Sell With Authority

For the last 4+ years, our Sell with Authority podcast has focused on one core idea:  how to help agencies own and monetize their position of authority . When agencies choose a niche, commit to a point of view, and teach what they know in service of the right audience, something powerful happens. They become recognized. Their thinking travels. And prospects begin to show up more prepared, more con...

Today's episode of Sell With Authority is another part of our special series on trust and distrust in the agency sales process. Throughout this series, we've explored how agencies build and sustain trust — in their sales process, through their content, and inside their culture. When trust is present — your sales pipeline flows. But when trust is absent? There's friction — momentum stalls. In today...

Today's episode of Sell With Authority is another special in our series on trust and distrust in the agency sales process. You've been hearing from agency leaders who are leaning into this issue with real candor, real context, and real stakes. When trust is present — your pipeline flows. But when trust is absent? There's hesitation. Uncertainty. Second-guessing. Deals that should move forward stal...

Today's episode of Sell With Authority is part of our special series on trust and distrust inside the agency sales process. Over the last several weeks, you've heard from agency leaders who are willing to lean into this issue — honestly, transparently, and without shortcuts. When trust is present, the pipeline flows. Right-fit prospects show up prepared. Momentum builds. But when trust is missing,...

This episode of Sell With Authority is about being more human — not as a tagline, not as a brand promise — but as the way forward. Right now, I'm hearing the same thing from agency leaders, marketers, and business owners everywhere: "Our marketing doesn't work like it used to." We're in the middle of a fundamental shift. A power shift. Our guest today calls it The Third Rebellion — a moment where...

Before I introduce our very special guest experts joining this episode of Sell With Authority, I want you to pause and consider something. What if the reason you're not winning more new business has very little to do with your talent… your portfolio…or even your credentials? What if the pitch you're preparing is focused on the wrong thing? Here's the hard truth: winning pitches aren't about you. I...

Today's episode of Sell With Authority is another powerful installment in our special series on trust and distrust inside the agency sales process. Our special guest expert is Sharon Petry, President of Vision Creative Group, a full-service creative agency that has been helping clients "make penguins fly" for almost 40 years. Sharon has worn just about every client-service hat there is — from acco...

Today's episode of Sell With Authority marks an exciting milestone in our special series on trust and distrust in the agency sales process. Over the last several episodes, you've heard from agency leaders who've generously shared how they work to build trust — through their content, through the relationships they nurture, and through the way they lead their teams. For today's conversation, we're m...

This episode of Sell With Authority is another part of our very special series on trust — and distrust — in the agency sales process . You've been hearing from agency leaders who are leaning into this issue head-on. These conversations are not only timely — they're also forming the research foundation for my next book,  The Trust Architecture,  and a new series of Field Guides we'll soon be sharin...

This episode of Sell With Authority is another part of our very special series on trust — and distrust — in the agency sales process . You've been hearing from agency leaders who are leaning into this issue head-on. These conversations are not only timely — they're also forming the research foundation for my next book,  The Trust Architecture,  and a new series of Field Guides we'll soon be sharin...

This episode of Sell With Authority is part of our special series exploring one of the most vital dynamics inside every agency's sales process:  trust and distrust . You've been hearing from agency leaders who are leaning into this issue head-on. These conversations are not only timely — they're also forming the research foundation for my next book,  The Trust Architecture , and a new series of Fi...

Today's episode is part of our special series exploring one of the most vital dynamics inside every agency's sales process:  trust and distrust . Over the coming weeks, you'll hear from agency leaders who are leaning into this issue head-on. These conversations are not only timely — they're also forming the research foundation for my next book,  The Trust Architecture , and a new series of Field G...

Today's episode is part of our special series exploring one of the most critical — and sometimes challenging — dynamics inside the agency sales process: trust and distrust. Over the coming weeks, you'll hear from agency leaders who are leaning into this issue — sharing real stories, lessons learned, and how they're building trust at every stage of their business development journey. These conversa...

I am super excited about today's episode of Sell With Authority — it's a really special one. We're kicking off a brand-new series we're creating here on the show. Over the next several weeks, you're going to hear from agency leaders who will share their insights and experiences around one of the most pressing issues in biz dev today: trust and distrust — and how both shape the agency sales process...

You've built trust — now it's time to protect it. In this solocast, Stephen Woessner, CEO of Predictive ROI, breaks down the second brick in The Trust Architecture™ — a conversation that we call  "Align & Prescribe." If the  "Help Me Understand"  session (Episode 176)  is about earning trust, then  Align & Prescribe  is about keeping it. Align & Prescribe  is where we introduce a visual diagnostic...

For this episode of Sell With Authority I am thrilled to bring you Part 2 of my interview with  Dr. Mark Young , Founder and CEO of  Jekyll+Hyde Labs . During Part 1, Mark dropped a rock-solid challenge:  "What are you teaching — and not doing yourself?" He reminded us that fear-based choices dilute our value. But when we decide from opportunity and cut what anyone else can do — that's where real...

I want you to think about this question for today's episode of Sell With Authority: what's the real cost of saying "yes"? Every time you add another service, take on an iffy-fit client, or chase a trend just because "every agency is doing it" — you're adding more weight onto your team. At first it doesn't feel heavy, but over time the load builds. And eventually, growth stalls — not because you're...

Today's episode of Sell With Authority is a special encore with one of our rock solid awesome guests —  Tom Martin , Founder and President of  Converse Digital . For more than 30 years, Tom's been helping startups, agencies, and global brands revolutionize how they sell. He's the author of  The Invisible Sale , creator of the Painless Prospecting program, and a keynote speaker you've likely seen a...

Today's episode of Sell With Authority is a special follow-up to my recent conversation with Don Yaeger about his new book,  The New Science of Momentum . In that episode, Don gave us a masterclass on how momentum acts as the "great exaggerator" — multiplying your wins when things are going well, or magnifying your challenges when they're not. We're continuing that conversation with Don's co-autho...

Welcome to Sell With Authority — I'm Hannah Roth , Director of Strategy here at Predictive ROI — and your resident mad scientist. If you've been around a while, you're probably used to hearing Stephen kick things off. But today's episode is a little different — you've got me in the driver's seat. And I've got my strategic co-pilot joining me — Erik Jensen , our Chief Strategy Officer. Erik and I a...

Why does business development feel so much heavier than it did even a year ago? Biz dev pipelines feel fragile. Opportunities stall unless the founder is in the room. New hires struggle to deliver results. And after a while, agency leaders start to wonder: "Is it just us?" It's not you. It's  distrust . In this solocast, Stephen Woessner, CEO of Predictive ROI, breaks down the first brick in The T...

So many agency owners struggle with building a steady, profitable biz dev engine that doesn't leak time, energy, money — and most importantly — opportunity.  What if the biggest culprit isn't the volume of your outreach, the size of your list, or even your pitch?  What if the leaks are about something far more fundamental — understanding? Working alongside agencies, we too often find their ideal c...

Today's episode of Sell With Authority tackles a question that comes up almost every time I sit down with an agency owner: Why does biz dev feel harder than it used to? If your sales pipeline feels heavier, slower, or tougher to move than it did even a year ago — you're not imagining things. Agency optimism has dropped from nearly three-quarters of leaders feeling confident about growth…to less th...

What if business development for your agency didn't feel like chasing? Or pitching? Or trying to convince someone to say yes? What if instead — you had a process of building trust so strong that your prospects convinced themselves? That's what this solocast is all about. In this episode,  Stephen Woessner, CEO of Predictive ROI , unpacks our three-part "Trust Architecture" that our team uses to he...

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  mult...