Pixel Perfect Podcast

Logan Lyles spent an entire year running monthly webinars that resulted in fewer than ten sales calls and only one closed deal. Instead of abandoning webinars altogether, he rebuilt his approach from scratch and turned those same virtual events into his agency's second highest source of new leads. In this conversation with Adam Weil, Logan walks through what changed, why most B2B webinars struggle to generate real pipeline, and the specific system he uses now to book five times more sales calls than the industry average.
The problem isn't that webinars don't work. The problem is that most companies treat them like content marketing when they should be treating them like demand generation. Logan breaks down how to design webinars around audience intent instead of topic appeal, starting with who's asking the question rather than just what the question is. He explains his two-step signup process that qualifies attendees before they even register, how to structure webinar content so it actually drives action instead of just engagement, and why planning your first three webinars as a connected series makes it easier to build momentum and capture attention over time.
Logan also gets into the practical details that separate webinars that convert from webinars that just attract registrations. He talks about the importance of tracking outcomes from the start, mapping topics to the pain points your audience is already searching for, and creating follow-up systems that don't rely on hope or manual outreach. For agencies investing time and budget into webinars without seeing real results, this episode offers a clear path forward built on what Logan learned the hard way and what he's proven works consistently since.

Recruitment marketing used to be simple. Post the role, pay the job board, hope the right person finds it. Shawn Kessler has been watching that whole system change for 25 years, and the last year has been the real shift. Candidates are starting to search differently, and AI is changing what gets surfaced first. That has big implications for agencies, because they sell the collective excellence of their people. 
In this episode, Shawn and Adam talks about what AI search seems to reward now. Context. Credibility. Real employee voice. Shawn explains why a company that doesn’t invest in its own stories ends up letting third party sites define them, and why that can skew negative fast. Then we get into the idea of a strong employer brand doing what any good brand does. It pulls the right people in and quietly pushes the wrong people away.
This episode also zooms in on what leaders can do if they actually want this to work. Encouraging thought leadership across levels, making room for younger perspectives, and building the kind of environment where people will advocate for the company when leadership isn’t in the room. Shawn shares why “take your own medicine” is the play for agencies, and why the only version of employer branding that lasts is the one that’s true.

David C. Baker joins Adam Weil with a simple starting point: calm down, reset your expectations, and stop letting the loudest voices set your priorities. He’s seen plenty of industry “moats” come and go, and he puts AI in that same bucket. Real change, yes. A reason to spiral, no. What matters more is how leaders respond when the noise gets louder, and whether they stay focused on fundamentals instead of headlines.
From there, the conversation turns practical. David breaks down what new business looks like when you build it on purpose. Opportunity stays higher than capacity, so the gap gives you the freedom to say no. That’s what keeps you from compromising, discounting, or chasing work you never wanted in the first place. He also reframes positioning in a way that lands: it’s less about what you’ll take and more about what you go looking for.
Then we get into the part most teams feel in their gut. Great work is invisible to clients when they don’t have your eye. The kerning example says it all. What they do notice is how they’re treated. David makes the case that account management and project management are where trust gets built, and where it falls apart first. He closes with a grounded perspective on agency life right now: treat this as the normal, decide what you need from the business, and pick a firm size that fits the life you want to run.

Dan Mall, designer, agency founder, and one of the most transparent voices in the creative business space, joins Adam Weil to break down what it really takes to build an agency that is both profitable and calm. Dan shares why most agencies default to hourly pricing and how that choice quietly caps confidence, revenue, and leverage. Instead of treating pricing as a calculation tied to time, he reframes it as a strategic decision rooted in value, context, and expertise.
The conversation gets practical around value based pricing and what Dan calls “pricing the moment.” He explains how the right price depends on where your business is today and what the work is worth to the client if it succeeds. Dan walks through the four modes agencies move through, where teams get stuck, and why many pricing problems are actually creativity problems. Rather than shrinking scope when budgets feel tight, he challenges agencies to design smarter offers that reflect outcomes, access, and insight, not just deliverables.
Dan also connects pricing to leadership and sustainability. He explains how client selection and boundaries shape the day to day experience of your business, and why calm is not a personality trait, it is a set of decisions. His advice is grounded in over a decade of running his own agency, publicly sharing the wins and losses, and coaching other creatives through the same transformation. For agency owners who feel stuck underpricing their work or saying yes to clients they know aren't the right fit, Dan offers a clear framework built on confidence, intentionality, and the one question every agency should ask before taking on a project: does this move us toward the business we actually want?

Tyler Pigott, Senior Director of Sales at StoryBrand and Co Founder at Agency Builders, joins the Pixel Perfect Podcast for a grounded conversation about what it really takes to scale an agency on purpose. Instead of relying on word of mouth or a few big wins, Tyler lays out how founders can move from hope driven pipelines to sales systems that consistently convert. Drawing on his experience leading sales teams and coaching agency owners, he shares how a clear vision, a defined why, and strong offers work together to create momentum that lasts instead of quick spikes that fade.
Across the discussion, Tyler and Adam dig into the decisions that separate agencies that grow steadily from those that feel stuck. They explore how to shape offers that make it easy for clients to say yes, how messaging clarity shortens sales cycles, and when it is time to move beyond referrals and invest in a formal sales motion. Tyler breaks down the core components of a scalable sales system, from qualification and follow up to pricing, packaging, and the consultative behaviors that earn trust in every conversation.
The episode also spends time on the human side of selling. Tyler talks about building sales teams that feel like advisors, not order takers, and how founders can define the metrics that actually matter for their stage of growth. He shares practical ideas for improving conversion quickly by tightening up a few key steps rather than overhauling everything at once. For agency leaders who want to grow in a way that feels aligned with their values, this conversation offers a practical playbook for clarifying vision, strengthening offers, and building sales systems that support both revenue and relationships.