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
Scaling Up by Niching Down
It's counter-intuitive, but scale is a result of niching down. Learn the formula, focus, patterns, process, systems, scale, and why narrowing focus is what actually enables growth.
Testimonials From Happy Customers
Who's the best source for a customer video testimonial? The happiest customers, or ones relatable to future buyers? Learn why the answer is actually both.
Retention Rate as a Strategy
A high retention rate is your best competitive advantage. Learn why retaining customers 2x or 3x longer directly funds better marketing that competitors can't match.
Becoming a dominant force in 2023
Want to become a dominant force in your target vertical in 2023? Answer these 6 power questions covering market size, targets, and what to start, stop, and repeat.
Improving product usage for your B2B SaaS
Want your B2B SaaS customers to use your product more? Learn why User Interviews, not buyer journey or churn interviews, are the right tool for the job.
Churn/Win Back Customer Interviews For B2B Businesses
Continuing the customer interview series: learn when to run Churn/Win Back interviews, who to include, and why 1:1 conversations beat surveys for real insight.
Choosing a B2B vertical to focus on
Most B2B owners understand the value of choosing a vertical but don't know how. Learn the 3-step strategy, starting with your current book of business, to build a shortlist.
Getting B2B sellers to use the new sales deck
Struggling to get the sales team to use the new deck? Skip selling them on benefits or drilling training. Get your top seller to close a big deal with it instead.
Your Competitors Are Stealing From You
Competitors can steal your messaging, positioning, and features. But there's one thing that's untouchable, your point of view. Learn why it can't be copied.
4 Steps To Targeting A New Vertical for Your B2B
Ready to target a vertical? Follow these 4 steps, look within, get the numbers, know your customer, and test campaigns, to launch with real confidence.
20 reasons to focus your business on one vertical
20 reasons to focus your business on one vertical, from lower acquisition costs to deeper customer intimacy and faster referrals. Which one will get you to make the shift?
How do I know if a vertical is expanding?
"How do I know if a vertical is expanding?" Skip the guessing and use data-driven research instead. IBISWorld.com is the go-to resource for real vertical growth data.
A personal story about customer interviews
Wrapping up a series on customer interviews with a personal story: how a 1999 startup learned the hard way that assumptions about customers can sink a business.
4 Types of Customer Interviews
A great customer interview starts with a clear vision of what you're trying to learn. Learn the 4 types of customer interviews and why cramming multiple into one call backfires.
Focusing your B2B SaaS or Agency in 2023
Your B2B can't be all things to all people. Try this focusing statement, "We are becoming the best in the world at solving [problem] for [market]," and see what it reveals.
Ready to launch a new vertical?
Ready to launch a sales and marketing campaign in a new vertical? Answer these 4 readiness questions first, then get the 4 things needed to actually start selling.
First, dominate a specific niche
"The most successful companies dominate a specific niche and then scale," Peter Thiel. Learn why diversifying too early works against most businesses.
Differentiation, marketing and human evolution
Humans evolved to pay attention to differences as a survival mechanism. Learn why leveraging that instinct through meaningful differentiation helps you cut through noise.
How B2B Sales Decks Get Made
Typical sales deck creation skips a crucial step. Learn why great sales decks reinforce brand positioning and messaging, and why marketing should be involved from the start.
Mastering the Art of Selling to Franchises
A masterclass on selling to franchises. Dawn Kane, CEO of Hot Dish Advertising, shares how 80% of new business came from word of mouth within the franchise community.
A common misconception among B2B agency owners
Some agency owners avoid vertical focus over customer conflict fears. Learn why excellent retention makes that concern less of a limitation than it seems.
Competition is getting hot in B2B
Here's an idea to help prevent losing your shirt.
Great Buyer's Journey Customer Interviews
Customers naturally have their guard up during interviews. Learn why active listening, repeating back what they said, is what turns caution into genuine trust.
User Interviews for your B2B SaaS
The When, How, Who, and What
“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.