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
How many leads do you need for outbound?
Building an outbound sales program? Learn the rule of thumb for how many leads each seller actually needs based on their daily dial count.
[New Episode] Scaling With Productized Services
An interview with Greg Hickman, Founder of AltAgency
Positioning a Specialized Agency For Scale
An interview with Marty Menard, President & Chief Business Development Officer of GIANT Creative
Four indicators for success
What's the best indicator for choosing a vertical market? Your client history. Learn the 4 filters, retention, revenue, connection, and vision, to test candidates.
Looking for big success in a small niche?
An interview with Ron Callis Jr., CEO of One Firefly
$3M outbound strategy that works
4 success drivers for Gift-based Outbound
Scaling an SEO-specialist generalist agency
An interview with Damon Burton, President of SEO National
Why Specific Expertise Beats Generic Solutions
You win clients by offering more value than the competition. Learn why vertical specialization creates more value than a generalist's generic version of the same problem.
Marketing not delivering results?
Is your agency marketing not producing results? It might be a lack of empathy. Learn why buyers want to be understood, not sold to, and why specifics matter.
Still getting slow results? Do this.
Frustrated by slow results after specializing? You might be a shallow specialist. Learn the difference between skimming the surface and becoming a Deep Specialist.
Is quality slipping at your agency?
Wondering how to ensure consistent quality across all agency projects? Learn how Scorpion maintained high standards across thousands of sales and marketing pieces.
Unlock the secret to hiring sales superstars
Three essential skills that separate average salespeople from top performers.
[Podcast] Positioning a Specialized Agency For Scale
An interview with Marcel Petitpas, Co-Founder & CEO of Parakeeto
[Podcast] Mastering the Landscaping Vertical
An interview with Rob Murray, President and Co-Founder of Intrigue Media
[Podcast] Agency Business in a Box
An interview with Jeff Tomlin, Co-founder of Vendasta
From Vendor to Irreplaceable Expert
Unlock the power of vertical specialization to deliver unmatched value
4 steps to escape founder-led sales
How to systematize your sales process and grow beyond your personal abilities...
[Podcast] Restoring Your Agency Passion and Profit
An interview w/ w/ Vlad Mkrtumyan, Founder of the Restoration Inbound
[Podcast] The Art & Science of Podcast Guesting
An interview w/ Angie Trueblood, Founder of the Podwize Group
The secret to simplifying your agency growth
Discover the secret to simplifying your agency, boosting sales, and building trust.
[Podcast] Going National, Staying Boutique
An interview with Susan Quinn, President and CEO of Circle S Studio
Is automation sabotaging your gifting strategy?
Discover why personal touch beats automation in outbound campaigns
The Hidden Trap Keeping Agency Founders Stuck in Sales
Escape the founder-led sales trap and scale your agency
7 - 11 - 4 and Google ZMOT
Are Your Buyers Aware You Exist?
“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.