For this episode of Sell With Authority, I invited Corey Quinn, who has a 25-year record of extraordinary success as an entrepreneur, sales leader, and marketing executive, to come back for an encore.

In episode 86 of the podcast, Corey and I went on a bit of a mining expedition where we unearthed a ton of golden nuggets around how to narrow down your target market — and then — how to avoid some of the typical roadblocks that agencies run into when they begin to specialize and focus on a particular vertical market.

Today, we dive into an area that we’ve never explored with any real depth on the podcast before.

And that’s — how to escape founder-led sales.

If I had a dollar for every time I’ve chatted with agency owners celebrating the hire of that mythical, unicorn new biz salesperson who’s supposed to ignite a fire of new clients and profitable work, I’d be rolling in it.

On the flip side — I’ve also heard countless stories of disappointment — owners lamenting yet another failed biz dev hire who couldn’t even cover their salary.

Then there are the founders who desperately want to focus on biz dev, but just can’t find the time. As a result, lead generation stalls and conversations with right-fit prospects fall by the wayside.

That’s why I asked Corey to join us today. He is a powerhouse in outbound marketing strategies, and he shares game-changing insights to help agency owners generate consistent sales and communicate their expertise.

And — if you apply the strategies Corey lays out in his book, Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales, you’ll be well on your way to filling your sales pipeline with a steady stream of right-fit clients — the clients you want to serve and those that bring opportunities to sell more of what you do.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• How to focus on a vertical market and get razor-sharp positioning
• The power of a strategic, long-term gifting approach
• How to transition from founder-led sales to a more scalable sales model
• Why investing in a well-curated list is crucial for outbound success
• Key components of a strong sales process to capitalize on generated opportunities
• Common outbound marketing mistakes and how to avoid them

• Website: https://www.coreyquinn.com/
• LinkedIn: https://www.linkedin.com/in/coreyquinn/
• Twitter: https://twitter.com/coreyquinn
• Newsletter: https://www.coreyquinn.com/free-resources
• Anyone, Not Everyone, A Proven System to Escape Founder-Led Sales
• Episode 86 of Sell With Authority: How to Narrow Down Your Target Market, with Corey Quinn

Additional Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group

I am thrilled to welcome our guest expert, Sharon Toerek, back to this episode of Sell With Authority. It’s her fourth time appearing on the show with us, but for those who are meeting her for the first time, she’s the Founder of Toerek Law and the host of the podcast “The Innovative Agency”.

Sharon is also Predictive’s wicked smart intellectual property attorney and has reviewed and advised us with our client agreements and created our buy-sell and partnership agreements.

She has been helping professionals in the advertising, marketing, and creative services industries protect and monetize their intellectual capital, and manage the legal implications of their marketing and advertising work.

Many of us have faced the dilemma of wanting to have certain crucial conversations with our clients — but not knowing how to approach them without causing friction or damage to the relationship.

On this episode, Sharon and I focus our discussion on how to ensure you get paid by having the right conversations with your clients at the right times. And — we discuss how to start relationships with clients on the right foot from the very beginning.

Ensure that you and your agency get paid for your hard work.

Sharon’s expertise provides the tools and confidence to have these essential conversations with your clients.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• Smart ways to set up payment terms with clients so we’re aligned right from the start
• Crucial elements of an effective payment agreement
• Strategies for setting assertive negotiation tones with clients to establish professionalism and confidence
• Steps to address payment delays
• Pros and cons of different payment structures
• How to attend Sharon’s next virtual free Q&A session

Resources:

• Website: legalandcreative.com
• LinkedIn: https://www.linkedin.com/in/sharontoerek/
• Twitter: https://twitter.com/SharonToerek
• The Innovative Agency Podcast
• Get Your Money – Legal Strategies that Get Agencies Paid Q&A
• Episode 52 of Sell With Authority: How to Protect Intellectual Property, with Sharon Toerek
• Episode 59 of Sell With Authority: AI Copyright Law, with Sharon Toerek
• Episode 99 of Sell With Authority: Building Profitable Agency-to-Agency Alliances, with Sharon Toerek

Additional Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group

This episode of Sell With Authority is one I have been eagerly anticipating! I’m excited to reintroduce you to our special guest expert — because this conversation has been about 6-months in the making.

When Marcel Petitpas, the Co-Founder and CEO of Parakeeto, joined us for Episode 95, the insights he shared were just the tip of the iceberg. That’s why I immediately extended the invitation for an encore.

Marcel has an unparalleled understanding of agency profitability and the essential metrics we need to focus on as agency owners to ensure not just growth — but profitable growth.

Today, Marcel and I pick up right where we left off, delving deeper into the nuances of agency profitability. But that’s not all. Thanks to the timing of this encore, we have a unique opportunity to gain some exclusive insights.

Marcel has been on the move, traveling the country, sharing his wisdom on countless stages, and fielding questions from eager agency owners like you. So, during this encore, we take a peek behind the curtain.

I’m beyond excited about this encore with Marcel — because when you sell more of what you do at a higher fee — that’s awesome — but it’s only awesome if you’re also more profitable.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

• Why finance, operations, and sales alone won’t solve profitability problems
• Common misconceptions about where profitability problems stem from
• How to dig deeper — beyond surface-level and address the underlying problems
• Strategies for renegotiating resulting in better profitability
• Marcel’s key takeaways from conversations with agency owners and their teams at the most recent events where he was a guest speaker
• How to get Marcel’s free Agency Profitability Toolkit with everything you need to start measuring the basics in your business

Resources:

• Website: https://parakeeto.com
• LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/
• Facebook: https://www.facebook.com/agencyprofitability
• Twitter: https://twitter.com/Parakeeto
• Agency Profit Toolkit
• SWA Episode 95: Strategic Planning for Growth & Profit, with Marcel Petitpas

Additional Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group