Newsletter Archive
Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
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720 articles in the archive
B2B Competitor Intelligence
Are you focusing too much or too little on your competitors?
3 characteristics to look for in a vertical-focused seller
Having all three is great, but the one that will lead to sales the fastest is #3.
A common misconception among B2B agency owners
Excellent customer retention is an important byproduct of focusing your agency on a vertical.
Mastering the Art of Selling to Franchises
A Blueprint for Success
"How do I charge more?"
Here are two ideas to charge more for your offering.
Features and Benefits for Your B2B Product
Who are you trying to impress?
User Interviews for your B2B SaaS
The When, How, Who, and What
Differentiation, marketing and human evolution
Humans pay attention to what's different and ignore the same
4 Steps To Targeting A New Vertical for Your B2B
Follow these steps to launch your new vertical
B2B Buyer's Journey Customer Interviews
The Who, What, When and Why
Choosing a B2B vertical to focus on
My #1 strategy for choosing a vertical to focus on
Great Buyer's Journey Customer Interviews
A great technique for transforming a customer from cautious to trusting is to be an active listener.
Ready, Aim, Fire!
Remember to put first things first.
Becoming a dominant force in 2023
Answer these 6 power questions
20 reasons to focus your business on one vertical
Which reason will get you to make the shift?
How do I know if a vertical is expanding?
My go-to resource for Vertical research (sizing, growth, expansion/contraction, etc.) is IBISWorld.com.
A personal story about customer interviews
How I learned first hand the cost of NOT talking to clients
Improving product usage for your B2B SaaS
Want your B2B SaaS customers to use your product more?
Win/Loss Sales Interviews for your B2B
The When, How, Who, and What
Churn/Win Back Customer Interviews For B2B Businesses
The When, How, Who, and What
How to rank your leads list
Not all leads are equal. Here's how to prioritize yours.
Getting B2B sellers to use the new sales deck
Struggling to get the sales team to use the new deck? Try this.
4 Types of Customer Interviews
A great customer interview starts with a clear vision of what you're trying to learn from your customer.
Your Competitors Are Stealing From You
But there's one thing that's untouchable.
“Is this a good fit for my agency?”
I partner with founders who want to build something meaningful, not just a busier agency, but a stronger, more scalable business.
You’re likely a strong fit if:
- You’re generating $1M–$20M+ annually
- You want to lead your market, not blend into it
- You’re thinking about long-term scale, not short-term tactics
- You want a growth engine that doesn’t rely on you
- You value clarity over complexity
- You’re open to advanced growth levers, including acquisitions
Escape Founder-Led Sales With My Free Book
My bestselling book Anyone Not Everyone reveals the positioning and outbound system that helps founder-led agencies create predictable, scalable growth.
Endorsed by Aaron Ross, Alan Dibb, Dr. Benjamin Hardy, and many other top thinkers in the agency world.