Marketing Momentum for Agencies

A lot of agencies think they need more leads, more pitches and more conversations. But often the real problem is saying yes to the wrong opportunities. In this episode, I pull together lessons from past guests on bad-fit prospects, weak qualification, poor targeting and the real cost of chasing work that does not suit your agency. A practical episode on how to make better decisions, protect your time and focus on stronger-fit growth. LEARN MORE     Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804.                                 Episodes mentioned: Alice Heiman (Ep.32), Aleasha Bahr  (Ep.34) and Marcus Elliot Brown (Ep.29). About The Host      Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS: Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes) 01:40 - Qualification and the Power of Saying "No"07:15 - Defining Your "Anti-Audience"11:20 - The Financial Reality and Hidden Costs of Pitching15:30 - Smarter Outreach Strategies and Avoiding Desperation

In this episode, marketing strategist Katie Street reveals how businesses can use people powered marketing to build trust and accelerate lead generation. Discover why B2B success hinges on authentic human connections, not just polished content. Katie shares how brands like HubSpot and PayPal transform marketing by putting people front and centre, creating influence and loyalty. Learn tactics like leveraging employee content and hosting events that even small teams can implement. Perfect for marketers ready to rethink their approach and differentiate through genuine relationships. LEARN MORE Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804.                                ABOUT KATIE/HOW TO CONNECT Katie Street is a bold, no-BS marketing strategist, speaker, and founder of Street Agency, helping brands like Shopify, Stripe, and Contentful turn marketing into real sales conversations. She hosts the Marketing in the Madness podcast (partnered with Shoptalk Europe), where she interviews the brightest minds in marketing, tech, and innovation to uncover what actually works. Katie is also a fierce advocate for women in marketing and tech, leading mentorship initiatives and helping elevate female voices on major industry stages. Through high-impact B2B events and people-powered, content-led marketing, she helps businesses cut through the noise, build trust, and create lasting relationships https://www.linkedin.com/in/katiestreet/  ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 5:30 - Market Shifts & Big Brand Examples  11:15 - Overcoming Founder Reluctance  17:00 - Content Formats & "Stopping the Scroll"  22:30 - Integrating AI Without Losing Authenticity  Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

A lot of agencies focus so hard on winning new business that they overlook one of the easiest routes to growth: the clients they already have. In this episode, I pull together lessons from past guests on why agencies lose clients, what clients actually complain about, and how better listening, communication, onboarding and proactivity can turn existing accounts into stronger, more profitable relationships. We get into why silence does not always mean satisfaction, why price is often not the real issue, and how client feedback can uncover new services and growth opportunities you might otherwise miss. If you want healthier agency growth, this is a useful reminder that retention is sales too. LEARN MORE   Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804.         Episodes mentioned: Remeny Armitage (Ep.36), Alice Heiman (Ep.32), Aleasha Bahr (Ep.34) and Marcus Elliot Brown (Ep.29).                           About The Host    Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 02:20 - Uncovering What Clients Really Think  06:20 - The True Drivers of Client Churn & Moving Beyond Price 13:40 - Why Retention and Onboarding are Sales Functions  17:00 - The Hidden Cost of Over-Pitching  Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

Running an agency is often harder than it looks from the outside and more than many people admit. In this episode, I pull together lessons from past guests who have built, scaled, or exited agencies to explore why agency life gets more difficult at certain stages and what smart founders do to make it easier. We get into what happens when referrals stop being enough, why markets change faster than agencies do, why growth stalls when there is no real commercial engine, and why the founder so often becomes the bottleneck. We also touch on the hidden cost of trying to carry too much alone. If you run an agency and growth feels slower, heavier or more complicated than it used to, this episode will help you step back, think more clearly, and focus on what may actually need to change. Draws on past conversations with Trenton Moss, Dominic Bonaker, James Rose and Jack Porter-Smith LEARN MORE   Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804.                    About The Host  Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 01:43 - The myth that good work guarantees growth, featuring Trenton Moss 09:37 - Evolving your offer when the market moves, featuring Dominic Boneker 12:47 - Breaking through revenue growth ceilings, featuring James Rose 15:10 - The personal cost and loneliness of leadership, featuring Jack Porter-Smith Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

Can ChatGPT replace a marketing manager? In this episode, Cary Weston shares how agencies and consultants can use AI to build a smarter marketing process, sharpen strategy, and save time and money without losing authenticity. We also explore practical ways to use ChatGPT, what still needs a human touch, and why common-sense marketing beats hype every time. LEARN MORE: Learn More...       Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804.     Cary Weston www.CaryWeston.com www.ChatGPTExperiment.com  https://www.linkedin.com/in/caryweston/ Developing a Marketing Project in ChatGPT - create a ready-to-go marketing partner to save hours, stay consistent, and connect more effectively with your audience. https://chatgptexperiment.com/samplemarketingproject/ (pw = 12345) ABOUT THE GUEST Cary Weston is a seasoned marketing professional offer coaching, consulting, and guidance. He is a founder and former partner in the Maine-based advertising and marketing firm, Sutherland Weston. He is a certified “They Ask You Answer” coach – a sales and marketing framework developed by Marcus Sheridan designed to help companies stand out as the voice of authority in their industry and drive measurable sales results. His specialties lie in developing practical and tactical strategies to help businesses overcome sales and marketing challenges.  He is a master at offering practical AI advice for business. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 02:30 - Common struggles for agency owners and the pressure of marketing. 05:35 - Addressing business anxiety surrounding the adoption of AI. 07:05 - Viewing AI as an ‘Amazing Intern’ rather than a magic bullet. 12:50 - Giving AI permission to act as an objective customer. 17:10 - Why business owners are often better marketers than they realise. 21:30 - Mid-episode break: sponsorship opportunities and lead generation. 25:40 - Moving from self-promotion to high-value educational content. 28:35 - Using AI as a brainstorming partner for major business decisions. 31:35 - The four-part framework for effective AI prompting. 36:00 - How to maintain an authentic voice in AI-generated content. 41:45 - Cary's experience exiting his agency and his life after ownership.

Podcasting is not one-size-fits-all. In this episode, Neil Cowling explains how brands can use different podcast options strategically and cost-effectively to build awareness, strengthen authority and trust, and become a content engine. A practical conversation for any business thinking about how podcasting could fit into its wider growth strategy. Learn More...    LinkedIn: linkedin.com/in/traceyburnett  Website: leadstosuccessglobal.com  Book a call: calendly.com/tracey-burnett/triage  Email: [email protected]  Get in touch with Neil Cowling  Phone: +44 7877 042 804.    https://www.linkedin.com/in/neilscowling Check out https://freshair.audio/ ABOUT THE GUEST Neil Cowling is a former BBC national radio producer and is now the founder of Fresh Air - the leading podcast agency for brands. He has worked on major events such as London 2012 and with some of the biggest names such as Sir David Attenborough. Now Fresh Air works for brands such as Barclays, L’Oreal and English Heritage. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 06:58 - Success Stories: Legal & General and Waitrose 14:02 - Podcasts as a Lead Generation Engine 21:32 - Determining the Ideal Podcast Length 28:03 - Measuring Podcast Success and ROI 33:28 - Alternatives to Starting Your Own Show 41:21 - How to Take the First Step ABOUT THE PODCAST Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

Agency success can look brilliant from the outside. But behind the scenes, it can be far messier than most founders admit. In this vulnerable episode, Jack Porter-Smith talks openly about the hidden side of agency growth: loneliness, team pressure, financial and legal stress, and health breakdown. He shares what was really happening inside his business when the numbers looked strong, why vulnerability made him a better leader, and why founders need more support than they normally get Jack also reflects on the health crisis that nearly cost him his life & forced him to exit his agency and what he believes now about ambition, success, family and staying alive long enough to enjoy what you’ve built. LEARN MORE …                                                                                                                                                                LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]  Contact Jack Porter-Smith on LinkedIn: https://www.linkedin.com/in/jackportersmith/ or via email,  [email protected] https://www.inflectivgroup.com/ and jackportersmith.com ABOUT THE GUEST Jack Porter-Smith is an agency founder, speaker, advisor and partner at Inflectiv Group. After starting in PPC in 2006, he launched his Toronto-based agency in 2013 and scaled it to an 8-figure revenue and 7 figure profit within seven years. He later joined Google’s Agency Executive Council, toured the Americas speaking with Google, headlined industry conferences, and published three books. After exiting his agency in 2024 due to health issues, Jack now advises agencies on growth, leadership and values-led decision-making. ABOUT THE HOST About The Host  Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies. With decades of experience in lead generation, marketing and sales, including roles at Unilever and Barclays, she helps agency and consultancy founders sharpen positioning, build trust with the right buyers and create more consistent pipelines. She’s known for practical, no-fluff advice. Expert in LinkedIn. CHAPTERS 05:00 - Confronting the Isolation of the Sole Leader 09:58 - The Power of Vulnerability in Leadership 15:00 - Building a Culture of Trust and Accountability 20:30 - Protecting Company Values: A Case Study on Racism 26:00 - Lessons from Leadership Failures: The Pay Raise Incident 34:51 – The Impact of Legal Chaos on Agency Stability 40:00 – Health Crisis: When the Body Demands a Stop 45:10 – Life After Exit: Redefining Identity and Balance ABOUT THE PODCAST Marketing Momentum for Agencies is for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Expect plenty of straight-talking with expert guest interviews packed with practical ideas to help you win attention, build trust and convert more opportunities. Top 5% of podcasts globally (ListenNotes)

Public speaking scares a lot of people. But if you want a faster way to build trust, stand out and win better-fit clients, this episode is worth your time. I’m joined by Jack Porter-Smith, who used speaking to help grow his agency to eight-figure revenue and seven-figure profit. We unpack why speaking can build authority faster than cold outreach, attract better clients, and become a real growth lever for your agency. Jack also shares how to structure a talk, avoid common mistakes, and sell without sounding pushy. Learn More...      Tracey Burnett LinkedIn: linkedin.com/in/traceyburnett Website: leadstosuccessglobal.com Book a call: calendly.com/tracey-burnett/triage Email: [email protected] Phone: +44 7877 042 804 Jack Porter-Smith LinkedIn: linkedin.com/in/jackportersmith Email: [email protected] Websites: inflectivgroup.com | jackportersmith.com Book: https://www.amazon.co.uk/Sixty-Seconds-Glory-Selling-Predictable/dp/B0FD7Z92VJ/ ABOUT THE GUEST Jack Porter-Smith is an agency founder, speaker, advisor and partner at Inflectiv Group. After starting in PPC in 2006, he launched his Toronto-based agency in 2013 and scaled it to an 8-figure revenue and 7 figure profit within seven years. He later joined Google’s Agency Executive Council, toured the Americas speaking with Google, headlined industry conferences, and published three books. After exiting his agency in 2024 due to health issues, Jack now advises agencies on growth, leadership and values-led decision-making. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Away from work, she’s passionate about food and health.       CHAPTERS 04:30 - Defining Glossophobia 06:50 - The Authority of ‘The Flesh’ 14:40 - Developing the ‘Showman’ Persona 20:10 - Handling Feedback and Negativity 34:50 - Health and Balance in Business 39:21 - 10 Blocks to Advertising Greatness 50:41 - Standing Out Online ABOUT THE PODCAST Marketing Momentum for Agencies is the podcast for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Through straight-talking solo episodes and high-calibre guest interviews, you’ll get practical frameworks, hard-won lessons, and ideas you can implement immediately to win attention, build trust, and convert opportunities. This podcast is one of the top 5% most popular shows out of 3,603,425 podcasts globally, ranked by Listen Notes.

In this episode, Tracey Burnett and Alex Berresford discuss the significance of company off-sites for agencies, emphasising their role in enhancing team connection, morale, client retention, and overall effectiveness. They explore the signs that indicate a need for an off-site and how to plan effective company off-sites that yield measurable outcomes. The conversation also covers the ideal frequency, creative uses for an offsite, and how to measure their return on investment. Alex shares insights on common concerns for first-time off-site planners and highlights the marketing opportunities that arise during these events. If you want a stronger team, better delivery, and clients who feel the difference and stay, press play. CHAPTERS 01:41 - The Challenge of Remote Work 02:54 - Early Warning Signs of Burnout 03:57 - The Financial Case for Offsites 07:44 - Designing an Effective Agenda 09:25 - Maximising ROI 12:53 - The Minimum Viable Offsite 16:21 - Content and Marketing Learn More...                                                                                                                                                                 LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]   Contact Alex Berresford on LinkedIn: https://www.linkedin.com/in/aaberresford/  or via email,  [email protected] Check out the website: www.companyoffsites.co.uk ABOUT THE GUEST Alex Berresford is Co-Founder of Company Offsites, along with Alex Dawson. Together they bring 5 years of experience of planning team building events, retreats and offsites with some of the largest UK businesses. Both founders are marketing experts and have worked with over 500+ different businesses on B2B marketing techniques, building relationships and networks over the years. Combining their experience in the industry, with the realisation that companies need effective spaces to nurture team connections, they firmly believe that Company Offsites is the most powerful venue listing site for attracting companies that want to take their teams away on retreats and offsites, in the UK. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.           Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.         Away from work, she’s passionate about food and health.        ABOUT THE PODCAST Marketing Momentum for Agencies is the podcast for agency and consultancy founders who want a stronger pipeline and better sales conversations, without gimmicks. Through straight-talking solo episodes and high-calibre guest interviews, you’ll get practical frameworks, hard-won lessons, and ideas you can implement immediately to win attention, build trust, and convert opportunities. This podcast is one of the top 5% most popular shows out of 3,603,425 podcasts globally, ranked by Listen Notes.

If you run an agency and you’re feeling burnt out, growth is slow, or you’re wondering what the next chapter looks like… this episode is for you. Because right now, a lot of agency founders are doing good work with good clients and still finding that growth feels harder than it used to. The usual options (scale harder, sell up, or just keep pushing) don’t feel that appealing. My guest is James Rose, Founder & CEO of Inflective Group, a ‘new breed’ holding company that takes minority stakes in established, profitable independent agencies, to build shared scale while founders retain independence. We unpack what ‘founder-friendly minority investment’ actually means, why it’s different from traditional holding companies or private equity, and what it looks like day-to-day when you’re part of a group but still running your agency. We also delve into what’s really happening in the agency market right now - the fatigue, the longer sales cycles, the pricing pressure, and where James sees the market going over the next five years. In this episode, you’ll learn: Why the jump from £2m to £5m is a very different game The common reasons agency growth stalls  What founders should do next when they feel stuck Why a fractional CFO and an advisory board can offer clarity and aid faster growth James’s view on outbound sales, sales enablement, and why founder-led sales is often the fastest lever in a tough market. If you want more clarity and a smarter way to think about growth without losing control or compromising culture, press play. CHAPTERS 2:48 - Defining ‘Founder-Friendly’ Investment 5:12 - Value Beyond Capital 8:11 - Current Trends and Market Fatigue 10:14 - Avoiding the ‘Shiny Object" Syndrome 15:53 - Why Growth Stalls 20:12 - Advice for ‘Stuck’ Founders 22:18 - Pitfalls of Traditional Exits Learn More... LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]   Contact James Rose on LinkedIn: https://www.linkedin.com/in/jamesroseequitypartners/  or via email,  [email protected]. Check out the website:https://www.inflectivgroup.com/  James Rose is the Founder & CEO of Inflectiv Group, an investment platform backing the top 1% of independent agencies through genuinely founder-friendly minority partnerships. In the past 12 months, Inflectiv has acquired equity in four established agencies across podcast production, brand strategy, activation, and market research. Before launching Inflectiv, James scaled multiple founder-led businesses, including leading commercial growth at a video agency from £0.5m to £7m over five years, and advising numerous high-growth companies on go-to-market strategy, productisation, and revenue acceleration. Having seen firsthand how hard it is to scale an agency — and how difficult it can be to translate growth into meaningful enterprise value — James built Inflectiv to give founders a smarter way to grow without losing control or compromising culture. About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.

Sales calls don’t only fail because you didn’t pitch well. They fail because the prospect isn’t engaged, and if they’re not engaged, they’re not moving. Simple as that.  In this episode, I’m sharing the approach I’ve built over decades and 7,000+ introductory and sales meetings, the practical framework that helps you walk into calls over-prepared, relevant, and memorable… without sounding rehearsed or 'salesy'  You’ll hear how to: - do the kind of pre-call research that instantly builds rapport (because it shows you actually care)  - run a structured, natural conversation where they talk 80% of the time, and you still lead the call  - ask deeper questions so prospects say “I never thought about that” (the fastest way to stand out)  - close with control and confidence using simple but effective questions - win when decisions are made by a buying committee, not just the one person you are talking to If you want prospects leaning forward instead of clock-watching, and you want your next sales call to feel like a proper conversation, not a performance, listen in now. If this episode has been of interest,  a good episode to complement it is 'How to Build Relationships with Prospects and Make More Sales - Episode 5 CHAPTERS 00:45 - The Three Pillars of a Successful Prospect Fit 03:07 - The 80/20 Rule of Sales Conversations 09:42 - Creative Ways to Deliver Your Pitch 15:46 - To Slide or Not to Slide? The Role of Visual Aids 17:48 - Using Body Language to Build Trust Sponsor: Wix Studio Learn More... LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]  About The Host                                                                                                      Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines.                                                                                                                                                                           Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.           Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.         Away from work, she’s passionate about food and health.

Sales slow? Pipeline dripping instead of flowing? You’re not alone.  Around 80% of marketing services agencies struggle to win consistent new business. In this episode, I break down seven reasons leads aren’t coming in, and the practical fixes that rebuild momentum. We cover why referrals dry up, the ‘look what we do’ messaging trap, inconsistent marketing, why lead gen is a whole company function, how to use LinkedIn properly, why outsourcing often backfires, and why posting content alone won’t convert into sales. If you want a pipeline you can rely on, without gimmicks, press play. And if you’re ready to start filling your pipeline, book a no-charge Marketing & Sales Assessment call (link in the show notes). Sponsor: Wix Studio CHAPTERS 01:14 - The Reality of the ‘Long Burn’ 04:20 - The ‘Jar’ Problem in Messaging 08:25 - Leveraging Internal Strengths 10:45 - Beating the LinkedIn Algorithm 14:39 - The Pitfalls of Outsourced Lead Gen 16:20 - The 12-Month Investment Rule Learn More… LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected] About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.         Away from work, she’s passionate about food and health.

If your AI-written content feels a bit… off, you’re probably not imagining it. Audiences can smell bland, generic 'AI slop' a mile away and it doesn’t build trust, authority, or leads. This episode of the Marketing Momentum for Agencies podcast covers how to use AI as a partner so your content still sounds exactly like you without a hint of AI! You’ll get a simple, practical framework to brief AI properly: define the expert, get crystal-clear on your goal, describe the reader, feed it your voice, and refine the output without losing authenticity. And if you’re ready to stop posting content that gets ignored, book a no-charge Marketing & Sales Assessment call (link in the show notes). Sponsor: Wix Studio CHAPTERS 03:04 - The Content Recipe 08:33 - The Role of AI 09:29 - Improving Your Content for 2026 Learn More... LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected] About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Away from work, she’s passionate about food and health.

In this conversation, Tracey Burnett discusses the intricacies of managing a sales pipeline, emphasising the importance of follow-up strategies that build relationships and trust. She outlines three critical phases of the pipeline: pre-pipeline, pipeline, and post-pipeline, and provides actionable insights on how to effectively navigate each stage. The conversation highlights the need for understanding prospects' perspectives, qualifying leads, and maintaining relationships even after a project is lost. Ultimately, the focus is on leading the sales process rather than merely chasing opportunities. CHAPTERS 04:09 - Cringey 'Just Checking In' Messages vs. Value-Led Follow-Up 06:14 - Follow-Up Is About Leading, Not Chasing 08:18 - The Three Phases of Pipeline Most Agencies Ignore 10:23 - Pre-Pipeline: Winning Trust Before a Project Exists 12:28 - Qualification, Ideal Clients, and Avoiding the Wrong Leads 14:32 - Decision Makers, Stakeholders, and Selling in the Light 16:37 - Diagnosis vs. Order-Taking: Acting Like the Expert 18:42 - How to Lead Follow-Up in Pre-Pipeline, Pipeline, and Post-Pipeline 20:46 - Leading Better in Tough Markets: Fixing a Cracked Pipeline Learn More... LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]  About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines.           Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.           Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.         Away from work, she’s passionate about food and health.

LinkedIn reach is down and for agency founders and new-business teams, it couldn’t have come at a worse time. But here’s the truth: reach was never the metric that brought in clients. In this solo episode, Tracey breaks down what’s changed on LinkedIn in the last 6–12 months, including the shift toward relevance, expertise, and conversation depth and why generic, 'topic-hopping' content is being downgraded. You’ll learn what the platform rewards now, the biggest mistakes creators are making, and a practical system to generate leads consistently in 2026. Inside, you’ll get: - What’s really driving content distribution now  - The old LinkedIn rules that are killing your reach and credibility - How to align your profile and content so LinkedIn improves your content reach - A simple framework for writing posts people save, not just skim - Why comments are the most underrated lead-gen tool and how to optimise your feed to make it easier - How to prospect without spamming: targeted outreach, smart DMs, and using Sales Navigator as a research tool              Learn More...                                                                                                                                                                 LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://calendly.com/tracey-burnett/triage Email: [email protected]  CHAPTERS 00:54 The Algorithm Shift: Relevance over Recency 02:30 Format Changes: Why Carousels and Stories Are Winning 09:37 Is Your Strategy Actually Working? (Consultation Offer) 15:47 The Secret Weapon: Comments as Lead Generation 31:06 The Long-Term Game: Consistency and Relationships ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines.                                                                                                                                                                           Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.           Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.         Away from work, she’s passionate about food and health.

Five agency owners. Five different journeys. And yet the same growth ingredients kept showing up, loud and clear. In this solo episode, I distil the key lessons from my Agency Success Stories interviews with Trenton Moss, Gilad Bechar, Damon Burton, Jaye Cowle and Dominic Bonnaker. This isn’t a recap. It’s a practical playbook. You’ll hear the patterns that separate agencies that scale (and stay sane) from those that stay busy, chaotic, and stuck: - Why hope, referrals and being good at what you do aren’t a pipeline - What real positioning looks like when the market gets tougher - The commercial awareness and boundaries that protect profit - The business visibility and systems that stop you flying blind - Why culture, leadership and consistency do more heavy lifting for growth than talent And at the end, I’ll let you know exactly which episode to listen to next, depending on what you’re struggling with, or want to know about, right now — pipeline, profitability, positioning, resilience, or consistent marketing. If you want real-world agency growth lessons you can actually apply this week, press play, and then go binge the rest of the series. Chapters 00:00 The Uncomfortable Truth About Agency Planning 02:41 Common Growth Ingredients for Agencies 03:09 Hope is Not a Pipeline 07:23 Positioning and Differentiation 13:32 The Importance of Commercial Awareness 17:01 Systems for Business Visibility 20:32 The Role of Company Culture 23:31 Consistency in Marketing and Selling 33:02 The Playbook for Agency Success About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Outside work, she’s passionate about food and health. Learn More... LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected]

In this conversation, Dominic Bonaker emphasizes the importance of practical experience in sales, particularly through cold calling, as opposed to theoretical knowledge gained from books. He advocates for embracing discomfort and learning from mistakes as a crucial part of personal and professional growth. CHAPTERS Introduction and Background
- 00:00:00 Pivoting the Business Model
- 00:03:00 The Role of AI and Data
- 00:09:00 Marketing Strategies and Client Relations
- 00:15:00 Advice for Agency Founders
- 00:21:00 ABOUT THE GUEST Dominic Bonaker is the Founder and CEO of Lunar. A data reporting and insights company working with marketing agencies to give their clients better data and clearer next steps. Throughout his time at Lunar he has taken the company from a WordPress agency and pivoted into a successful data and insights company that is now working for clients in 5 countries. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected] 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 https://lunarwp.co.uk/free-data-report/ https://www.linkedin.com/in/dominic-bonaker//

If you’re feeling the squeeze right now with a slower pipeline, cost-cutting clients, AI noise everywhere, this episode is for you. In this episode of “Agency Success Stories. The Inside Track”, I’m joined by Jaye Cowle, founder of performance agency Launch, who has grown her business from high six figures to multi-million revenue in a tough market. We get into: Why so many agencies are “successful despite themselves” The mindset she leans on when the numbers look scary and the practical actions to take when the pipeline is looking empty The unsexy but vital bits you need to run a successful agency : How she builds a people-first, performance-obsessed culture that clients trust and where the team is happy If you want to build and run a secure and successful agency that can handle hard times and still grow, plug in and take notes from Jaye. CHAPTERS 1:20 The COVID Comeback 6:35 Marketing in a Choppy Market 13:17 Navigating The Human Element in Business 20:18 The Power of Mindset 43:16 Surviving COVID With Strong Financial Systems 53:43 The Cancer Diagnosis & Business Impact ABOUT THE GUEST Jaye Cowle is the Founder and CEO of Launch, a performance marketing agency that grows ecommerce and travel brands. Over the past 13 years, she's helped businesses break through growth plateaus by rebalancing short-term performance with long-term brand building, proving you don't have to sacrifice ROAS to build sustainable growth. Launch works with marketing leaders who need a smarter approach to create demand, not just capture it. She's also built Launch on the belief that happy teams deliver better results and the agency's growth and client successes proves it. VALUABLE RESOURCES LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected]. Connect with Jaye: https://www.linkedin.com/in/jayecowle/ and https://launchonline.co.uk/

The third in the limited series, ‘Agency Success Stories. The Inside Track.  Most agencies chase leads, pump money into ads, and still feel like they’re pushing uphill. Damon Burton built SEO National into a multi-million agency without ads, without cold outreach, and without sacrificing his sanity. In this episode, Damon shares how he: Turned a side project into an in-demand SEO agency built on results and reputation Uses simple systems, clear positioning and a ‘no chasing’ rule to attract the right clients Thinks about SEO and AI now and what really matters over the next few years Retains and attracts clients  If you want a calmer, more profitable agency that clients come looking for, this conversation will give you a very different playbook for growth. CHAPTERS 0:31: Introduction of Damon Burton 6:38: The story of outranking a billion-dollar company (ABC/The Bachelor) 14:04: The pivotal decision to document processes (SOPs) 17:34: The value of writing 'Outrank' 28:50: The impact of AI/ChatGPT on SEO LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected]  Damon Burton www.linkedin.com/damonburton www.SEONational.com SEO Book: https://www.freeseobook.com/get-outrank Nearly twenty years ago, this husband and father of three beat a billion dollar company by outranking their website on Google. Since then, he knew he was onto something and went on to author a best selling SEO book, and build an international search engine marketing company that’s worked with Tony Robbins, Russell Brunson, NBA teams, and Inc 5000 & Shark Tank featured businesses. In the two decades+ of running a global team, Burton can speak on how to manage a remote team, as well as dedicating time to family and balancing it all; encouraging his team to prioritize family-first, too. Since founding his company SEO National in 2007, he has been featured in publications including Entrepreneur Magazine, Forbes, BuzzFeed and USA Weekly, and has helped high-profile clients make more in a month than they used to in a year.

Have you ever fired big-name clients or let go of 80% of your team… on purpose?                                             In this episode of the series 'Agency Success Stories - The Inside Track', I sit down with Gilad Bechar, founder & CEO of world-renowned, mobile-first growth agency Moburst, with clients including Google, YouTube, Uber, Dropbox, Samsung, and more. On the outside, Moburst looks like the dream: global brands, awards, acquisitions. But Gilad takes us behind the scenes to the messy middle: the year they were quietly bleeding cash, and the brutal decisions that followed. Firing big brand clients and cutting the team from 50 to 12 so the agency could survive and the painful reset that led to 230% YOY growth and then triple digit growth using startups as a lab to test ideas fast before rolling them out to giants like Google and Samsung. If you’re an agency or consultancy founder wrestling with profit, positioning, visibility, or the pressure to ‘go bigger’, this conversation is a very real look at what it actually takes to scale an agency that lasts. CHAPTERS The Uncomfortable Truth: Losing Money and Finding the Leak 00:00:44 Moburst Today: A Dynamic Digital Transformation Agency 00:08:16 Building Authority: Conferences, Relationships, and Pipeline 00:17:34 The Digital Strategy: Automating vs. Human Connection 00:36:58 What Makes a Good Acquisition? 00:48:47 90-Day Plan & Final Advice 00:54:19 ABOUT THE GUEST Gilad Bechar is the visionary founder and CEO of Moburst, a world-renowned, mobile-first digital agency that has become a trusted growth partner to some of the most recognizable tech brands on the planet. Over the last eleven years, Gilad has scaled Moburst into a global powerhouse, working with industry leaders such as Google, YouTube, Uber, Discovery, Robinhood, Playtika, Dropbox, and Samsung to unlock breakthrough results in user acquisition, retention, and mobile innovation. With more than 14 years of hands-on experience in brand management, media strategy, consultancy, and startup ecosystems, Gilad is a force in digital marketing. He combines creative ingenuity with deep technical insight. His approach to full-funnel mobile growth is comprehensive, encompassing strategy and creative content as well as performance marketing, product optimization, and growth hacking. His ability to see around corners sets Gilad apart. He identifies the trends, tools, and tactics that give brands a strategic edge in a saturated digital landscape. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Outside work, she’s passionate about food and health. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected]                    Connect with Gilad Bechar: https://www.linkedin.com/in/begilad/ https://www.moburst.com/

Thirteen years of easy inbound… then silence, no new business for six months. Trenton Moss didn’t chase more leads; he built ICP communities that created no-pitch, huge wins, trained his team to lead clients, developed commercial awareness within the team, and added real accountability for himself. This is a playbook for founders who want resilience over roulette, and revenue without the circus. This is the first of a mini series, 'Agency Success Stories: The Inside Track'. CHAPTERS Introduction and Early Days - 00:00:00 Motivation and Starting the Agency - 00:02:18 Content Marketing and Growth - 00:05:50 Building Company Culture - 00:15:02 Client Leadership Program - 00:17:14 Challenges and Resilience - 00:29:36 Advisory Board and External Accountability - 00:41:38 Expanding into the US Market - 00:48:58 Reflections and Future Insights - 00:53:02 ABOUT THE GUEST Trenton Moss built one of the UK’s first UX agencies from scratch, scaled it to £3m, sold it and lived to tell the tale. Then he wrote a bestselling book and started helping agency teams be brilliant with clients. He puts his agency’s success down to one thing - making everyone a leader. As CEO, he built a culture of trust, empowerment and high performance. And it worked. Now at Team Sterka, he helps agency teams lead with more impact - strengthening client relationships, handling tough conversations and growing revenue by up to 35%. What sets Trenton apart is his mix of emotional intelligence and commercial nous, shaped by his experience as a qualified executive coach and former Samaritan. In 2023, he took his kids backpacking across Asia and Africa for six months. He survived hunting in Tanzania, paint fights in India and leech attacks in Borneo. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Outside work, she’s passionate about food and health. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected] 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

What would you do if your child’s life depended on money, not science? Aria Flynn is four years old and one-in-8-billion: she has a unique LONP1 mitochondrial mutation with no UK NHS treatment path. Her parents, Chris and Adriana, are looking for solutions. They know exactly where to go to get Aria the help she needs when they have the necessary funds. In this conversation, Chris (founder of Flynn Product Design) shares Aria’s story, and the plan that could change her trajectory: drug repurposing now, ASO development next, and gene therapy in the longer term. The blocker? Funding. If you’re in the ideas business - creatives, founders, producers, researchers, philanthropists - this episode is your brief. We’re looking for: • Introductions to labs, foundations, or major donors • Creative ideas to reach the people who can move millions • Media opportunities to amplify Aria’s story And time matters. CHAPTERS 1 Introduction and Aria's Story
- 00:00:00 2 Understanding Aria's Condition
- 00:03:00 3 Challenges with the NHS
- 00:09:00 4 Global Treatment Options
- 00:15:00 5 The Role of Community Support
- 00:21:00 6 Call to Action and Future Hopes
- 00:27:00 ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production, and UX specialists, as well as leadership, HR, and interior design consultancies. Outside work, she’s passionate about food and health. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected] Donate to Aria: https://www.justgiving.com/campaign/solesurvivor Learn about LONP1: https://www.curelonp1.com/ [email protected] Connect with Chris: https://www.linkedin.com/in/flynnproductdesign/

In this episode, Tracey Burnett talks about reducing the reliance on networking and referrals, and how to effectively use human to human, personalised outreach. She emphasises the importance of having a clear target audience to enhance marketing effectiveness and how to gain control over sales and revenue. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book  Email: [email protected]  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

Random acts of marketing won’t build a pipeline. Tracey shows you how to turn clear business goals into clients—by knowing your numbers first. You’ll map projected revenue from existing clients and referrals, track real conversion points (inbound, outreach, proposals, wins, lifetime value), and decide whether your targets are realistic with your current resources. We’ll also cover smart levers: repositioning, repackaging services, adjusting fees, and crafting a brand story that beats “sea of same” sameness. Strategy before tactics. Predictable over hopeful. Listen in and make growth a choice, not a wish. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected] 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

In this episode, Tracey Burnett talks to Andrew Jenkins, CEO of Volterra, discussing the complexities of measuring social media ROI through the three Cs: Community, Content, and Conversion. They explore the importance of authenticity, the role of AI in enhancing creativity, and the significance of personal branding on platforms like LinkedIn. The conversation emphasizes the need for consistency in content creation and the importance of understanding the customer journey to effectively leverage social media for business success. CHAPTERS 00:00 Introduction to Social Media ROI 09:44 The Importance of Community in Social Media 19:47 Building Trust and Engagement on Social Media 29:57 The Balance of Personal and Professional Content 30:35 The Power of Serendipitous Connections 32:04 Automation vs. Autopilot in AI Usage 34:26 Leveraging AI for Content Creation 39:06 Maximizing LinkedIn Company Pages 45:00 Creating Content Efficiently with Leaders 46:31 Consistency is Key for LinkedIn Success 51:14 Setting Realistic Expectations with Clients 57:02 Essential Tools for Social Media Management LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book  Email: [email protected]  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 Connect with Andrew:https://www.linkedin.com/in/andrewjjenkins/ Buy the Book, Social Media Marketing for Business - https://volterradigital.com/book/  The Low Production High Value Show: https://open.spotify.com/show/38Yn9gdwLtm3jwkLHC1e0a?si=53ae2de85220490b

In this episode of the Marketing Momentum for Agencies podcast, Tracey Burnett discusses how to market smarter by focusing on clarity and trust rather than simply increasing the volume of marketing efforts. She emphasises the importance of clear messaging, building trust through consistency, and preparing for leads effectively. The conversation highlights the need for agencies to create a seamless client journey and to ensure that their marketing efforts are aligned with their overall messaging and branding. CHAPTERS 00:00 Introduction to Marketing Smarter 02:45 The Importance of Clarity in Marketing 05:03 Building Trust Through Consistency 07:58 Creating a Cohesive Messaging Strategy 10:22 Preparing for Leads and Sales 13:11 Conclusion and Call to Action LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Book a call: https://bit.ly/leadstosuccess-book Email: [email protected] 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

What if your next big growth opportunity isn’t in winning new clients but keeping the ones you already have? In this episode of Marketing Momentum for Agencies, I talk with Remeny Armitage, founder of Brilliant & Human, who has spent 20+ years helping agencies uncover what their clients really think and turning that insight into loyalty, advocacy, and profit. We talk about: - The three biggest mistakes that quietly kill client relationships - How one agency went from 22% to 77% client satisfaction - Why price isn’t why you’re losing pitches and what actually is - The art of onboarding, expectation-setting, and being human in a digital world This is your no-fluff guide to client retention, packed with stories, humour, and actionable ideas you can use right away. CHAPTERS 00:00 The Importance of Client Retention 02:52 Understanding Client Advocacy 05:28 Proactive Client Engagement Strategies 08:16 The Scope of Client Advocacy Services 11:09 Challenges in Client Relationships 13:56 Transformational Impact of Client Feedback 16:30 Building Human Relationships with Clients 19:16 The Role of Communication in Client Retention 22:10 Best Practices for Onboarding Clients 24:38 Addressing Client Expectations 27:20 The Role of AI in Client Relationships 30:03 Final Thoughts on Client Advocacy ABOUT THE GUEST Remeny Armitage is the founder of Brilliant & Human, which she started in 2017 with a mission to humanise business. With nearly two decades of in-house agency experience behind her, she now helps agencies strengthen client relationships, improve performance, and grow with confidence by uncovering what clients really think. She is also the author of the Agency–Client Benchmark Report, a major piece of research based on interviews with agency leaders and clients, exploring the gaps between what agencies believe and what clients truly think and want. ABOUT THE HOST Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines. Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations. Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies. Outside work, she’s passionate about food and health. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: [email protected] 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 The Agency - Client Benchmark Report, download at www.brilliantandhuman.com Connect with Remeny at https://www.linkedin.com/in/remeny/

In this episode, Tracey Burnett delves into the intricacies of the LinkedIn algorithm, sharing insights from recent research to help listeners enhance their post visibility and engagement. She discusses common pitfalls that can hinder reach, such as emoji overload and engagement bait, and offers practical strategies for creating engaging content. Tracey emphasizes the importance of authenticity and building genuine connections on LinkedIn, encouraging listeners to focus on clarity and consistency in their posts. CHAPTERS 00:00 Understanding the LinkedIn Algorithm 02:32 Maximizing Post Visibility 05:16 Engagement Strategies for LinkedIn 07:36 Building Authentic Connections on LinkedIn CONTACT DETAILS LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: [email protected] 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

In this episode, Tracey Burnett speaks with sales strategist Aleasha Bahr about the Black Sheep Sales Method, which emphasizes authentic selling without pressure or sleaze. Aleasha shares insights on how to create high-converting sales conversations, the importance of objection prevention, and the role of proposals in the sales process. They discuss when founders should step back from sales, the significance of client retention, and how to build a sales culture in growing companies. The conversation emphasises the importance of communicating value over price and the need to identify your ideal audience to enhance sales outcomes. CHAPTERS 00:00 Introduction to Authentic Sales Strategies 00:59 Understanding the Black Sheep Sales Method 03:48 The Importance of Authenticity in Sales Conversations 07:08 Creating High-Converting Sales Conversations 11:42 Objection Prevention vs. Handling 13:19 The Role of Proposals in Sales 15:35 When to Step Back from Sales as a Founder 23:50 The Importance of Retention in Sales 30:21 Building a Sales Culture in Growing Companies 37:54 Communicating Value Over Price 39:17 Identifying Your Anti-Audience GUEST BIO Aleasha Bahr is the world's #1 authority on Black Sheep Sales. As a sales strategy and messaging expert with 15 years of experience, her proven method has helped sell tens of millions in offers - without acting like a douchebag.   Her approach ditches mainstream sales tactics and helps clients convert up to 80% of leads without pressure or pretending to be someone else. LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: [email protected]  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  Aleasha Bahr - www.linkedin.com/in/aleashabahr Book: https://blacksheepsalesbook.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: [email protected] 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: [email protected] 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: [email protected] 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: [email protected] 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/

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 [email protected]. CONTACT DETAILS Connect with Tracey on LinkedIn: www.linkedin.com/in/traceyburnett Got a question? Give me a call: 0044 7877 042 804 Email: [email protected] 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: [email protected] 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

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: [email protected] 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

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: [email protected] 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: [email protected] 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 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: [email protected] 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/

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: [email protected] 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: [email protected] 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 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: [email protected] 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 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: [email protected] 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: [email protected] 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: [email protected] 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: [email protected] 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: [email protected] 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: [email protected] 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, Harv shares his journey from training in design to an operations leader, discussing the challenges and insights he has gained along the way. He emphasises the importance of internal roles within agencies, the struggles of freelancing, and the impact of impostor syndrome. The conversation also explores the power of podcasting as a marketing tool, sharing insights from Harv's experiences hosting his own podcast. Harv Nagra is a former agency operations director and currently head of brand comms at Scoro. 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: [email protected] 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/