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Sell Well: Helping Agencies Close More Deals and Grow Revenue
I spent years building a marketing agency from nothing, scaling it past a million dollars, and figuring out the hard way that none of it works if you can't sell. Now I help agency owners close more deals and grow revenue without feeling sleazy or stressed about it. On the Sell Well Show I share real sales strategies, honest agency lessons, and what actually drives revenue in short episodes you can actually use. If you want to build a business that gives you more profit and more peace, you're in the right place.
Episodes
23 episodes
Phone a Friend: Oaken Mulholland on LinkedIn Outreach That Converts
Everybody keeps telling me LinkedIn outreach is dead. I hear it from my clients constantly, usually right after they forward me another one of those cringey DMs that opens with "we both went to college" and ends with a calendar link. So I phone...
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Stop Fighting the Robots: Combating AI Slop Feedback From Your Clients
My client Jasmine sent me a voice note this week that stopped me in my tracks. Her prospects are dropping her proposals into ChatGPT and Claude, then firing back giant lists of questions she has never gotten before, half of which do not even ma...
The Client Audit: Who to Keep, Who to Grow, and Who to Cut
There is a client on your roster right now that you are quietly losing money on, and I'd bet it's not the one you'd guess. It's not your cheapest client, and it's not your most demanding one. It's a very specific combination of the two that wre...
Stop Villainizing Your Client: Charge Them More
A few years ago I had a client who drove me up the wall. Endless revisions, constant tweaks, the kind of name that made my stomach drop every time it hit my inbox. I was convinced she was the problem and I was this close to firing her. Then a m...
Monday Money Myth: I Think My Business Might Be Set Up Incorrectly and It's Too Late to Fix It
We are back with another Monday Money Myth with Jason Medlin, fractional CFO, accountant, and tax strategist. Today's myth: I think my business might be set up incorrectly and it's too late to fix it. Spoiler alert, that's absolutely not true. ...
Phone a Friend: Cheyenne Buttrey on Marketing Funnels
Listen in on my chat with Cheyenne Buttrey of Copy Girl Co. to break down one of the most misunderstood parts of growing a service business, marketing funnels. We talk about what a funnel actually is (spoiler, you probably already have one), wh...
Monday Money Myth: I'll Worry About Taxes When Tax Season Gets Here
Back at it with another Monday Money Myth with special guest Jason Medlin, fractional CFO, accountant, and tax strategist. In today's myth, we are tackling *shudder* taxes. If you're like me, you would rather just not think about it...
White Labeling: The Revenue Multiplier Nobody's Talking About
We white labeled our branding and web process to other agencies for years, but 2023, my last year at Lawson House, is when we really saw the explosion, it added over half a million dollars in revenue. Here's what it actually is (and what it's n...
Monday Money Myth: If There's Money in the Bank, We're Doing Fine
Kicking off a new recurring series with Jason Medlin, a fractional CFO, accountant, and bookkeeper, where we debunk the money myths that keep business owners up at night. First up: if you've got cash in the bank, you're good. Spoiler ale...
Refunds: The Four-Question Framework for Making the Right Call
Someone's going to ask for their money back, and it's going to suck. But here's the thing, you don't have to panic. I'm breaking down the four-question framework that helped me decide whether to give refunds or hold firm, and why your emotional...
Phone a Friend: Becky Pierson Davidson on Strategy Calls, Sales Blitzes, and Claiming Goals Publicly
This week I'm phoning a friend. Becky Pierson Davidson runs Affinity, a boutique agency building memberships and community products. She's also one of my coaching clients. Becky's the reason this podcast exists in the first place, s...
Comma or Decimal Person: The Money Mindset Shift You Need to Make
Years ago I watched someone proudly share that they'd saved $74 on a subscription plan. And I watched the CEO of that company stop everything and ask one question that I still think about at least once a week.Are you a comma person or a ...
The Sales Blitz: How to Close the Gap on Your Revenue Goal Fast
When you're staring down a big gap between where you are and where you want to be, the instinct is to zoom out, audit your funnel, rethink your messaging, figure out what's broken. But sometimes nothing is broken. Sometimes you just need a blit...
Phone a Friend: Caroline Lewis on Buying Lawson House and Selling Cold
Caroline Lewis is the CEO of Lawson House, the marketing agency I founded and sold to her, and today she's pulling back the curtain on what that whole transition actually looked like.We get into how I blindsided her with the question of ...
Bring Up Money: How to Talk About Budget Without Sounding Like a Salesperson
Nobody likes talking about money. You hate asking, they hate being asked, and somehow it still has to happen. In this episode I'm breaking down why the budget conversation doesn't have to be the awkward moment everyone dreads, how to bring it u...
Sales First: The 7-Stage Framework I Use With Every Coaching Client
In this episode I'm talking about when you actually need a business coach, what to look for, and why most of coaches are missing the thing that would actually help you grow. I'm also pulling back the curtain on the exact 7-stage framework I tak...
My Follow-Up Formula: Stop Chasing Dead Leads
Most people follow up until they're desperate, and desperation costs you money. In this episode, I'm breaking down the two-part follow-up method I swear by: setting a defined sequence so you always know when a lead is dead, and why chasing ...
The Two-Call Close: How to Stop Overwhelming Prospects and Start Closing Them
If your close rate isn't where you want it to be, the problem might not be your pitch. It might be that you're trying to do too much on the first call. In this episode, I break down why pulling up a 40-slide deck before someone even knows your ...
Becoming Friends with Larry: How to Turn a Cold, Hostile Prospect Into a Long Term Client
In this episode I'm telling you the full story of how one of the most hostile cold calls I ever took turned into a $10,000 website and one of our longest running retainer clients. And then I'm breaking down exactly what I did so you can do it t...
Get Paid to Sell: How a Low-Ticket Offer Can Double Your Close Rate
Most service business owners are doing way more work than they're getting paid for just to land a client. In this episode I'm sharing the strategy that changed that for me at Lawson House, and for a lot of my clients too.If you've ever f...
The House Party Strategy: Inbound vs. Outbound Sales Explained
So many of my clients come to me convinced that outbound sales is sleazy or off-brand, but it's actually what transformed my business. In this episode, I break down the difference between inbound and outbound marketing using a house party analo...
My Story: I Never Meant to Be a Business Owner
I never planned to be a business owner. If you'd asked me in college, this would've seemed way too far out of reach. But in March 2020, with no portfolio, no business plan, and a world that had just shut down, I took a leap anyway — and it chan...