Sell With Authority
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.
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How to Multiply Your Pipeline with AI, with Lucas Petty
08/13/2025
How to Multiply Your Pipeline with AI, with Lucas Petty
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 expertise in a way that makes your right-fit prospects say YES! That’s exactly what today’s episode is all about. We pull back the curtain on how real agencies are using AI to sell more of what they do. Our guest, , isn’t just another AI guy. Yes, he knows the tech. But more importantly — he knows how to make it pay off inside an agency. Lucas is the Founder of — a firm helping agency owners streamline ops, eliminate bottlenecks, and grow more profitably using AI. Also joining today is our very own Director of Strategy, Hannah Roth. Hannah is in the trenches every day with our clients — helping them sell more of what they do and future-proof their pipelines. She also leads our AI strategy inside the Predictive Lab. If you’ve ever wondered how AI fits into your agency’s biz dev engine — you’re in the right spot. What you will learn in this episode: Why tool overload keeps agencies stuck — and how to break the cycle A framework for identifying true agency bottlenecks A candid, step-by-step approach to getting your team to ACTUALLY adopt AI — without the fear and resistance How to map agency processes to spot where every single friction point — and missed opportunity — actually lives Steps to move from overwhelmed to PRODUCTIVE if you feel behind on AI Resources: Website: LinkedIn Personal: LinkedIn Business: TikTok:
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How to Spark Unstoppable Momentum, with Don Yaeger
08/06/2025
How to Spark Unstoppable Momentum, with Don Yaeger
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 effortless. Right-fit prospects seem to appear out of nowhere. Your proposals move forward. Your team operates like a single unit. You speak — and your audience leans in. But — when momentum is gone — everything feels heavy. Wins don’t stack on each other. Confidence fades. Right-fit prospects ghost you after receiving a proposal. The pressure to fix it fast makes you want to chase prospects — which feels like a whole lot of not awesome. Here’s the good news — momentum isn’t magic. It’s measurable. It’s repeatable. That’s exactly what we unpack in today’s episode. There’s no better person to guide us through this conversation than our guest today, . Don is one of the world’s leading authorities on greatness, leadership, and momentum. He’s the author of 35 books, including 12 New York Times bestsellers. Most recently — alongside retired U.S. Army General Bernie Banks — Don has co-authored — a book that answers one of the most pressing questions agency owners and their teams are facing right now: How do you create momentum when it’s missing? That’s where we focus our time and energy for this episode — how to find the spark. And — how to turn that spark into sustained, unstoppable momentum that can change everything for you and your team. What you will learn in this episode: Why momentum — not leads, content, or invitations — could be the missing link in your agency’s growth engine How to create the “spark” that shifts your team from stalled to unstoppable Why strong leadership must shape your agency’s culture How to train your team to recognize and respond to opportunity Steps to reverse lost momentum when confidence dips — and how feedback loops set winning teams apart Resources: Website: LinkedIn Personal: LinkedIn Business:
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Map Right-Fit Prospects by Name, with Hannah Roth
07/30/2025
Map Right-Fit Prospects by Name, with Hannah Roth
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 guest expert and I mapped out what we wanted to cover. We thought about how to structure this episode as a strategic prelude to the Intensive. We’re unpacking core pillars we’ll be teaching — including what it means to build your right-fit prospect map and how to run sales calls that create real momentum. That guest expert is our very own Director of Strategy . Hannah is a data scientist by trade, and she runs point on helping our clients sell more of what they do. Now’s the time to double down on a strategy that isn’t just about new leads — but about future-proofing your agency through relationships you’ve already built. What you will learn in this episode: The biggest missed sales opportunities most agencies overlook How a right-fit prospect map changes the game The cause-and-effect of focusing biz dev on new prospects vs. current or past clients Simple but powerful tactics to turn lost deals and past clients into new revenue streams Why “by name” — not guesswork — matters How to fix common money-draining mistakes that kill your sales pipeline The role of trust and distrust in today’s market — and why nurturing your orbit matters more than ever How to confidently open doors with tactics that don’t feel “salesy” How you can join the July Intensive as our FREE guest Resources: Website: Visit our newly expanded Join us in our free Facebook Group Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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Messaging That Drives Real ROI, with Jason Swenk and Stephen Woessner
07/24/2025
Messaging That Drives Real ROI, with Jason Swenk and Stephen Woessner
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, but actually showcases your smarts, removes friction in the sales process, and positions your team in the blue ocean, not the red. We talk through how to sell without selling — how a softer approach to biz dev can actually lead to big wins, without the yucky “hard close” tactics. We get real about what’s actually working for agencies right now. It’s not AI shortcuts, or shouting into the void. It’s clarity. It’s generosity. It’s building a system that reflects your smarts — and delivers client value on Day One. What you will learn in this episode: Why you should be ridiculously specific How to finally niche with clarity How agencies can teach generously and still win more right-fit clients Why developing and documenting your own methodology is non-negotiable for scaling — or selling — your agency What “eating your own dog food” really means in today’s credibility-driven market How to create content that whispers instead of shouts — and actually converts Free Resources: Website: Visit our newly expanded Join us in our free Facebook Group Stephen’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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Win Clients Before the First Meeting, with George Swetlitz
07/09/2025
Win Clients Before the First Meeting, with George Swetlitz
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 “yelling in a crowded arena.” And that’s exactly why today’s conversation matters. According to , nearly 70% of buyers say they’ve made a purchasing decision based on what they saw in public forums — reviews, comments, even how companies respond. Your agency’s reputation, and your clients’ reputations, are being shaped long before any discovery call gets booked. Your authority position isn’t just your content — it’s how you show up in conversations that are already happening online. What if you could help your agency — and your right-fit clients — show up more consistently, more authentically, and with more trust, without burning out your team? That’s why I’m excited to introduce today’s guest , co-founder of . George isn’t just another SaaS founder chasing trends. He knows how to lead teams, implement systems, and grow by solving real problems — repeatably. His mission now is giving agencies a way to scale review response, build trust across platforms, and mine authentic insight — all without sacrificing the human touch. If you’re looking for a smarter way to earn authority… If you want to build trust before that first meeting is even on the calendar… And if you’re curious how AI can actually help you do more with less — this conversation with George is one you don’t want to miss. What you will learn in this episode: Why your authority position is decided before you ever get a meeting The moment when reviews and responses become the “make or break” for customer conversion A behind-the-scenes look at big AI vs. little AI How reviews, competitor analysis, and the “recency effect” can future-proof your authority in pitches and client retention Quantitative strategies to use reviews as data Why your website isn’t the center of your reputation universe How to step into a sales pitch armed with hard data about a prospective client’s competitive landscape Resources: Website: LinkedIn Personal: LinkedIn Business:
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How to Sharpen Your ICP, with Ana Laskey
07/02/2025
How to Sharpen Your ICP, with Ana Laskey
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 super helpful. My guest expert is , data-driven Founder and President of . Ana’s mission is to help agencies build better, more accurate ICPs by grounding them in real buyer intelligence. When your ICP is off — even just a little — everything downstream in your biz dev process suffers. That’s what Ana and I slice apart — her smarts on how to fix your ICP so you can raise the bar of excellence. Whether you’re just starting to niche down or you’ve been in your lane for years — this episode challenges and inspires you to revisit your ICP — and walk away with fresh ideas for how to make it sharper, more grounded — and sell more of what you. What you will learn in this episode: Why most agencies’ ICPs are built on hope instead of data The “defined and validated” ICP approach The real math to prove why niching down is never too narrow A simple framework to validate your agency’s ICP through client conversations How to use AI tools to analyze client calls, extract real language, and sharpen your targeting Why ongoing customer listening can become your most reliable biz dev engine Resources: Website: LinkedIn Personal: LinkedIn Business: Ana’s Bio Page:
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Earning Back the Strategic Seat, with Mark Godfrey and Steve Evans
06/25/2025
Earning Back the Strategic Seat, with Mark Godfrey and Steve Evans
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. Going forward, you can build every client relationship around your smarts, not just the deliverables. In today’s episode, we unpack exactly how to do that. We start with the numbers, with proving the impact of your work. Lean into — not away from — the metrics that matter most to your clients. When you can clearly show how your work is moving the needle on the KPIs they care about, you make your agency an easy yes. That’s why I’m so excited to introduce our guests for this episode of Sell With Authority, and from . Mark and Steve didn’t just want to stop being seen as only a branding agency — they built an entire methodology to change that perception. And they didn’t stop at strategy. They built metrics around it. Their framework is designed to quantify impact in a way that clients can see, feel, and trust — which earns back that coveted strategic seat. Also joining this conversation is our very own Director of Strategy and resident Mad Scientist, . As many of you know, Hannah is in the trenches every day helping our clients sell more of what they do and future-proof their agencies. Get ready — in this episode, Mark, Steve, and Hannah are handing you the playbook. If you apply what you hear in this episode, you’ll have what you need to build a stronger methodology, tie it to measurable outcomes, and clearly communicate your value — earning that strategic seat at the table. What you will learn in this episode: Why treating “brand” as just a logo or color palette will leave money on the table, and what it takes to change that mindset for good How to lean into the chronic pain point chipping away at agency-client relationships What makes a true, measurable agency methodology How Parker Madison built Lucidify, a system for dissecting and quantifying brand with 108 data points The Moneyball approach to agency work How to connect perception to performance and translate data into actionable intelligence that right-fit clients want Resources: Website: LinkedIn: Steve’s LinkedIn: Mark’s LinkedIn:
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How to Master the Prospect Experience, with Mark Duval
06/18/2025
How to Master the Prospect Experience, with Mark Duval
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 conversation, Mark dropped two letters that stopped me in my tracks. P. X. — Prospect Experience. That’s the lens Mark and his team use to help agencies get razor-sharp clarity on their go-to-market strategy, how they’re nurturing leads after that first conversation, and how they’re moving opportunities forward — without it ever feeling like a hard sell. As Mark unpacked PX, I thought — holy bananas — this is gold! Once I saw how PX worked I knew we had to share it with our audience on Sell With Authority because — what if your agency could turn your consistently inconsistent biz dev efforts into a repeatable, smooth cadence that actually feels good to your prospect — and still drives results? If you take and apply what Mark shares in this episode — you’ll be in a stronger position to raise the bar of excellence in your agency’s PX, and that alone can make selling feel less like selling — and more like serving. What you will learn in this episode: How “PX” or Prospect Experience, can be your agency’s secret weapon for attracting, nurturing, and converting right-fits Clarity around the three critical questions every agency must answer How to orchestrate each touchpoint so prospects are wowed at every stage The difference between service-focused and solution-focused messaging — and why it matters if you want to stand out Concrete strategies to ensure your outbound and nurture efforts are consistent, relevant, and measured for results How to proactively own your go-to-market approach The pitfalls of info@ email addresses and outdated voicemails The details that silently kill deals Resources: Website: LinkedIn Personal: LinkedIn Business: The Agency News Business Blog: Services:
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Double Down on Leading With Authority in Uncertain Times, with Sara Hanlon
06/11/2025
Double Down on Leading With Authority in Uncertain Times, with Sara Hanlon
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 move. We’ve been there. But here’s what we also know — because the data backs it up: Agencies that lean in, that make progressive decisions in uncertain times, are the ones that build resilience. Predictability. Trust. And growth — even 10x growth in some cases. That’s why I’m so excited for you to hear from today’s returning guest expert , co-founder of . Sara is sharp, no-nonsense, and has a gift for helping B2B agencies get off the content hamster wheel and start building true momentum. Her focus? Not selling harder, but showing up smarter. Also joining is our very own Director of Strategy and Mad Scientist, Hannah Roth. If you know Hannah, you know she’s in the trenches every day with clients — helping them position their expertise, price their value, and build authority that generates demand. We unpack exactly how to lead with clarity, show up with generosity, and make your content strategy start pulling its weight. No hype. No guesswork. Just clear, practical insights to help you conquer uncertainty and roar through 2025. What you will learn in this episode: What it takes to stand out and build trust with authority-driven content How to unify sales and marketing to drive consistent biz dev, stronger retention, and more referrals The most important meeting cadence and agenda to keep your team accountable and collaborative Why you should lean into your prospects’ pain The research-backed difference between agencies that freeze and those that double down How to align your goals so that you are showing up as a strategic partner — not just a vendor Resources: Website: LinkedIn Personal: LinkedIn Business:
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How to Build Sales Confidence, with Erik Jensen and Hannah Roth
06/04/2025
How to Build Sales Confidence, with Erik Jensen and Hannah Roth
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 more scalable, more sustainable business — regardless of whatever challenges might be around the next corner. Today’s episode is the final installment in our four-part series on the four reasons agencies struggle with sales — and more importantly — how to fix them. I’m excited to sit down again with , our Director of Strategy and resident mad scientist. Hannah and I are in the trenches every single day, working with agency owners to tackle the issues that keep them stuck. Sales is almost always one of those issues. In this episode, we dive into what we call the practice problem. Why does every sales call feel like the first time? Why do we expect to nail the pitch, but never actually practice it? In any other part of business, that would be nuts. But in sales, it happens all the time. So today, we’re going to break that pattern. We unpack how to build a sales process you can actually improve, how to create a system for feedback and iteration, and how to show up to your sales calls ready — not rusty. What you will learn in this episode: The #1 reason agency sales calls always feel new — and how to fix that with one rock solid framework Why practicing your sales process matters as much as practicing any craft The 3.5-step process to running a winning sales call — and where most agencies get it wrong The “Help Me Understand” question framework that turns every discovery call into a trust-building, opportunity-finding powerhouse How to use flashcards, role-play, and real-world feedback to refine your sales message and increase your close rate Why practicing out loud is the best way to show up confidently Resources: Website: Visit our newly expanded Join us in our free Facebook Group Erik’s LinkedIn: Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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How to Close the Consistency Gap, with Erik Jensen and Hannah Roth
05/28/2025
How to Close the Consistency Gap, with Erik Jensen and Hannah Roth
Welcome to Sell With Authority. I’m , Co-Owner and Chief Strategy Officer here at Predictive ROI — and yes, you are in the right place. If you’ve been a long-time listener, you’re probably thinking, wait a second, where is Stephen’s smooth, signature intro? I’m stepping in because Stephen is celebrating his daughter’s graduation. We lovingly kicked him off the mic for a few weeks so he can soak up that family time. Today, I’m joined by my strategic co-pilot and our Director of Strategy, . She’s our in-house mad scientist when it comes to helping agency owners get unstuck. In this special series, we’ve been diving into key reasons agencies struggle with sales, and more importantly, how to fix them. In today’s episode, we tackle what we call “the consistency gap” — that lack of a repeatable, dependable sales process. If you’ve found yourself uttering words like “It depends”, or “I meant to follow up”, this episode is for you. What you will learn in this episode: Why a lack of consistency in your sales process will keep you stuck The secret ingredient to a 28% bump in close rates How to align sales and operations so you sell what you promise The real reason your custom proposals are killing your profitability How to fix the anxiety of “playing defense” in sales calls by tightening your value ladder Why rinsing and repeating your best offers is the best move to stand out and sell more of what you do Resources: Website: Visit our newly expanded Join us in our free Facebook Group Erik’s LinkedIn: Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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Escape the Everything Agency Trap, with Hannah Roth and Erik Jensen
05/21/2025
Escape the Everything Agency Trap, with Hannah Roth and Erik Jensen
Welcome to the Sell With Authority podcast. If you’ve been with us for a while, you’re probably expecting to hear Stephen’s voice kicking things off. But we’ve temporarily booted him off the mic — for a very good reason. His daughter is about to graduate, and we wanted to make sure he could soak up every moment with his family. I’m , Director of Strategy and mad scientist here at Predictive ROI and I’m stepping in as your host for the next few weeks. For this special four-part series, I’m sitting down with — co-owner, Chief Strategy Officer, and my strategic co-pilot here at Predictive. Erik and I are in the trenches every day, helping agency owners like you solve the messy, complex challenges that keep your business stuck in place. And one of those major sticking points? Sales. Today’s episode is part two, and we’re diving into what we call the Focus Fog. Erik unpacks the risks of being the “everything agency” — and how your good intentions to do more might actually be clouding your sales process, confusing your prospects, and holding your agency back. What you will learn in this episode: Why the “focus fog” is quietly sabotaging agency growth and how to recognize it before it’s too late The psychological drivers that keep agencies stuck as generalists What happens when sales and ops don’t see eye to eye How stacking 3-5 “lenses” helps your agency niche down without killing off creativity Real research and stats proving highly specialized agencies land more right-fit clients The hidden cost of one-and-done projects versus repeatable, scalable work How clarity in your focus transforms sales, onboarding, marketing, AND lets you eventually escape founder-led sales Resources: Website: Visit our newly expanded Join us in our free Facebook Group Erik’s LinkedIn: Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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How to Break Free from the Referral Trap, with Hannah Roth and Erik Jensen
05/14/2025
How to Break Free from the Referral Trap, with Hannah Roth and Erik Jensen
Welcome to Sell With Authority! I’m , Director of Strategy and resident mad scientist here at Predictive ROI. And before you double-check your podcast app — yes, you are in the right place. If you’ve been a longtime listener, you’re probably used to hearing Stephen kick things off. But today, I’ve hijacked the mic for a good reason. Stephen’s daughter is about to graduate; CONGRATS to the whole Woessner crew! We’ve gently nudged him off the show for the next few weeks so he can enjoy that special time with his family. In the meantime, I’ll be your host for the next four episodes, and I’m really excited about what we have planned. Each week, I’ll be joined by , my strategic co-pilot, co-owner, and our Chief Strategy Officer here at Predictive. We are in the trenches every day working with agency owners, helping them navigate the big challenges that hold them back from scaling with confidence. Erik and I are kicking off a four-part series about why agencies struggle with sales — and more importantly — what to do about it. In today’s episode we focus on what we call “The Referral Trap.” Referrals are great… until they’re not. Too many agencies rely on them as their primary source of new business — but that’s risky. We discuss why the illusion of “plenty of referrals” is so dangerous, and what to do before they dry up without warning. What you will learn in this episode: Why so many agency owners fall into the “referral trap” The not-so-obvious risks of relying on referrals How passivity with prospects infects your sales culture — and leads to missed revenue from both new prospects AND existing clients The candid truth about “not having time” for sales A rock solid step-by-step way to take control of your biz dev Why your list is one of the most important assets that your agency can have How to assess if your list is actually filled with viable prospects Resources: Website: Visit our newly expanded Join us in our free Facebook Group Erik’s LinkedIn: Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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How to Be the Favorite Meeting of the Month, with Natalie Henley
05/07/2025
How to Be the Favorite Meeting of the Month, with Natalie Henley
I’m super excited to welcome our guest expert today, . If this is your first introduction to Natalie — she’s the CEO and Owner of Volume 9 Digital. She’s also a sharp speaker, trainer, and consultant. But more importantly — Natalie is right in the thick of it. She’s not just running the agency — she’s leading ops and sitting in the strategic seat with clients. She’s hands-on, gathering insights, solving real business problems, and applying that knowledge every single day. That’s one of the biggest reasons I wanted to invite her onto the show. The perspective she brings — from actually doing the work — is powerful. Natalie shares the story of a custom dashboard they built at . Not just some templated reporting tool — but a fully custom platform, designed from the ground up to help clients log in, check results, and truly understand what’s working. We also unpack all the lessons they learned along the way. We also dig into a pivotal moment back in 2022 — when Natalie and her team made the bold decision to stop being all things to all clients. They simplified, refocused, and doubled down on the problems they solve best. That clarity helped them build authority in the right niche — and made them a much easier yes for their right-fit prospects. There’s so much in this episode that you can take and immediately apply — especially if you’ve been feeling stretched too thin. Natalie’s insights will help you get clear, get focused — and sell more of what you do best. What you will learn in this episode: How Natalie developed an agency owner’s mindset by “learning how to sell — and how to be valuable” from the beginning Why agencies must focus on the shortest path to client results instead of just racking up deliverables The candid story behind Volume 9’s $500K dashboard investment Why retention isn’t about fancy tech The turning point when Volume 9 stopped being everything for everyone — and how they set boundaries for YES and NO Resources: Website: LinkedIn Personal: LinkedIn Business: Instagram: Facebook: Volume Nine Resources:
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Sharing Your Process Wins More Business, with Laurie Mikes
04/30/2025
Sharing Your Process Wins More Business, with Laurie Mikes
I am beyond over the moon excited to have our very special guest expert on this episode of Sell With Authority, . Laurie is the Chief Operating Officer of the , where she oversees daily operations and works closely with Second Wind’s member agencies. That gives her an incredible pulse on the industry — she truly has her finger on the trends, the challenges, and the opportunities agency owners are navigating right now. I invited Laurie to the show because of her deep expertise around agency finance, growth, and operations. I was especially eager to have this conversation after reading a blog post Laurie wrote entitled, “Transparency Builds Trust with Clients.” My Predictive team and I feel the same way. We recommend that our clients build transparency right into their biz dev processes — teaching and sharing generously right from the onset of a new relationship. When you do that, you remove friction from the sales process — and make it so much easier for your right-fit prospects to say “yes.” That’s exactly where Laurie and I focus our time and attention in this episode — how you can build deeper trust with your right-fit prospects and clients. If you take and apply the insights Laurie shares, you and your team will be better equipped to build trust faster — and that, in turn, will help you sell more of what you do. What you will learn in this episode: Why transparency is the foundation for building authority and winning trust with right-fit clients How to openly share your agency’s process so prospects feel less like targets and more like valued partners The #1 mistake agencies make trying to protect their “secret sauce” — and what to do instead Why difficult, honest conversations actually get you a seat at the table as a strategic partner — not just a vendor Real-world examples of onboarding practices that set the stage for long-term client retention and bigger budgets Resources: Website: LinkedIn Personal: LinkedIn Business:
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Fix What’s Broken to Close More, with Tim Kilroy
04/23/2025
Fix What’s Broken to Close More, with Tim Kilroy
I’m excited to welcome our guest expert to the podcast today, . If this is your first time being introduced to Tim — he’s the Founder of , where he helps agencies fix what’s broken and grow the right way. He’s been in the trenches, he’s led from the front — and he knows his stuff when it comes to agency growth. I invited Tim to join me today because I wanted to dig into his perspectives around agency biz dev — specifically, I recently read one of Tim’s LinkedIn posts and thought, “Yep — this is right on the money.” The headline of that post? “5 things to fix that will boost your close rate.” And that’s exactly what we unpack in this episode. Tim and I break down each of the five — piece by piece — so you can take his insights and apply them directly into your sales process. I’d like you to keep two questions in mind as we go through Tim’s 5 fixes: First — are you actually doing all five? If not — you’ve now got a clear set of action steps to put into practice. Second — if you are doing them — could you be doing them with deeper excellence, more consistency, and greater impact? If you take the insights and wisdom Tim shares in this episode and actually apply them — you’ll remove friction from your sales process, you’ll create more momentum with prospects — and you’ll make your agency an easier “yes.” What you will learn in this episode: Why knowing what problem you’re solving, and for who, makes biz dev so much easier Why premature pitching shuts down momentum — and how to keep your sales conversations on track The “return on understanding” metric that could transform your discovery process How to use your right-fit prospect’s language, pain points, and context to position your agency as an easy yes Why clarity around next-steps is essential The truth about many agency case studies Simple but overlooked shifts that can turn your biz dev into a repeatable, reliable system — no matter what the market is doing Resources: Website: LinkedIn Personal: LinkedIn Business:
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A Data-Driven Approach to Smarter Biz Dev, with Erik Jensen
04/16/2025
A Data-Driven Approach to Smarter Biz Dev, with Erik Jensen
Now — more than ever — it’s time to double down on nurturing your leads with excellence, so you can sell more of what you do. Back in of the podcast my business partner and Predictive’s Chief Strategy Officer, , dropped some serious wisdom about how uncertainty kills sales. He laid out how showing up consistently — for your audience, for your right-fit prospects, for your clients — with helpful, relevant content that leans into their biggest business issues — that’s how you remove friction from your sales process. And when you do that — something pretty amazing happens. You create hope. You create certainty. But maybe you’re thinking — well, that’s great in theory — and we think we know the challenges our prospects are facing — but we’re not 100% sure which ones they actually care about most. That’s exactly what we dive into today with Erik — to help us go deeper. Erik walks us through a quick refresher on what we call the Transformation Triangle — it’s one of the best tools we use when helping agencies and B2B businesses get clear on the real value they deliver and the real problems their prospects want solved. But that’s not all. We introduce you to a new strategy we call the 7:1 Cadence — a process Erik and Hannah built for collecting the right data, analyzing what’s working, and making smart adjustments to your content and distribution strategy. The result? Your prospects gain more certainty. You reduce friction. Your biz dev strategy wins more often. If you apply the insights and action steps Erik shares, you and your team will remove uncertainty, collect better insights, and create content that actually lands with your right-fit prospects. What you will learn in this episode: How the Transformational Triangle can sharpen your agency’s focus Why specificity creates certainty in your sales process and enhances client trust Understanding your clients’ business issues versus tactical ones Why the 7:1 Cadence is a game-changer for nurturing leads — and what it can reveal about your audience How to refine your strategy using meaningful data and insights for faster, more lucrative decision-making Resources: Website: Transformational Triangle: Visit our newly expanded Join us in our free Facebook Group Erik’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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Strategic Engagement: Your Path to Yes, with Jamie Shibley
04/09/2025
Strategic Engagement: Your Path to Yes, with Jamie Shibley
Before I introduce you to our special guest expert today, I want to take a moment to share some context I think will tee up today’s topic — and why we wanted to have this conversation. Right now, 70% of business leaders rank “showing care” as a top priority — but many of them struggle with how to express “care” effectively. If you’re looking for strategies to make your agency an easy yes for your right-fit prospects — or how to get onto their radar in the first place — crafting a plan to build strategic engagement should be a key part of your mix. That’s why we’re excited to have , CEO of , back for this encore interview. We unpack the research findings, explore key insights — and most importantly map out some action steps you can take and apply right away. I also invited Hannah Roth, our Director of Strategy and resident mad scientist here at Predictive, to join in the conversation. Hannah works in the trenches every day alongside our clients, helping them sell more of what they do. If you take and apply the insights Jamie shares with us, you will absolutely help your right-fit prospects feel the care you want them to feel, deepen relationships — and sell more of what you do in the process. What you will learn in this episode: Why only 34% of companies craft a documented engagement strategy — and how you can easily outshine the competition The key elements of a successful engagement strategy How to implement a documented engagement strategy Steps to shift from a transactional mindset to a relational one The synergy between personal storytelling and intentional gifting Real-world examples of how businesses use strategic engagement to fuel growth Resources: Website: LinkedIn:
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How to Align and Prescribe, with Hannah Roth
04/02/2025
How to Align and Prescribe, with Hannah Roth
Before I introduce you to today’s guest, I want to take a quick moment to share a recap from our recent 2-day Intensive that we hosted for Predictive clients and guests on March 19th and 20th. If you’re not familiar with our Intensives, three times a year — March, July, and November — we bring our Predictive clients together on Zoom for what we call the “2-day Intensive.” It’s where we pull back the curtain on Predictive’s best strategies and tactics, breaking everything down in full transparency so our clients can take the key insights and install them into their agencies. This past March, we focused on one critical goal — helping agencies sell more of what they do. Drew McLellan, CEO of Agency Management Institute, kicked things off on Day 1 with a deep dive into how to build and nurture a thriving community. On Day 2, — our Director of Strategy and resident Mad Scientist here at Predictive — absolutely crushed it. She walked us through key components of the sales process — including a technique she calls Align and Prescribe. That’s exactly why I invited Hannah to join me on today’s episode. We break down Align and Prescribe step by step, so you can see how it works — and most importantly, how you can put it into action inside your agency. If you take what Hannah shares today and apply it, you and your team will be Aligning and Prescribing like pros and closing more sales in a way that feels natural, confident, and right-fit. What you will learn in this episode: How to set the stage with confidence and own the conversation Recapping your prospective client’s concerns turns potential pitfalls into trust-building moments Hannah’s high impact questions that will shorten the sales cycle How to leverage storytelling instead of relying solely on facts The subtle transitions from help me understand calls to aligning on solutions that resonate deeply with right-fit prospects How you can get Hannah’s new eBook on Align and Prescribe Resources: Website: Visit our newly expanded Join us in our free Facebook Group Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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How to Unlock Your Voice, with Dia Bondi
03/26/2025
How to Unlock Your Voice, with Dia Bondi
I’m over the moon excited for today’s conversation because we have a special encore guest joining us — the absolutely brilliant . If you’re meeting Dia for the first time, here’s what you need to know — she works with senior leaders, founders, and ambitious professionals to help them find their voice and lead with it. She’s helped her clients secure hundreds of millions of dollars in decisions and resources that have shaped the future of their teams and businesses. Back in , I shared how my Predictive team and I first experienced Dia’s magic — watching her absolutely command the stage at the Build a Better Agency Summit in 2023. She had the entire room hanging on every word, and it was clear she had mapped a specific path for her audience. Every single piece of that keynote was intentionally framed. It was powerful, it was masterful, and in that episode, Dia and I broke down exactly how she did it. We ran out of time though, before we could dig into something big — The Platform Map. That is the focus of this conversation. Joining is our Director of Strategy and Mad Scientist, Hannah Roth. Hannah was in that same audience, experiencing Dia’s keynote in real time, and when I asked if she’d be game to join this encore, I barely finished my sentence before she said, “YES!!!” If you take what shares about Purpose, Providence, Point of View, and Principles — and how they all come together in The Platform Map — you’ll be able to build stronger rapport with your right-fit prospects — and make it easy for them to see why they should buy from you. What you will learn in this episode: How to cultivate the courage to speak from the heart and become a masterful communicator Why aligning your authentic voice with your business strategy is key to leadership success The power of using a framework — like the Platform Map — to develop a distinctive leadership voice How your origin story and accomplishments serve as evidence of your unique voice How you can join Dia for her next virtual session to develop your Platform Map Resources: Website: LinkedIn Personal: LinkedIn Business: Instagram: TikTok: The Transformational Voice Intensive: Resources for Podcast Listeners: Ask Like An Auctioneer:
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Onboarding with Excellence, with Taylor McMaster
03/19/2025
Onboarding with Excellence, with Taylor McMaster
I am thrilled to introduce my guest expert for this episode of Sell With Authority, . She is the Founder and CEO of , where they specialize in helping agencies take exceptional care of their clients so agency owners can stay focused on what truly moves the needle — like growing the shop. Taylor is an expert in account management. She knows all the big and small details that make an excellent account manager…excellent. Today we focus on a thin slice of account management — and it’s the slice that takes place immediately after your client says yes to what you put forward during your biz dev process. You already know that onboarding isn’t just about executing strategies and tactics — it’s your client’s first proof point that they made the right decision in hiring your agency. Did they pick the right team? Did they invest in the right expertise? It’s on you to reaffirm that they made the best choice. But here’s the challenge—how do we do that with excellence? That’s exactly why I invited Taylor onto the podcast. We peel back the layers of DOT & Company’s client onboarding system so you can implement these strategies inside your agency. If you take what Taylor shares and put it into action — you’ll raise the bar of excellence in your onboarding process. That will make selling more of what you do feel like a lighter lift. What you will learn in this episode: How Taylor pivoted from owning a marketing agency to creating an account management agency — and why it skyrocketed Why prioritizing proactive communication post-sale is key to building confidence and trust with right-fit clients Balancing automation with a personal touch in the onboarding process How to delegate task-oriented client information gathering without overwhelming them Setting the gold standard for account management — and why it’s crucial to articulate these standards clearly Resources: Website: Facebook: LinkedIn: Instagram: YouTube:
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How Your Agency Can Stay Ahead, with John Heenan
03/12/2025
How Your Agency Can Stay Ahead, with John Heenan
If 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, . If this is your first time meeting — 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: LinkedIn Personal: LinkedIn Business:
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How to Avoid Profitability Traps, with Marcel Petitpas
03/05/2025
How to Avoid Profitability Traps, with Marcel Petitpas
I am over the moon excited to have today’s brilliant guest expert returning to this episode of Sell With Authority. If you’re meeting for the first time — he was my guest generously sharing his wisdom in episodes and of the SWA podcast. He’s off the charts awesome! If you don’t already know Marcel, he’s the CEO and Co-Founder of — and an expert on agency profitability. Today, we dive deep into a critical topic: why scaling your agency without keeping a close eye on profitability can actually do more harm than good. Marcel shares his smarts around the intricate world of profitability traps —those sneaky pitfalls that can quietly erode your margins if you’re not paying attention — and secretly derail your agency’s success. We explore cash flow traps — how payment terms and project timelines can create cash crunches if you’re not careful. We also break down the myth of revenue versus AGI and why a $10 million agency with razor-thin margins might need to operate more like a $1 million shop to stay healthy. If you’ve heard him before — you know Marcel backs up his insights with numbers and examples. He goes by the math to illustrate all of the key points in detail. So grab your notepad to double down on strategies that will help you sell more of what you do — and drive agency profitability. What you will learn in this episode: The difference between cash and accrual accounting — and why getting it wrong will set you back How to recognize and navigate the cash flow traps that could be sabotaging your agency’s profitability The misleading nature of revenue figures and the significance of focusing on AGI (Agency Gross Income) Why simply having more clients or projects isn’t a surefire way to increase your bottom line How payment terms might be quietly eroding your cash reserves — and what you can do to rectify it Smart strategies for structuring contracts and payment schedules to improve financial predictability The psychological shift you need to make to step away from the trap of a false sense of financial health Resources: Website: LinkedIn: Facebook: Twitter: Instagram:
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How to Align Biz Dev and Agency Ops, with Karl Sakas
02/26/2025
How to Align Biz Dev and Agency Ops, with Karl Sakas
I am super thrilled to welcome back today’s encore guest, . If this is your first time meeting Karl, he was the brilliant guest expert back in , where we dug into his expertise on helping agencies work less and earn more. In that episode, Karl and I broke down three key pieces of the biz dev process — niche, refining and delegating. In this encore interview, we take it further. We peel back even more layers of biz dev and then connect it directly to operations. Wondering why you and your team should care about this conversation? Recently, Hannah, Erik, and I were working with a client here at Predictive, helping them map out what we call the HERO Offer — and then shaping all the sales language they’d use to tee it up in a conversation with a right-fit prospect. Everything was rolling. Great momentum. And then — we hit resistance. So we tapped the brakes and asked, “Wait, what’s happening here?” After some digging, we realized the HERO Offer wasn’t fully aligned with how their team actually operated and delivered work. That moment was a huge Ah-Ha! Had we not paused and had that candid discussion, selling more would’ve just meant more chaos. So — this episode is about calming the chaos in your agency. breaks down the root causes of chaos inside an agency as well as how to fix it — so you can make it easier to deliver the services your right-fit clients need — and easier to sell more of what you do. What you will learn in this episode: How to identify and define chaos in your agency The root causes of chaos Why the three A’s of communication are pivotal for organizational success The importance of syncing your biz dev processes with operations A framework for making delegation effective Strategies to handle leadership challenges and drive profitability Advanced retrospectives for vision-setting and strategic growth Resources: Website: LinkedIn Personal: LinkedIn Business: Facebook: Twitter: Instagram: Calm the Chaos: 10 Ways to Run a Better Agency:
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The Power of Three Framework, with Scott Ramey
02/19/2025
The Power of Three Framework, with Scott Ramey
Here at Predictive, we’re all about sharing the strategies and frameworks that help agency owners sell more of what you do — with confidence and authority. That’s why I’m thrilled to welcome our guest expert, , to this episode of Sell With Authority. Scott is a sales expert with 30 years in the trenches, and former Fortune 500 C-suite executive with more than $100 billion of sales under his belt. Today, Scott is the Founder of . I’ve been especially looking forward to this conversation because we have a rule we live by when we teach — and that’s The Power of Three. We design our frameworks in 3’s. We organize our episodes in 3’s. We run 3 Intensives each year — March, July, and November. also believes deeply in The Power of Three, and we break down his Power of Three into core questions that you can start using right away — the next time you and your team are prepping for a conversation with a right-fit prospect. Scott’s model not only simplifies messages — but also fosters authentic connections and lasting impressions with right-fit prospects, setting you apart from the sea of sameness. If you take these insights and apply them, your right-fit prospects will see and hear that you’re all about helping them win. And when they see that — saying yes becomes a lot easier. What you will learn in this episode: How you can tap into the “Power of Three” to crush anxiety and build confidence in right-fit client conversations The secrets to making your pitch memorable Showing up 100% present for your audience — it’s time to double down on empathy and authenticity How to create a lasting impact by leaving your right-fit prospects with hope and vision Why owning your voice is the doorway to owning the room and securing the pitch Resources: Website: LinkedIn: Facebook: Instagram:
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How to Deliver Transformative Outcomes in 2025, with Mandi Ellefson
02/12/2025
How to Deliver Transformative Outcomes in 2025, with Mandi Ellefson
I am thrilled to have today’s guest expert, , joining this episode of Sell With Authority. Mandi is the creator of the Scale to Freedom Growth Model and helps agency owners refine their offers and attract premium clients willing to pay higher fees. And she does it fast — within 90 days. At a large part of Mandi’s work is listening, gathering data, and filtering it through her deep experience to identify the trends that will reshape agency services in the coming years. And that’s exactly what we’re diving into today. We are peeling back the layers on trends Mandi and her team are tracking right now — and most importantly — how you can use these insights to position your agency as a must-have strategic partner in 2025. This conversation explores the significant impact of AI on client expectations, the trend of companies in-housing their work, and the urgent need for agencies to become irreplaceable strategic partners. 2025 is the year for you to step up and own that strategic seat at the table — and sell more of what you do as a result. What you will learn in this episode: How to harness AI to boost your agency’s strategic expertise “Conditions for success” and how identifying them can lead to tenfold client results How you can position your agency as an irreplaceable strategic partner The impact of “the great in-housing wave” and how the smartest agencies are future-proofing their business models Understanding the “strategy execution flip” How your operations problems might actually stem from your sales processes and ways to fix that Why clients are so desperate for strategic direction now more than ever Resources: Website: LinkedIn Personal: LinkedIn Business: Hands Off CEO:
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How to Elevate Your Leadership Playbook, with Brett Gilliland
02/05/2025
How to Elevate Your Leadership Playbook, with Brett Gilliland
I am super excited about the conversation with my special guest joining this episode of Sell with Authority, . Co-Founder and CEO of , Brett and his team teach “The Proven Leadership System” to help 7-figure businesses scale to $10 million and beyond. Before founding Elite Entrepreneurs, Brett spent 10 years helping Keap grow from a 7-figure software company to over $100 million in annual revenue. He’s an expert in leadership, strategy, and organizational development — and he’s helped hundreds of agency owners push past obstacles to hit new levels of success. Brett brings a treasure trove of expertise from his vast experience in leadership, planning, and operational discipline. Here’s the reality — change is inevitable in business, and the key to thriving lies in being ready and adaptable. All your work — all your long nights — all your weekends — all the blood, sweat, and tears you and your team are investing toward the goal of growing your shop — may be for naught if you don’t have a leadership plan in place for how you will deal with the challenges that growth presents along the way. Brett shares how aligning everyone with your core purpose and values provides solid stability — giving your team the resilience and mindset to pivot and grow — no matter what change comes your way. If you take and apply the insights and wisdom that Brett shares during this episode — you’ll be in the right position to raise the bar of excellence — and sell more of what you do. What you will learn in this episode: How to create leadership stability amidst chaos and change The power of co-creating clarity with your team for collective success Strategies to keep your business nimble and effective during adversity Understanding the “What by When” mission to anchor your agency’s vision How strategic focus can transform resource allocation and impact The importance of onboarding in effective team integration Resources: Website: LinkedIn Personal: LinkedIn Business: Facebook:
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How to Shake the Trees, with Hannah Roth
01/29/2025
How to Shake the Trees, with Hannah Roth
Before I introduce today’s guest expert, I have an exciting update to share about our upcoming 2-Day Intensive on Wednesday and Thursday, March 19th and 20th on Zoom. During each Intensive, we bring our clients together for an exclusive event where we slice apart Predictive’s best strategies for helping agencies sell more of what they do. We break every data set — every experiment we’ve tested through the Predictive Lab — down in full transparency so you can take and apply the key insights into your agency — and move further faster as a result. Would you like to join us as our free guest on March 19th & 20th? Here’s the magic — the Intensive is a private, client-only event: no selling, no pitching — just pure value. You’ll be one of us, learning and collaborating with other agency owners. If that sounds helpful, just shoot me an email with the word “ONWARD,” and I’ll send you all the details, calendar invites, and private Zoom links you’ll need. My email is [email protected]. Our March Intensive is all about shaking the trees so you can sell more of what you do — so it’s only fitting that I invited , our Director of Strategy and resident Mad Scientist here at Predictive, as today’s guest expert. Hannah works with agency owners and their teams daily to raise the bar of excellence. If you apply the insights and action steps we share in this episode, you’ll get more at-bats with right-fit prospects — and sell more of what you do as a result. What you will learn in this episode: Strategies for shaking the trees the right way How to avoid the common mistakes that lead to destructive cycle churn Confidence in your offerings prevents desperate selling tactics Why sending weekly emails and hosting Q&As can set you apart from the competition Keeping core values, goals, and intentions at the forefront can help your agency say yes to the right opportunities — and no to the wrong ones Tips on how to transition from a numbers game to a more intentional, strategy-driven approach Resources: Website: Visit our newly expanded Join us in our free Facebook Group Hannah’s LinkedIn: Order your free paperback or Kindle copy of our Book:
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How to Build a Sales Process that Drives Growth, with Jason Swenk
01/22/2025
How to Build a Sales Process that Drives Growth, with Jason Swenk
My Predictive team and I are here to help make 2025 the year you CRUSH your goals — and elevate your agency to new heights. In this episode of Sell With Authority, we’re diving into a topic that’s essential for scaling your business development efforts. If you’re carrying the full weight of biz dev on your shoulders — it’s time to change that. At Predictive, we’ve spent years experimenting in our lab, gathering data points, and refining our Sell with Authority methodology—a proven framework to help you sell more of what you do for a higher fee. That’s where my very special guest expert, , and I are focusing our time and attention in this encore episode. Jason is the Founder of , a unique consultancy designed to help marketing agency owners — just like you and me — grow their agencies faster. You may remember Jason from — we first tackled the topic of building a sales team. Today, we pick up where we left off — digging deeper into designing the right offers, setting up pricing for success, and creating a team structure that works for your agency. Whether it’s about enrolling more of your team into the business development fold or building out a dedicated sales team to take on some of the heaviest lifting — this episode is for you. What you will learn in this episode: Why drilling down into your Ideal Client Profile (ICP) is the key to scaling faster How to craft and sell a compelling “foot in the door” offer that hooks clients Proven strategies for training and empowering a high-performing sales team Understanding prospect pain points and how to deliver exceptional value Using inbound, outbound, and strategic partnerships to build a robust lead generation system Key steps to lighten the sales burden off agency owners for more focus on growth Resources: Website: LinkedIn Personal: LinkedIn Business: Youtube: Instagram:
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How to Master the Perfect Ask, with Dia Bondi
01/15/2025
How to Master the Perfect Ask, with Dia Bondi
I am beyond thrilled to welcome our special guest expert to this episode of Sell With Authority, . If you haven’t had the pleasure of meeting Dia yet — let me tell you — you’re in for a treat. Dia works with senior leaders, founders, and ambitious professionals to help them find their voice — and lead with it. Her work has secured hundreds of millions of dollars in decisions and resources, paving the way for the future of their teams and businesses. I first experienced Dia’s incredible power from the stage — and I do mean power — at the 2023 Build a Better Agency Summit. Dia didn’t just speak; she commanded. She took us on a journey, crafting every moment of her keynote with precision. Her storytelling, her ability to connect, and the way she brought us all into her world was absolutely brilliant. In today’s episode, Dia shares some of her most impactful frameworks for setting up the perfect ask with your right-fit clients and prospects. helps you take WHAT you say — and HOW you say it — to a whole new level of excellence. What you will learn in this episode: Why courageous communication leads to the most impactful outcomes How to prepare for — and excel in — high-stakes communication moments Why understanding your right-fit client’s needs should come before any pitch How to leverage storytelling for greater influence Why practicing what you preach is non-negotiable for authentic leadership How to use strategic asking as a success strategy Resources: Website: LinkedIn Personal: LinkedIn Business: Instagram: TikTok: Resources for Podcast Listeners: Ask Like An Auctioneer:
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