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
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.
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.
Choosing a Target Vertical Market Too Early
The benefit of doing things that don't scale.
Do Agencies Need Fractional Sales Leaders?
An interview with Joey Gilkey, Founder of Apex Revenue
Why agency founders fail at outbound
You've gotta go slow to go fast.
What story do your client reviews tell?
Your new clients are looking for themselves in there.
Is this niche too small?
The facts may surprise you.
Generalist or Vertical Market Specialist
Which type of agency are you building?
My 5-Step Process For Helping Agencies
Here's the 5-step process for helping agencies adopt a vertical market approach, and why founders always want to skip straight to step five.
The Secret To Long Term Success
Choose the people
Finding success in the legal niche
An interview with Chase Williams, Co-Founder of Market My Market
What to do when your target vertical market starts to shrink
Diversify or Double Down?
Stop wasting your money
Do this one thing instead
Is it time for a change in focus?
When the thing that worked for you is now working against you
16 criteria to help choose a vertical
Refine and prioritize your potential target verticals with these 16
Can you sharpen your positioning + messaging? Part 2
Learn the first key buying criteria you need
The 3 mindsets of niche domination
Discover how to transform from vendor to trusted advisor...
The hidden math killing agency profits
Is your 5.5% monthly churn actually costing you half your revenue?
Agency sales that are too founder dependent
Specialize your agency to solve specific problems and watch your messaging cut through the noise, scaling your sales!
Grateful for you this holiday season đ
We're grateful for your trust and engagement in 2024. Wishing you peace, joy, and time with loved ones this holiday season. Looking forward to serving you in 2025.
[WORKSHOP] The Care Compass⢠- Identify Your Perfect Vertical Market
Discover your perfect vertical market in just 20 minutes! Join me for "The Care Compass⢠Workshop" and learn my 3-step framework to choose a vertical you'll love serving. Stop being everything to everyone. Register now for this free live session!
[Video] Are You Stuck in the "Generalist Trap"?
Saying yes to everyone seems like the path to growth, but it's actually holding your agency back. Learn about "The Generalist Trap" and why it feels like a hamster wheel.
[Podcast] Beyond Giftology: Maximizing Your Return on Relationships
"The gifts were a delivery vehicle for the emotion." Sara Hardwick shares insights from John Ruhlin's final book, Beyond Giftology, and the concept of Return on Relationship.
[Podcast] How to Sell or Buy a Digital Agency the Right Way
Azim Nagree, Head of M&A at Herringbone Digital, challenges the idea that agencies need to be big for M&A, sharing why specialized agencies command higher EBITDA multiples.
âIs this a good fit for my agency?â
I partner with founders who want to build something meaningful, not just a busier agency, but a stronger, more scalable business.
Youâre likely a strong fit if:
- Youâre generating $1Mâ$20M+ annually
- You want to lead your market, not blend into it
- Youâre thinking about long-term scale, not short-term tactics
- You want a growth engine that doesnât rely on you
- You value clarity over complexity
- Youâre 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.