Marketing Momentum for Agencies

Tracey Burnett
  • 5.0 (8)
  • Marketing
  • Updated Weekly

The Marketing Momentum for Agencies Podcast aims to empower agency and consultancy founders, and their teams, to grow their businesses through marketing and sales excellence. The podcast includes solo episodes and fantastic guest interviews. But whatever the episode, you are guaranteed to have ‘aha’ moments and actionable tips and advice highly relevant to your business. This BS and fluff-free zone helps you navigate the challenges and choppy waters of agency life. The content covers the full spectrum of lead gen, marketing, and sales; marketing strategy, getting in front of your audience, building trust and relationships with your audience, motivating them to take action, and maximising sales.. LinkedIn Marketing is a recurring theme. It provides inspiration, insight, wise counsel and opinions gained from 4 decades of marketing and sales experience. It will alert, inform, and empower you, talk about what works and what doesn’t and discuss what you can do, why you should consider it, and how to do it.

  1. Why Traditional Agency Models Are Cracking and What Comes Next with Stephen Knight

    4d ago

    Why Traditional Agency Models Are Cracking and What Comes Next with Stephen Knight

    Most agency models are shifting faster than ever and many are failing to adapt quickly enough. In this episode, Stephen Knight, founder of Pimento, reveals the counterintuitive strategies that can help your agency stay relevant in an increasingly automated world. If you’re feeling uncertain about the future, this episode is crucial listening: it’s about understanding where real value now sits and how you can leverage it to thrive, not just survive. You'll discover how the traditional agency model is cracking, and why independence and specialisation are becoming more vital than ever. Stephen shares concrete data on industry restructuring, revealing why smaller, more agile agencies have a distinct advantage and how client expectations are evolving toward strategic, Insight-driven partnerships.  Learn More...       Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: www.marketingmomentumforagencies.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804 www.pimento.co.uk  :https://www.linkedin.com/in/stephen-knight-uk/  About Stephen Stephen is a former Advertising Executive, Brand and Marketing Director, CMO and business leader with over 40 years’ experience in sales and marketing. He has held senior leadership roles at major international advertising agencies as well as senior client-side positions such as The Walt Disney Company. Stephen founded Pimento in 2005, which has since grown to become the UK’s largest independent agency network. Alongside his role at Pimento, Stephen is a Trustee and serves as Chairman of utc.travel and Now Next Why, an agency advisory firm. About The Host     Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. Chapters 0:00 – Introduction to the Shifting Agency Landscape 3:42 – The Rise of Specialist Independents 6:00 – Reclaiming Brand Value & Attribution 9:33 – Client-Agency Relationships: "Marriage vs. One-Night Stands" 17:11 – AI: Tool vs. Replacement 23:28 – Data, Noise, and Strategy 28:02 – Positioning and Commercial Strategy 36:33 – Advice for Agency Founders 48:00 – Closing & Pimento Network Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    1h 8m
  2. Why Agencies That Build Real Human Relationships Will Win in the AI Era With Si Elliott.

    May 28

    Why Agencies That Build Real Human Relationships Will Win in the AI Era With Si Elliott.

    Many agencies risk damaging the very relationships that fuel their growth by becoming overly automated and distant. So in an AI-driven world, could human connection become the real competitive advantage? In this episode, strategic marketing leader and customer service expert, Si Elliott, explains why understanding human psychology still matters deeply in business and how behavioural science can help agencies build stronger client relationships, loyalty and trust. You’ll discover: Why most buying decisions happen subconsciously How human chemistry influences long-term client retention The behavioural biases shaping customer and client decisions Why agency culture and authentic storytelling matter more than ever How slowing down and gaining an outside perspective can unlock growth This conversation challenges the obsession with automation and reminds us that, ultimately, people remember how you make them feel. Learn More...       Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: www.marketingmomentumforagencies.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804.                             Si Elliott https://fabricx.agency.        https://www.linkedin.com/in/si-elliott/                                                            Buy 'Customer Experience Thinking https://mybook.to/CXThinking About Si Si Elliott is a strategic marketing leader, agency co-owner and customer experience specialist with more than 20 years’ experience helping brands build deeper customer relationships. As co-owner of creative agency Diversity and founder of behavioural science consultancy Fabricx, he combines customer psychology with practical strategy to create experiences that genuinely connect. An award-winning guest lecturer and advisor to leading universities, Si’s work sits at the intersection of digital progress and human connection. He believes that when businesses better understand how people think and behave, they build stronger relationships, better businesses and more meaningful long-term growth. About The Host     Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. Chapters 00:00 The Human Connection Crisis in Marketing  01:45 Efficiency vs. Empathy: What Agencies Risk Losing 04:30 The AI Trap and Avoiding the "Sea of Sameness"  06:15 Escaping the Short-Term Mindset: Why Pausing is Strategic  09:20 Measuring What Matters: Loyalty, Satisfaction, and the "Marriage" Model  13:45 The Agency Chemistry Test: How to Ensure a Perfect Client Match  17:15 Behavioural Science 101: Moving from Dr. Spock to Homer Simpson  20:45 The Paradox of Choice: Why Offering Fewer Services Wins More Clients  23:30 Marketing Your Own Agency: Cobblers' Children’s Shoes  26:50 The Line in the Sand: What to Automate and What to Keep Human 32:15 Creating "The Feels": How to Humanise Your Personal Brand  37:45 Emotional Support and Protecting Clients During Tough Times  43:20 The Future of Agencies: Servitude, Sustainability, and Specialism  48:15 Where to Find More: Customer Experience Thinking and Fabrics  Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    1h 15m
  3. How Agencies Can Open Doors with Elusive Prospects Using Relevance, Creativity and Intent

    May 20

    How Agencies Can Open Doors with Elusive Prospects Using Relevance, Creativity and Intent

    Generic outreach is easy for prospects to ignore. In this episode, Tracey shares lessons from Stu Heinecke on how agencies can reach hard-to-reach prospects with more relevance, creativity and intent. Learn why better targeting, thoughtful messaging and more human follow-up can cut through when automated emails and bland LinkedIn messages are falling flat. A practical episode for agency owners who want more meaningful sales conversations with the right prospects. LEARN MORE Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804. Episodes mentioned: Stu Heinecke (Ep.24). ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes) CHAPTERS 00:00 Introduction: The Frustration of Agency Sales Outreach 04:30 Why Humor Works: Deeper Than Just Pictures 10:08 The Challenge: Reaching the Unreachable CEO 12:35 The Power of Audacity & Storytelling 14:42 The Gatekeeper Myth: Executive Assistants as Allies 15:56 Why Executive Assistants are Your Biggest Allies 21:09 Practical Takeaways for Agencies: Intentional Outreach 23:16 Depth Over Volume: Reaching Hard-to-Reach Prospects 24:52 Intentional Outreach: Sound Worth Listening To

    26 min
  4. How Agencies Can Win More Pitches Without Burning Out the Team

    May 13

    How Agencies Can Win More Pitches Without Burning Out the Team

    Pitching can give you brilliant opportunities, but it can also drain time, money, energy and morale. In this episode, Tracey shares lessons from Marcus Elliott Brown on how agencies can qualify pitches more carefully, prepare with more discipline, rehearse properly and protect their teams from chaotic new business. A must-listen for agency owners who want to win better pitches without relying on all-nighters, panic and goodwill. LEARN MORE Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804. Episodes mentioned: Marcus Elliot Brown (Ep. 29) ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 00:00 Introduction: The Dual Nature of Pitching in Agency Life 06:38 The Impact of Pitching on Existing Client Business & Margins 12:39 Why Agencies Still Overlook the Human Element in Pitching 18:08 The Importance of Team Presentation & Q&A Preparation 21:53 Key Lesson 4: Poor Pitching Damages Your Team's Well-being 25:48 The "Drama of Pitching" is a Sign of Poor Process, Not Pride 26:21 A Better Pitch Process Protects the Team as Well as Challenges Them 28:00 Why Pitching Goes Wrong: Optimism, Ego, Habit, and Fear 29:41 Actionable Steps: How to Pitch Differently and More Effectively 30:42 Conclusion: Be Selective, Structured, Prepared, and Protective 31:22 The Ultimate Challenge: Evaluate Your Agency's Pitching Process Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    33 min

  5. May 7

    How to Sell Agency Services Without Feeling Pushy or Salesy

    If selling agency services feels uncomfortable, this episode will help you rethink the whole sales conversation. Tracey shares practical lessons from Aleasha Bahr and Alice Heiman on how agency owners can sell with more confidence, ask better questions, avoid generic proposals, and build trust without sounding pushy or desperate. A useful episode for agencies that want better-fit clients, stronger sales conversations and a more natural approach to winning work. LEARN MORE Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804. Episodes mentioned: Alice Heiman (Ep.32), Aleasha Bahr (Ep.34) ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 00:00 - The Discomfort of Sales 01:33 - The Black Sheep Method 4:50 - Authentic Sales Conversations 14:30 - The Importance of Quality Questions 30:00 - Improving Outreach and Messaging Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    36 min
  6. How to Pursue Best Fit Agency Opportunities and Avoid Costly Mismatches

    Apr 30

    How to Pursue Best Fit Agency Opportunities and Avoid Costly Mismatches

    A lot of agencies think they need more leads, more pitches and more conversations. But often the real problem is saying yes to the wrong opportunities. In this episode, I pull together lessons from past guests on bad-fit prospects, weak qualification, poor targeting and the real cost of chasing work that does not suit your agency. A practical episode on how to make better decisions, protect your time and focus on stronger-fit growth. LEARN MORE     Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804.                                 Episodes mentioned: Alice Heiman (Ep.32), Aleasha Bahr  (Ep.34) and Marcus Elliot Brown (Ep.29). About The Host      Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS: Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes) 01:40 - Qualification and the Power of Saying "No"07:15 - Defining Your "Anti-Audience"11:20 - The Financial Reality and Hidden Costs of Pitching15:30 - Smarter Outreach Strategies and Avoiding Desperation

    31 min

  7. Apr 23

    People Powered Marketing: The Underrated Growth Lever for Agencies with Katie Street

    In this episode, marketing strategist Katie Street reveals how businesses can use people powered marketing to build trust and accelerate lead generation. Discover why B2B success hinges on authentic human connections, not just polished content. Katie shares how brands like HubSpot and PayPal transform marketing by putting people front and centre, creating influence and loyalty. Learn tactics like leveraging employee content and hosting events that even small teams can implement. Perfect for marketers ready to rethink their approach and differentiate through genuine relationships. LEARN MORE Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804.                                ABOUT KATIE/HOW TO CONNECT Katie Street is a bold, no-BS marketing strategist, speaker, and founder of Street Agency, helping brands like Shopify, Stripe, and Contentful turn marketing into real sales conversations. She hosts the Marketing in the Madness podcast (partnered with Shoptalk Europe), where she interviews the brightest minds in marketing, tech, and innovation to uncover what actually works. Katie is also a fierce advocate for women in marketing and tech, leading mentorship initiatives and helping elevate female voices on major industry stages. Through high-impact B2B events and people-powered, content-led marketing, she helps businesses cut through the noise, build trust, and create lasting relationships https://www.linkedin.com/in/katiestreet/  ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 5:30 - Market Shifts & Big Brand Examples  11:15 - Overcoming Founder Reluctance  17:00 - Content Formats & "Stopping the Scroll"  22:30 - Integrating AI Without Losing Authenticity  Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    1h 3m

  8. Apr 16

    Agency Client Retention: How to Keep and Grow Clients

    A lot of agencies focus so hard on winning new business that they overlook one of the easiest routes to growth: the clients they already have. In this episode, I pull together lessons from past guests on why agencies lose clients, what clients actually complain about, and how better listening, communication, onboarding and proactivity can turn existing accounts into stronger, more profitable relationships. We get into why silence does not always mean satisfaction, why price is often not the real issue, and how client feedback can uncover new services and growth opportunities you might otherwise miss. If you want healthier agency growth, this is a useful reminder that retention is sales too. LEARN MORE   Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: tracey@leadstosuccessglobal.com Phone: +44 7877 042 804.         Episodes mentioned: Remeny Armitage (Ep.36), Alice Heiman (Ep.32), Aleasha Bahr (Ep.34) and Marcus Elliot Brown (Ep.29).                           About The Host    Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 02:20 - Uncovering What Clients Really Think  06:20 - The True Drivers of Client Churn & Moving Beyond Price 13:40 - Why Retention and Onboarding are Sales Functions  17:00 - The Hidden Cost of Over-Pitching  Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

    34 min
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About

The Marketing Momentum for Agencies Podcast aims to empower agency and consultancy founders, and their teams, to grow their businesses through marketing and sales excellence. The podcast includes solo episodes and fantastic guest interviews. But whatever the episode, you are guaranteed to have ‘aha’ moments and actionable tips and advice highly relevant to your business. This BS and fluff-free zone helps you navigate the challenges and choppy waters of agency life. The content covers the full spectrum of lead gen, marketing, and sales; marketing strategy, getting in front of your audience, building trust and relationships with your audience, motivating them to take action, and maximising sales.. LinkedIn Marketing is a recurring theme. It provides inspiration, insight, wise counsel and opinions gained from 4 decades of marketing and sales experience. It will alert, inform, and empower you, talk about what works and what doesn’t and discuss what you can do, why you should consider it, and how to do it.

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