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
10 Reasons Why You Should Focus on a Vertical Market
Do less, but better by focusing your business on a vertical market
Don't be the generalist, be the specialist.
Specialists solve expensive problems.
Two Categories of Competitors
Knowing what they are and how to position your business against them is essential
Three Strategies to Win More Deals
80-90% of B2B buyers have vendors in mind before researching, and 90% choose from their "Day One" list.
Studying Competitive Alternatives
Gain a competitive advantage and uniquely position your product or service.
What is your Distinctive Competence?
It's your business' unique strength that separates you, even in a crowded market.
The Power of Vertical Market Specialization
Should you consider this approach for your company?
Marketing to everyone
Leads to wandering with no clear direction or strategy.
4 Ideas to Build Trust With Connectors
4 ways to deepen trust with the Connectors in our target vertical market.
Outbound Sales, Empathy and Greed
What is the tone of our outbound sales motion?
Which would you rather have?
More is not more.
How to meet the unrecognized needs of your customers
Is your uniqueness still...unique?
When buyers see you as the same as the rest, you're a commodity.
How to get the A-list working for you
Don't reinvent the wheel. Use the natural channels for your advantage.
The Thing About Cookies...
A guaranteed way to get your prospect's attention
When Being a Generalist Works Against You
Three signs your target market is too broad
One-off requests: the struggle is real
4 ways they damage your agency.
Why Using Insider Language Accelerates Sales
Buyers care deeply about whether you can solve their specific problem, not a generic version of their problem.
How to learn from your competitors
They're working hard to attract the same buyers as you.
The Rule of 7
When all else fails, increase the frequency of your offer.
How To Create Immediate Trust With Your Sales Pitch
Sorry, showing them a picture of your building isn't working!
Answer these 3 questions before buying a lead list
If you have a bad list, everything else downstream suffers.
Is targeting one vertical market a sign of laziness?
What are you aiming for?
$1M in cookies and 10x ROI: Lessons Learned
5 things you need to drive ROI from outbound.
“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.