How to Multiply Your Pipeline with AI, with Lucas Petty
Sell With Authority
Is your team producing solid content… nurturing leads… showing up consistently in all the right ways — but your sales pipeline still feels like a big pile of question marks? If selling feels harder than it should, the problem might not be your effort — it could be your leverage. You don’t need another tool. Or another platform. Or another shiny object promising quick wins. What you need is a multiplier. Something that helps you multiply the reach of your smarts without burning out your team, attracts higher-quality leads without blowing your budget — and packages your...
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How to Spark Unstoppable Momentum, with Don Yaeger
Sell With Authority
Before I introduce you to our very special guest expert today, I want to ask you a question. I encourage you to give it some real, thoughtful consideration. What if the real reason your agency’s sales pipeline feels stalled has nothing to do with lead flow, your niche, or your team? What if you’re not actually missing content? You’re not missing knocks on the door. You’re not missing invitations to the right room at the right time — or any of the other usual suspects we tend to blame. What if you’re really missing momentum? When momentum is on your side, effort feels...
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Map Right-Fit Prospects by Name, with Hannah Roth
Sell With Authority
Before we dive into today’s episode of Sell With Authority, I want to make sure you know about our July Intensive. Every March, July, and November we gather our Predictive ROI clients together for a 2-day event we call the Intensive. It’s a private, client-only event — but we always hold a few guest seats open. Our July Intensive is happening Wednesday and Thursday, July 30th and 31st, from 8:30 a.m. to 12 noon Central — and it’s 100% virtual over Zoom. The focus? Helping you fill your sales pipeline so you can sell more of what you do. Turning our attention to this episode — my...
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Messaging That Drives Real ROI, with Jason Swenk and Stephen Woessner
Sell With Authority
For this episode of Sell With Authority, we’re doing something a little different — and I’m excited to share it with you. In a recent conversation I had with Jason Swenk on his podcast Smart Agency Masterclass we got laser-focused on some things that are critical if you want to sell more of what you do — at a premium price — to right-fit clients. We dig into why being ridiculously specific about who you serve is the not-so-secret weapon behind a scalable agency. Also, we unpack the power of developing a true methodology — something that doesn’t just sound good on a pitch deck,...
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Win Clients Before the First Meeting, with George Swetlitz
Sell With Authority
For this episode of Sell With Authority we’re zeroing in on something every agency needs — trust at scale. Not vanity metrics. Not louder messaging in an already crowded feed. Real credibility — earned in public — where your right-fit clients are watching, judging, and deciding whether you’re the expert worth hiring. The noise isn’t going away. And if you’ve been putting in the work — creating content, showing up on the right channels, following all the authority-building advice — but your pipeline still feels sluggish or unpredictable, you might be stuck in what we call...
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How to Sharpen Your ICP, with Ana Laskey
Sell With Authority
Have you and your team started putting in the work to go narrow — made the commitment to niche down because that’s where the gold is? You’ve updated your positioning. Your message is feeling more dialed in than ever. And maybe you’ve even started saying “no” to wrong-fit clients. Awesome! But — your sales pipeline still feels a little unpredictable. Or, you’re doing all the right things but your content isn’t converting — and your ICP, or Ideal Client Profile, feels just out of reach. If that hits too close to home — this episode of Sell With Authority is going to be...
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Earning Back the Strategic Seat, with Mark Godfrey and Steve Evans
Sell With Authority
Before I introduce our guest experts for today’s episode, I want to zero in on a problem that’s been coming up more and more in conversations with agency leaders. It’s a pain that sounds like this: “We used to have a strategic seat at our client’s table. They trusted our advice. They valued our expertise. Pricing wasn’t an issue. We felt like a true partner. But somewhere along the way, that shifted — and now we’re stuck reacting instead of leading.” If that feels a little too familiar, you’re not alone. But — there’s good news. That strategic seat can be earned back....
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How to Master the Prospect Experience, with Mark Duval
Sell With Authority
I’m excited to welcome our guest expert to this episode of Sell With Authority, . If this is your first introduction to Mark — he founded back in 2007 and brings over 25 years of client-direct biz dev experience to the table. Mark and his team specialize in helping agencies design and implement smart, strategic growth initiatives — from new client acquisition to organic growth and diversification. When Mark and I first connected, we started talking shop. Biz dev challenges, what’s working, what’s broken, and what agency leaders are wrestling with right now. In that...
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Double Down on Leading With Authority in Uncertain Times, with Sara Hanlon
Sell With Authority
Before we hit record on today’s episode of Sell With Authority, my team and I went deep. We poured over research, we sifted through data, and we asked ourselves a simple question: What do agency leaders need most right now? Agency leaders who’ve done the hard work to niche down, to plant your flag, to be known for something — but your content still isn’t converting the way it should — we built this episode for you. Across the agency landscape, a lot of smart, capable leaders are quietly pulling back. Frozen. Waiting for clarity. Wanting to be bold — but afraid to make the wrong...
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How to Build Sales Confidence, with Erik Jensen and Hannah Roth
Sell With Authority
Welcome to the Sell With Authority podcast. I’m , co-owner and Chief Strategy Officer here at Predictive ROI. If you’ve been a longtime listener, you might be wondering, where’s Stephen’s voice? Don’t worry, there hasn’t been a coup. This isn’t a mutiny. Stephen’s daughter is graduating, and we lovingly kicked him off the mic for the next few weeks so he can fully enjoy that special time with his family. We miss him — but we’ve got you covered. We built this podcast specifically for you — the agency owner looking to sell more of what you do, in a way that builds a...
info_outlineIf you’ve been here before, you know at Predictive we’re all about helping agency owners sell more of what they do for a higher fee. That’s why I’m super excited for today’s conversation — because I have the privilege of introducing you to our guest expert, John Heenan.
If this is your first time meeting John — he’s an agency new business expert who rolls up his sleeves and works directly with small to mid-size agencies to refine their biz dev strategy, build out their teams, and execute in a way that wins new business.
Recently, I was reading through John’s blog, and one particular post stood out to me: The Business Development Dilemma. In it, he wrote, “In the agency business — standing still is moving backward. The agencies that will win are those that take proactive steps now to grow and evolve.”
I couldn’t agree more!
After reading his post, I immediately reached out to John and invited him to join me on the podcast — so we could dig deeper into the dilemmas he outlined.
The reality is that the way we go to market, serve our clients, and even how our clients measure success has shifted. And the way we integrate all of this into our biz dev strategy is critical to ensuring that your agency isn’t just another option — but the only option.
Delivering great work is one thing. Teaching and selling from a position of authority — so you’re the only one in the room — is quite another.
If you take and apply the insights John shares — you won’t be caught standing still.
Instead, you’ll be positioning your agency to sell more of what you do in 2025.
What you will learn in this episode:
- Why John believes agency mergers and acquisitions will spike, boosting agency prospects in 2025
- How agencies are moving toward full-funnel capabilities that combine both performance and brand
- How data management agencies are evolving into comprehensive customer experience providers
- Knowing your agency’s DNA to leverage your biz dev strategy
- Ways to be ready for market changes
- Key factors for crafting a distinguished agency positioning strategy
Resources:
- Website: https://jheenan.com/
- LinkedIn Personal: https://www.linkedin.com/in/jheenan/
- LinkedIn Business: https://www.linkedin.com/company/jheenan-consulting/