---
title: Karl Sakas Says Don't Just Make The Logo Bigger
description: Karl Sakas show's there’s an underlying reason for the recurring bad things that are happening at your agency or company and how to correct them.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/Karl%20Sakas%20on%20The%20Sales%20Podcast%20257.png
---

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 Jun 07, 2017

# Karl Sakas Says Don't Just Make The Logo Bigger

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Use a process to overcome human nature

<iframe style="border-radius:12px" src="https://open.spotify.com/embed/episode/6zZ1aY8reEdWr5na0x6qMw?utm_source=generator" width="100%" height="152" frameborder="0" allowfullscreen allow="autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture" loading="lazy"></iframe>

 

*[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)*

## **[Sales Tips](https://thesaleswhisperer.com/daily)** you'll learn in **[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)**...

- Use a [process](https://thesaleswhisperer.com/process-before-login) to overcome human nature
- Learned coding HTML in the ’90s
- Served as project manager and director of operations for many years for various digital agencies
- Manages growth for those who have growing pains
- [Most hire for the short term issues but that creates long-term issues](https://whisper.spiffy.co/checkout/pick-my-brain)
- New rope vs wet twine. [Great employees](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting) vs the drama queens
- Recruited his boss to become his first client by showing how she’d benefit
- Went from 50-60 hours per week as an employee to just 10 hours as a contractor...so he had to fill his schedule and his bank account
- Almost got paralyzed with web design 
    - Realized he only needed two pages: The home page and the Blog
    - Averages 6 posts/month for 4 years
- [Answers questions for clients](https://thesaleswhisperer.com/faq/)
- Agencies struggle for three reasons: 
    - Not using processes to overcome human nature. 
          - You can plan for processes
          - People will leave
          - Objections will arise
          - Make yourself needed but not necessary
    - Not focusing on WIIFM
    - Not thinking long term
- There’s an underlying reason for the recurring bad things that are happening
- Closed a client on software training while in high school 
    - He was charging $35 per hour for one-off clients
    - Asked to come in and review their needs
    - Was comfortable with what they needed
    - Charged $75/hr...and they asked "When can you start?"
    - If you're closing 90-100% of your business...[raise your prices](https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices)!

[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Read "[Downselling As a Sales Technique](http://sakasandcompany.com/downselling-as-a-sales-technique/)"
- Order "[Made to Lead](http://amzn.to/2nG0EpI)"
- Read "[Long-term planning via Advance Retrospectives](http://sakasandcompany.com/using-advance-retrospectives/)"
- Read "[The In-Demand Marketing Agency: How to Use Public Speaking to Become an Agency of Choice](http://amzn.to/2rZO3Rk)"
- [Follow Karl Sakas on X](https://twitter.com/KarlSakas)
- [Visit Karl's home on the web](http://sakasandcompany.com)
- Get [Karl's newsletter](http://sakasandcompany.com/newsletter/)

Market like you mean it.  
Now go sell something.

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![Decision-Makers Don't Buy From Sales Wimps](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/Reach%20Decision%20Makers.jpg?height=200&name=Reach%20Decision%20Makers.jpg)](https://thesaleswhisperer.com/blog/second-guess)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Decision-Makers Don't Buy From Sales Wimps](https://thesaleswhisperer.com/blog/second-guess)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jun 13, 2025

I first wrote this post immediately following Super Bowl XLIX (2/1/15).

[Read more](https://thesaleswhisperer.com/blog/second-guess)

[![Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob — AI-powered sales insights from Wes Schaeffer, The Sales](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-33923507.jpg?height=200&name=pexels-33923507.jpg)](https://thesaleswhisperer.com/blog/jimbob)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob](https://thesaleswhisperer.com/blog/jimbob)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Sep 10, 2019

Be Disciplined and Prolific To Find Your Rhythm .

[Read more](https://thesaleswhisperer.com/blog/jimbob)

[![Train AI to Help You Make More Sales With J Hunter | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/j_hunter_sales_podcast_548.png?height=200&name=j_hunter_sales_podcast_548.png)](https://thesaleswhisperer.com/blog/j-hunter-talks-ai)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Train AI to Help You Make More Sales With J Hunter](https://thesaleswhisperer.com/blog/j-hunter-talks-ai)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Mar 06, 2022

J Huner Talks AI \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/j-hunter-talks-ai)

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