This episode of Sell With Authority is all about demystifying that big, elusive buzzword we hear tossed around so often in marketing and sales — SEO.

Depending on your agency’s focus, some of your clients and prospects might be total SEO aficionados, while others see it as a bit of a black box.

And if we’re being honest — even those of us in the industry know that SEO can feel a little daunting at times.

That’s why we invited Michael Ter Mors to join us. Michael is a partner at Conifr, an SEO consulting agency that’s carved out a niche working with B2B SaaS companies, helping them fill their sales pipelines with the right-fit prospects. Conifr has this knack for making SEO not just accessible — but actually useful for driving growth.

We’re tearing down the myths of traditional SEO — and Michael shares how to align your marketing efforts to fill your sales pipeline with right-fit prospects.

I’m saying “we” because I’m thrilled to have Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive, joining us as well. Hannah works hands-on with clients every day, helping them drive results and sell more of what they do.

Whether or not SEO is your agency’s bread and butter, you will walk away with fresh ideas on how to frame what you do — and help your clients sell more of what they do.

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.

• Why traditional SEO is dead
• How to shift from outdated SEO metrics like “rankings” and “traffic” to a value-driven approach
• Why it is crucial to understand your customer journey
• The importance of aligning on business-critical metrics and speak your right-fit client’s language
• The role proper analytics and transparency play in building trust
• The integration of paid and SEO marketing strategies and why collaboration across channels is key

Resources:

• Website: https://www.conifr.com/about
• LinkedIn Personal: https://www.linkedin.com/in/michaeltermors/
• LinkedIn Business: https://www.linkedin.com/company/conifr-media/

I’m excited for today’s episode of Sell With Authority because we have an incredible guest expert joining us — Jason Kramer.

If you haven’t met Jason, he’s the Founder and CEO of Cultivize, a consulting firm that helps businesses select, onboard, and implement a CRM — and then — put a lead nurturing and sales process in place so those tools deliver real ROI.

Jason breaks down critical areas that will help your agency improve sales performance — from eliminating pipeline leakage to creating a structured, repeatable sales process.

We cover the sales process end-to-end — focusing on how a properly implemented CRM can support every stage of the journey.

It’s all about ensuring that every opportunity is nurtured with precision from first contact to closed deal.

If you take and apply the insights and wisdom Jason shares with you during this episode — you and your team will sell more of what you do.

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.

• How effective CRM systems can diagnose “pipeline leakage” — and plug the leaks
• Strategies for tracking where new leads come from and the importance of meticulous follow-up
• How to nurture leads with excellence leveraging personalization
• Ways to use AI tools to enhance the personalization of your follow-up communications
• Tips on creating a structured, repeatable sales process to keep your sales pipeline flowing smoothly

Resources:

• Website: https://cultivize.com/
• Facebook Business: https://www.facebook.com/cultivize/
• LinkedIn Personal: https://www.linkedin.com/in/jasonleighkramer/
• Lead Nurturing Guide: www.afterthelead.com

I’m thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He’s also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.”

Dan’s book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach.

How do you balance personalization with scale?

This is exactly where Dan shines.

“Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.”

We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential.

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.

• How outbound marketing can fine-tune your overall marketing efforts
• Dan’s approach to effective testing with smaller B2B sample sizes
• Why agency owners should offload tasks to build an effective outreach system
• The ideal team setup for outbound marketing
• How simple, personalized touches can unlock significant opportunities

Resources:

• Website: https://www.salesschema.com/
• LinkedIn Business: https://www.linkedin.com/company/sales-schema/
• LinkedIn Personal: https://www.linkedin.com/in/danenglander/
• Facebook Business: https://www.facebook.com/salesschema
• Salesschema.com/SWA

I am super excited about today’s episode of Sell With Authority because we have a returning guest expert sharing his smarts — and if you’ve met him before, you already know how much value he brings.

David Jenyns is the brains behind SYSTEMology, and a master at helping agencies implement operational systems that elevate their game.

If this is your first time meeting David — buckle up — because his mission is something I know will resonate with you: freeing agency owners from the trap of being the “go-to” person for every problem in the shop. Instead, he teaches us how to put well-oiled operations systems into place — systems that allow us to step back, breathe a little, and lead at a higher level.

What would it feel like if you weren’t stuck managing the day-to-day chaos of operations? What if your time could be spent focusing on your most important priorities — the things only you can do?

And — how much more valuable would your agency be if it could run smoothly without you?

That’s what David’s Systemology is all about — giving owners like you and me the time, space, and focus to work on the business instead of being buried in it.

You’ll have the time you need to dedicate yourself to biz dev — and lead the charge for the agency.

If you take and apply the insights and action steps David shares during this episode — you’ll be well on your way to systematizing your agency so you can sell more of what you do.

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.

In this episode of Sell with Authority, we tackle one of the biggest challenges agency owners face — the constant cycle of feast and famine in business development. If you’ve been in the game for a while, you know exactly what I mean.

One minute, you’ve landed several new clients, and everything’s humming along. The team is busy, cash flow looks great, and the office energy is high. But then — it hits. A client moves on, another cuts back on their budget, and suddenly, you’re scrambling to fill the gaps.

It’s a rollercoaster — and one too many agencies never escape because they don’t harness the power of automation to stabilize their biz dev efforts.

That’s exactly why I’m thrilled to welcome today’s guest expert, Clate Mask, Co-Founder of Keap. For those of you who might not know, Keap is an automation platform we’ve used here at Predictive for over a decade. So — when Clate reached out to explore a content partnership, it was a no-brainer. We’re already big believers in the platform because it helps solve this exact problem.

Clate shares insights on how to integrate automation into your biz dev strategy — so you can start pulling yourself out of that feast and famine cycle.

If you take and apply the golden nuggets Clate shares in this episode, you’ll find new ways to automate your agency’s biz dev process. Break free from the feast and famine cycle once and for all — because when you automate, you’ll consistently sell more of what you do.

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 45 days. You can find Conduit and all their helpful insights and smarts here.

• How personalized communication and automation can coexist to enhance right-fit client relationships
• The first step to starting automation for agencies
• Types of lead magnets that resonate with your target audience and drive lead-gen
• How lifecycle automation can prevent operational inefficiencies
• How to turn SOPs (standard operating procedures) into strategic automated processes that streamline business operations

Resources:

• Website: www.keap.com
• LinkedIn Personal: https://www.linkedin.com/in/clate-mask-b0b386128/
• LinkedIn Business: https://www.linkedin.com/company/keap-growing/
• Growth and Freedom Playbook

This episode of Sell With Authority is packed with insights around a BIG topic — building a methodology that will not only earn — but keep your agency in that coveted strategic seat at your client’s table.

But — building a methodology is just the first step. Once you have it, you’ve got to talk about it, and you’ve got to build a content strategy around it.

It’s what we call the Content Blueprint — and we pull back the curtain on building a Content Blueprint with the help of today’s guest expert, Lisa Evano.

Lisa is the President of Counterpart, and their mission is to help clients implement a sales enablement system that actually gets adopted by their salesforce.

Lisa is joining Hannah Roth and me to help us sift through these big topics — methodology, content blueprint, and selling outcomes instead of selling stuff — and how she is leading her team down this very path.

If you take and apply the golden nuggets Lisa shares in this episode, you’ll be able to not only put your methodology on paper — but get crystal clear about how to talk about it to stay in that strategic seat at your client’s table.

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 45 days. You can find Conduit and all their helpful insights and smarts here.

• How customer-centric processes can prevent inefficiency and fuel growth
• Key steps to preparing and implementing effective employee training from day one
• Why reinforcing core values can significantly improve employee satisfaction and retention
• Strategies for ensuring sales teams utilize the materials created by marketing to run like a well-oiled machine
• The 9 needs of adoption critical for successful sales enablement
• How value-based selling can create stronger relationships and boost your bottom line

Resources:

• Website: www.counterpartcd.com
• LinkedIn Business: https://www.linkedin.com/company/counterpart/
• Instagram: https://www.instagram.com/hellocounterpart/
• YouTube: https://www.youtube.com/channel/UCgr_j6UiaDsA8_dg5lQfGaQ
• Vimeo: https://vimeo.com/counterpartcd
• Behance: https://www.behance.net/hellocounterpart
• SlideShare: https://www.slideshare.net/counterpartCD

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