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 Episode 131 of the podcast my business partner and Predictive’s Chief Strategy Officer, Erik Jensen, 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.

• 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

• Website: www.predictiveroi.com
• Transformational Triangle: www.predictiveroi.com/triangle/
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Erik’s LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/
• Order your free paperback or Kindle copy of our Book: Sell with Authority

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 Jamie Shibley, CEO of The Expressory, 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.

• 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

• Website: https://www.theexpressory.com/
• LinkedIn: https://www.linkedin.com/in/jamie-shibley-76a3402/

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, Hannah Roth — 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.

• 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: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Hannah’s LinkedIn: www.linkedin.com/in/hannah-roth-387a6b223/
• Order your free paperback or Kindle copy of our Book: Sell with Authority