Newsletter Archive
Strategies, frameworks, and stories to help you escape founder-led sales and scale through specialization.
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728 articles in the archive
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Testimonial Strategy
Want to take your testimonial strategy from rookie to world-class? Don't just collect testimonials randomly. Learn the 2-step process for gathering strategic ones instead.
Customer Retention
Where word of mouth happens
Does your target niche/segment regularly meet face to face?
B2B Pitch Deck
Are you too pitchy?
Vertical Word of Mouth
Great Customer Testimonials
Stakeholder Management
Generating more Word of Mouth
Want more word of mouth? Get more best-fit customers. Learn what actually defines them, and why they're the number one source of organic referrals.
First or Second?
Who was the second person to walk on the moon? Not so easy to answer. Learn why being first in a category, like Google or Velcro, becomes the default brand name itself.
Your Buyer's Hero's Journey
A useful positioning principle from Donald Miller's StoryBrand: your customer is the hero, and you are the guide. Learn why positioning your product as the hero is a trap.
Building Trust With Target Buyers
3 Questions to Size Up a New Vertical in B2B
Answer these 3 questions to ensure its a vertical worth pursing
Too much waste in your marketing?
Relevancy drives impact
The downside of a large TAM
This happens when your total addressable market is too big
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.
Mastery or mediocracy
Which do you choose?
Crafting an offer to your vertical buyer
"Schedule a call with our sales team" isn't cutting it.
Talk to your customers
Talk to your customers to better understand their needs, wants, hopes and fears.
B2B Sales Collateral That Nobody Uses
Why create great B2B sales content if the sellers aren't using it?
Customer Interviews for B2B: Why Do Them?
Are you guessing, or do you know the facts?
Grow fast without a clear strategy?
Lead gen is not a growth strategy
"Why get involved with conferences?" Part Three
Part 3 in a series on trade conference involvement: why group activities, from concert seats to exotic car drives, create shared memories that build real relationships.
"Why get involved with associations?" Part One
Getting involved with a vertical or trade association is an excellent use of time and energy.
“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.