How to Build Sales Confidence, with Erik Jensen and Hannah Roth

Episode 163

Welcome to the Sell With Authority podcast. I’m Erik Jensen, co-owner and Chief Strategy Officer here at Predictive ROI.

If you’ve been a longtime listener, you might be wondering, where’s Stephen’s voice?

Don’t worry, there hasn’t been a coup. This isn’t a mutiny. Stephen’s daughter is graduating, and we lovingly kicked him off the mic for the next few weeks so he can fully enjoy that special time with his family. We miss him — but we’ve got you covered.

We built this podcast specifically for you — the agency owner looking to sell more of what you do, in a way that builds a more scalable, more sustainable business — regardless of whatever challenges might be around the next corner.

Today’s episode is the final installment in our four-part series on the four reasons agencies struggle with sales — and more importantly — how to fix them.

I’m excited to sit down again with Hannah Roth, our Director of Strategy and resident mad scientist. Hannah and I are in the trenches every single day, working with agency owners to tackle the issues that keep them stuck.

Sales is almost always one of those issues.

In this episode, we dive into what we call the practice problem.

Why does every sales call feel like the first time? Why do we expect to nail the pitch, but never actually practice it? In any other part of business, that would be nuts.

But in sales, it happens all the time.

So today, we’re going to break that pattern. We unpack how to build a sales process you can actually improve, how to create a system for feedback and iteration, and how to show up to your sales calls ready — not rusty.

What you will learn in this episode:

• The #1 reason agency sales calls always feel new — and how to fix that with one rock solid framework
• Why practicing your sales process matters as much as practicing any craft
• The 3.5-step process to running a winning sales call — and where most agencies get it wrong
• The “Help Me Understand” question framework that turns every discovery call into a trust-building, opportunity-finding powerhouse
• How to use flashcards, role-play, and real-world feedback to refine your sales message and increase your close rate
• Why practicing out loud is the best way to show up confidently

Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Erik’s LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/
• Hannah’s LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/
• Order your free paperback or Kindle copy of our Book: Sell with Authority