{"podcast":{"title":"Higgle: The B2B Sales Club","slug":"higgle-the-b2b-sales-club-6622259","podcast_index_feed_id":6622259,"rss_url":"https://feeds.libsyn.com/480273/rss","website_url":"https://piscari.com","image_url":"https://static.libsyn.com/p/assets/9/8/2/4/9824346868e96407e55e3c100dce7605/Cover-Higgle_B2B_Sales_Club.jpg","author":"Mike Lander","episode_count":142,"summary":"This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, Sales Negotiations and difficult Procurement discussions. It's all about helping you win more deals, and hitting your sales quota. We talk to sales leaders, brand leaders and procurement leaders about lessons learnt on their journey to win more sales deals and get better negotiated outcomes. The podcast is hosted by Mike Lander, an ex procurement director and entrepreneur, talking to guests about their experiences - the good, the bad and the ugly. Please subscribe to get updates when new episodes are released.","last_synced_at":"2026-07-13T10:20:55.569065+00:00","page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259"},"episode":{"title":"The 6 Mandatory Traits of High-Performing Agencies with Emma Hillary","slug":"the-6-mandatory-traits-of-high-performing-agencies-with-emma-hillary","published_at":"2026-01-05T06:00:00+00:00","page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259/the-6-mandatory-traits-of-high-performing-agencies-with-emma-hillary","show_page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259","url":"https://9e87cc1f-f19f-4fe0-9a73-46635c121ed2.libsyn.com/the-6-mandatory-traits-of-high-performing-agencies-with-emma-hillary","audio_url":"https://traffic.libsyn.com/secure/9e87cc1f-f19f-4fe0-9a73-46635c121ed2/Higgle_-_Emma_Hillary.mp3?dest-id=4084452","summary":"What happens when brilliant delivery is no longer enough to keep clients loyal? It's time to explore what truly drives sustainable agency growth by unpacking two decades of relationship data with Emma Hillary, Head of Growth & Marketing at Verity Relationship Intelligence. We focus on why great work alone no longer guarantees retention, even when client satisfaction appears high. Emma breaks down the findings of Verity's 2025 Relationship Report, which identifies six traits shared by high-performing agencies, challenging the assumption that results always come first. We dig into why understanding clients as humans, not just as briefs or businesses, creates a stronger foundation for trust, confidence, and long-term value. Emma explains what's happening beneath the surface of modern client–agency relationships, and we talk about efficiency complaints, post-pandemic pressure, and why relationships often become strained even when delivery improves. We examine the hidden cost of transactional behaviours, the imbalance that can form between clients and agencies, and how feedback can become a growth lever instead of a threat. Finally, we look into why team satisfaction is declining while client ratings rise, and what that tension reveals about the future of agency models. Topics covered during this episode include: How leaning into negative client feedback should uncover valuable insight instead of defensiveness. What relationship intelligence means beyond contacts, chemistry, or likability. How agencies attempt to commercialize relationships through measurement and benchmarking. Why Verity's research challenges the belief that work quality alone drives growth. How client expectations escalated after pandemic-era delivery pressures. What a confidence gap reveals about satisfa…","meta_description":"What happens when brilliant delivery is no longer enough to keep clients loyal? It's time to explore what truly drives sustainable agency growth by unpack…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2221,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/higgle-the-b2b-sales-club-6622259/episodes/the-6-mandatory-traits-of-high-performing-agencies-with-emma-hillary/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259/the-6-mandatory-traits-of-high-performing-agencies-with-emma-hillary.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}