Newsletter Archive

Competitive Advantages: Focus Drives Familiarity

Focusing on one vertical over time reveals subtle details about your buyer that improve your product or service, details competitors serving broadly will miss.

"Why get involved with associations?" Part One

Getting involved with a vertical or trade association is an excellent use of time and energy.

"Why get involved with conferences?" Part One

"If you didn't create a memory, it wasn't an economically distinctive experience."

The Thing About Cookies...

A guaranteed way to get your prospect's attention

The 3-Step Formula for Positive Word of Mouth

Follow these 3 steps to grow your WOM.

From Overwhelmed Founder To Thriving 8-Figure CEO

Is your business running you, or are you running your business? Sarah Durham shares how she transformed a generalist agency into an 8-figure nonprofit PR firm.

VGTM Ep. 5: How To Build an 8-Figure Agency In One Vertical Market

Want to know what it takes to become an 8-figure agency in a vertical market? Chris Yano shares his #1 lead source, a podcast with 50k downloads a month.

"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.

Episode 3: The Road to 8-Figure Agency Success

If you're an agency struggling to grow, this one's for you. Alex Membrillo shares how transforming from generalist to healthcare specialist unlocked 8-figure revenue.

Radically Different: Specializing Your Business With Category Design

Tired of blending in? John Rougeux breaks down Category Design and whether it's just a marketing strategy or a holistic business approach.

Is targeting one vertical market a sign of laziness?

What are you aiming for?

When High-Value Content Fails

Inbound is largely out of your direct control. Learn why building a target list and starting real conversations through outbound puts growth back in your hands.

When you say YES, but should really say NO

3 signs you're saying yes too often: expensive client acquisition, high churn, and no room to innovate. Learn when it's time to pause and start saying no.

Clarifying Your Goals For The Rest of 2023

We're halfway through 2023. If you haven't clarified your goals for the back half of the year, here are journal prompts to help you get clear on what you want to create.

"Consistency beats intensity"

John C. Maxwell said this from stage last week and I loved it.

Positioning, Productized Services, and Value-Based Pricing

What if you could become the one and only in your industry? Jonathan Stark shares how productized services and value-based pricing help agencies stand out.

Standing Out: Category Design for Life Sciences Companies

An interview with Holley Miller, Founder of Grey Matter Marketing, Inc.

Adopt the insider language of your vertical buyer

Two ingredients that make the difference

Why Vertically-Focused Agencies Are Better

Buyers with expensive problems prefer experts, not generalists

Grow Word of Mouth With Watering Holes

What makes a good vertical market to target? Learn why natural gathering spots, like associations, Slack communities, and trade shows, matter so much for growth.

Scaling a Specialty Legal Firm to 7-Figures

Incredible Agency Growth Tips from Scorpion's ex-CMO

An interview with yours truly!

Are you ready for change?

Here are two things you can do

Who Are Your Best Fit Clients?