The Deep Specialization™ Podcast

How do you use relationships to build trust in agency sales? Let’s bring on today’s guest, Dan Englander, to answer the question. In addition to authoring a book titled Relationship Sales at Scale, Dan is an expert in helping agencies grow through relationships. He runs Sales Schema, a boutique sales company he founded in 2014, which leans into leveraging relationships to grow trust in the sales process. And, the proof is in the pudding. Firms that use Dan’s relationship-based approach see 5-10x ROI, on average.According to Dan, the first step of building a high-converting and predictable pipeline begins and ends with tasteful and targeted outreach. Today, it’s easy for a B2B company or agency to get swept away by all the sales tools, technology, and automation available. The reality is that people respond far better to an approach that leans on a human touch and shared commonalities instead of mindless optimization.Dan joins the show to share what he’s learned generating millions of dollars in revenue for 100s of clients with his relationship-based approach to business development. He shares exactly how and when to leverage common ground and your network to make personal connections that convert.Here’s what Corey and Dan discuss in this episode:- Challenges around converting in the sales funnel.- Leaning into relationships to open doors to prospects.- List-building best practices.- How to be specific with your ICP.Here are some actionable key takeaways for agency founders:- Referrals can get you from zero to one but not beyond.- If you’re not converting top-of-funnel, it’s usually a case of lack of trust.- Automation isn’t compelling, relationships are.- Anyone can do outreach, not just the CEO.- When it comes to list-building, less is more.- How to systematize relationship sales.The resources mentioned in this episode are:- Connect with Dan on LinkedIn Here- Learn More About Sales Schema Here- Get the book Relationship Sales at Scale HereJoin us as we dive into relationship-fueled agency sales with Dan Englander.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short

Are you ready to learn from a niche agency that quickly went from 0 to 200+ SaaS website design clients?What’s more, Rhami Aboud’s SaaS marketing agency now hits seven figures annually. Businesses flock to Aboud’s agency, Arch Web Design, to reimagine their websites into revenue machines. Typically, their clients see 2-3X growth in website sales after working with Rhami’s ten-person team.How? A well-optimized website is a game-changer in attracting new users while helping retain existing customers.Rhami joins Corey to share the story behind his agency and how he decided to verticalize his offering to cater SaaS companies exclusively. Rhami has had an illustrious life. He transitioned from living a digital nomad life traveling the world as a freelance web developer and designer to becoming the CEO and Founder of Arch Web Design right at the onset of the Covid-19 pandemic.Fast-forward to today, Rhami’s business is thriving and growing steadily. In today’s episode, he takes us through the evolution of his web design business, shares how he is stepping out of his comfort zone, and what his approach to agency leadership is.Here’s what Corey and Rhami discuss:How Rhami started his business and eventually niched down to SaaS.Driving lead flow and tactics Rhami recommends to everyone.Successes and challenges around agency sales.Killer offers and how they tie into website design. Here are some actionable key takeaways for agency founders and SaaS leaders:Sales is not a natural talent but a skill you can learn if you work hard at it.Niching down can actually increase lead flow.SEO is a foundational driver of leads for marketing services.Your website can attract traffic but if you’re not converting, the site is not representing your offering.The resources mentioned in this episode are:- Connect with Rhami on LinkedIn Here- Learn About Arch Web Design Here- Follow Rhami on Instagram @Rami_AX Join us for a deep dive into the world of SaaS revenue growth and web design.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just

Can you pivot a niche agency business into consulting?Let’s hear it from Joseph Hughes, an entrepreneur and founder who has successfully built a marketing training company from the legacy of a construction marketing agency he started all the way back in 2013. After working his way up into the office of his family’s construction business (that has been around for over 100 years), he decided to carve out a path of his own while still staying in the lane his family had built by offering marketing services to construction companies. Joseph quickly discovered a niche within the construction niche, and narrowed down his offering to serve roofing businesses.In this episode, Corey is joined by Joseph to discuss verticalization and his experience building and scaling niche coaching services through his agency-turned-consulting-business, Contractor Dynamics. The company has over 60 clients all across North America who turn to Joseph and his 12-person team to learn the ropes of digital marketing, and more specifically, a signature, year long marketing training program.As the visionary behind the company, Joseph spends his days deeply entrenched in the culture and marketing side of the business. But, he did not start out offering training services. Joseph actually found his way to coaching by initially offering marketing services as an agency from 2013 until 2018. The turning point for the company came when they noticed that clients who were thriving were benefiting from a more consultative point-of-view, especially as social and video content was on the rise. So, Joseph and his team tested selling a training program offering in 2019 and made the full switch in 2020. They never looked back.Here’s what Corey and Joseph discuss:How a Facebook group turned into a bonafide business.How to test out new offerings before scaling them.What Contractor Dynamics’ current marketing training consists of.How niching down helps templatize offerings.What drives businesses to realize they need help with marketing.Here are some actionable key takeaways for company founders:If your business sells high-ticket services, small tweaks can make a massive impact on revenue.Find patterns in your clientele and revenue to distinguish repeatable business.Niches (like roofing) that can scale their business easily have more potential as a target vertical.Putting out more content can shift market perceptions positively.If you delegate well, you can work on the business, not in the business. The resources mentioned in this episode are:- Connect with Joseph on LinkedIn Here- Learn About Contractor Dynamics Here Join us as we build up a case for marketing training in a verticalized niche.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the

When it comes to the agency world, there are many niches to cater to - but who would have thought fabric and yarn could net close to a seven-figure business?Leanne Pressly, that’s who. The agency founder and CEO of Stitchcraft has, according to her own words, spent a small mortgage on sewing equipment, so offering marketing services to fabric, yarn, and craft companies was a no-brainer.Since 2009, this Colorado-based, full-service marketing agency has been serving crafting companies all over the US. While the team is nimble, comprising six employees and a few contractors, Stitchcraft serves over 40 retainer clients in the craft industry, and is growing.Leanne joins the show to share how her agency, which impressively owns 2% of its market share, came to be, and how she gets things done.Leanne is a prolific speaker and has leveraged this skill to build domain authority in her space, a strategy that has netted her awareness and new business alike. What’s more, Leanne has built a bespoke consulting program to attract clients that aren’t ready to buy retainer services just yet. Impressively, that program ultimately converts 100% of its participants into clients.She joins the show to share her learnings in thought leadership, and how to lean into original research to produce compelling outbound messaging that converts.Here’s what Corey and Leanne talk about in this episode:Transitioning a side hustle into a full-time business.How Leanne initially grew her agency through her network and through trade shows.How sales and prospecting evolved from the early years to today.How investing in thought leadership drives speaking opportunities, and ultimately, sales.Tips and tricks to creating original thought leadership.Here are some actionable key takeaways for agency founders:Name your ICP and persona to really understand who you are serving.Sometimes, offering a trial for free can help bring in new clients.As a founder, be ready to do a lot of the prospecting yourself starting out.Establishing yourself as a thought leader opens doors to more industry visibility.Original research is the best way to build domain authority.The resources mentioned in this episode are:- Connect with Leanne on LinkedIn Here- Learn About Stitchcraft Marketing Here- Listen to Leanne’s Podcast, Business of Craft, Here Join us as we dissect what

When should agency owners consider selling their business? What are buyers looking for? What’s the market like in 2023?Buckle up, because today’s guest, Jonathan Baker has the answers. As the Practice Lead for Mergers and Acquisitions at Punctuation (formerly, David C. Baker), Jonathan knows a thing (or ten!) about what it takes to successfully close a deal in this market, and in the agency landscape overall.Interestingly, Jonathan has experience in selling his own business, having gone through the process with his brewery company that today boasts multiple locations and close to 200 employees.So, what’s brewing with M&A? While it’s been a challenging year for many agency owners and deal flow has slowed down massively, there will always be buyers on the market looking to complement their offering with specialized services.This episode dives into topics like positioning and specialization, the emotional side of selling your darling, and why you should continue to act as if you weren’t selling even if you were in the process.Here’s what Corey and Jonathan cover in this episode:The state of agency M&A this year.When agency owners should consider selling.How agency valuations are formed.What buyers are looking for and who’s buying.Who should be involved from your team in M&A talks.Here are some actionable key takeaways for agency founders:If you don’t have it in you to grow your business further, perhaps it’s time for M&A.M&A can be a growth lever to get access to systems and perks of a larger firm.Strong positioning, client focus, and solid processes make you more attractive for M&A.A specific expertise can help get you acquired by generalist agencies.Don’t share too much too early internally because things can change dramatically.The resources mentioned in this episode are:- Connect with Jonathan on LinkedIn Here- Learn About Punctuation Here- Check out the MYOB Conference Here Join us as we explore the ropes of agency M&A.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here:

When it comes to sales, “Founders aren’t important.”Provocative, yes. But hear today’s guest out. Rory Clark is a sales expert who has trained over 15,000 executives across 30 countries and has a revolutionary system in place to transform sales organizations.What’s more, Rory has actually trained Corey back at Scorpion. Now, the duo gets back together to discuss Rory’s proprietary Focus Selling system. You’ll need to listen for the full scoop but in short, Focus Selling is a groundbreaking customer development methodology that leans into human psychology spiced up with a rigorous system of approaching the sales process. In other words, this episode will unpack what salespeople need to master to open new opportunities, understand their prospects, and draft winning proposals consistently.This episode is a must-listen for any agency owner (or seller) struggling to drive growth from outbound sales. With engaging examples, anecdotes, and stories, Rory shares golden nuggets of wisdom from his career spanning over three decades.Here’s what Corey and Rory cover in this episode:Rory’s Focus Selling System and the five key areas salespeople need to master.The different social styles of people and how to appeal to them.How to connect with prospects and make them feel heard.Shift to discuss the prospect’s ideal future state and how to remove obstacles.Here are some actionable key takeaways for agency founders: You need a system and a process for sales engagement.Founders are technicians but to manage teams, you have to be entrepreneurial.If a salesperson can’t start a sale, they can’t finish it, either.Make people feel heard and understood in the sales process.Proposals need to communicate both the ROI and the cost of inaction. The resources mentioned in this episode are:- Connect with Rory on LinkedIn Here- Email Rory at [email protected] Learn More About Focus Selling Here Join us as we dive into the sprawling journey of a successful law firm marketing agency. 👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com More content from Corey: Corey’s Website: https://www.coreyquinn.comCorey’s Daily Tips:

Can a verticalized agency get referral business from its competitors?Believe it or not, today's guest Mike Perez made it happen. We'll get to just how he did it, but first: introductions. The founder of iLawyerMarketing has several decades of experience in law firm marketing and SEO. Mike sits down with Corey to recount the story of his business from the early days working at one of the largest law firm marketing shops to founding his own agency all the way to getting successfully acquired.With some employees boasting impressive tenures of 10-15 years, Mike also delves into how he’s built that stickiness as an employer. He takes us back to the late 90s, when he began his career, initially working on client SEO on the side, before venturing into the legal marketing space. The episode topics cover company culture, verticalization, and typical milestones of an eight figure agency business. And, as promised, Mike shares how he’s built relationships with competitors that send business his way.Here’s what Corey and Mike touch on in this episode:Early days of shaping a verticalized business.How the agency grew even during recessions.Getting referrals from the competition (yes, really).How to get acquired as an agency.Hiring and what Mike is currently recruiting for.Here are some actionable key takeaways for agency founders:Due diligence is a beast and can take time, get your books in order!If you’re branching out on your own, find a new territory to own and sell to.Don’t be shy to ask your clients to refer you to their network. Content writers need to have deep vertical knowledge.The resources mentioned in this episode are:- Connect with Mike on LinkedIn Here - Learn More About iLawyerMarketing Here Join us as we dive into the sprawling journey of a successful law firm marketing agency.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationco

Should founders always remain hands-on with their clients, even as they scale?Today’s guest Bobby Steinbach would give you a resounding “Absolutely!” The founder of MeanPug Digital prides in running a successful legal marketing agency where partners are closely involved with client work to ensure quality, consistency, and the highest level of service.Tune in for a conversation on sales mishaps and successes, driving word-of-mouth, expert perspectives on client success, and what processes founders should look out for to be successful. And, as an owner of a seven figure agency business with close to 30 employees, this guest truly knows what he’s talking about.Bobby joins Corey Quinn on The Vertical Go-to-Market Podcast for a lively debate on the merits of verticalization. You’ll hear from Corey’s time at Scorpion as well as Bobby’s experiences in running his business.Here’s what Corey and Bobby cover in this episode:Why having unique founder backgrounds is a strength to leverage.How to create a strong inbound funnel (cue: word-of-mouth!)Why doing everything at once is not the best way forward.How to balance if you have to decide between sales and client success.Here are some actionable key takeaways for agency founders:You’ll need to keep trying sales tactics to see what sticks for your niche.Don’t try to tackle all marketing and sales projects at once: prioritize and scale what works.Lifetime value of a customer is the ultimate Trojan horse as a competitive advantage.If you do gifting, be prepared to vet every lead manually.The resources mentioned in this episode are:- Connect with Bobby on LinkedIn Here - Learn More About MeanPug Digital Here Join us as we get real about agency revenue growth and outbound sales.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Can you scale agency sales with founder-led growth?Yes, but only to a point. After you hit a plateau (and most agencies do), you need to invest in a sales organization to help you break through. Yet, building that out from scratch can be a daunting task. That’s why today’s podcast guest, Joey Gilkey, founded a company to tackle that challenge. Apex Revenue offers outsourced, fractional sales operations to B2B companies and digital agencies.Joey joins Corey Quinn on The Vertical Go-to-Market Podcast to share his sales wisdom with our community. Joey is an absolute renegade when it comes to sales strategy from tactics to technology. If you’re looking for a fresh (and data-backed) approach to agency sales, this is the episode for you. From list-building to messaging, sales engagement technology, and everything in between, Joey breaks down his process in detail to help you understand what it takes to sell in B2B today.Join Corey and Joey on Vertical Go-To-Market as they discuss:Why founder-led sales and relying on referrals isn’t a long-term growth strategy.Why outsourced lead generation doesn’t convert into sales without a process.What is new (and effective) in the world of outbound sales.Joey’s six-step approach to B2B sales.Affordable ways to acquire and clean up target lists.Here are some actionable key takeaways for agency founders:Talk to your existing customers to understand WHY you won them as clients.You need to test your messaging and offer in the market, study responses, and iterate.Your list is your strategy: invest in enriching the data so it’s actually usable.If you do gifting as a sales strategy, find ways to personalize for a wow effect.The resources mentioned in this episode are:- Check out Apex Revenue Here- Connect with Joey on Linkedin Here - Read More About Best Damn Agency Mastermind Here- Listen to Joey’s Podcast: Best Damn Agency Podcast Here- Phonereadyleads.com Join us as we get real about agency revenue growth and outbound sales.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 F

What does the dental industry have in common with the legal world? Let’s ask the law firm marketing experts Tyler and April Roberts, who join the podcast this week, to discuss all things verticalization and agency entrepreneurship.The pair took the learnings they acquired working in a specialized marketing shop serving the dental industry to found Nomos Marketing together with their partners Laura Maly and Michael Anderson. Today, the five-year old agency serves over 75 clients with two offices in San Diego and Charleston.Our Host Corey Quinn is curious to dig into April and Tyler’s journey. Spoiler alert: The early days were intense. The couple worked full-time jobs while moonlighting in legal marketing at the same time. Tune in to learn how they went from operating in a California basement-turned-studio apartment to running a 10-person strong team on both coasts. The couple shares how they established their services, workflows, processes, and offering to grow to a thriving verticalized agency business in the legal field.Join Corey, April, and Tyler on Vertical Go-To-Market as They Discuss:How their roles have evolved as founders.How to apply existing playbooks from other verticals to your own.How to package your offering into an MVP you can sell.How to templatize offerings and define processes to prime your business for growth.Actionable Key Takeaways for Agency Founders:Leverage what works in one vertical to launch a new one.Cross-compare your pricing and offering to the competition.You can get started with as little as defining your pricing, getting Quickbooks, LLC, a website, and a CRM.Your first clients will be referrals but you need to go beyond your network to grow.The resources mentioned in this episode are:- Check out Nomos Marketing Here- Connect with April on LinkedIn Here- Connect with Tyler on LinkedIn Here Join us on a five-year legal marketing growth journey with Tyler and April.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.

Do agencies have to cater to everyone to succeed?In the words of Chase Williams, Founder and Managing Partner at Market My Market, it's not about serving everyone; it's all about niching down. Around a decade ago, he established his digital agency, which eventually pivoted to serving small to mid-sized law firms.Over the years, Chase, alongside his business partner, Ryan Klein, who brought extensive marketing experience from law firms, has nurtured a multi-million dollar business.In this episode of the Vertical Go-To Market Podcast, our host Corey Quinn engages with Chase to delve into the realm of owning and expanding a niche agency business. They delve into the journey of how Market My Market transformed from its origins in a Brooklyn basement to a thriving agency in Florida.Tune in to Corey and Chase on Vertical Go-To-Market as they discuss:Strategies for breaking free from stagnating profit margins.Using time tracking to improve margins.Transitioning from reliance on referrals and word-of-mouth growth to actively marketing your agency.Harnessing highly specialized content, such as articles and podcasts, to broaden the client base.Demonstrating your capability to overcome challenges specific to your vertical.Here are some actionable key takeaways for agency founders:Monitor time and resource allocation to enhance profit margins.Raise prices to safeguard your business.Customize content for your niche to ensure discoverability through search engines.Discover unconventional, low-competition channels to connect with your niche market.The resources mentioned in this episode are:- Check out the Agency Market My Market Here- Connect with Chase on Linkedin Here - Listen to Chase’s Podcast Here Join us as we explore how agencies can build a thriving business by focusing on a niche market.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here:

How does one decide to start an agency? According to Drew McLellan, Founder of Agency Management Institute, most people who start an agency are accidental business owners. They know the ins and outs of their craft but not necessarily the ropes of running a business. And that’s where Drew’s company comes in. AMI helps agencies run their business better through workshops, peer-to-peer groups, and educational content like their podcast.In this episode of the Vertical Go-To Market Podcast our host Corey Quinn sits down with Drew to break down what it takes to build a thriving agency business regardless of your niche. Drew shares how he acquired AMI 15 years ago, who they work with, and what their approach to consulting small to mid-size agencies is all about. Hint: it’s all about getting personal, vulnerable, and really sharing the ins and outs of what’s going on with your business with your peers. Why? Because the best advice comes from people who’ve been there, done that, and emerged successful.Join Corey and Drew on Vertical Go-To-Market as They Discuss:Identifying the turning point when you need external support to continue on a growth path.Four major agency challenges and how to approach them.Niching down as a subject matter expert to meet client expectations. The ideal split of agency operating costs against Adjusted Gross Income.Actionable Key Takeaways for Agency Founders:Agency owners should aim to build wealth while operating the business by optimizing sales, staffing, and profitability.Processes are a must-have; tribal knowledge won’t sustain success at a growing agency.Sharing and learning from peer challenges and successes calls for full transparency and vulnerability.A niche can be an industry, an audience, or even a deliverable. It isn’t always a specific type of business.Hire people who have a passion for the niche you serve to avoid the boredom pit.Adjusted Gross Income is the one metric all agency owners should be obsessed with.The resources mentioned in this episode are:- Subscribe to Drew’s Newsletter Here - Check out Drew’s Profile on Linkedin Here - Learn More About AMI Here- Explore Drew’s Books on Amazon Here

What’s the secret to unearthing a niche that is both profitable and lucrative to your agency business? Luke Eggebraaten has a hot take (or two!).Welcome to the latest episode of the Vertical Go-To Market Podcast, where our host Corey Quinn, dives into the topic of niching down with the entrepreneur, fellow podcaster, and agency founder Luke Eggebraaten.In this episode, we explore Luke’s journey of starting a business as a hobby, including the steps to submit for an LLC and set up company financials. Luke initially operated part-time until the moment was right to go full-time.While Luke’s company started as a generalist agency serving small businesses, we'll learn how he made the strategic shift to become a trusted marketing partner for the construction niche, leaving behind the complexity of managing multiple industries.Luke shares valuable insights on the importance of niche specialization. Trying to cater to too many industries, nearly ten at a time, proved to be unsustainable due to the diverse metrics, goals, and industry-specific knowledge required. He emphasizes the significance of saying no to certain opportunities to focus on building the big picture and garnering respect in the process. Luke's agency doesn't let clients pick and choose services but offers three core programs, providing long-term commitment and tailored solutions to maximize client growth based on their size and needs. Regardless of company size, Luke believes in laying the groundwork through organic growth and visibility, then utilizing tactics like paid ads for scaling. Notably, an impressive 85% of Luke's business comes from Instagram, and he reveals how they turn clients into word-of-mouth advocates, contributing to their agency's growth by showcasing clients' successes.Join Corey and Luke on Vertical Go-To-Market for a conversation on:The power of niche marketing and how it can elevate your agency to new heights.The merits of community-building and how it can generate new business leads.Niching down both in terms of industry and offering to provide a superior client experience (and business outcomes).Consistency on social and why keeping a regular posting cadence is paramount for business growth.Actionable Key Takeaways for Agency Founders:Niche down even if it means saying no to short-term business.Offering a full menu of agency services isn’t always what your clients need: make decisions for them.Prioritizing connections isn’t always the fastest path to new business but it is the most consistent one.If you’re looking to get started, find a vertical with healthy margins, then nail the four basics of your business presence when getting started: Facebook, Instagram, LinkedIn, and Google business profile.Looking to connect with Luke? Here are the resources:- Find Luke on Linkedin- Connect with Luke on Instagram @phaser_marketing and @luke_eggebraaten- Find Luke’s podcast Dirt Bags here- Get Luke’s book on

Join us as we journey through the entrepreneurial life of Chris Dreyer, CEO of rankings.io, a multi-million dollar legal SEO marketing agency. You’ll hear how Chris went from running an affiliate marketing company to launching and growing a premier SEO agency serving personal injury attorneys. You’ll experience his journey, the growth stages of his agency, and the hurdles he had to overcome.In the episode, Chris reveals how he leveraged his connections with industry experts to build a solid referral base and develop social proof. Chris also shares how he attracts new PI attorney clients to his firm today, including SEO, podcasting, Google Ads and more. Don't miss out on this episode packed with entrepreneurial wisdom, strategic insights, and anecdotes that are sure to inspire.Join Corey and Chris on Vertical Go-To-Market as they discuss:Networking and Referral Building StrategiesSpecialization and Niching DownTAM and Exclusivity in Agency GrowthEffective Agency Growth and Business StrategiesThe resources mentioned in this episode are:- Check Out Chris’s Book Niching Up Here.- Connect with Chris on Linkedin Here. Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Should you position your agency within a specific niche?The decision you make now could shape its future for years to come. Our next guest took the leap and decided to niche down into the home services industry, transforming their business in the process.Join us on The Vertical Go-To-Market Podcast as we dive into the inspiring journey of Ben Landers, founder and former CEO of Blue Corona, a highly successful digital marketing agency specialized in the home services vertical.In this episode, we'll take you back to the early days of Blue Corona, where Ben's expertise in digital marketing and advertising laid the foundation for groundbreaking tracking software. Initially, he wondered whether focusing on a niche would pay off in growing his business.But instead of remaining indecisive, Ben fearlessly evolved his software offering into a full-fledged marketing agency, concentrating on home services companies, which led to remarkable sales and online prominence.You'll also get to know the driving force behind Blue Corona's transformation, Mike Wilson, who significantly impacted sales and marketing strategy, fueling their increased profitability and unrivalled success.The turning point came when Blue Corona committed to their specific vertical, home services, propelling them into an 8-figure powerhouse that caught the attention of potential acquirers. And from there, their destiny was forever changed.Ben shares invaluable advice for fellow agency owners seeking growth throughout the conversation. One piece of advice, in particular, is relevant to agencies at any growth stage. His "less is more" philosophy allowed the Blue Corona team to narrow their focus and start working on what truly mattered within the business. By following the 80/20 productivity rule and understanding their profitability per client, these initiatives became Blue Corona's guiding compass to success.Join Corey and Ben on Vertical Go-To-Market as they discuss:How Blue Corona started as an ad tracking and reporting company.Transitioning to offer marketing services based on client needs.The difficult decision to focus on a specific vertical in the home service niche and why it accelerated the agency’s growth.How aligning marketing/sales teams can make a difference within your agency.Obstacles and lessons in service delivery and product development.Encouraging advice for agency owners considering specialization.Actionable Key Takeaways for Agency Founders:Consider focusing on a specific industry, which can lead to faster growth and better customer satisfaction.Emphasize understanding the mindset of small business owners in account-facing roles.Utilize technology to deliver and differentiate services rather than selling it as a separate product.The resources mentioned in this episode are:- Check Out the Blue Corona’s W

Does positioning your agency in a crowded B2B landscape feel like an uphill battle? If so, you're not alone. Understanding and effectively communicating your unique value proposition to your customers is a common challenge in our rapidly digitizing world.That's where Ton Dobbe, our guest on today's episode of the Vertical Go-To-Market Podcast, steps in. Ton is a consultant, strategic product marketing expert, and a recognized global influencer on product-market fit, positioning, and predictable traction. He's spent his career consulting B2B SaaS businesses, from startups to Fortune 500 companies, helping them navigate this very issue.With over twenty-eight years of experience in enterprise business software, Ton's journey is rich with insights into the art and science of positioning a business for success. His unique approach to advising and consulting, crafted over nearly three decades, has propelled countless companies across industries to new heights.In today's episode, Ton shares his wealth of knowledge with our host Corey Quinn and reveals how his professional journey has shaped his distinct approach to consulting. Together, they delve into the nitty-gritty of product positioning, explore the importance of understanding your customers, and uncover the "magic concepts" that can truly set your business apart.Join us on this journey with Ton and prepare to see your agency's positioning in a new light. This conversation can change not just your perspective, but the trajectory of your business. Don't miss it!On this episode of Vertical Go-To-Market, Corey and Ton discuss:The importance of tailoring messaging based on verticals and industries. How to create predictable traction in business.The key questions to ask when researching ideal customers.Discovering the elements of your offering that makes it truly sticky.Success stories of Ton helping B2B companies reposition their business.Actionable Key Takeaways for Agency Founders:Define what makes your company remarkable and find customers willing to pay a premium.Verticalize to address unique needs and language of specific industries and markets.Focus on shared problems and characteristics within a target vertical to niche down.Master the art of positioning to create predictable traction by understanding customer preferences.The resources mentioned in this episode are:- Check out Ton’s book, The Remarkable Effect here.- Check out Ton’s Profile on LinkedIn here.- Read more about Ton’s work on his website here

Does the swift growth of your agency feel like a blessing or a burden?On this episode of the Vertical Go-To-Market Podcast, we welcome Michael Schumacher, Founder of HMDG, to share how he and co-founder Hannah grew their specialist healthcare marketing agency from 10 clients to 800+ clients in just over three years.Michael went from working 20 hours a day to stay afloat to realizing a growth of 20 to 50 new clients per month. On top of that, you could count the number of clients they’ve lost on one hand. Now that’s impressive!This astounding growth proves that you can achieve this level of growth in your vertical, too, but only if you have the grit, industry knowledge, and honest heart that Michael has.Join Corey and Michael on Vertical Go-To-Market as they discuss:Lessons and strategies Michael learned from failing his first agency and growing his second agency, HMDG.Why it’s crucial to speak your clients’ language (know their business/industry/niche).How Michael grew his agency from 10 clients to 800+ clients in just over three years.Actionable Key Takeaways for Agency Founders:Speak your client’s language: Have an expert be a part of your business. If your clients are physical therapists, you need to understand the physical therapy business or else you won’t be able to gain their respect and get them results.Network with renowned people in your niche’s industry: Connect with well-known, respected people in the industry, find them on LinkedIn or podcasts, and you’ll be attracting new clients and creating organic growth in no time.Good, honest communication = great outcomes: If clients are crossing your boundaries or expecting too much from you, just be honest and reset your expectations. Tell them what you won’t tolerate and guide them through compromise. Remember, you can’t keep saving clients who are bad for business!Be prepared for fast growth: When you’re part of a small sector, you become well-known very quickly. Be prepared to put in a lot of time and effort into managing your growth. As they say, teamwork makes the dream work! Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

What do you do when the very field you've dedicated decades to, mastered, and carved out a specialized niche in, goes into decline, jeopardizing both your and your employees' livelihood?This is no hypothetical scenario but the harsh reality that confronted David Poteet, the founder of New City, a firm acclaimed for its higher education web design expertise. A creeping decline in higher education enrollments was eroding the very foundation his business was built on.After a test run into government contracting, David chose to defy the odds. He refused to let an evolving landscape dictate his company's fate. Instead, he seized this challenge as an opportunity to evolve, identifying a potential solution to a crucial pain point that many didn't even realize existed. In a surprising discovery, David found that there was a lack of cohesion between the website/marketing teams and the enrollment strategy teams within higher education institutions. He noticed that these departments, though interrelated, were operating in silos. Seizing this opportunity, David decided to extend New City's services to include web design/marketing and strategic enrollment management- creating a more unified and effective approach within these higher education institutions.This isn't a story of survival. It's an inspiring tale of reinvention, resilience, and the audacious decision to transform challenge into opportunity. If you're an agency owner grappling with a niche that's losing its luster, becoming commoditized, or teetering on the edge of relevance, David's journey may offer the beacon of hope and direction you need.Join Corey and David on Vertical Go-To-Market as they discuss:The success story of New City's establishment in higher education digital marketing in the early 90’s to now.David's valuable insights into managing the politics and varying priorities within higher education institutions.How New City's team strives to understand their clients' world and benchmarks for success.Their exploration into government contracting, a business shift that occurred during the pandemic as a result of the changing higher-ed marketing landscape .Reflections on the changing landscape of higher education amidst challenges and demographic shifts.Why, in an uncertain market, David ultimately decided to double down in his niche, rather than pivot and make a new shift altogether.Key Takeaways for the Higher Education Vertical:Focus on a specific business vertical to improve marketing strategies, generate qualified leads, and achieve long-term growth.Build long-term relationships with clients and aim to become an approved vendor within specific university systems.Hiring team members with higher education backgrounds brings valuable empathy and firsthand knowledge.Establish credibility by showcasing expertise and understanding clients' pain points, and then use those pain points to innovate service/product offerings to specialize further.

Can a web design company for home services make a million dollars?It sure can.Ryan created just that.On this episode of the Vertical Go-To-Market Podcast, we welcome Ryan Golgosky, the CEO and Founder of 180 Sites, to share how he transformed his generalist marketing agency into a million dollar subscription-based productized firm. From being a jiu-jitsu enthusiast and working in the exterior cleaning industry, to navigating life-altering health complications, Ryan’s journey is extraordinary. In the face of adversity, he found his niche - creating his firm, 180 Sites, which provides home services businesses with productized websites on a subscription basis.What’s truly captivating is Ryan’s inspiring rise from a starting point of virtually nothing to now commanding an impressive $115,000 in monthly recurring revenue with $100,000 coming just from web subscriptions. This remarkable growth exemplifies Ryan’s resilience, business skills, and potential growth that any agency can experience through vertical specialization and productization.Join Corey and Ryan on Vertical Go-To-Market as they discuss:Ryan’s transformative journey from exterior cleaning to leading a successful agency, illustrating the power of resiliency and adaptability.The strategic decision to focus 180 Sites’ services on the home services industry, showcasing the potential of niche marketing.How Ryan built his agency’s revenue to an astounding $115,000 in monthly recurring earnings, offering valuable lessons in strategic growth.Actionable Key Takeaways for Agency Founders:Embrace resiliency and adaptability: Be open to navigating unexpected twists and turns in your entrepreneurial journey, as they can lead to remarkable transformations.Discover your niche market: Identify a specific industry or vertical where you can provide specialized services, allowing you to stand out and attract targeted clients.Harness the power of niche networking: Focus your marketing efforts on reaching and engaging your niche audience, highlighting your expertise and tailored solutions. For example, custom gifts and handwritten notes.Strategically grow your revenue: Implement effective strategies to build recurring revenue streams, such as productized services or subscription models, to achieve sustainable business growth. Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with

Ever wondered how specializing in a particular niche can skyrocket your agency's growth? This episode of The Vertical Go-To-Market Podcast promises answers, sharing a testament of what can happen when you stop wondering, and start wandering towards the path of finding the right vertical for your business– and finding success along the way!The star of our story today is Holley Miller, a southern belle turned Bay Area influencer and Founder of Grey Matter Marketing. She's the catalyst behind a category design firm that's revolutionizing healthcare marketing in the life sciences industry. Her mission: to empower medical device start-ups with robust marketing plans that promise substantial ROI.Holley's journey to this unique vertical and the foundation of her agency was anything but straightforward. She swapped law school for advertising after college, where she found herself promoting cigarettes, a less than gratifying venture. But fate had a different plan, serving her a career detour into the transformative world of medical devices.Intrigued by the impact of surgical robotics, she was drawn into the medical device industry. This fascination eventually fueled the birth of Grey Matter Marketing.Now, 15 years on, Grey Matter Marketing is a boutique powerhouse making waves in healthcare. Her firm has etched a solid niche in life sciences, serving mainly medical device companies. More strategic partners than traditional marketers, they engage deeply with their clients.This Vertical Go-to-Market episode is an exploration into:Holley's shift from law school hopeful to category design expert.Grey Matter Marketing's birth and evolution.The learning curves and challenges of a generalist agency.The strategic decision to specialize.The role of category design in long-term success.The joy, and profitable rewards, of mastering a niche.This episode promises more than just Holley's captivating journey. It provides an insight into how vertical specialization can spur unprecedented growth. As Holley would say, "Go Vertical."The resources mentioned in this episode are:Check Out the Official Grey Matter Marketing Website Here Check out Holley’s Profile on Linkedin Here Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling

Today we are sharing an episode that was previously aired on Vendasta’s Conquer Local Podcast hosted by Jeff Tomlin.The special guest? Our very own host, Corey Quinn! If you haven’t been able to get to know Corey, this episode will give you all the details you need. Corey is an accomplished entrepreneur and sales leader, known for his role as the former Chief Marketing Officer of Scorpion, a digital marketing agency that witnessed remarkable growth under his guidance.Tune into this episode of the Vertical Go-To-Market Podcast, to hear how Corey:Used invaluable insights and strategies that propelled Scorpion from $20 million to an astounding $150 million in recurring revenue within a span of just six years.Challenges the commonly held belief that more is always better– a fresh perspective on achieving success.Provides practical tips and insider secrets to help agencies and B2B SaaS businesses unlock their full potential. Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Ready to learn how vertical specialization helped one lawyer grow and scale his firm to over 7-figures?In this episode, you’ll gain insight into Gabe Levine’s strategies for attracting new clients to his firm, Matchstick Legal, productizing his services, and being a trusted specialist in the industry.Gabe shines light on the power of focusing on one vertical and how that’s giving him the confidence to be an effective service provider, case after case.If you’re looking to transition to retainer-based services, create a loud word of mouth buzz around your business, or just find more fulfillment in your work, this episode is for you.Join Corey and Gabe on the Vertical Go-To-Market podcast as they discuss how to:Grow your demand through online speaking engagements.Capitalize on the benefits of being a specialist in your field.Effectively sell your service to specialized agencies.Attract new clients.Create a word of mouth buzz to grow your business.Focus on one vertical.Productize your services and transition to retainer-based services.Optimize your happiness in work and life.The resources mentioned in this episode are:- Matchstick Legal- The Bureau of Digital- Email Gabe: [email protected] Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to know the secrets of scaling your agency with productized services?My next guest on The Vertical Go-To-Market Podcast is Ronik Patel, founder of Unlimited WP.In this episode, Ronik shares how he transformed his small marketing agency into a 7-figure productized agency.Ronik opens up about gaining a deeper understanding of productizing services, which includes packaging, marketing, and delivering services like a product.This approach has been vital to the growth and scalability of Unlimited WP.Ronik also shares advice on taking small steps towards productizing services for agency growth, finding a niche market, and the importance of balancing outbound sales and marketing with lifestyle.This episode is truly a goldmine of information for anyone interested in venturing into the world of productized services and scaling their agency.Connect with Ronik on LinkedIn: https://www.linkedin.com/in/ronik-patel-b0890a29/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

What if you could become the one and only in your industry?My guest is Jonathan Stark, a former software developer who's now on a mission to rid the world of hourly billing. In this episode, you'll discover how to position yourself with a laser-focused positioning statement and how identifying an expensive problem sharpens your marketing. We discuss the importance of selecting a vertical when positioning yourself in the market and how to identify the target market that is the right size for your services.We also discuss the impact of AI on digital marketing agencies, productized services, and value-based pricing. Don't miss this great conversation with the amazing Jonathan Stark!The resources mentioned in this episode are:- Jonathan’s website: https://jonathanstark.com/ - Jonathan’s book, Hourly Billing Is Nuts: https://jonathanstark.com/hbin - Jonathan’s podcast, Ditching Hourly: https://podcast.ditchinghourly.com/ oin us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

This episode is a short one with just a few updates.First off, you can sign up for my brand new email course, the Six Secrets to Outbound ROI, right now by going to www.GetOutboundROI.com. Who's this course for? It's for agency owners who are tired of not getting anywhere with their outbound.How do you know if this course will help? One sign is that you've tried and failed at all of the typical outbound strategies, like emails, calls and LinkedIn. Maybe you've also hired an outsourced lead gen company, but it didn't work.Another sign is that you've already hired and fired BDR teams maybe more than once.Another sign is that you've become too heavily reliant on inbounds to grow your business. You know you need outbound to work, but you've run out of ideas.Here's what you need to know about the Six Secrets to Outbound ROI email course.It's a free six-day email course where each day, you'll get a new secret delivered right to your inbox.These are the outbound secrets that help me grow Scorpion, a digital marketing agency, from $20 million to $40 million just by adding outbound to an existing inbound-only program.So if you're ready to start getting outbound working for your agency, go to www.GetOutboundROI.com right now and sign up. Second, we have some amazing guests coming up on the podcast, including author and well-known positioning expert and agency consultant David C. Baker.We also have the amazing Jonathan Stark coming up, as well as many more successful agency founders, coaches, and consultants, here to share their stories and insights on taking a vertical market approach to growth.Thank you for being a listener, and we'll see you next week.

Is Generative AI a Threat or an Ally for Agencies?Join us for a special episode of the Vertical Go To Market Podcast featuring Russ Perry, CEO of Design Pickle, where we discuss effective strategies for agency owners to approach new tools such as generative AI and chat GPT. Our conversation explores how these tools can save time, improve efficiency, and add value for agencies. We also delve into the creative process and highlight how these tools can be used to craft specialized content for clients across various industries. We also touch on the potential legal implications of utilizing such tools, as well as the Wild West element that still exists in this space. You'll also hear about the inspiring origin story of Design Pickle and how Russ transformed from a failed agency owner to a successful CEO leading a thriving flat-rate subscription creative services company.Connect with Russ: https://www.linkedin.com/in/russperry/ Design Pickle: https://www.designpickle.com Here's a great blogging company with solid news on AI and ways to think about it: https://every.to/chain-of-thought 👋 If you're thinking about transitioning your business from a generalist to a specialist, I encourage you to join my daily tips at https://www.coreyquinn.com/newsletter/ 📩. 👍 If you liked this episode, please rate and review us on Apple Podcasts 🎙️, and be sure to hit the subscribe button! 🔔Key Moments0:02:16 From Consulting to Pickles 0:05:10 Navigating Generative AI in Business0:10:19 Augmenting Agency Ideas With AI Tools 0:17:28 Leveraging New Technology for Creative Ideation 0:25:13 Starting Prompt Engineering and AI More of Corey’s Content:Corey’s Website: https://www.coreyquinn.comCorey’s Daily Tips: https://www.coreyquinn.com/blog Podcast Website: https://www.coreyquinn.com/podcasts/the-vertical-go-to-market-podcast/ Podcast YouTube Channel: https://youtube.com/@coreyquinninc?sub_confirmation=1

What happens when you take a multi-vertical business and turn it into a vertical-focused powerhouse?That's exactly what my guest, Dave Hansen, president of Client Tether, did to skyrocket his company in the CRM space. Join us as we discuss Dave's journey, from his background in sales to making the bold decision to focus on one niche - the franchising industry.We dive into the development and business decisions that led to the verticalization of Client Tether. Dave also sheds light on the importance of word-of-mouth marketing in the franchising industry and how you can harness it for your own success. Don't miss this insightful episode packed with valuable lessons and experiences from Dave’s journey in verticalizing Client Tether and leveraging word-of-mouth marketing to fuel growth.Connect with Dave: https://www.linkedin.com/in/davidahansen/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Are you a generalist agency thinking about specializing?In this episode, I had an insightful conversation with Joe Sullivan, co-owner of Gorilla 76, a marketing agency focused on the manufacturing ecosystem in the B2B space.We explored their journey from a creative shop to a specialized industrial marketing agency, discussing the importance of positioning and building a relatable brand and the benefits of long-term marketing strategies.We also dove into the power of content-based networking and verticalizing a business, touching upon how leveraging networks and gathering insights can help make informed decisions when making a significant shift in a business.Join us for this engaging conversation and learn from Joe's experiences as we discuss the value of specialization for success in the B2B sector!Connect with Joe on LinkedIn: https://www.linkedin.com/in/gorilla76joe/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Ready to unlock growth for your bootstrapped startup? 🚀In this episode of the Vertical Go To Market podcast, I had the pleasure of talking with Ethan Butte, Chief Evangelist at BombBomb, a software company that makes it easy to record and send video messages. We discussed BombBomb's journey from a small team to now having over 75,000 active users, and how their vertical focus in the real estate market led to significant growth. We also explored the importance of understanding how customers buy, the advantages of relationship building in a vertical, and the potential negatives of taking a verticalized approach to the market.Join us for an insightful discussion on the power of video messaging and the benefits of a specialized focus in business.Connect with Ethan:- [email protected] - https://www.linkedin.com/in/ethanbeute/- https://bombbomb.com/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Tired of blending in?My guest is John Rougeux with Category Design AdvisorsIn this episode, John breaks down the key concept of being radically different and addresses the question, ‘But is Category Design just another marketing strategy or a holistic business approach?’ We also talk about overcoming the perceived risk of specializing your business, the symptoms in your business of needing a more intentional category strategy, and much more. The resources mentioned in this episode are:- 8 Category Levers: How To Build A Massive, Pacific Ocean-Sized Differentiation Moat: https://categorypirates.substack.com/p/8-category-levers-how-to-build-a- Office Hours for Category Design Advisors: https://www.categorydesignadvisors.com/book-office-hours/- Category Pirates: https://www.categorypirates.com/ - “Play Bigger”: https://www.amazon.com/Play-Bigger-Dreamers-Innovators-Dominate/dp/0062407619 Connect with John: - Email: [email protected] - LinkedIn: https://www.linkedin.com/in/johnbrougeux/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

My next guest is Sarah Durham, Founder and CEO of Big Duck.I recently sat down with Sarah to learn how she transformed her generalist marketing agency into a 7-figure PR and Communications firm specializing in the non-profit sector. We get into the details of why she decided to specialize her firm, how she did it, what led her company to become the premier PR and Communications firm in the non-profit sector, and much more. Connect with Sarah through her website: https://www.comptondurham.com For more business growth and vertical go-to-market tips and advice, subscribe to Corey’s daily tips at https://www.coreyquinn.com/newsletter. Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to grow your business using your personal brand?My next guest is Adam McChesney, owner of Hite Digital in St. Louis.I recently sat down with Adam, who shared how he uses his personal brand to rapidly grow his agency.He also shares: Why relying on his personal brand for lead gen has created a content bottleneck in the business. The importance of attending home services conferencesThe impact of verticalizing the businessHis advice to generalist agencies and businesses considering a vertical approach.And much more Feel free to reach out to Adam:- https://www.adammcchesney.com - https://www.hitedigital.com/st-louis- https://www.facebook.com/hitedigitalst.louis- https://www.instagram.com/hitedigitalstlouis/- https://www.tiktok.com/@adamlmcchesney- https://www.linkedin.com/in/adam-mcchesney-b21b1256/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Is being a Platinum Hubspot Partner a lasting differentiator? It wasn’t for this agency.I recently sat down with Carman Pirie, co-founder of Kula Partners to unpack his journey from Platinum Hubspot Partner to a leading agency specializing in the manufacturing sector. In this episode, you’ll hear the market forces that provoked them to specialize, why they chose manufacturers as their focus vertical, the details about transitioning from a generalist to a specialist agency, the biggest fear in selecting a vertical focus, how they built early momentum in the new focus vertical of manufacturing, and much more. The resources mentioned in this episode are:- Connect directly with Carman via email: [email protected] and on LinkedIn: https://www.linkedin.com/in/pirie/ - For more business growth and vertical go-to-market tips and advice, subscribe to Corey’s newsletter at https://www.coreyquinn.com/newsletter- Podcast website: https://www.coreyquinn.com/podcasts/the-vertical-go-to-market-podcast/ Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to know what it takes to become an 8-figure agency in a vertical market?My guest is Chris Yano, the Founder and CEO of RYNO Strategic SolutionsI recently sat down with Chris to uncover his insights on scaling his agency to 8 figures by specializing in the home services vertical market.In our conversation, he shares why having a natural connection to the buyer is important, why specializing in a vertical is a competitive advantage, how working with A-list customers in a vertical market creates a “herd mentality,” how Gary Vaynerchuk talked him into starting a podcast, why knowing the insider lingo of your customer is a competitive advantage, and much more.One of my favorite parts of the episode was when Chris discussed his podcast, which has an impressive 50,000 downloads per month, and how it became their main source of new leads. He also talks about his invite-only, high-ticket annual event for home services business owners, RYNOX.Overall, this episode is packed with valuable insights and actionable advice. So if you're looking to grow your business and learn how to specialize in a vertical market, I highly recommend giving it a listen. Trust me; you won't regret it!The resources mentioned in this episode are:- Connect with Chris on LinkedIn HERE- Email Chris on [email protected] Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want an inside look into how an agency founder landed an 8-figure exit?My guest is entrepreneur, advisor, and Fanscape’s co-Founder and President, Terry Dry.In this episode, you’ll hear why focusing on one vertical eventually led to selling his agency to Omnicom for 8-figures, why Terry left a great career at a world-famous record label to start his entrepreneurial journey, why focusing on a vertical he already had credibility in led to quick traction and growth, the importance of knowing the industry's language and why you can’t bullshit it, building his agency on referrals and word of mouth, the downside to taking a vertical approach to your business, the danger of ignoring Chat GPT and much more.Connect with Terry: - Email – [email protected] - LinkedIn HEREConnect with Future Proof Advisors: - Future Proof Advisors Company Website HERE- Future Proof Advisors Company LinkedIn Page HERE- For more Vertical Go-To-Market tips and advice, subscribe to my newsletter HERE Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to hear how an agency owner broke through the 7-figure ceiling by transforming his typical, run-of-the-mill agency into a vertical specialist?My guest is Cardinal Digital Marketing’s Founder and CEO, Alex MembrilloIn this episode, you’ll hear how being a generalist marketing agency kept him in 7 figures, why transforming his agency from a generalist to a vertical specialist unlocked revenue, allowing him to hit 8-figures, how focusing on a vertical helps drive pipeline, his biggest fear when deciding to specialize, how he attracts new healthcare clients today, and much more.The resources mentioned in this episode are:- Connect with Alex on LinkedIn HERE- Cardinal's website HERE- For more Vertical Go-To-Market tips and advice, subscribe to Corey’s newsletter HERE Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to master the art of selling to franchise brands?My guest is Hot Dish Advertising’s CEO and Co-Founder, Dawn Kane.Discover how she grew Hot Dish into the #1 marketing and advertising agency for franchise brands. Hear how building real, authentic relationships within the franchise community resulted in 80% of new business coming from word of mouth. You’ll also hear about franchising’s insider language, the critical role of associations and conferences, and other essential gems for creating long-term success.The resources mentioned in this episode are:- [email protected] or on LinkedIn HERE- For more Vertical Go-To-Market tips and advice, subscribe to Corey’s newsletter HERE Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com

Want to know the secrets of Scorpion’s enormous growth from $20M to $200M in 7 years?My guest is Scorpion’s Chief Growth Officer (sales), Jamie Adams.In this episode, you’ll get a rare peek into Scorpion’s multi-vertical go-to-market strategy. In our candid and revealing conversation, Jamie shares the changes he made to the sales process, building an outbound sales culture, the power of verticalizing a business, how breaking into the Franchise vertical changed Scorpion, and much more. The resources mentioned in this episode are:- Connect with Jamie: [email protected], Twitter: @​​jdadams, LinkedIn HERE- For more Vertical Go-To-Market tips and advice, subscribe to Corey’s newsletter HERE Join us as we discuss healthcare marketing and verticalized agencies as a whole.👍 If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔😩 Feeling stuck trying to stand out in a noisy market? I’d love to give you my free crash course that will help you go from “just another generalist” to a go-to expert people seek out.In just a few short days, you’ll learn how to position yourself with clarity, authority, and focus.➡️ Sign up here: deepspecializationcourse.com