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
Blinding Biases
"My biases blind me, and so I need advisors who can help me see the truth." A CEO's honest question over dinner reveals why asking great questions matters so much.
Getting Sales More At-Bats
The job of marketing is to give your sales team more at-bats. Learn the math behind capturing your actively-shopping TAM, and what to check if sales isn't getting enough.
Marketing Is Simple
Marketing is simple. Learn what you don't need, clever messaging, big budgets, huge teams, versus what actually matters, strong POV, clear problem, and fulfilled promises.
Hiring a Digital Marketing Agency
3 pro tips on hiring a digital marketing agency: get a personal referral, interview the founder, and meet your actual day-to-day team. Trust your gut after that.
Burnout
Working harder on the business than yourself can lead to burnout. Learn why the belief that your boss or clients are responsible for your fulfillment is a lie worth confronting.
Start-up → Growth
The 4 stages of a business: start-up, growth, maturity, decline. Learn the key difference between the first two, and why you can't reach growth without knowing your problem.
A Class of Their Own
An innovative B2B SaaS client considering a Bronze conference sponsorship risks telling the wrong story. Learn why standing in a class of your own beats appearing inferior.
Sourcing lead lists for niche B2B industries
Need a lead list for a niche B2B industry? ZoomInfo isn't the whole answer. Learn the 3 challenges with generic list brokers and 5 better sources for niche leads.
What got you here won't get you there
Launching and growing a $1M+ business is extremely hard. Early on, any revenue matters, but eventually saying no to poor-fit customers is what makes room for the best-fit ones.
Meet your future self
Inspired by Dr. Benjamin Hardy's "Be Your Future Self Now," try writing a letter from your future self to your current self. It's a surprisingly powerful exercise.
Understanding the problem
If acquisition costs are too high and churn feels uncomfortable, it may be time to sharpen your understanding of the problem. Learn the 5 questions to ask current customers.
Short Term vs. Long Term
You can be effective at serving the wrong customer segment, but you're robbing from your future. Learn the fears and old habits that hold businesses back from focusing.
Selling Into the C Suite
Want to sell into the C suite? The problem you solve needs to be one they actually care about. Learn what the C suite cares about, and what doesn't make the cut.
Who Do You Accept Advice From?
I've become much more choosy about who I accept advice from these days. Down to three sources: my wife, proven achievers, and the voice. Who's on your list?
Content Distribution Strategy
You just published an awesome piece of content. Now what? Don't forget the distribution strategy. Here's a full hit list of places to re-publish it.
Specific > Generic
A 9-year-old B2B SaaS with a superior product and loyal customers still flatlined at $5M in a $165B market. Learn why horizontal marketing across 19 verticals was the problem.
You Might Have a Focus Problem
If your agency or B2B SaaS is struggling to find traction, you may have a focus problem. Learn the difference between solving generic problems and solving specific ones.
Ideas for Distributing Video Testimonials
The more places you share your customer video testimonials, the greater the chances they'll be seen by the people you're trying to attract. Here are 8 places to start.
Purple Cow
A drive up the California coast reveals why brown cows blend into the background while a purple one stops traffic. Learn why great marketing has to be remarkable
Same Old Attributes
"Natural," "pure," and "organic" all sound different but say the same thing to buyers. Learn why owning a unique attribute, like Ben & Jerry's quirkiness, beats blending in.
Targeting Customer Segments in 2023
Want to know which customer segment to focus acquisition on in 2023? Ask customer success which customers they enjoy working with most, it signals real product fit.
Specialist > Generalist
When it comes to your product, customers don't want one-size-fits-all. Learn why perfect fit, specialized solutions, and domain expertise beat "good enough" every time.
Good vertical marketing takes patience and persistence
B2B businesses fail to get traction in a target vertical because they're restless. There are zero shortcuts that work. Growth takes patience and persistence.
How to Avoid Bad Reviews
Want to avoid bad reviews? Be clear enough about what your product promises so people can decide they don't need it before buying. Learn why vague promises backfire.
“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.