{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The SalesHandicapper: Your Winning Edge","title":"S01 E01 How Marketing Agencies Can Survive AI and Win in 2026 | with Jon Tsourakis | The Winning Edge","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/3366eee3\"></iframe>","width":"100%","height":180,"duration":2626,"description":"Marketing agencies are facing an extinction event. According to Jon Tsourakis, President and Chief Revenue Officer of Oyova, 20 percent or more of marketing agencies will disappear within two years as AI reshapes the industry. But the agencies that survive won't just adapt to technology - they'll double down on deep expertise, team selling, and genuine curiosity.Jon shares battle-tested insights from leading a 30-person marketing and development agency through massive market shifts. From the death of content mills to why he fires clients who don't respect his team, this conversation reveals what it really takes to win in today's brutally competitive agency landscape. Skip and Jon dig into the realities of losing deals to insiders, why price objections mean you already lost, and the surprising power of walking away from bad-fit prospects.If you're selling complex services in a commoditized market, this episode delivers hard-won wisdom on qualification, team-based selling, and building a sales process tight enough that clients feel zero pain from discovery to delivery.Key learnings: Why most marketing agencies will disappear in the next two years and which ones will surviveThe real reason agencies lose deals and why price is never the actual problemHow to qualify ruthlessly so you stop wasting time on deals you'll never closeWhy flying out to meet prospects in person still wins deals in the Zoom eraThe one question that reveals true urgency in every sales conversationHow curiosity became the most valuable trait in modern salespeopleWhy Jon fires clients who don't deserve to get rich from his team's workThe framework for team selling that protects both your salespeople and your delivery teamHow to reposition competitors without ever talking about your own solutionWhat makes a sales process so tight that clients experience zero frictionWant more insights on building your competitive edge in sales? Follow Your Winning Edge and connect with Skip Balch.Jon...","thumbnail_url":"https://img.transistorcdn.com/GxSgQ90DQxYxNaAST-EgZ2cOcQXM_fC0eoouyOqn-0A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8xYTI0/MjdlZTMxYzJiZjA0/NTkyYzk5MjJjNDli/MjI0OS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}