/ LinkedIn Personal: https://www.linkedin.com/in/john-emmerson-1804132a/ LinkedIn Business: https://www.linkedin.com/company/london-agency-pty-ltd/

Strategic Selling Techniques? Explore effective strategies on how to use purposeful self-promotion with our strategic selling techniques. Strategic selling techniques — On this episode of Sell With Authority, we focus our time and attention on a goal that will help you roar into 2024 and crush it throughout the year — how best to leverage your smarts in content and self-promotion that enables you to sell from a position of authority — without looking self-promotional. I am excited to welcome Lisa Bragg. Lisa is the Founder of MediaFace, a Toronto-based content and consulting firm. She has literally written the book on how to talk about success, Bragging Rights: How To Talk about Your Work Using Purposeful Self-Promotion. Lisa’s book provides a structured approach and framework to enhance your visibility through purposeful self-promotion. She is sharing her invaluable insights and expertise on how to be genuinely helpful to your audience while promoting your work effectively, ultimately moving the needle in your business. What you will learn in this episode is about strategic selling techniques: Why you should market to where you want to go How you can craft a signature story in which your right-fit prospects can see themselves How to teach in both helpful and meaningful ways Ways to best leverage your smarts and best strategic selling techniques How to sell from a position of authority without sounding self-promotional Resources: Want to learn more about unique and effective strategic selling techniques? You can find Lisa here: LinkedIn Personal: https://www.linkedin.com/in/lisabragg/ LinkedIn Business: https://www.linkedin.com/company/lisa-bragg-consulting/ Facebook: https://www.facebook.com/ThatLisaBragg/ Instagram: https://www.instagram.com/thatlisabragg Bragging Rights Riff Tool: https://www.lisabragg.com/listener-love Learn more about strategic selling techniques by reading this book: Bragging Rights: How to Talk about Your Work Using Purposeful Self-Promotion by Lisa Bragg

Karl Sakas, an accomplished author specializing in agency management, dives into the sales process. He reveals a powerful three-step strategy—niching, honing, and delegating—that helps agencies thrive. Listeners learn why specializing is crucial for profitability and stress reduction. Karl emphasizes refining outreach messages to connect better with clients, alongside the importance of knowing industry nuances. He also discusses how effective delegation can enhance team growth while managing client relationships, ensuring agency success in a competitive landscape.

How to Cold Call? Tom Martin — an internationally recognized sales and marketing keynote speaker shared his top secrets on how to cold call. On this episode of Sell With Authority, we have a special encore guest expert, Tom Martin, who has been in the trenches of the agency business for over 30 years. How to cold call? Tom is an internationally recognized sales and marketing keynote speaker and the Founder of Converse Digital. He helps agencies just like yours and mine strategically turn conversations into clients, and today, he is sharing some invaluable wisdom on how to do just that. Recently, Tom wrote a game-changing blog post about raising the bar of excellence in how we show up on LinkedIn, not just for content but also for making those all-important connections without coming across as pushy. We are focusing on the right LinkedIn approach for Tom's encore episode. Here’s the reality — the more you educate, share, and lead with valuable content, the more trust you build with your audience, clients, and right-fit prospects. These teaching moments on how to cold call will also become excellent biz dev opportunities for you and your team in Q4 of this year, and you'll be in a wonderful position to roar into 2024. What you will learn in this episode is about how to cold call: Why you should optimize your LinkedIn profile Tom’s strategy on how to cold call with content strategy methodology How to open doors with right-fit prospects without sounding pushy The results of Tom’s LinkedIn automation experiment Why you should just stop selling and just start helping Resources: Learn more about How to Cold Call and find Tom Martin here LinkedIn Personal: https://www.linkedin.com/in/tommartinjr/ LinkedIn Business: https://www.linkedin.com/company/conversedigital/ Twitter: https://twitter.com/TomMartin Facebook: https://www.facebook.com/ConverseDigital Agency Business Development Resources: https://conversedigital.com/agency-business-development-resources Painless Prospecting Newsletter: https://conversedigital.com/painless-sales-prospecting Building Connections That Matter: LinkedIn Sales Prospecting Strategies For Introverts How To Sell Your Agency's Services Even When You Hate Selling BSGC Pricing Approach & Template: Use Promo Code HolyBananas for 25% off Regular Price Learn more about How to Cold Call by listening to our first interview with Tom Martin: How to Never Be Without Prospects

Sales Pipeline Stages —  Gain insights to refine your strategy. Navigate Sales Pipeline Stages successfully for heightened success. My Predictive team and I are looking forward to helping you close out Q4 strong so you can roar into 2024 and crush the year. In the fast-paced reality of marketing agencies, your success depends on more than just creativity and strategy. It’s about building an effective sales process. That’s where my very special guest expert on this episode of Sell With Authority, Jason Swenk, and I are focusing our time and attention. Agency owners and consultants — just like you and me — are facing common challenges. Clients and prospects are taking longer to approve work, delaying payments, and making the business landscape a bit trickier to navigate. Jason Swenk is the Founder of Agency Mastery 360, a very unique consultancy designed to help marketing agency owners just like you and me, grow their agencies faster. Sales pipeline stages? A discussion about the sales process has never been more relevant. Candidly — clients and prospects delaying work is a reality we all face, and now is the time to cast as many fishing lines as possible in the right ponds. But remember — those lines must be connected to an effective sales process to avoid driving yourself crazy with extra work and limited results. I encourage you to listen to this episode as Jason shares insights on building a top-notch sales process to catch the right clients, reel them in, and juggle the endless responsibilities. What you will learn in this episode about sales pipeline stages: Why having a great biz-dev system in place transforms your agency from a burden to an asset Sales pipeline stages: How to understand your ideal client profile, or ICP, and align it strategically How to find and train the right sales people How to pick your niche What are the components of a top-notch sales process How to knit together niche and team to create an effective sales process Resources: Website: https://www.agencymastery360.com/ Learn more about sales pipeline stages by reading this article by Jason Swenk: 3 Elements of a Proven Agency Sales Process LinkedIn Personal: https://www.linkedin.com/in/jasonswenk/ LinkedIn Business: https://www.linkedin.com/company/agency-mastery/ Youtube: https://www.youtube.com/jasonswenk Instagram: https://www.instagram.com/jswenk/ Access to Agency Mastery Resources: https://www.agencymastery360.com/resources “Accelerating Your Agency: An 8 Systems Playbook For Growing Your Agency Faster” Gain deeper insights into sales pipeline stages by reading this article entitled Building the Right Sales Team to Grow Your Agency.

On this episode of Sell With Authority I’m joined by a guest who’s a true expert in superconsumer growth strategies, Eddie Yoon. Eddie is the Founder of Eddie Would Grow, a think tank and advisory firm that specializes in business growth strategy. Eddie and his team have a remarkable track record of generating billion-dollar outcomes for their clients by harnessing the power of superconsumers. These strategies don’t just boost sales; they help create new categories and drive existing category growth. Eddie is also the author of the book Superconsumers, published by Harvard Business Press. In his book, Eddie mapped out a framework that he designed to help companies just like yours and mine grow — but grow in sustainable — and I would argue — predictable ways. Eddie and I talk through the framework. If you take and apply the insights, best practices, and wisdom Eddie shares during this episode — you and your team will have an even more crystal clear example of who your superconsumers are — and most importantly — how you can be helpful to them. What you will learn in this episode: Who are your superconsumers Who are your client’s superconsumers How to find and engage with your most profitable and passionate clients How just 10% of your clients can drive 30% -70% of your sales How to best leverage superconsumer potential for your business and your clients Resources: Website: www.eddiewouldgrow.com LinkedIn Personal: https://www.linkedin.com/in/eddie-yoon-ewg/ LinkedIn Business: https://www.linkedin.com/company/category-pirates/ Twitter: https://twitter.com/EddieWouldGrow Category Pirates Substack: https://categorypirates.substack.com The 22 Laws of Category Design Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth

On this episode of Sell With Authority, I am excited to welcome Mickie Kennedy. He is the visionary Founder of eReleases, a trailblazing company that has been empowering business owners like you and me for the past 24 years. Mickie’s mission is simple but powerful — to help you increase your visibility, authority, and credibility within your chosen niche by expertly distributing press releases to the media. In full transparency — when I first thought about having this conversation with Mickie — I was thrilled, but I also had my fair share of trepidation. PR is a complex world of journalist databases, the art of making one press release stand out amidst a sea of others, and the delicate dance of developing relationships with editors and reporters. It’s a realm that is not within my areas of expertise. But here’s the thing — once I took a good, hard look at the vast expanse of knowledge that Mickie possesses, things that I don’t understand how to optimize, my trepidation just evaporated. In fact, it transformed into excitement because I realized that interviewing Mickie will be an absolute game-changer for all of us. If you take and apply the insights, best practices, and wisdom that Mickie shares, you and your team will be able to seamlessly integrate distributing press releases into your overall authority positioning strategy. What you will learn in this episode: Are press releases still used and considered helpful by journalists What is newsworthy enough to warrant a press release Best practices for crafting a press release that stands out The best approach for sending a press release the media will pick up What is the best cadence a company should follow when thinking about a strategy for distributing press releases Resources: Website: https://www.ereleases.com/ LinkedIn Personal: https://www.linkedin.com/in/publicity/ LinkedIn Business: https://www.linkedin.com/company/ereleases/ Facebook: https://www.facebook.com/ereleases.press.release Twitter: https://twitter.com/ereleases Instagram: https://www.instagram.com/ereleasespr/ Master Class Video: https://www.ereleases.com/plan/ Additional Resources: Predictive ROI Library: https://predictiveroi.com/resources/

AI Tools for Sales, with David Kreiger. Discover cutting-edge strategies and insights to elevate your game with AI tools for sales. AI tools for sales — On this episode of Sell With Authority, I am excited to welcome back special guest David Kreiger, the Founder of SalesRoads — a remarkable sales outsourcing and appointment setting firm. He has led SalesRoads through significant growth and the company was twice listed on the Inc 5000. David was my guest for Episode 65 of the podcast, where we dug into several uses of AI in sales, as well as, sales fundamentals. After that conversation, I immediately invited him to join me for an encore because the conversation was so amazing. Even though we covered a ton, and David was super generous in sharing his smarts, we both knew that we had only scratched the surface because the topic of AI in sales is big and the opportunities are vast. AI tools for sales will be the focus of today’s encore. David and I are going back to the well — and are continuing to explore how you and your team can use AI inside your sales process — while ensuring your process still feels human-centered with a personal touch. To boost your sales strategy, it’s crucial to learn the AI tools for sales, empowering you to make data-driven decisions and optimize your approach in today’s competitive business landscape. What you will learn in this episode is about AI tools for sales: How you and your team can successfully use AI in your sales process while ensuring a human-centered and personal approach Implementing AI tools for sales can revolutionize your approach How to avoid fake personalization when using AI tools David’s blueprint for brainstorming and considering possibilities Best practices for using AI tools focused in sales How to build a prospect list Why jumping in and trying new things with AI tools is the best way to accelerate results Resources: If you want to learn more about AI tools for sales — go here and listen to our first interview with David Kreiger: Using AI in Sales Learn more about how David Kreiger and his Sales Roads team applies AI tools for sales by visiting them online here. LinkedIn Personal: https://www.linkedin.com/in/davidkreiger/ LinkedIn Business: https://www.linkedin.com/company/salesroads/ Twitter: https://twitter.com/kreigs Additional Resources: Predictive ROI Library: https://predictiveroi.com/resources/

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: