This episode of Sell With Authority is all about demystifying that big, elusive buzzword we hear tossed around so often in marketing and sales — SEO.

Depending on your agency’s focus, some of your clients and prospects might be total SEO aficionados, while others see it as a bit of a black box.

And if we’re being honest — even those of us in the industry know that SEO can feel a little daunting at times.

That’s why we invited Michael Ter Mors to join us. Michael is a partner at Conifr, an SEO consulting agency that’s carved out a niche working with B2B SaaS companies, helping them fill their sales pipelines with the right-fit prospects. Conifr has this knack for making SEO not just accessible — but actually useful for driving growth.

We’re tearing down the myths of traditional SEO — and Michael shares how to align your marketing efforts to fill your sales pipeline with right-fit prospects.

I’m saying “we” because I’m thrilled to have Hannah Roth, our Director of Strategy and resident Mad Scientist here at Predictive, joining us as well. Hannah works hands-on with clients every day, helping them drive results and sell more of what they do.

Whether or not SEO is your agency’s bread and butter, you will walk away with fresh ideas on how to frame what you do — and help your clients sell more of what they 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.

• Why traditional SEO is dead
• How to shift from outdated SEO metrics like “rankings” and “traffic” to a value-driven approach
• Why it is crucial to understand your customer journey
• The importance of aligning on business-critical metrics and speak your right-fit client’s language
• The role proper analytics and transparency play in building trust
• The integration of paid and SEO marketing strategies and why collaboration across channels is key

Resources:

• Website: https://www.conifr.com/about
• LinkedIn Personal: https://www.linkedin.com/in/michaeltermors/
• LinkedIn Business: https://www.linkedin.com/company/conifr-media/

I’m excited for today’s episode of Sell With Authority because we have an incredible guest expert joining us — Jason Kramer.

If you haven’t met Jason, he’s the Founder and CEO of Cultivize, a consulting firm that helps businesses select, onboard, and implement a CRM — and then — put a lead nurturing and sales process in place so those tools deliver real ROI.

Jason breaks down critical areas that will help your agency improve sales performance — from eliminating pipeline leakage to creating a structured, repeatable sales process.

We cover the sales process end-to-end — focusing on how a properly implemented CRM can support every stage of the journey.

It’s all about ensuring that every opportunity is nurtured with precision from first contact to closed deal.

If you take and apply the insights and wisdom Jason shares with you during this episode — you and your team will 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 effective CRM systems can diagnose “pipeline leakage” — and plug the leaks
• Strategies for tracking where new leads come from and the importance of meticulous follow-up
• How to nurture leads with excellence leveraging personalization
• Ways to use AI tools to enhance the personalization of your follow-up communications
• Tips on creating a structured, repeatable sales process to keep your sales pipeline flowing smoothly

Resources:

• Website: https://cultivize.com/
• Facebook Business: https://www.facebook.com/cultivize/
• LinkedIn Personal: https://www.linkedin.com/in/jasonleighkramer/
• Lead Nurturing Guide: www.afterthelead.com

I’m thrilled to have Dan Englander as our guest expert on this episode of Sell With Authority. Dan is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies. He’s also the host of The Digital Agency Growth Podcast and the author of “Relationship Sales at Scale.”

Dan’s book perfectly captures one of the biggest challenges agency owners and their teams face when it comes to business development — how to open doors efficiently, build meaningful relationships, and fill your sales pipeline without getting bogged down by a slow, one-by-one approach.

How do you balance personalization with scale?

This is exactly where Dan shines.

“Building trust can be challenging, but the good news is that going in cold is no longer necessary. Your outreach does not have to summit a mountain but rather walk over a small hill — since the goal is not to build the trust needed to close a deal — but just enough to de-risk a conversation and create a relationship.”

We dive into this core concept from his book — how balancing personalization and scale is not only possible, but essential.

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 outbound marketing can fine-tune your overall marketing efforts
• Dan’s approach to effective testing with smaller B2B sample sizes
• Why agency owners should offload tasks to build an effective outreach system
• The ideal team setup for outbound marketing
• How simple, personalized touches can unlock significant opportunities

Resources:

• Website: https://www.salesschema.com/
• LinkedIn Business: https://www.linkedin.com/company/sales-schema/
• LinkedIn Personal: https://www.linkedin.com/in/danenglander/
• Facebook Business: https://www.facebook.com/salesschema
• Salesschema.com/SWA