99 episodes

The Sell with Authority Podcast is all about helping marketing agencies sell more of what they do for a higher price. How do you attract a steady stream of well-prepared prospects into your sales pipeline? How do you step away from the sea of competitors so you stand out? How do you price your services? How do you get clients to say yes to your proposal?

Each episode contains valuable insights, recommendations, and tangible examples of best practices — not theoretical prose. Every step — every tool you need to establish your authority position, to grow and nurture your audience, and to sell more of what you do is all here in full transparency.

The podcast is hosted by Stephen Woessner, CEO of Predictive ROI. And — Drew McLellan, CEO of Agency Management Institute and co-author with Stephen of the book “Sell with Authority”, will be a frequent guest expert and contributor.

Sell With Authority Predictive ROI

    • Business
    • 5.0 • 3 Ratings

The Sell with Authority Podcast is all about helping marketing agencies sell more of what they do for a higher price. How do you attract a steady stream of well-prepared prospects into your sales pipeline? How do you step away from the sea of competitors so you stand out? How do you price your services? How do you get clients to say yes to your proposal?

Each episode contains valuable insights, recommendations, and tangible examples of best practices — not theoretical prose. Every step — every tool you need to establish your authority position, to grow and nurture your audience, and to sell more of what you do is all here in full transparency.

The podcast is hosted by Stephen Woessner, CEO of Predictive ROI. And — Drew McLellan, CEO of Agency Management Institute and co-author with Stephen of the book “Sell with Authority”, will be a frequent guest expert and contributor.

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

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

    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 stakeholders Why chasing the shiny object of AI might be leading you astray from effective, proven strategies How focus on strategic planning can help you withstand sudden changes and distractions in the marketing landscape Real-life examples of clients who thought they were profitable but were actually losing money — and how you can avoid those pitfalls Tips for agencies to provide strategic guidance and not just project execution Resources:
    We

    • 37 min
    The Sales Crucible and How to Build One, with Stephen Woessner

    The Sales Crucible and How to Build One, with Stephen Woessner

    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 you How to connect the dots between your strategies and tactics — with the outcomes delivered for your clients Why build a list of confidants to practice your pitch shortens your path to success How 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.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

    • 42 min
    Skeptical thought leadership will work for you?, with Stephen Woessner

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

    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

    • 39 min
    How to Grow Your Agency Through Community and Collaboration, with Jay Owen

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

    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

    • 37 min
    Email Writing Workshop, with Stephen Woessner

    Email Writing Workshop, with Stephen Woessner

    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.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/  

    • 50 min
    How to close sales without closing, with Stephen Woessner

    How to close sales without closing, with Stephen Woessner

    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.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/  

    • 47 min

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