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Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
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728 articles in the archive
How to take a small step towards verticalizing
Stuck in the battle over whether to niche down? Try imagining your agency three years from now, already specialized. This small exercise can open your eyes fast.
Can you sharpen your positioning + messaging? Part 5
Part 4 in a series on buying criteria: mapping how and where prospects research alternatives before choosing a new agency, and why that path shapes marketing strategy.
Can you sharpen your positioning + messaging? Part 4
When the pain of staying the same gets too great.
How to out-market your competitors
Want to spend more on marketing? Improve your customer lifetime value. Learn how better retention let Scorpion outspend competitors on customer acquisition.
Agency Founder Blindspots
It's no surprise marketing your agency is hard. Learn the 3 common blindspots agency founders struggle with, and why none of them have to stay that way.
Is quality slipping at your agency?
Wondering how to ensure consistent quality across all agency projects? Learn how Scorpion maintained high standards across thousands of sales and marketing pieces.
Top 3 Sales Skills For Your Agency Sellers
Agency services are often hard to differentiate from a buyer's perspective. Learn the 3 essential sales skills that actually move the needle when the product looks the same.
Four indicators for success
What's the best indicator for choosing a vertical market? Your client history. Learn the 4 filters, retention, revenue, connection, and vision, to test candidates.
Are you already niche enough?
Blending who you serve and what you do
How to improve sales confidence
Selling into a single vertical builds momentum and confidence that generalist sales can't match. Learn how familiarity with one market elevates conversations from tactics to strategy.
How many leads do you need for outbound?
Building an outbound sales program? Learn the rule of thumb for how many leads each seller actually needs based on their daily dial count.
Marketing not delivering results?
Is your agency marketing not producing results? It might be a lack of empathy. Learn why buyers want to be understood, not sold to, and why specifics matter.
$3M outbound strategy that works
4 success drivers for Gift-based Outbound
Why Specific Expertise Beats Generic Solutions
You win clients by offering more value than the competition. Learn why vertical specialization creates more value than a generalist's generic version of the same problem.
Still getting slow results? Do this.
Frustrated by slow results after specializing? You might be a shallow specialist. Learn the difference between skimming the surface and becoming a Deep Specialist.
Unlock the secret to hiring sales superstars
Three essential skills that separate average salespeople from top performers.
Conference season is here! Are you prepared?
3 ways to dial in your conference strategy
Do this if you want more sales
The obvious strategy nobody thinks of
Why Every Seller Needs Ready Answers to Hard Questions
Why Every Seller Needs Ready Answers to Hard Questions
From Vendor to Irreplaceable Expert
Unlock the power of vertical specialization to deliver unmatched value
Too Many Variables? How to Create a Repeatable Sales System
Reduce complexity, nuance and variables.
Want to Grow Your Agency? Speak on Stages
Boost your agency's visibility by speaking on these platforms...
Grow your agency 40% faster
This one thing helped agencies grow faster in 2023
[Podcast] Positioning a Specialized Agency For Scale
An interview with Marcel Petitpas, Co-Founder & CEO of Parakeeto
“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.