A marketing strategist for over 30 years, Susan Baier founded Audience Audit in 2009 to help organizations understand their best audiences based on attitudes and needs rather than just demographics or purchase behavior. She develops custom segmentation research for marketers and agencies around the world, supporting their efforts to create marketing initiatives that are more relevant, more efficient, and more impactful. Susan and her Audience Audit team have been conducting “The Agency Edge”, an annual segmentation study of agency clients, alongside Drew McLellan, CEO of Agency Management Institute since 2014. Susan and team are also our research partners here at Predictive ROI when we step into the field to conduct our annual research. What you will learn about in this episode: How the attitudinal segments of Audience Audit’s research are defined The 3 goals Susan and her team had in mind when they decided to conduct their latest research study What Susan and Audience Audit’s research results show about how agencies are prioritizing their marketing efforts How an agency’s reputation and thought leadership play a role in business development The importance of defining a clear niche What differentiates an agency from its competitors in the eyes of a right-fit client Resources: Website: https://audienceaudit.com/ LinkedIn Personal: https://www.linkedin.com/in/susanbaieraz/ LinkedIn Business: https://www.linkedin.com/company/audience-audit-inc./ Facebook: https://www.facebook.com/AudienceAudit/ Twitter: https://twitter.com/susanbaier Additional Resources: Visit our newly expanded “Resource Library“ Join us in our free “How to Fill Your Sales Pipeline” Facebook Group LinkedIn: www.linkedin.com/in/stephenwoessner/

Jon Morris is the founder & CEO of Ramsay Innovations and a serial entrepreneur. Prior to Ramsay, he established Rise Interactive in 2004 with prize money from his second-place finish in the University of Chicago’s prestigious New Venture Challenge. Over the next 16 years, he grew Rise from a one-person shop to one of the largest independent marketing agencies in the world. After selling Rise, Jon pondered his next move and realized he was most energized when connecting and helping fellow entrepreneurs grow their businesses. Ramsay Innovations is the product of this inspiration. Like at Rise, Jon developed a proprietary, tech-enabled approach for surfacing hidden financial insights that drive critical business decisions. Ramsay Innovations’ mission is to transform marketing agencies by providing them with world-class, agency-specific financial management and strategic planning at a fraction of the cost. What you will learn about in this episode: Jon’s innovative framework around how agencies can fuel growth with a system of financial planning The core philosophy of Jon and his team Why differentiation is crucial for agency growth The four different concrete goals Jon highlights for growing agency revenue Why agencies should believe in marketing as well as prioritize it for the greatest impact How Jon helps other agency owners grow by applying the analysis process he built Resources: Website: https://ramsayinnovations.com/ LinkedIn Personal: https://www.linkedin.com/in/jonmorrisramsayinnovations/ LinkedIn Business: https://www.linkedin.com/company/ramsay-innovations-llc/ Facebook: https://www.facebook.com/RamsayInnovations Twitter: https://twitter.com/RamsayInno Additional Resources: Visit our newly expanded “Resource Library“ Join us in our free “How to Fill Your Sales Pipeline” Facebook Group LinkedIn: www.linkedin.com/in/stephenwoessner/

Andy Buyting is an expert in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in content marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team of marketing coordinators perform like superheroes! What you will learn about in this episode: How Andy and his Tulip team build a sales machine beginning at step one of lead generation How Andy’s business development assembly line approach can improve performance The steps to create an effective website with message content that converts prospects into client partners Why a call to action must be clear and intentional to connect with prospective clients in the most effective way Andy’s guide for getting on the fast track to filling your sales funnel Resources: Website: https://tulipmediagroup.com/ LinkedIn Personal: https://www.linkedin.com/in/andybuyting/ LinkedIn Business: https://www.linkedin.com/company/tulip-media-group/ Facebook: https://www.facebook.com/TulipMediaGroup Twitter: https://twitter.com/TulipMediaGroup Book: https://www.amazon.com/Double-Sales-Zero-Salespeople-Development-ebook/dp/B092FNH1HZ Youtube: https://www.youtube.com/channel/UC5plW7bBQyOOwSQggUwkp5A/featured?view_as=subscriber

Paula Chiocchi, CEO and founder of OMI, is an award-winning marketing industry veteran whose mission is to help businesses realize their full potential by effectively reaching their target audiences and converting more prospects into customers. Under her direction, OMI provides Fortune 1000 firms and other clients fresh, accurate contact data to fuel outbound marketing initiatives and drive sales and profits. An expert and innovator in multi-channel marketing data, Paula has established OMI as a leader in comprehensive email campaign management services. Along with her growing team, her goal is to assist clients in successfully navigating the complex email channel by offering hands-on guidance combined with the highest levels of email deliverability and marketing ROI. Paula began her career with Dun & Bradstreet and developed her skills by creating direct mail, online advertising and email campaigns for leading mortgage companies, financial institutions, telecom, software, online gaming sites, sweepstakes enterprises and e-commerce companies. Paula has been a contributing member of Forbes Agency Council since 2016. What you will learn about in this episode: How to accelerate your email list growth How best to nurture new prospects in order to accelerate your client acquisition How to tap into the power of a database of your prospects while protecting your sender reputation What type of metrics and results should you expect from an outreach campaign? What are some of the questions you should ask when evaluating data partners so you can feel confident you are selecting the right partner What are garden variety costs you should expect as you budget for 2023? Resources: Website: https://outwardmedia.com/ LinkedIn Personal: https://www.linkedin.com/in/paula-chiocchi/ LinkedIn Business: https://www.linkedin.com/company/outward-media-inc./ Facebook: https://www.facebook.com/OutwardMedia Twitter: https://twitter.com/OutwardMediaInc

Michael Zipursky is the CEO of Consulting Success® where they specialize in helping entrepreneurial consultants grow profitable, scalable and strategic consulting businesses. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 600 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 38,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success® the book. What you will learn about in this episode: Why the best approach to demonstrate value and cultivate a community is in content The structure of Michael and his Consulting Success team’s Clarity coaching program Why marketing should be about delivering value and building relationships rather than focusing on sales and promotions Michael’s insights around 3 specific steps for best positioning ourselves to attract more right-fit clients consistently The importance of concentrating on value instead of volume Simple shifts you can make to increase what you charge by 300% – or more Resources: Website: https://www.consultingsuccess.com Podcast: https://www.consultingsuccess.com/podcast LinkedIn Personal: https://www.linkedin.com/in/zipursky/ LinkedIn Business: https://www.linkedin.com/company/consultingsuccess-com/ YouTube: https://www.youtube.com/channel/UCcZvQqRud5hOIfHt62vpGmA Marketing Course: https://go.consultingsuccess.com/marketing-crash-course.html  

Stephen Woessner is the founder and CEO of Predictive ROI (PROI), a digital marketing agency, and the host of Onward Nation and Sell With Authority Podcasts. Since the advent of the commercial Internet, Stephen has collected tens of thousands of data points that have given him the ability to identify what he calls the “8 Money Draining Mistakes” and the “8 Money Making Opportunities.” Darren Hardy, then-publisher of SUCCESS Magazine, interviewed Stephen to discuss how business owners can identify and fix their mistakes. Stephen served in the United States Air Force, spent six years at the University of Wisconsin-La Crosse as a full-time academic staff member, and taught digital marketing classes to small business owners throughout the state, including the prestigious School of Business at UW-Madison. He has owned five businesses and is the bestselling author of five books, including “Profitable Podcasting” and “Sell with Authority.” His digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine. What you will learn about in this episode: How to conquer the fear that can set in when presented with opportunity How to break past the temptation to quit before even starting down the path Why the exterior trappings of success are not the true measure Real life lessons around the power of persistence, tenacity, and grit How if you take care of your clients — they will take care of you How to knit all of this together so you never, ever quit Free Resources: Order a free paperback or Kindle copy of “Sell with Authority”: https://predictiveroi.com/free-book Download the “WHO Framework”: https://predictiveroi.com/who Download the “WHAT Framework”: https://predictiveroi.com/what Download the “HOW Framework”: https://predictiveroi.com/how Newly expanded “Resource Library”: https://predictiveroi.com/resources/ “How to Fill Your Sales Pipeline” Facebook Group: https://www.facebook.com/groups/b2bsalesfunnel LinkedIn: www.linkedin.com/in/stephenwoessner/ Twitter: https://twitter.com/stephenwoessner Facebook: https://www.facebook.com/ And — join us for our next open-mic Q&A

Jeremy Miner is the Chairman of 7th Level, a Global Sales Training Company that was ranked #391 of the fastest growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021. He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and a host of other publications. “The single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver… NOT a product pusher.” For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet. During his 17 year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer, out of more than 100 million salespeople – selling anything – worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures, EVERY year. Jeremy uses behavioral sciences and human psychologypioneering a unique brand of sales training, reflective of his deep studies in the subject from Utah Valley University. What you will learn about in this episode: How Jeremy’s early experiences in the sales industry led him to mix sales strategy and tactics with behavioral sciences Why the first 7-12 seconds of any sales interaction are extremely critical Jeremy’s insights on structuring a conversation to encourage prospects to open up and engage How we can effectively “ditch the pitch” Why Jeremy believes the single most effective way to sell is to be a “problem finder and problem solver, not a product or service pusher” Jeremy’s philosophy for making sales tactical strategy comfortable, easy, and profitable Resources: Website: https://7thlevelhq.com/ LinkedIn Personal: linkedin.com/in/jeremyleeminer LinkedIn Business: https://www.linkedin.com/company/7thlevelhq/ Sales Revolution Pro Facebook Group: https://salestraining.clickfunnels.com/optin1645488287272

David Bonney has been focused on sales execution and process for 15 years and is the CEO and founder of FourtyFive.io — which is a platform he and his team built and designed for sales trainers. He is also the author of the new book entitled “Buyer-Centric Selling.” David is going to give us a rare look behind the curtain to the sales process — through the eyes of a sales expert. He is also going to give us a foundation around what he refers to as the Revenue Operations Lifecycle. Additionally, he’s also going to walk us through what he calls the “Sales Playbook” and how to execute the playbook. And — we’re going to break down The Sales Conversion Formula so you can better measure the sales performance within your shop — whether that’s your own performance — or — if you have multiple people playing different biz dev roles. What you will learn in this episode: How David and his team built and designed FourtyFive.io for sales trainers Ways to structure the first conversation with a prospect so they see we are all about them The foundational blocks for David’s new book, “Buyer-Centric Selling” Why David focusses on bottom performers to achieve increased performance levels from every team member Key takeaways from “Buyer-Centric Selling” The most effective ways to drive up predictable sales rep success Resources: Website: https://fourtyfive.io/ LinkedIn Personal: https://www.linkedin.com/in/davidjohnbonney/ LinkedIn Business: https://www.linkedin.com/company/fourtyfive-io

Stephen Woessner is the founder and CEO of Predictive ROI, a digital marketing agency, and the host of Onward Nation and Sell With Authority Podcasts. Since the advent of the commercial Internet, Stephen has collected tens of thousands of data points that have given him the ability to identify what he calls the “”8 Money Draining Mistakes”” and the “”8 Money Making Opportunities.”” Darren Hardy, then-publisher of SUCCESS Magazine, interviewed Stephen to discuss how business owners can identify and fix the mistakes. Stephen served in the United States Air Force, spent six years at the University of Wisconsin-La Crosse as a full-time academic staff member and taught digital marketing classes to small business owners throughout the state including the prestigious School of Business at UW-Madison, has owned five businesses, and is the author of three books, “The Small Business Owner’s Handbook to Search Engine Optimization”, “Increase Online Sales Through Viral Social Networking”, and “Profitable Podcasting.” His digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine. Hannah Roth is currently Predictive Roi’s Mad Scientist and Strategist. Hannah has a background as a wildlife biologist, and she started her own home decor and carpentry business that she ran quite successfully for 6 years, which segued into her current position with PROI. Hannah loves her work family, clients, and the fast paced environment of the agency world. She believes there is nothing quite as rewarding as walking alongside someone while they achieve their business goals. What you will learn about in this episode: Predictive ROI’s origin story What the Predictive team does differently for their clients The transformation that comes with confidently stepping into your smarts The importance and benefits of PROI’s full transparency approach Stephen’s advice for instilling confidence and trust with clients that come from all points of the business spectrum The impact of being within a community that fosters collaboration and inspiration Resources: Newly expanded “Resource Library”: https://predictiveroi.com/resources/ “How to Fill Your Sales Pipeline” Facebook Group: https://www.facebook.com/groups/b2bsalesfunnel LinkedIn: www.linkedin.com/in/stephenwoessner/ https://www.linkedin.com/company/predictive-roi/ https://www.linkedin.com/in/hannah-roth-387a6b223/ Twitter: https://twitter.com/stephenwoessner Facebook: https://www.facebook.com/PredictiveROI

Tom Schwab is an accomplished inbound marketer, speaker, entrepreneur, and author. He is the Founder and Chief Evangelist Officer at Interview Valet. Have you ever thought your digital marketing might actually be hurting your business? That you are not “breaking through the noise,” you are just adding to it? Perhaps you are not simply “one funnel away;” maybe that funnel is preventing the big fish you want from seeing your bate. Tom Schwab wants you to consider that you are just one conversation away. Based on Tom’s experiences and data, working with over one thousand thought leaders as the chief evangelist officer at Interview Valet, Tom believes you are just one conversation away from a rich life and a profitable business. What you will learn about in this episode: Why connecting people with ideas is part of Tom’s mission Why Tom launched Interview Valet The strategies and processes Tom and his team of experts implement to leverage audiences How we can avoid chasing a transaction in favor of making a long term investment leading to profitability and sustainability Ways the podcasting format is an introduction to potential clients that can lead to building a genuine position of authority Specific ways of repurposing podcast interviews to turn passive listeners into engaged leads Resources: Website: interviewvalet.com/ LinkedIn: linkedin.com/in/thomasmschwab https://www.linkedin.com/company/interview-valet/ Facebook: https://www.facebook.com/InterviewValet Twitter: https://twitter.com/interviewvalet Youtube: https://www.youtube.com/channel/UCuSNLwNEIU787_7l34HaS8A Book: https://interviewvalet.com/pgpdownload/