This episode of Sell With Authority is about being more human — not as a tagline, not as a brand promise — but as the way forward.

Right now, I'm hearing the same thing from agency leaders, marketers, and business owners everywhere:

"Our marketing doesn't work like it used to."

We're in the middle of a fundamental shift. A power shift. Our guest today calls it The Third Rebellion — a moment where customers, not companies, control the conversation.

We can no longer buy our way into attention — we must be invited. And that changes everything about how we market, how we sell, and how we lead.

Today's guest expert has spent his career helping leaders and brands rise above the noise by doing one thing most companies have forgotten how to do: Be human.

Mark Schaefer is one of the most trusted voices in marketing today — a bestselling author, educator, and keynote speaker who's worked with brands like Adidas, Pfizer, and Coca-Cola, delivering insights on five continents.

His latest book is How AI Changes Your Customers: The Marketing Guide to Humanity's Next Chapter.

Mark is a guide for leaders who are tired of blending in.

He reminds us that the world doesn't need more content — it needs more connection. AI can replicate words, it can't replicate humanity.

In the end, the most human company wins.

• Why "the third rebellion" has shifted control from brands to customers — and what that means for your agency
• The real reason traditional marketing and advertising are less effective than ever — and what to do instead
• How to earn an invitation into your ideal client's world (you can't buy your way in anymore)
• Why trust is the new currency and the surprising role brand communities play in creating it
• How to create transcendent content that can't be replicated by AI
• Why being vulnerable and removing layers of control will make your agency an easy yes

• Website: https://businessesgrow.com/
• LinkedIn Personal: https://www.linkedin.com/in/markwschaefer/
• LinkedIn Business: https://www.linkedin.com/company/schaefer-marketing-solutions/
• How AI Changes Your Customers: The Marketing Guide to Humanity's Next Chapter

Before I introduce our very special guest experts joining this episode of Sell With Authority, I want you to pause and consider something.

What if the reason you're not winning more new business has very little to do with your talent…
your portfolio…or even your credentials?

What if the pitch you're preparing is focused on the wrong thing?

Here's the hard truth: winning pitches aren't about you.

In their outstanding new book, It's Not About You: Winning More Business in a Crowded Agency World, Robin and Steve Boehler of The Mercer Island Group pull back the curtain on what really happens inside agency pitch rooms — from the client's side of the table.

Robin and Steve have spent decades helping iconic brands. Along the way, they've seen thousands of pitches — which means they know exactly what separates the winners from the ones that never had a chance.

Your prospect isn't deciding whether your agency is clever or impressive. They're deciding whether you truly understand their business — and whether you can help solve what matters most.

In this conversation, Robin, Steve, and I explore why it's not about you is such a powerful principle, why listening beats talking every time to shift your focus from your agency to your prospect, and how to adopt a truly prospect-friendly pitch.

• "It's Not About You" is the ultimate biz dev philosophy for agencies — how to make it your own
• How to bond with prospects over their problems instead of your solutions
• How AI and new tech are changing the game for agency research
• How to navigate pitch conversations so the client believes they're driving, while you guide them step-by-step to the close
• Examples of what separates winning pitches from those that lose the room
• Pro tips for structuring your Q&A process so you don't miss a thing
• How to use Robin and Steve's field guide so your agency can consistently raise the bar

• Website: https://migroup.com/
• LinkedIn: https://www.linkedin.com/company/mercer-island-group/
• Facebook: https://www.facebook.com/MercerIslandGroup/

Today's episode of Sell With Authority is another powerful installment in our special series on trust and distrust inside the agency sales process.

Our special guest expert is Sharon Petry, President of Vision Creative Group, a full-service creative agency that has been helping clients "make penguins fly" for almost 40 years.

Sharon has worn just about every client-service hat there is — from account coordinator and new business development to VP of account services — before becoming President and co-owner of Vision in 1991 alongside her husband and business partner, Andy. Together, they built an agency known for creativity, consistency, and long-standing client relationships.

Sharon's perspective is such a perfect fit for this series because trust starts with relationships — not transactions, not titles, not tactics. She brings us back to the truth underneath all of it:

Trust begins with connection.

When clients see care, consistency, and accountability over time, they don't just see an agency — they see a partner.

From transparent communication to choosing right-fit clients, Sharon's insights will reshape your approach to relationship-driven growth.

• Why "making penguins fly" is really about cultivating a culture of care and accountability
• How Sharon defines trust in the context of long-term client relationships
• How the quality of trust inside your agency directly impacts your sales pipeline flow
• Why client loyalty and team longevity are earned one transparent conversation at a time
• The difference between taking any project and pursuing right-fit relationships — and why boundaries matter
• The leadership moves that turn your team into a family, fostering trust and accountability from day one

• Website: http://www.visioncreativegroup.com/
• LinkedIn Personal: https://www.linkedin.com/in/sharonpetry/
• LinkedIn Business: https://www.linkedin.com/company/vision-creative-group_2/
• Instagram: https://www.instagram.com/vcgagency