Signal & System Blog
Strategies and insights for agency leaders serious about building pipeline with precision.
If you’re done guessing, chasing, or waiting on referrals—this is where control begins.
How to Escape Founder-Led Sales for Good
If you want to scale beyond yourself, here’s what needs to change: 1. Standardize Your Sales Process Right now, your sales process is inside your head. That’s why nobody else can close like you—because you haven’t given them the playbook. 🔥 What to do instead: ✔ Document exactly how you sell: discovery calls, objections, closing techniques. ✔ […]
Read articleWhat I Learned About Selling to the C-Suite When I Was Heading Up Business Development
When I was leading business development, I learned fast that selling to the C-suite is an entirely different game. What worked with directors and managers? Completely useless at the executive level. I saw agency owners struggle because they kept making the same mistakes: And when that didn’t work? They assumed C-levels were just “hard to […]
Read articleProspects Don’t Give a Damn About Your Sizzle Reel
Agencies love to make a splash in pitch meetings. They dim the lights. They roll out the high-production sizzle reel. They showcase themselves. And then they wonder why the prospect tunes out. 🚨 Here’s the hard truth: Clients don’t care about your agency. They don’t care about your award-winning work. They don’t care about your “creative process.” […]
Read articleAgency RFPs: Why 97% Are Rigged and How to Win Without Wasting Time”
Learn why 97% of agency RFPs are rigged before they’re published and how smart agencies win big contracts without wasting time on RFP responses.
Read articleWhy Is No One Responding to Your Outreach?
Because your message sounds like every other cold pitch clogging their inbox. Here’s what’s happening: ❌ You’re leading with you. (“Hey, I’m [Name] from [Agency] and we specialize in…”) They don’t care. ❌ You’re not hitting a real pain point. If your offer isn’t urgent, it’s ignored. ❌ You’re asking for too much, too soon. […]
Read articleWhy Your Business Development Strategy Is Chasing the Wrong 3%
Most agencies focus their business development efforts on one tiny slice of the market—the 3% of buyers who are ready to buy right now. And they wonder why: The problem isn’t that their offer is weak. The problem is they’re fighting for scraps. I saw this firsthand in my media planning days, working across industries as […]
Read articleThe Agency’s Cheat Sheet for Spotting the Right Clients Before You Waste Your Time
We’ve all been there. You’re deep into a sales cycle, answering emails at all hours, hopping on “just one more call,” crafting the perfect proposal—only to have the prospect ghost you, balk at the price, or tell you they “went in another direction.” The worst part? That deal was never real to begin with. It […]
Read articleHow to Scale from $2.5M to $7M: Key Growth Strategies for Businesses Ready to Break Through
By: Jeff Pugel Most businesses don’t fail because they lack potential—they fail because they don’t adapt to the challenges that come with each growth stage. If you’ve crossed the $2.5M mark, you might feel like you’ve reached a solid foundation. But if you want to scale past $5M and $7M, the rules change. The strategies, […]
Read articleStop Explaining Your Process—Start Owning the Outcome
If you’ve ever taken a parent or loved-one to a doctor’s appointment, you know the moment. The doctor peers at the X-ray, rattling off terms like ligament, elasticity, meniscus. They’re talking to the nurse, not your parent. Then they turn and say one of two things: “There’s structural degradation in the joint…” Or: “You’ve got a bad […]
Read articleWhy DIY Marketing Is the Most Expensive Free Strategy You’ll Ever Try
Thinking about DIY marketing for your agency? Here’s why DIY marketing often becomes the most expensive ‘free’ strategy – and when to get expert help instead.
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