Newsletter Archive

The Indispensable Marketer: Closing the Trust Gap Between CEOs and Marketing Leaders

The Indispensable Marketer comes out October 6 from Avocet Books in hardcover, paperback, ebook and audiobook.

Are you Building an AI Advantage or Falling Behind Every Quarter?

Without specialization, there are no patterns. Without patterns, there’s no process. And without process, AI has nothing to scale.

Why Should I Trust You?

Every prospect is thinking it. The ones who win don’t answer it directly—they prove it in the first few minutes.

Free the Founder, Not the Business

The goal isn’t to remove the founder from sales. It’s to remove the dependency so they can choose where they create the most value.

You Can’t Delegate What You Haven’t Built

Most founders try to hand off sales before defining it. Without a system, even great hires are set up to fail.

Your Playbook Isn’t a System

If your team can’t replicate your results, the issue isn’t effort. It’s that your knowledge lives in your head—not in a system they can execute.

Your Business Can’t Run Without You

You don’t need more leads or better scripts. If you can’t disappear for two weeks without sales stalling, the real issue is structural—not tactical.

The Question Every High-Closing Founder Should Ask

The bigger the gap between you and your team, the clearer the signal: you don’t have a sales system, you have a dependency.

The Problem Isn’t Your Sales Team

You’re closing most of the deals. Revenue is growing. But nothing moves without you. That’s not success—that’s a bottleneck in disguise.

[Video] ​​What "exit-ready" actually looks like inside an agency

If you’re building an agency and thinking about scale or someday selling, this conversation is a masterclass in intentional growth.

You don't have a sales playbook

If your sales process only works when you run it, you don't have a system yet.

Sales training won't fix this

You need someone to architect the system. Not just sharpen the performers.

Your “perfect” pitch might be the reason prospects are ghosting you.

The difference was knowing which answer to dig into and which to let pass.

Why your "perfect" pitch is being ignored

Why your 2026 goals are probably just wishes

The thing nobody tells you after you hit $3M

Win/Loss Surveys

Your buyer's problems

Marketing to Everyone = Marketing to No One

Generalist Challenge #4: market to everyone, and you market to no one. Learn the 5 consequences of unfocused marketing, and why targeting your best-fit customer fixes them all.

What Google and Facebook won't tell you

Leading Indicators

Win/Loss Sales Interviews for your B2B

Wrapping up a series on customer interviews with Win/Loss Sales Interviews. Learn when to run them, who to include, and the sample questions that reveal real sales insight.

B2B Buyer's Journey Customer Interviews

Part of a series on customer interviews: learn when to run Buyer's Journey interviews, who to include, and why they reveal how and why customers actually buy.

Features and Benefits for Your B2B Product

It's tempting to lead with features in marketing, but a list disconnected from real benefits falls flat. Learn why buyers care more about the problem solved than the how.