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
Sales Won’t Fix Itself—Get This Right First
Hiring too soon? A salesperson can't fix a broken process. Here's what to do first.
Why most sales teams fail before they start
You need to have a proven playbook before you hire.
66.7% of Clients Leave for This One Reason
Agency growth in legal marketing requires more than leads—successful firms master closing. Vertical specialization turns cold leads into high-value cases.
Generalist = Death by 1000 Cuts
Agency growth thrives on vertical specialization. Stop competing on price—dominate your niche, boost referrals, and scale with premium positioning.
How CFOs Actually Buy Marketing
Finance people don’t care about impressions. They care about revenue. Here’s how to sell them.
The Hidden Cost of Low Margins
Agency growth relies on margins. Profit fuels impact, innovation, and better service. Remember: no margin, no mission. Scale sustainably.
The Power of Operational Focus
Scorpion scaled from $20M to $150M with one system, one process, one vertical. Agency growth thrives on focus—riches are in niches, wealth in systems.
3 Prompt Friday
Agency growth starts with the right clients, value-based pricing, and clear positioning. Define your niche, solve big problems, and dominate your market.
How I Escaped the Generalist Trap
You don’t have to sound like everyone else—here’s proof
The Status Quo Battle
40-60% of deals end in 'no decision.' Agency growth means overcoming inertia—make inaction more costly than change to win against human nature.
The 5-Figure Conference Booth Secret
How to turn a $50K investment into millions in agency revenue...
What Your Clients Really Need from You
Agency growth isn’t just about leads. Vertical specialization helps agencies become trusted advisors, driving real business results for clients.
Weekend Growth Questions for Agency Specialization
Boost agency growth with vertical specialization. Simplify messaging, refine your niche, and position yourself as the go-to expert in your market.
The 'Ugly Truth' About Client Retention
Why your best clients leave (and it's not what you think)...
Generalist vs. Vertical Specialization: Which Agency Model Wins?
Vertical specialization for agencies drives scalable growth, deeper expertise, and higher-value clients—unlike the generalist trap. Which path is yours?
The $300k truth about lazy salespeople
They could each be making 300k if they just do what they're supposed to do, but they don't see it.
The Chocolate Cake Theory of Agency Growth
Why being "full-service" is killing your agency...
Coffee table books > business cards
How we used our "publishing strategy" to dominate the home services market
Most agencies hit a wall at $1-3M. Here's the breakthrough.
Agency growth stalls at $1-3M without vertical specialization. Scaling requires focus, repeatable systems, and a niche strategy to break through.
The 'Unknown Needs' That Create Loyal Clients
What I learned about loyalty from building a $150M agency...
Your standards aren't real if there are no consequences
Agency growth requires accountability. Vertical specialization and strong sales standards drive results—without consequences, standards are just suggestions.
The "10-80-10" List Building Secret
How to build your dream client list without doing all the work...
The 80/20 of Scaling
Agency growth thrives on focus: one vertical, one service, one process. Simplicity scales. Your next million isn't in adding—it's in eliminating.
How Process Scaled Scorpion
Agency growth requires a repeatable system. Vertical specialization helps agencies refine their process, build trust, and scale. What’s your framework?
“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.