Mastering the New Marketing Landscape with Katie Wagner

In this episode, Drewbie sits down with marketing powerhouse and former TV news anchor Katie Wagner, who has spent 16+ years helping businesses master digital marketing, lead generation, and trust-building in an AI-saturated world.

Katie shares her infamous 16-month handwritten-letter prospecting strategy, what salespeople get wrong about marketing, how AI is rewriting the sales funnel, and why middle- and bottom-of-funnel content now matters more than ever.

If you're a business owner, marketer, or sales professional looking to generate better leads, convert at a higher rate, and build trust in a time when trust is at an all-time low—this is the episode you need.

Episode Highlights

• Katie's wild 16-month handwritten-card campaign that turned a dream client into a longtime customer
  
  

• Why today's buyers don't need your top-of-funnel content—and what they DO need
  
  

• How AI has shortened the buying cycle and disrupted traditional lead generation
  
  

• The death of cold outreach (and how to warm up every conversation with intent data)
  
  

• Why trust online is at an all-time low—and how to become the type of person your prospects trust instantly
  
  

• How to use account-based marketing like a sniper instead of a shotgun
  
  

• Website IP tracking + CRM = the closest thing to mind-reading in sales
  
  

• Why you must treat yourself like a micro-celebrity if you want to increase inbound leads
  
  

• Why co-created content and nearbound marketing is outperforming outbound and inbound
  
  

• The #1 mistake companies make after generating leads (and how to never waste a lead again)
  
  

Key Takeaways

1. Trust is now your biggest competitive advantage.
AI and misinformation have created a trust recession. Buyers want proof, specificity, case studies, and conversations with real humans—not fluffy marketing.

2. Buyers are coming in hotter than ever.
They've already researched you through AI, social, and your website. If they click or reach out, they're warm, and you either confirm their trust—or lose them instantly.

3. The funnel has changed forever.
Top-of-funnel content matters less. Middle and bottom-of-funnel content now closes deals:

• Specific solutions
  
  

• Comparisons
  
  

• Processes
  
  

• Case studies
  
  

• Proof of results
  
  

4. Account-Based Marketing is mandatory now.
Pick your ideal customers and go all-in on intentional, personalized outreach that creates familiarity before you make contact.

5. IP tracking + targeted ads = unfair advantage.
Knowing who is on your site and what they viewed allows you to call with perfect timing and perfect context.

6. You must embrace the "local celebrity" effect.
Sales professionals and founders must show up like micro-influencers—just like old-school news anchors. Visibility = credibility.

7. Lead generation fails without a follow-up system.
Most businesses hire marketers… then completely drop the ball when leads start coming in.
You need:

• A clear follow-up sequence
  
  

• Prepared messaging
  
  

• Case studies ready
  
  

• Content ready
  
  

• A plan before you launch a single campaign
  
  

Connect with Katie Wagner

🔗 Website: https://kwsmdigital.com
🔗 LinkedIn: Just search Katie Wagner – KWSM Digital (she's highly active)

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