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7 Secrets of Winning Agencies (and Why Most Fail)

Episode109: 7 Secrets of Winning Agencies (and Why Most Fail)

Podcast
September 18, 2025•2 min read
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Most agencies don’t fail because of bad talent or weak ideas. They fail because they miss the very things that separate short-lived shops from thriving, dominant businesses.

After working with 400+ agencies, from solo hustlers to 8- and 9-figure giants, we’ve identified the seven moves that winning agencies make every single time. 

These are hard-hitting truths that determine whether your agency becomes irrelevant…or unstoppable.

If you’re ready to see what the most successful agencies are doing differently, and how you can apply it to explode your growth, lock in to this episode. The difference between scaling and stalling may come down to these exact seven strategies.


Chapter Markers:

[00:30] Why most agencies fail
[01:30] Selling outcomes, not services
[04:45] The “no-brainer” offer strategy
[09:50] Why the first close is never the end of selling
[13:15] Reporting like a SaaS company
[20:30] Pipeline, QBRs, and profitability

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About The Hosts:

About PEMA.io:

PEMA.io is an Inc. 5000 Outbound Agency specializing in helping Marketing Agencies scale with pay-for-performance lead generation. Need more sales meetings? Learn more and schedule a call here: https://pema.agency

No Problem = No Sale. In part 4 of the B2B Sales series, we’ll discuss how to get to the REAL pain and problem your prospect is facing. The reality is people don't get on sales calls just for fun, and as a salesperson if you don't uncover the real problem or challenge your prospect is facing, you won't get the close. This is an easy, step-by-step way to uncover your prospect’s true pain and challenge (not just what they say on the surface) so you can effortlessly position your service as the solution and close the deal 💸 In this episode, you’ll learn: 00:00 – Intro: Why mastering the problem is everything 01:34 – Step 1: How to open with the “right now” question 06:11 – Step 2: The 3-word probing questions that do all the heavy lifting 09:04 – Step 3: Asking impact questions that unlock urgency 10:23 – Step 4: Labeling the problem and getting full agreement 12:42 – Bonus: What to do when they say, “No problems here” Listen to The 5-Part B2B Sales Training Series: Start with Part 1 here.

Tim And Cindy

No Problem = No Sale. In part 4 of the B2B Sales series, we’ll discuss how to get to the REAL pain and problem your prospect is facing. The reality is people don't get on sales calls just for fun, and as a salesperson if you don't uncover the real problem or challenge your prospect is facing, you won't get the close. This is an easy, step-by-step way to uncover your prospect’s true pain and challenge (not just what they say on the surface) so you can effortlessly position your service as the solution and close the deal 💸 In this episode, you’ll learn: 00:00 – Intro: Why mastering the problem is everything 01:34 – Step 1: How to open with the “right now” question 06:11 – Step 2: The 3-word probing questions that do all the heavy lifting 09:04 – Step 3: Asking impact questions that unlock urgency 10:23 – Step 4: Labeling the problem and getting full agreement 12:42 – Bonus: What to do when they say, “No problems here” Listen to The 5-Part B2B Sales Training Series: Start with Part 1 here.

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