If you would love to find more prospects, get more sales meetings booked and make more sales, this episode is for you. In this episode Tracey Burnett is talking to Chaz Horn, a sales, marketing, and mindset strategist, author of The B2B Blueprint to Predictable Sales, and founder of Mastery of B2B Sales. He helps entrepreneurs move from selling to serving using his TTABS framework, which aligns sales and marketing into one seamless process, to help his clients generate 40K+ meetings and onboard over 12,000 clients. Chaz shares his transformative journey from being the worst salesperson to becoming a successful leader in B2B sales. Did you know that only 3% of the people you are reaching through your marketing are actually in the market to buy, so how can you get then to raise their hand - Chaz gives you the answer. He also covers how to come at sales from a service angle rather than the less effective direct sales approach. The lively conversation covers ghosting, following up effectively with prospects, how you need both strategy and tactics to win at sales, and how the conversations you have with yourself can impact on your sales figures. Chaz has plenty of great, simple processes to share, that you can use immediately, to get a call booked and sales confirmed, how to drill down in a conversation to get the in depth information you need to support a prospect best and make a sale, how to handle sales calls, move the prospect effortlessly to take the next step - and so much more! CHAPTERS 00:00 From Worst to Best: Chaz's Sales Journey 03:02 The Power of Mindset in Sales 05:56 Bridging the Gap: Sales and Marketing Alignment 09:07 Understanding the Sales Process: The Importance of Systems 11:55 Transforming Lives Through Sales 15:11 The Five Keys to Predictable Sales Growth 18:02 Emotional Intelligence in Sales 21:00 Leadership and Culture in Sales 23:50 Visibility and Attracting Prospects 26:55 Content Strategy for Sales Success 35:23 Maximizing LinkedIn for Lead Generation 39:46 Effective Communication Strategies on LinkedIn 44:09 The Call to Client Framework 51:44 Handling Ghosting and Follow-Up Strategies 59:33 Mindset and Visibility for Sales Success ABOUT THE GUEST Chaz Horn is a sales, marketing, and mindset strategist, author of The B2B Blueprint to Predictable Sales, and founder of Mastery of B2B Sales. He helps entrepreneurs move from selling to serving—using his TTABS framework, which aligns sales and marketing into one seamless process, to help his clients generate 40K+ meetings and onboard over 12,000 clients. With a faith-driven, service-first approach, Chaz empowers B2B leaders to grow predictably, collaborate strategically, and create meaningful impact without burnout through leverage. ABOUT THE HOST Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio https://www.linkedin.com/in/chaz-horn/ Complimentary access to Chaz's book - The B2B Blueprint To Predictable Sales https://chazhorn.com/the-b2b-blueprint-to-predictable-sales

Is your agency still juggling spreadsheets? Wondering if a CRM is really worth the time and trouble? In this episode Tracey Burnett chats with Rob Manne, founder of Inflectiv.co, about the real-world power of CRM systems for creative and marketing agencies. Rob draws on decades of agency and sales experience to reveal: - Why most agencies miss out on easy growth (and how to fix it) - How to move beyond “random acts of marketing” to a repeatable, data-driven process - The right (and wrong) ways to use newsletters, lead magnets, and nurture sequences - Creative strategies for building and managing relationships without losing your personal touch - How both big and small agencies can use CRM insights to win more pitches and keep clients coming back Whether you’re a solo founder or managing a growing team, you’ll walk away with practical, no-nonsense tips for using tech to supercharge your sales, marketing, and client retention. Ready to stop guessing and start growing? Tune in and get inspired! Chapters 00:00 Rob's Journey in Marketing and Sales 05:21 The Importance of Data in Marketing 12:15 The Role of Newsletters in Marketing 24:33 The Value of CRM for Small Agencies 30:03 Leveraging CRM for Business Development 35:10 Lessons from Big Agencies for Small Agencies 40:02 Creative Approaches to New Business Development 50:31 Leveraging Existing Clients for Growth 58:08 Final Thoughts on Technology and Growth About Rob Manne As the Founder of Inflectiv, Rob partners with growing companies who are frustrated that their website, marketing, and sales investments aren’t translating into revenue. Inflectiv implements and optimizes HubSpot and other growth platforms to enhance productivity, convert customers faster, and generate data for better forecasting, decision-making, and ROI. Prior to Inflectiv, Rob was an award-winning marketing communications and sales practitioner at Interbrand, Edelman, Rogers, and Cohn & Wolfe. Rob is based in Toronto, Canada, has two teenage daughters, and loves washing dishes. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Rob Manne - https://www.linkedin.com/in/robmanne/ Link to Free HubSpot diagnostic - https://inflectiv.co/free-hubspot-diagnostic/ Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio

In this episode, Tracey Burnett shares what she has learnt from my career over the decades - her failures, disappointments, mistakes, skills, and experience of running her own business to create eight success principles that will offer you her wisdom and advice about how you can achieve greater levels of success. These principles emphasise the importance of setting non-negotiable goals, maintaining consistency, being authentic, striving for excellence, embracing grit and resilience, nurturing relationships, staying curious, serving others, and prioritising health. Each principle is explored in depth, providing actionable insights for listeners to apply in their own marketing agencies and personal growth. KEY TAKEAWAYS Establishing clear, non-negotiable goals is essential for personal and professional growth. Accountability partners can help maintain focus and motivation. Achieving exceptional success requires consistent effort and perseverance. Embracing the learning process, even when faced with challenges, is crucial for improvement. Staying true to oneself fosters genuine connections with others. Authenticity resonates with audiences and is vital for building trust and relationships. Overcoming obstacles is a natural part of the journey to success. Developing grit and resilience allows individuals to learn from challenges and maintain long-term focus on their goals. Maintaining physical and mental well-being is fundamental for sustained success. A healthy mind and body enhance clarity, energy, and overall effectiveness in both personal and professional endeavours. BEST MOMENTS "The trouble with not having a goal is that you could spend your life running up and down the field and never actually score." "Excellence is sustainable. It helps you to stand out in a crowded environment, in this crowded field that we all work in in business." "Grit entails working hard to overcome challenges, maintain effort and interest over time, despite your failures, adversities and plateaus in progress." "Curiosity is often associated with as an excessive trait in young children, but I've embraced being curious or nosy." "Health is the ultimate advantage, especially today when we live in a society that's largely unhealthy." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this conversation, John Espirian and Tracey Burnett discuss the importance of building genuine LinkedIn connections, the risks of automation, and the value of LinkedIn Premium services. John emphasises the effectiveness of LinkedIn newsletters for visibility and engagement, and provides actionable strategies for generating leads and enhancing content engagement. In this conversation, John and Tracey discuss the nuances of effective communication on LinkedIn, emphasising the importance of balancing storytelling with educational content. They explore common pitfalls on the platform, the significance of choosing the right social media strategy, and the evolving role of AI in professional networking. At its core, this episode is a call for ethical, sustainable marketing. John and Tracey remind us that success on LinkedIn isn’t about quick wins—it’s about showing up, adding value, and playing the long game. KEY TAKEAWAYS Prioritise authentic first-level connections on LinkedIn over simply increasing follower counts. Engaging in meaningful conversations through direct messages can lead to stronger relationships and potential business opportunities. Using automation tools for sending connection requests or messages can violate LinkedIn's rules and risk account suspension. Engagement pods, where users artificially inflate post visibility by agreeing to like and comment on each other's content, are also discouraged as they lead to low-value interactions. Ensure your LinkedIn profile clearly communicates your value proposition and expertise. A well-optimised profile is crucial for attracting potential clients and leads. Different types of content resonate differently with audiences. Testing various formats, such as text-only posts, images, videos, and polls, can help identify what generates the most engagement. Newsletters on LinkedIn can be an effective way to reach subscribers who have opted in to receive your content. They offer a platform for long-form content that can be indexed by search engines, increasing visibility and potential leads. BEST MOMENTS "If you do anything that could look to others as though it is automated, that's probably not a good thing." "I always give people the analogy, it's like signing up for a networking event. You've got to get in amongst it and connect with people." "The big numbers alone aren't enough. I think relationships are where it's at." "You want your post to grab people's attention, optimising the first few lines of your post is crucial." "I think it's a really confusing term. Some people use them as an ad, solely to sell that course." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Free chapters of Content DNAhttps://espirian.co.uk/content-dna-chapters/ LinkedIn Conference https://uplift-live.com/ Espresso+ Community https://ltsgl--espirian.thrivecart.com/espresso-yearly/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, and today I am covering a topic key to your agency’s survival -  finding new business. I identify seven reasons why enquiries are not coming in at the desired rate and I am going to give you some solutions to each one. These are proven strategies that I have used for my own business and my client's businesses. KEY TAKEAWAYS Relying solely on referrals can lead to inconsistent revenue. It's essential to proactively develop a marketing strategy that includes various lead generation methods rather than waiting for referrals to come in. Focus your marketing messaging on what you can deliver for your ideal clients rather than just showcasing your work. Understanding and addressing the needs of your target audience will help you connect better with potential clients. Inconsistent marketing and sales activities can hinder visibility and momentum. Establish a realistic marketing plan that can be executed consistently over time to ensure you remain top of mind for prospects. Involve everyone in the agency in the marketing efforts. Each team member can contribute to lead generation and client engagement, which can enhance the overall effectiveness of your marketing strategy. Utilise LinkedIn effectively by engaging with your network, posting valuable content, and building relationships. A well-thought-out LinkedIn strategy is crucial for visibility and generating leads in the B2B space. BEST MOMENTS "Around 80% of marketing services agencies struggle to find new business. Is that you? If it is, sit tight. We're going to talk about how you can improve your new business skills." "Prospective clients want to be reassured that you're a good fit for them personally and for their business." "The way to be consistent is to be practical and realistic in your planning and understand that results take time." "Outsourcing can often result in missed opportunities and mistakes and a lack of any real relationship building, which is essential to your success." "It's not just about visibility, it's about your audience really understanding who you are, both as a person and as a business." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In today's episode, Tracey takes a look at the recently released 2025 Benchpress Research, which uncovers critical insights about UK agencies earning under one million pounds. She discusses the challenges faced by agency owners, including rising redundancies, falling hourly rates, and cash flow issues.  KEY TAKEAWAYS Agencies should prioritise measuring and improving their gross profit rather than just revenue. A significant number of agencies (32%) are missing out on vital insights by not tracking GP, which is crucial for sustainability. While 95% of agencies are utilising AI for various functions, it's important to maintain the unique tone and voice of the agency. AI can save time and money, but agencies should not pass these savings onto clients and must ensure the quality of AI-generated content. The main struggles for agency owners include winning new business (41%), being stuck working in the business rather than on it (23%), and cash flow issues (16%). These challenges are often interconnected, creating a vicious cycle that needs to be addressed. Successful agencies are focusing on specialisation, moving out of London for better profitability, and shifting to retainer or subscription models. Agencies with a clear niche see significant increases in fee income and gross profit. High confidence levels correlate with better performance. Building a culture of confidence within the agency, celebrating small wins, and focusing on unique value propositions can lead to improved outcomes and business growth. BEST MOMENTS "Agencies that are achieving 50% gross profit or higher are thriving while those who don't measure GP, shockingly 32% of agencies are missing out on vital insights." "AI is great because it saves us all time and therefore money, but don't pass those savings on to the client. You should get the benefit of your initiative." "The best performing agencies are doubling down on initial specialism, moving out of London to boost profitability, investing in marketing, social proof, and LinkedIn engagement." "Ghosting and unqualified leads are the two biggest frustrations for agency owners responding to the bench press research." "Specialisation drives growth and profitability, and agencies with a clear niche see a 26% plus increase in fee income and a gross profit of 61% or more." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey interviews Alex Berresford, a sales conversion expert and the head of the client success team at ConversionWise. Alex shares insights into the remarkable growth of ConversionWise over the past six years, emphasising the importance of niching down and building monthly recurring revenue. He discusses his approach to managing client relationships and his account management team, highlighting the significance of trust and open communication. KEY TAKEAWAYS ConversionWise experienced significant growth by niching down to specialise in landing pages, which helped establish their reputation as the go-to experts in that area. Success in both client management and team dynamics relies heavily on building trust and strong relationships. Understanding individual personalities and fostering a supportive environment can lead to better performance and client satisfaction. Embracing failures as learning opportunities is essential for growth. Acknowledging mistakes and using them to improve future strategies can lead to better outcomes in business. Utilising direct outreach through platforms like LinkedIn and personal phone calls can yield positive results in client acquisition. Personal connections and timely follow-ups can enhance engagement and build rapport. Investing in team-building experiences, such as corporate retreats, can be more cost-effective than hiring new employees. Focusing on employee satisfaction and retention can lead to a more cohesive and productive team. BEST MOMENTS "The biggest thing is that MRR side of things, that's where we really saw growth." "I think the best thing I've learned is to have good conversations, build relationships, and things come off the back of that." "It's completely okay to mess it up and get it wrong. It's such a good learning opportunity to get it right the next time around." "I think that once you've got that foundation, you can build off of that." "If you know what people are looking for it's free, and it's amazing, and it works." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Alex's Website: www.companyoffsites.co.uk Connect with Alex on LinkedIn: https://www.linkedin.com/in/aaberresford/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, we’re diving into a topic that will increase your sales success rate with your prospects. I am going to share the experience I have gained over the decades doing more than 7000  introductory and sales meetings with prospects. And, of course, making sales effectively. I will talk about how to bring prospects to a meeting highly engaged and motivated to work with you. KEY TAKEAWAYS Conduct thorough research on the prospect's company, industry, and individual roles before the meeting. This preparation helps build rapport and positions you as a knowledgeable partner. Aim for a two-way conversation where the prospect talks 80% of the time. This approach not only gathers valuable information but also fosters a friendly atmosphere that can lead to a successful partnership. Instead of a rigid script, utilize a sales call framework with key questions that help assess fit and commitment. This allows for a more natural conversation while ensuring all necessary topics are covered. Differentiate yourself from competitors by providing insights and suggestions that the prospect may not have considered. This positions you as a strategic partner rather than just a service provider. Pay attention to body language during video calls. Sitting up straight, maintaining eye contact, and using hand gestures can enhance engagement and the perceived value of your message. BEST MOMENTS "The more knowledge and information you have, the better. It builds rapport quickly because it impresses the prospect." "The purpose of the conversation is for you both to decide if your agency is a fit for their project or account, and if you are a fit for each other." "It's better to be over-prepared than under-prepared." "The sheer amount of effort that you've gone to in finding out about them... this is always my go-to, always." "People won't make a decision based on the brilliance of your slide deck. They're going to make a decision based on how they feel emotionally about you." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this very first episode of the Marketing Momentum for Agencies Podcast, Tracey talks you through her marketing journey over the last few decades and the stories along the way. Her expertise lies in developing strategies that help identify and package the unique qualities of marketing and creative agencies, attracting high-quality prospects and accelerating sales. With a deep understanding of business growth dynamics and a track record of significant successes, she is passionate about helping agencies thrive in competitive markets KEY TAKEAWAYS Sales and negotiation are essential skills in both business and life. Early experiences in sales roles helped develop resilience and valuable skills that are applicable in guiding clients today. Identifying and understanding the pain points and needs of clients is crucial. A successful marketing strategy involves having a clear message and a unique proposition that resonates with the target audience. Achieving exceptional results in marketing and sales requires consistent effort over time, similar to the commitment needed for physical fitness. Quick fixes and shortcuts are not effective for sustainable success. Extensive experience in various roles, from working in corporate marketing to running a consultancy, provides a wealth of knowledge that can be leveraged to support agency founders in their business development efforts. Establishing a unique market position and clear differentiation from competitors is vital. This involves creating a compelling message that attracts prospects and encourages them to engage with the business. BEST MOMENTS "Sales and negotiation is the number one skill that we all need in business and life today." "I had a vision that I was going to be able to work three days a week and become a lady of leisure for the rest of the week." "I believe in avoiding the quick fix mindset and get rich quick shortcuts in favour of consistent action taken over the long term." "This is going to be a BS and fluff-free zone, and it aims to help you navigate the challenges and choppy waters of agency life." "I aim to empower agency and consultancy founders and their teams to grow their businesses through excellence in marketing and sales." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

I have recently read the BenchPress research commissioned by The Wow Company & it has stimulated some thoughts that I am sharing with you today. I will talk about specialisation, niche, and under-resourced agencies and address these. Working in lead gen, the strengths and weaknesses of agency marketing, and some advice on that. KEY TAKEAWAYS A significant portion of agencies (18%) do not measure their sales and marketing activities, which hinders their ability to understand what works and what doesn't. Regular measurement is crucial for effective marketing and business growth. Only 17% of agencies have a clear specialisation or niche, making it difficult for them to stand out and attract leads. Specialising can lead to higher fees, easier marketing, and a stronger competitive position. Many agencies are under-resourced in their marketing and sales functions, with 50% lacking sufficient personnel dedicated to new business. This often results in founders spending too much time on marketing tasks instead of focusing on their core competencies. The most effective channels for generating leads include referrals, in-person networking, LinkedIn, and online networking. Agencies should develop strategies to enhance their presence in these areas to increase lead generation. A substantial number of agencies (20%) do not have a marketing plan in place. To achieve growth, agencies must invest time and resources into a comprehensive marketing strategy and ensure that all team members are involved in the process. BEST MOMENTS "18% of respondents don't measure their sales and marketing activity at all. If you don't know what's working, then your marketing isn't gonna be as effective as it could be." "The more specialised you are, the more you can charge and the easier your marketing is gonna be." "50% of agencies are definitely under-resourced when it comes to the marketing and sales function." "The cold, hard truth is that business growth is not easy, and most owners do not get into this to be a marketer." "The path to lasting success is to take massive action or massive, consistent, relentless action." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, I am going to give you lots of insight and easy to apply advice, and my own process, on how to engage cold prospects and keep in touch with them without being boring or cheesy, AND give value to build trust and relationships. KEY TAKEAWAYS Implement a pre-framing strategy that combines personalised, value-driven touchpoints to keep prospects engaged and build trust without coming across as salesy or spammy. Tailor your outreach efforts to each prospect by using a menu of personalized touchpoint ideas that reflect genuine interest in their needs and challenges. Actively engage with prospects on social media platforms like LinkedIn by liking, commenting, and sharing relevant insights to maintain visibility and foster relationships. Offer valuable resources, such as articles, quizzes, or insights related to their industry or interests, to keep prospects informed and engaged throughout the sales process. After meetings or calls, continue to nurture the relationship by sending follow-up messages, sharing relevant content, and maintaining communication to enhance the likelihood of conversion. BEST MOMENTS "You need what I call a pre-framing strategy, a strategy leading you to the ultimate goal of gaining them as a client." "Personalisation shows you have a genuine interest in them, that you're making the effort and it avoids the spammy mass market outreach that everyone hates." "By combining these strategies, delivering value through content, leveraging multiple touch points, personalising interactions and staying authentic, you can nurture those relationships effectively without sounding cheesy or spammy." "The idea is that you're positioning yourself as an expert, as an authority, reinforcing your uniqueness as a business and proving yourself to be a valuable partner." "It's better to do more people that perhaps won't be involved in the process rather than leave out people that are." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, we talk to Tim Perry who grew his agency, Webb DeVlam, geographically and across specialisms. Tim gives the insider track on the highs and lows of being an agency founder, especially overcoming those growing pains to get the agency to the phenomenal heights it finally reached. And finally, Tim gives us the low down on why it is a fantastic investment to provide your creatives with commercial training.  Let's face it getting all hands on the pump and contributing to the marketing effort can only be a win-win for all parties KEY TAKEAWAYS Expanding beyond a narrow focus can lead to significant growth. This includes diversifying services and moving upstream to offer strategic insights alongside executional design work. Developing commercial skills among creatives is crucial. These skills enhance their value to the agency and contribute to business development, client relationships, and understanding profitability. Agencies should clearly articulate their value proposition and positioning to avoid being pigeonholed into a single service. This can help attract new clients who are open to a broader range of services. Maintaining strong relationships with clients is essential for repeat business. Agencies should proactively engage with clients, offering value and staying top of mind between projects. A focused marketing approach is more effective than spreading efforts too thin. Agencies should choose one main channel to excel in and support it with additional channels, ensuring consistency and quality in their outreach. BEST MOMENTS "What separates the really successful from everybody else is rarely the quality of your work output. What makes the most difference is what I call commercial skills." "It's really interesting that you said the growth has come from doing the complete opposite to that." "We realised that the perception that our clients and prospects had of us was down to us. It was down to our positioning and our articulation of our value proposition." "You need to call in the right people and have those people love you because they're going to be the best clients." "If your business development's not working as an agency, then nothing else really matters." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Tim Perry Website: www.tp-consulting.co.uk Book a call with Tim: https://calendly.com/tim-tp-consulting Connect with Tim on LinkedIn: https://www.linkedin.com/in/tim-perry-consulting/  Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey delves into the critical role of sales in driving business growth for marketing agencies. With a focus on the current challenges agency owners face, including declining profits and low confidence, Tracey encourages listeners to rethink their approach to lead generation and sales. Tracey emphasises the importance of creativity and personalisation in outreach, advocating for a shift from mass marketing to a more targeted, human-to-human strategy.  KEY TAKEAWAYS Agency owners need to adopt a more positive mindset towards sales and new business activities, as many are currently feeling demotivated and overwhelmed by challenges such as increased competition and longer sales cycles. A differentiated proposition significantly impacts conversion rates. Agencies that can articulate what makes them unique are more likely to convert leads into clients. Emphasising personalised outreach over mass marketing is crucial. Building genuine relationships and understanding the specific needs of potential clients can lead to more effective engagement. To stand out, agencies should think outside the box when reaching out to prospects. Unique and personalised approaches, such as sending thoughtful gifts or tailored messages, can capture attention and foster connections. Regularly measuring and analysing marketing and sales activities is essential for improvement. Consistency in outreach efforts and a commitment to a well-defined strategy can lead to better results over time. BEST MOMENTS "If what you're doing at the moment isn't giving you the leads and new clients you need, then it's time to do something different to think outside of the box." "The one thing that has the biggest impact on conversion rates is how clearly differentiated your proposition is." "The goal has to be to fill those coffers so you can rest easier." "You need to be creative in our approach, surprising and captivating our prospects." "You don't need to be better. You need to be different."  HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

In today's episode, I talk with Will about this innovative software, Workflow, that can help to blow the socks off your clients - figuratively not literally - exciting them to the point where they not only want to stay with the agency but they refer others too. As a multiple-time agency founder, he gives us insight into growth and exiting. KEY TAKEAWAYS Workflow is designed to enhance client experience by centralising feedback and collaboration, making it easier for agencies to engage clients and ensure their satisfaction. The software aims to replace multiple tools (like project management and feedback tools) with a single, user-friendly platform, reducing costs and streamlining operations for agencies. Before building the software, extensive conversations with agency owners were conducted to understand their pain points, emphasising the importance of being customer-led in product development. For service-based businesses, focusing on a specific niche and becoming the best in that area is essential. Building relationships with key decision-makers in large organisations can lead to long-term contracts and stability. Both in service and software marketing, experimenting with different messages and approaches is vital. This iterative process helps refine offerings based on real customer feedback and market needs. BEST MOMENTS "Unfortunately, you can't just give them your first draft and then they'll be happy with it. There's this big challenge to work together with clients to build the best product." "I mean, who doesn't want a simpler life these days?" "What you can do is this can be your published space where you share work that is ready for the client to see." "The first piece is clients love it, because they get to really engage with the work. It's really simple. It's really easy." "You know, you just said it really, you hit the nail on the head, which is, yes, it is important when it's software because there's so much riding on getting that right." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Check out Workflow here: https://www.workflow.design/tracey    Connect with Will on LinkedIn. https://www.linkedin.com/in/wrftaylor/ Grow Your Business: https://www.leadstosuccessglobal.com/

A little-known fact is that Google LOVES LinkedIn. And most people only dream of getting onto Page 1 of Google without paying for ads. In this episode, I am going to talk you through how you can significantly increase your chances of getting onto page one of Google and also high up in LinkedIn searches to increase the number of inbound leads you get - for free! KEY TAKEAWAYS Ensure your LinkedIn profile is fully complete, including customising your URL, adding a professional photo, and crafting a compelling headline that communicates your value. Use the About section to demonstrate your understanding of prospects' needs, highlight your unique offerings, and include a clear call to action, rather than simply listing your qualifications. The banner should convey results or pose questions that resonate with your target audience, while the headline should be keyword-rich and engaging to attract attention in search results. Actively seek testimonials from colleagues, clients, and suppliers to enhance your credibility on LinkedIn. Providing testimonials for others can often lead to receiving them in return. Use the Featured section to showcase your best content and services, and optimise the Experience section with relevant keywords to improve search visibility and provide a comprehensive view of your professional background. BEST MOMENTS "Google loves LinkedIn. So you're gonna find that if your profile's been optimised, you stand a fantastic chance of getting onto page one." "Don't waste your LinkedIn profile. Instead, focus on dropping those value bombs so visitors to your profile can learn something that's important to them." "Profiles with 100% completeness rank higher in searches, so try and complete all the sections." "In your About section, use the first few lines to drive them to click the See More button and read more." "Social proof is vital. So redouble your efforts to get more testimonials on LinkedIn." HOST BIO Tracey Burnett has decades of experience in lead generation, marketing and sales. She is highly skilled with decades of in-depth experience in lead gen, marketing and sales, and a broad knowledge of business growth gained over decades. She has an innate knowing of what works and, more importantly, what doesn't. After spending 8 years in corporate marketing and advertising at Unilever & Barclays and 3 years in a top design consultancy in business development and account management at Director level, she started her own consultancy over 3 decades ago, working mainly with designer owned marketing services agencies. She is a lover of LinkedIn and clocked up over 6000 hours mastering this platform. She also specialises in go-to-market strategy, from uncovering & communicating their authentic uniqueness to implementation and team support. Her consultancy has worked with the UK government's marketing and communications agency, creative led, video production and UX agencies, and HR and interior design consultancies. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey Burnett dives deep into the single most powerful lever for agency growth: specialisation. Whether you call it niching, positioning, or differentiation, this is about carving out a space in the market where your agency isn’t just another option, you are the option. Find out why agencies with a clear specialism grow 2.5x faster than generalists and can command fees up to 40% higher. You’ll hear the hard-hitting stats: agencies that specialise see, on average, a 26% increase in overall fee income and gross profits soaring above 61%. But more importantly, you’ll get practical, actionable steps for defining your niche, sharpening your positioning, and building a reputation that makes your agency one of only a few that your perfect prospects consider. By the end of this episode, you’ll be inspired and equipped to review just how unique your agency really is and ready to take bold steps to stand out in a crowded market. Don’t let your agency get lost in the crowd. Tune in and learn how to stand out, or risk missing out. KEY TAKEAWAYS Specialising in a specific niche or market is crucial for agencies to stand out among competitors. It allows them to be seen as the go-to option rather than just another choice. Agencies that define their specialisation grow two and a half times faster than generalists and can command fees up to 40% higher. Specialisation leads to increased overall fee income and gross profit. Defining the target audience is essential. This includes analysing demographics, psychographics, and purchasing behaviours to tailor services effectively. Identifying proprietary processes, unique methodologies, and zones of expertise helps agencies differentiate themselves from competitors and adds value to their offerings. Founders often struggle to see their own blind spots regarding specialisation. Seeking outside opinions can provide valuable insights and help clarify positioning in the market. BEST MOMENTS "If you try to talk to everyone, your message is going to get diluted. It becomes a bit vanilla, and nobody really craves vanilla."  "Agencies with a clear specialisation or specialism grow two and a half times faster than generalists and they command fees up to 40% higher." "Specialising isn't about limiting yourself; it's about making yourself irreplaceable." "There's a bakery in Paris that only makes gluten-free vegan croissants. That's the power of specialisation." "Fortune favours the focused." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/ Grow Your Business: https://www.leadstosuccessglobal.com/

Ready to cut through the LinkedIn noise, build your agency’s credibility, and land right in your ideal clients’ inboxes? In this solo episode, Tracey Burnett pulls back the curtain on one of the most powerful and underused tools to bring you new clients: LinkedIn Newsletters. She breaks down exactly what a LinkedIn Newsletter is, why it’s a total no-brainer for agencies, and how you can use it to boost your authority, visibility, and even your Google ranking. She shares practical tips, creative content ideas, and the practical steps to launch your own newsletter without the overwhelm or faff. Whether you want to nurture leads, repurpose your best content, or become a thought leader in your niche, this episode is packed with actionable advice and insider tricks you won’t want to miss. By the time you get to the end of this episode you will be champing at the bit to start at least one! KEY TAKEAWAYS LinkedIn newsletters allow you to reach your audience directly through their email inboxes and notifications, making it easier to build relationships and stay top of mind with prospects and clients. You can use LinkedIn newsletters to share a variety of content types, including educational articles, behind-the-scenes insights, curated resources, and promotional announcements, catering to both personal and company branding. Newsletters can generate leads more effectively than standard LinkedIn posts, as they are indexed by search engines and can include multiple calls to action with links, driving traffic to your website or services. Establishing a consistent publishing schedule (weekly, bi-weekly, or monthly) is crucial for success. Writing in a genuine, relatable voice helps to connect with your audience and build trust. LinkedIn provides metrics on newsletter performance, such as email open rates and subscriber growth, allowing you to gauge engagement and tailor future content to better meet your audience's interests. BEST MOMENTS "By the time you get to the end of this episode, I believe that you'll be so motivated that you're gonna be champing at the bit to start at least one newsletter." "Newsletters let you build authority in your area of expertise, and it gains trust without you having to be salesy." "You can share your expertise. You can write as much as you like. This is one place that you could do it and do it really well." "When you launch your newsletter, LinkedIn invites your existing first connection network to subscribe. So you're not starting from zero." "LinkedIn newsletters are hands down one of the best ways to build relationships, build your visibility and credibility, and gain new leads." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin  This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey Burnett is joined by Mike Adams, the Networking King, serial networker, super connector, and founder of IntroStars, which helps millions of people make, and receive, high value business introductions and monetise every successful referral. With IntroStars, Mike is reimagining what it means to make introductions that really matter. We talk about the best networking strategies, the shifts that you can make to improve your networking experience so that you enjoy the process, and the importance of developing your communication and networking skills. Mike also talks about how he went from super shy to super connector and his journey from working at major companies like Zoom and Apple to the founder of IntroStars. Traditional lead generation methods are becoming so much less effective and the new trend of spamming fueled by AI simply does not work. And the answer to lead generation is nurturing real relationships, generating warm referrals and introductions from real people. It can be a real business growth game changer.                                                                                                                                                                                    Connect with Mike Adams on LinkedIn: www.linkedin.com/in/supermike Sign up for Introstars.com with the code, GETPAID4INTROS and save $99/£95 a month KEY TAKEAWAYS Approach networking events with the mindset of having fun and helping others rather than focusing solely on closing deals or finding customers. This shift can lead to more genuine connections and enjoyable experiences. The importance of human connections and trust in networking cannot be replaced by AI. Warm introductions from trusted individuals are more valuable than cold outreach, especially in a world increasingly filled with AI-generated communications. A strong personal brand is crucial for successful networking. This includes having a well-crafted LinkedIn profile that highlights how you help others, sharing success stories, and engaging in content marketing to establish yourself as an industry expert. Implementing paid referral programs can revolutionise lead generation for marketers and agencies. By incentivising others to provide warm referrals, businesses can create a steady stream of potential clients without relying on ineffective cold outreach. BEST MOMENTS "My typical mindset when I go to a networking event is to leave the door open, to be serendipitous, let chance happen." "It's not so much about who they are in terms of what they do as a job, it's more about who they know." "I grew up as a super shy, nerdy kid. I was not a super networker." "The biggest issue for marketers and salespeople is lead generation." "If you go to a networking event with the mindset that you're there to potentially find a customer, you will fail miserably." About Mike Adams Mike has been to more than 1,000 networking events in London, and some people call him “The Networking King”, with 30,000 connections on LinkedIn. Mike is a super connector, and loves to introduce relevant people to each other.  Connect with Mike Adams on LinkedIn: www.linkedin.com/in/supermike Sign up for Introstars.com with the code, GETPAID4INTROS and save $99/£95 a month Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Find out if you are ready to get leads from LinkedIn https://this.leadstosuccessglobal.com/linkedin This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode of the Marketing Momentum for Agencies podcast, Tracey Burnett discusses the pros and cons of automating your lead generation, the part it can play in the sales process, and whether you should use this software at all. She emphasises the importance of human to human relationship building in marketing while acknowledging the role of the range of marketing automation tools available. The episode covers various aspects of lead generation, including the necessity of a solid sales process, data quality, and the significance of understanding the audience. Tracey also highlights the need for a high level of personalisation in marketing efforts to foster credibility, trust and genuine relationships with clients. KEY TAKEAWAYS Emphasising the importance of building and nurturing relationships over relying solely on lead generation automation. Personal connections are crucial for long-term success, especially for businesses offering high-fee services. Many lead generation automation tools can violate platform rules (like LinkedIn), risking account suspension or deletion. It's essential to be aware of the potential consequences before using such tools. Effective lead generation requires high-quality data. Scraping data from platforms like LinkedIn necessitates careful cleaning to avoid sending unprofessional messages that could damage credibility. Segmenting your audience and personalising communication based on their interests and behaviours can significantly enhance engagement and effectiveness in lead generation efforts. Before implementing automation, agencies should develop a clear marketing strategy and understand their audience's needs. This foundational work is critical to ensure that any automation efforts align with business goals and deliver meaningful results. BEST MOMENTS "In my opinion, this blanket mass messaging leads to bland, uninspiring, poor communication that's unlikely to resonate with anyone." "You need a good plan and a process. Your data quality is absolutely key." "If lead generation automation doesn't sound like it's for you, there is a case for genuine human-to-human personalisation." "Many businesses want results quickly, but we need to take the best route." "Only deeper human-to-human relationships can drive business success." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Find out if you are ready to get leads from LinkedIn  https://this.leadstosuccessglobal.com/linkedin  This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracey Burnett shares valuable insights on how agencies can effectively resource their business development efforts by leveraging existing employees. With over three decades of experience in lead generation, marketing, and sales, Tracey discusses the common challenges agencies face in generating new business and explores four key options for addressing these issues. He emphasises the untapped potential of current staff as a cost-effective and authentic source of marketing support, outlining five essential strategies to maximise their involvement.  KEY TAKEAWAYS Utilise the untapped potential of your current staff for business development. Involving employees from various departments can enhance brand visibility and create a collaborative marketing effort. Clearly outline each employee's role in the marketing strategy and incorporate these responsibilities into their job descriptions. This ensures consistency and commitment to the marketing efforts. Make sure employees understand what's in it for them by participating in marketing activities. Highlight opportunities for personal branding, networking, and potential career advancement. Equip employees with the necessary training, guidelines, and tools to succeed in their marketing roles. This builds their confidence and enhances the overall effectiveness of the marketing strategy. Develop a clear marketing strategy that includes defined goals, target audiences, and messaging. Regular meetings and feedback loops among team members can foster motivation and generate new content ideas. BEST MOMENTS "Your team is your biggest cost, and it has untapped potential. So how can you unlock that to up-level your marketing?" "Sales can be a thankless task, so they need all the help you can give them." "Having more people involved in promoting the business can significantly enhance your brand visibility and engagement in an authentic and cost-effective way." "If you go down this route of utilising your internal resource, it needs to be set up well with everyone's full support from top to bottom." "Approximately 1% of company page content is seen in your newsfeed, so that, by definition, is very limiting." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/ Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode of the Marketing Momentum for Agencies podcast, Tracey Burnett discusses the key reasons why businesses struggle to generate leads on LinkedIn. She emphasises the importance of having a quality 1st connections network, understanding your target audience, maintaining visibility, creating engaging content, and building genuine relationships rather than focusing solely on sales. Tracey provides actionable insights and strategies to improve lead generation efforts on LinkedIn, encouraging listeners to refine their approach to networking and content creation. KEY TAKEAWAYS Having a large number of connections on LinkedIn is not as valuable as having a smaller network of high-quality connections that include your ideal clients. Focus on building a relevant network to enhance engagement and visibility. A broad target audience can hinder business growth. It's essential to define a specific audience to tailor your messaging and content effectively, making it easier for prospects to recognise your expertise. To build trust and attract leads, ensure that you and your business are visible to the right people. This includes optimising your LinkedIn profile with relevant keywords and actively engaging with your connections and industry influencers. Posting content that resonates with your audience is crucial for gaining engagement. Understand what your audience wants to read about and create a diverse content plan that includes educational, promotional, and opinion posts. Treat your LinkedIn connections as valuable resources. Engage with them through conversations, offer value, and build relationships rather than immediately pushing for sales. This approach fosters trust and can lead to future opportunities. BEST MOMENTS "The size and the quality of your network is important. This will have an impact on the traction of your content and the visibility in searches done by people who are looking for businesses like yours." "If your first connections are of good quality and you write quality content specifically for your audience, they see it, find value in it and interact with it." "You wouldn't shake hands with somebody at a networking event, say hello to them, and then walk out the door. So why would you do that on LinkedIn?" "If you're not getting the engagement, there is a disconnect somewhere, which you need to figure out." "LinkedIn is about building relationships, human to human, offering value, giving first." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Grow Your Business: https://www.leadstosuccessglobal.com/

In this episode, Tracy interviews Harv Nagra, Head of Brand Communications at Skoro and the host of 'The Handbook', an agency operations podcast. Harv shares his fascinating career journey from digital producer to operations expert, highlighting the critical role of effective operations in maintaining client relationships and ensuring project success. They discuss the importance of having the right internal roles within an agency, the challenges of imposter syndrome faced by freelancers, and the value of creating a strong online presence.  KEY TAKEAWAYS Well-managed projects and nurturing client relationships are essential for business development. Smooth operations are crucial for maintaining client satisfaction and retention. Agencies often start in a chaotic, startup mode but can evolve into a more structured operation. Implementing effective processes and systems is key to achieving this maturity. Agencies should recognise the importance of hiring internal roles, such as HR and operations, to support growth. Relying solely on billable roles can hinder efficiency and overall business development. Many professionals experience imposter syndrome, especially when transitioning to new roles or starting freelance work. Building a personal brand and sharing knowledge through platforms like LinkedIn can help overcome these feelings. Launching a podcast can be an effective marketing tool, allowing for the creation of valuable content that can be repurposed across various platforms. Consistency and audience engagement are crucial for success in podcasting. BEST MOMENTS "I think problem-solving is the other thing. So not just for myself, but seeing that the work that I do is able to unlock problems for other people so that they can work efficiently." "There comes a point where you're preventing people from doing their best work, because you're not hiring these roles that could actually do that thing that you need done really, really well." "Unless you're doing it on a regular basis, it's like a rolling stone that gathers moss. Consistency in marketing is key." "You have to remember that your job is to work on strategic initiatives. If you're spending all your time firefighting other people's issues, then you're running out of time." "It's very satisfying to solve problems for other people, but it's also important to protect your own time." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales  Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedin Scoro software: https://bit.ly/3GydctZ Harv LinkedIn:https://www.linkedin.com/in/harvnagra// The Handbook Podcast: https://linktr.ee/handbookpodcast Grow Your Business: https://www.leadstosuccessglobal.com/

In this conversation, Chris McNeil discusses the concept of strategic thought leadership, emphasizing its importance in today's marketing landscape. He explains how it differs from traditional thought leadership by focusing on audience engagement and the creation of value. CHAPTERS 00:00 Introduction to Strategic Thought Leadership 05:37 Defining Thought Leadership for Small Business Owners 08:40 AI's Role in Thought Leadership 11:17 Creativity and Innovation in Thought Leadership 14:10 Differentiating Through Thought Leadership 17:12 The Nine Building Blocks of Thought Leadership 19:45 Real-World Application of Thought Leadership 22:49 The Future of Thought Leadership and AI 30:34 Understanding Decision-Making in Sales 32:41 The Balance of Personal Branding and Thought Leadership 34:04 The Importance of Front-End Work 36:04 The Hard Work of Thinking 37:38 Embracing Strategic Thought Leadership 38:23 Tailored Client Engagement Strategies 39:50 Navigating the Digital Landscape 41:42 The Impact of Seth Godin's Ideas 43:30 Transforming Email Marketing 46:34 The Creative Side of Thought Leadership 47:28 Common Mistakes in Thought Leadership 49:47 The Human Element in Business ABOUT THE GUEST Chris McNeil is a Strategic Thought Leadership coach, consultant, and trainer  who is pioneering a new discipline of marketing - Strategic Thought Leadership, or STL.  As the creator of the Thaut Process and the upcoming Thaut App, Chris helps agency leaders, consultants, and business innovators develop original frameworks that shape market thinking and establish new category leadership. Through his podcast, Thought Leadership Studio, and his consulting work, he’s on a mission to empower businesses to authentically lead their markets to fresh perspectives that build profits.    Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio Claim your Free introduction to Chris's upcoming book at https://strategicthoughtleadership.com Connect with Chris: https://www.linkedin.com/in/chris-mcneil-chs/

Is there a benefit of having 6 million LinkedIn followers like Gary Vaynerchuk? Find out in this episode, where Tracey Burnett talks about the critical differences between followers and connections on LinkedIn, how to build the numbers, and emphasises the importance of each in building meaningful relationships for networking, lead generation and thought leadership. She shares insights on how to effectively use LinkedIn to enhance visibility and engagement, while also providing actionable strategies for growing a valuable network. CHAPTERS: 00:00 Understanding LinkedIn: Followers vs Connections 05:13 The Importance of Connections in Networking 11:08 Strategies for Building a Valuable Network Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio

Have you ever wondered what would happen if you sent a live pigeon to a Fortune 500 CEO to get a meeting? Or would you like to know about a unique approach to land your dream meetings where response rates have exceeded 300% and ROI soars into the millions of per cent, even with senior people in large businesses? If the answer to those questions is a resounding yes, listen in. Tracey Burnett and Stu Heinecke explore unconventional strategies for getting meetings with high-profile individuals. They discuss the importance of audacity, creativity, and personalisation in outreach efforts, as well as the evolving landscape of sales and marketing in the age of AI. Through engaging anecdotes, highly successful campaigns and practical advice, they highlight how to navigate gatekeepers effectively, avoid spammy tactics, and leverage unique marketing to achieve impressive response rates. It is not only enjoyable, but it’s likely to change the trajectory of your business. CHAPTERS: 00:00 Introduction and Background 01:02 Audacious Strategies for Getting Meetings 05:54 The Cost-Effectiveness of Contact Marketing 11:57 Avoiding Spammy Outreach 15:01 The Power of Personalization in Marketing 22:19 Navigating Gatekeepers and Executive Assistants 28:04 The Role of Creativity in Sales 30:37 Adapting to AI and Digital Changes 36:00 Real-World Applications of Audacity 40:00 Mindset Shifts for Business Owners 41:33 Stories of Audacity in Action 48:00 Final Thoughts and Key Takeaways BEST QUOTES "If you would, open the box carefully, and inside the box is a pigeon." "The thing that's different about contact marketing is that the cost per effort can range wildly." "I think of them as talent scouts or maybe vice president of access." "If you write a letter that accompanies whatever it is you're doing. Nobody's going to find that very interesting." "You should be embracing AI wholeheartedly and approach it with just a daily enormous dose of curiosity." ABOUT THE GUEST: Stu Heinecke is a Wall Street Journal cartoonist, twice nominated Hall of Fame marketer and bestselling author. His latest book, the updated edition of ‘How to Get a Meeting with Anyone’, has been named one of the top 64 sales books of all time, and the #1 sales book ever written on prospecting. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit wix.com/studio Get the first chapter of ‘How to Get a Meeting with Anyone for free at https://stuheinecke.com/ Connect with Stu https://www.linkedin.com/in/stuheinecke/

In this episode, we dive into the transformative world of AI agents and their pivotal role in marketing automation. Join us as Dan Sanchez, an AI marketing strategist, unravels the complexities of AI agents, explaining how they streamline workflows, enhance productivity, and revolutionize marketing strategies. Discover practical steps to set up AI agents and explore their potential to autonomously handle tasks, bridging gaps in traditional automation with intelligent solutions. Whether you're a seasoned marketer or new to AI, this episode offers actionable insights to elevate your marketing game. Tune in to learn how AI agents can take the load off your team and drive efficiency in your marketing efforts. CHAPTERS 00:00 Introduction to AI-Driven Marketing 00:57 Dan's Journey into Digital Marketing 04:18 Launching Solo Scaled: Helping Solopreneurs 06:27 Understanding AI Agents 11:19 Practical Applications of AI Agents in Sales and Marketing 23:26 Getting Started with AI Agents 25:44 The Importance of Play in Learning AI 26:49 Establishing Control and Safeguards with AI 28:34 Editing and Refining AI-Generated Content 30:45 Iterating Workflows for Better AI Output 33:49 Training AI: Lessons from Internships 34:12 Understanding AI's Memory: Short-term vs Long-term 41:42 Expanding AI's Role in Marketing and Lead Generation 45:50 Anticipating the Future: ChatGPT-5 and Beyond ABOUT THE GUEST Dan Sanchez is a marketer, educator, and podcast host who helps marketing teams figure out where AI fits, and where it doesn’t. He’s known for breaking down complex ideas into practical strategies and for asking the questions most people are too busy to ask. Through his podcast The AI-Driven Marketer, Dan shares real-world experiments, smart workflows, and honest conversations about what it actually takes to thrive as a marketer in the age of AI. CONTACT DETAILS Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com www.leadstosuccessglobal.com Contact Dan Sanchez at www.danchez.com and https://www.linkedin.com/in/digitalmarketingdan/ Free tool: https://go.danchez.com/instapost Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit Wixstudio.com

Struggling to get visibility and leads from LinkedIn? Tracey Burnett, a LinkedIn specialist shares 12 actionable tips for improving LinkedIn lead generation and visibility. The discussion emphasises the importance of differentiation, engagement over impressions, consistency in content creation, and leveraging LinkedIn's features effectively. Tracey offers insights on how to build authentic connections, the risks of lead generation automation, and the benefits of newsletters for increased visibility. The episode concludes with a reminder to invest time and effort into building a strong LinkedIn presence but to remember that quantity of content is more important than quantity. CHAPTERS 00:00 Introduction to LinkedIn Lead Generation 02:35 Building Genuine Connections 05:18 Content Strategy and Engagement 07:54 Leveraging LinkedIn Tools and Features 10:58 Final Thoughts and Call to Action CONTACT TRACEY Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Podcast website: www.marketingmomentumforagencies.com

In this engaging conversation, Marcus Brown shares his journey from a successful career in communication to founding The Great Pitch Company. Marcus offers valuable insights and practical advice for agencies, to improve their pitching strategies and overall success. He discusses the challenges agencies face in pitching, the importance of emotional connections, and the need for thorough preparation and rehearsals. The conversation also explores the mental health aspects of pitching and the importance of involving the entire team in business development. CHAPTERS 00:00 Introduction and Podcast Success 02:43 Marcus Brown's Journey to The Great Pitch Company 05:17 Understanding The Great Pitch Company 07:50 Challenges in Creative Pitches 10:37 The Pitch Process and Client Engagement 12:57 Preparing for a Winning Pitch 15:39 The Importance of Rehearsals 18:21 Emotional Connection in Pitches 20:44 Prospecting and Qualification Strategies 23:20 Advice for Smaller Agencies 26:10 Mental Health in Pitching 28:23 Final Thoughts and Agency Health Check ABOUT THE GUEST Marcus Brown, Global CEO of The Great Pitch Company, is known as the 'pitch winner', having won some of the toughest pitches in the business during a business development career at some of the world's most prestigious agencies (Saatchi & Saatchi, WPP, Publicis Groupe). In 2018, he founded The Great Pitch Company, specialising in business development, and has rapidly become globally recognised as the experts that independent agencies, networks, or holding companies turn to when looking to win pitches/repitches, both now and over the long term, and achieve profitable business growth. The Great Pitch Company offers a complimentary business development health check for agencies on a first-come, first-served basis. The health check is based on The Great Wheel of Fortune, a proprietary strategic approach used to evaluate an agency's priorities across three Power Growth Drivers: 'existing business', 'marketing', and 'new business'. To apply, please email Marcus@thegreatpitchcompany.com. CONTACT DETAILS Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Websites: www.leadstosuccessglobal.com www.marketingmomentumforagencies.com Marcus Elliot Brown - https://www.linkedin.com/in/marcuselliottbrown/ Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Wixstudio.com/

In this engaging episode, we welcome back Dan Sanchez to explore the fascinating world of Custom GPTs. Discover how these tailored AI models can revolutionize your workflow by automating repetitive tasks and enhancing creativity. Dan shares his expertise on setting up Custom GPTs, offering step-by-step guidance and real-world applications that can benefit marketers and entrepreneurs alike. This episode provides the insights you need to harness the power of Custom GPTs effectively. Tune in to unlock new possibilities with AI-driven innovation. CHAPTERS 01:01: Exploring Custom GPTs with Dan Sanchez 11:44: Leveraging AI for Content Creation and Process Optimisation 16:12: Efficient Podcast Episode Packaging with AI 24:51: Creating a Custom GPT for Podcast Episode Packaging 29:51: Creating Effective Thumbnail Guidelines for Podcasts 37:08: Creative Uses for Custom GPTs in Marketing and Business ABOUT THE GUEST Dan Sanchez is a marketer, educator, and podcast host who helps marketing teams figure out where AI fits, and where it doesn’t. He’s known for breaking down complex ideas into practical strategies and for asking the questions most people are too busy to ask. Through his podcast The AI-Driven Marketer, Dan shares real-world experiments, smart workflows, and honest conversations about what it actually takes to thrive as a marketer in the age of AI. CONTACT DETAILS Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com www.leadstosuccessglobal.com Contact Dan Sanchez at www.danchez.com and https://www.linkedin.com/in/digitalmarketingdan/ Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. Visit Wixstudio.com

Prospecting shouldn’t feel like spinning plates. Yet too many agencies waste hours blasting out generic LinkedIn messages, chasing hundreds of 'leads' that never convert. The truth? More prospects don’t equal more sales. They equal more noise, more wasted time, and fewer wins. In this episode, Tracey Burnett shares her proven '20 Prospect Rule', a focused, account-based approach that helps you build genuine relationships and win better clients. Tracey explains why cutting your bloated list down to 20 dream companies creates clarity, consistency, and results. She also shares creative, audacious outreach examples from sending prospects £1m to custom-fitted shirts and doves! If you want to book more meetings, win more clients, and stop wasting time on dead-end outreach, this episode gives you the recipe for smarter prospecting. CHAPTERS 00:00 The Power of Focused Prospecting 02:37 The 20 Prospect Rule 05:42 Creative Outreach Strategies 08:31 Building Meaningful Relationships ABOUT THE HOST Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Websites: www.leadstosuccessglobal.com www.marketingmomentumforagencies.com Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. www.Wixstudio.com/

In this episode, I am talking to Alice Heiman, the number one authority on what CEOs need to know about sales about the gamechangers in sales, mending a faltering sales process, the importance of mindset, the role of the CEO in sales, and bringing the creativity back into sales to make it fun for you and to increase your sales success. In short, how to revolutionise your sales! CHAPTERS 00:00 Introduction to Sales Dynamics 05:33 The CEO's Role in Sales 11:13 Sales Prevention: The CEO's Mindset 16:45 Overcoming Sales Challenges in Modern Times 27:22 Targeting the Right Customers 33:20 Utilizing Intent Data for Sales 41:28 Building Consistency in Sales Practices 46:41 Integrating AI in Sales Effectively 53:00 Understanding Your Customer Deeply ABOUT THE GUEST As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. She's also the host of the popular podcast, Sales Talk for CEOs. Alice also serves on the board of several growing companies to energize and elevate their sales. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Websites: www.leadstosuccessglobal.com www.marketingmomentumforagencies.com Sales Talk for CEOs Podcast - https://aliceheiman.com/podcast/ https://www.linkedin.com/in/aliceheiman/ Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. www.Wixstudio.com/

If you are a website designer, or aspiring website designer, then this episode is for you. Tracey Burnett speaks with Karima Williams, the owner of Dreamworth and Co, about her journey in website design and digital marketing. Karima shares her passion for transforming digital spaces. She explains her preference for Wix Studio over other platforms, highlighting its ease of use, functionality, and support. The conversation also covers the benefits of Wix Studio for both designers and clients, including email automation, video hosting, and community resources. Karima emphasises the importance of sharing work and building connections in the industry, and she offers insights into becoming a Wix Legend Partner and the advantages it brings. CHAPTERS 00:00 Karima's Journey to Dreamworth 03:48 Challenges of Entrepreneurship 05:34 Passion for Website Design 09:38 Why Choose Wix Studio? 12:04 Wix Studio's Functionality and Features 15:39 Support and Hosting in Wix Studio 17:18 Email Automation and Marketing 19:21 Video Hosting and Training Resources 23:54 Community and Collaboration 28:46 Becoming a Wix Legend Partner 32:14 Benefits for Designers and Clients 37:46 High Leverage Actions for Designers 42:00 Special Offers and Closing Thoughts GUEST BIO Karima Williams is the owner of Dreamworth and Company formerly known as Dreamworth PR, Philadelphia's leading digital marketing and web design agency. With a passion for elevating online ventures in photography, coaching, and wellness, she specializes in transforming digital spaces into thriving business assets. Since founding Dreamworth  2017, Karima has become a Certified Wix Legend Partner, successfully launching over 100 Wix websites that reflect her commitment to digital innovation. In July 2024, she earned a SEMrush certification for Crafting a Winning SEO Strategy: A Guide for In-House Marketers.  Outside of her work, Karima enjoys active involvement in her church through services and Bible study, and she treasures quality time with family and friends. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Websites: www.leadstosuccessglobal.com www.marketingmomentumforagencies.com Karima Williams - https://www.linkedin.com/in/karimawilliams/ Link for any Wix website template using code: MM2025 for up to $200 USD off at https://www.dreamworth.co/website-templates Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. www.Wixstudio.com/

AI is changing the marketing landscape. Tracey Burnett speaks with Chris Bolton, a marketing expert and founder of Diviner agency. They discuss this evolving landscape of marketing, particularly the impact of AI and the importance of brand differentiation. Chris shares insights on agency growth strategies, the significance of client reviews when trust is more important than ever and introduces his new platform, Prompt Reviews, designed to help businesses gather and manage reviews effectively. The conversation emphasises the need for agencies to adapt to changes in consumer behaviour and the digital marketing environment. CHAPTERS 00:00 Navigating the Changing Marketing Landscape 02:35 The Evolution of Chris Bolton's Career 04:35 The Impact of AI on Marketing Strategies 07:07 SEO vs. Paid Advertising: Making the Right Choice 10:11 The Importance of Brand Differentiation 12:42 Building Trust in Marketing 15:33 Positioning and Passion in Agency Growth 18:08 The Secret Sauce of Diviner.agency 20:56 Key Elements for Agency Success 25:26 Embracing AI in Agency Operations 28:33 The Shift to Fractional Work Models 29:01 The Importance of Client Reviews 34:47 Leveraging Technology for Review Management 40:52 The Challenges of Building an App 45:41 Optimizing Your Google Business Profile ABOUT THE GUEST Chris Bolton has been working at the intersection of brand and digital for over 20 years. First as an SEO strategist at a music startup and then as an executive at a 26 person creative agency that he grew with his brother. In 2024, with the media and marketing environment changing so rapidly, he felt he could be more nimble on his own and founded Diviner, a digital strategy consultancy. More recently, he launched Prompt Reviews, the only review management platform that helps customers and clients write, and publish reviews. Both efforts are focused on helping small businesses win in an environment where the cards are often stacked against them. Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: tracey@leadstosuccessglobal.com Websites: www.leadstosuccessglobal.com www.marketingmomentumforagencies.com Chris Bolton -  https://www.linkedin.com/in/chris-bolton-a7b146a/ https://promptreviews.app https://diviner.agency Wix Studio is a platform built for all web creators to design, develop, and manage exceptional web projects at scale. www.Wixstudio.com/