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
4 Steps To Targeting A New Vertical for Your B2B
Follow these steps to launch your new vertical
Choosing a B2B vertical to focus on
My #1 strategy for choosing a vertical to focus on
How to rank your leads list
Not all leads are equal. Here's how to prioritize yours.
Crafting an offer to your vertical buyer
"Schedule a call with our sales team" isn't cutting it.
How to meet the unrecognized needs of your customers
When Being a Generalist Works Against You
Three signs your target market is too broad
So Good They Can't Ignore You
improve your skills to the point where you become rare and prized
The Thing About Cookies...
A guaranteed way to get your prospect's attention
How to get the A-list working for you
Don't reinvent the wheel. Use the natural channels for your advantage.
One-off requests: the struggle is real
4 ways they damage your agency.
Is your uniqueness still...unique?
When buyers see you as the same as the rest, you're a commodity.
Outbound Sales, Empathy and Greed
What is the tone of our outbound sales motion?
Which would you rather have?
More is not more.
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.
Why Using Insider Language Accelerates Sales
Buyers care deeply about whether you can solve their specific problem, not a generic version of their problem.
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.
What is your Distinctive Competence?
It's your business' unique strength that separates you, even in a crowded market.
When your pricing is too complex
Overly complex pricing structures impact client attraction, operations and your bottom line.
6 Real-World Challenges Of Going Too Broad
And 6 things you can do.
Innovate or Die ✌️
What happens when you don't innovate?
Don't be the generalist, be the specialist.
Specialists solve expensive problems.
10 Reasons Why You Should Focus on a Vertical Market
Do less, but better by focusing your business on a vertical market
“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.