Sell With Authority Predictive ROI

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.
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.
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  

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 studies Resources:
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 activity Resources:
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 growth Resources:
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.pdf 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

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 clients Resources:
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 outcomes Resources:
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/coreydmorris 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