Sell With Authority

著者： Predictive ROI
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  • 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.
    Copyright 2021 - Predictive ROI
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  • How to Nurture Leads with Excellence, with Stephen Woessner

    How to Nurture Leads with Excellence, with Stephen Woessner
    2024/09/04
    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. If you’ve been listening to the show for a while now – you know that about every 4-6 weeks, I record an episode where it’s just you and me — so we can explore a topic with some real depth. But you may have noticed that within the last couple of months — I’ve recorded more solocasts than my normal cadence. I’ve done that for a couple of reasons. First — there have been a lot of biz dev situations, questions, etc., that we’ve helped agency owners in our community work through — and some are helpful examples that turn into specific teachable moments to share. Second — my Predictive team and I have been running at a breakneck pace with new experiments that we’re putting through our Lab and then sharing the results during our Intensives. If you joined us for our July Intensive — you saw the results of an experiment that included 121,000 repetitions in the data set. Wowza. We’re kicking off a brand new experiment in the Lab tomorrow that will include at least 50,000 repetitions, and we’ll share the data set in full transparency during our next Intensive on November 6th & 7th. And Praise God — we’ve had the blessing of onboarding some new clients into the fold here at Predictive. All of that is to say — my schedule for interviewing guests has been challenging. But thankfully — that is changing. In fact — during our quarterly leadership team meeting — my fellow leaders…Erik, Megan, and Hannah — said, “Okay, Stephen — what needs to come off your plate so you can stay in the biz dev lane.” Staying in my lane will give me the time and space I need to interview the long list of guests that I have been wanting to invite to the podcast…so stay tuned. But for today — I’m going to start us off by looping back to the new experiment and the 50,000 repetitions that I mentioned a minute ago. For years — we’ve taught a nurture and lead gen cadence that we’ve called “The 6:1 Ratio.” It was published back in my second book and focused primarily on social media and how many personal or professional posts ought to be made — 6 — to every 1 “ask” post to create the optimal opportunity for conversion. One of our core values here at Predictive is “Life is not static,” and we’re always testing, adjusting, testing, adjusting, and testing some more. So on Thursday — we’re launching a brand new, 4-part nurture email campaign and sharing it with all 50,000 agency owners and their teams inside our community. If you’re on our email list — you’ll receive a new email every Thursday for the next four weeks. We’re doing this for three reasons: One — 50,000 repetitions for the November Intensive — the full data set. Two — nurture matters — it removes friction from the sales process. Three — to break down and illustrate our “4-part Nurture Methodology.” 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 use the Transformational Triangle to create the foundation of your content strategy (Episode 124, “No Friction Lead Generation,” breaks down the Triangle in specific detail)How to write effective emails to give your audience the impression that you have an inexhaustible stream of helpful content (Episode 116, “Email Writing Workshop,” breaks down our email writing framework and process in specific detail)How to design and build your own strategic frameworks. Hannah Roth, our mad scientist and strategist here at Predictive, just authored a new ebook coming on strategic framework design. If you’re part of our community — you’ll receive a copy in your Inbox in mid-to late-September.And lastly — why creating a series of Transitional Moments that all work in unison will help nurture your prospects and move them up and down the sales funnel without them ever being made to feel like they’re one of your prospects. You can go here for a specific video training on Transitional Moments. Download our Free Frameworks to Help...
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    37 分
  • How to Price Creatively, with Blair Enns

    How to Price Creatively, with Blair Enns
    2024/08/28

    For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy.

    Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business.

    I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room’ when it comes to pricing really hit home — because we’ve all been there. The uncertainty pricing brings to agency owners is a challenge we just can’t ignore.

    So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best.

    If you’re an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing.

    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 to shift from selling inputs and outputs to focusing on value creation for right-fit clients
    • Why mastering the value conversation can radically transform your agency’s profitability
    • Blair’s simple – yet powerful – four-step framework for implementing value-based pricing
    • How to view your client portfolio as an investment portfolio to tailor pricing strategies
    • The pitfalls to avoid when transitioning away from traditional pricing models

    Resources:

    • Website: https://www.winwithoutpitching.com/
    • LinkedIn Personal: https://www.linkedin.com/in/blairenns/
    • LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/
    • Win Without Pitching Manifesto
    • Pricing Creativity: A Guide to Profit Beyond the Billable Hour

    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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    41 分
  • SWA ConduitDigitalFiresideChatwithHannahRothandErikJensen V02

    SWA ConduitDigitalFiresideChatwithHannahRothandErikJensen V02
    2024/08/21

    For this episode of Sell With Authority, we’ve got something really special lined up for you — something we’ve never done before.

    We’re calling it a “Fireside Chat.” It’s a more laid-back, informal conversation, but packed with expert insights on a crucial topic for your agency’s success — strategic partnerships.

    Also in the category of things we’ve never done before — Hannah Roth, our Mad Scientist and Strategist, and Erik Jensen, my business partner here at Predictive — are co-hosting the episode and interviewing our guest experts Tim Burk and TCB from Conduit Digital. Conduit Digital focuses on being a strategic partner, tailoring their methods to fit each agency’s needs.

    Discover how agencies like yours can streamline, upgrade, and scale while reducing the inherent risks that come as your agency grows.

    What you will learn in this episode:

    • Why articulating your point of view is critical — it can make a big difference for your agency!
    • Creating your ideal client profile or Right-Fit Client avatar and how it can guide your strategies
    • Why building a methodology to teach from is key
    • Why you should aim for partnership over outsourcing
    • The expectations you should have when creating strategic partnerships
    • Expert advice for agencies looking to scale and improve performance

    Resources:

    • Website: https://www.conduitdigital.us/
    • LinkedIn Business: https://www.linkedin.com/company/conduitdigital/
    • Facebook Business: https://www.facebook.com/ConduitDigitalUS/
    • Instagram: https://www.instagram.com/conduitdigital/
    • YouTube: https://www.youtube.com/c/conduitdigital
    • Twitter: https://x.com/conduit_digitall
    • TikTok: https://www.tiktok.com/@conduitdigital

    Additional Resources:

    • Visit our newly expanded Resource Library
    • Join us in our free How to Fill Your Sales Pipeline Facebook Group
    • Order your free paperback or Kindle copy of our book: Sell with Authority
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    42 分

あらすじ・解説

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.
Copyright 2021 - Predictive ROI
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