Vibes, Vision & Values Activate Better Buyers

The master framework. Why Hero's Journey selling — inherited from a lineage of gurus who were selling personal transformation to individuals — falls apart in front of a B2B buying committee. Vibes, Vision and Values create alignment instead of desperation, and alignment is what makes a prospect feel safe enough to buy.

#89 · Sep 2025

Build A Beacon — Agency Positioning Guide

Positioning as a beacon, not some mindless marketing mumbo-jumbo. Meerkats, jackals, and why "data-driven" and "extension of your team" drop every agency into the same sea of sameness. "Positioning isn't the things you say about yourself, but rather how you say the things that the market will hear."

#156 · May 2026

Every Sales Call Has Permission Gates

Five sequential gates, each one needing permission before the next opens. Skip one with a script or a push and the close locks behind you. If you read one thing here about selling, make it this.

#108 · Dec 2025

7 Step Framework For Agency Website Positioning

Seven steps to turn a vague "we do everything" pitch into language prospects repeat back to you: audit, contrast, proof, and a homepage that pulls the right fit prospects closer.

#163 · Jul 2026

4 Simple Questions That Accelerate Positioning Clarity

How do you define winning? What do you have to win with? What do you need to win? What do you need to say? Most owners skip the upstream work and then build pricing, messaging and hiring on top of nothing.

#137 · Mar 2026

Better Is Bogus — 3 Ways To Sell Better Than "Better"

Buyers don't buy better; it's squishy and every competitor claims it. Here is the TL;DR: 1. Stop selling against the status quo, 2. Sell toward a future only possible with change, and 3. Sell to the goals they've explicitly stated.

#158 · Jun 2026

Be Weird — Not Unbuyable

Two agencies that over-corrected in opposite directions: one so abstract nobody could connect it to a real problem, one so literal it undersold its own work. Both had dusty pipelines. The fix lives in the third space.

#147 · Apr 2026

Your TAM Is Tasteless — Tim TAMs Are Delicious

Total Addressable Market is a venture construct built to defend LP math. You need somewhere between 30 and 200 clients to fund the agency and the life you actually want. Different game, different number.

#148 · Apr 2026

You Don't F*cking Work For Them

"An extension of your team" is self-demotion dressed as service — it reframes you as a worker bee who can be disciplined without an HR process. Peer authority has to be asserted from the first sales call and held through delivery.

#99 · Oct 2025

Dopamine Driven Discovery Disasters

Discovery is an act of restraint. The best discovery calls feel like the prospect is doing all the talking, and you're just asking the next obvious question.

#155 · May 2026

Read The Room

Performance mode kills calls. The prospects who buy are the ones who watch you think out loud, not the ones who watch you perform.

#154 · May 2026

Stop Selling Like An Asshat

Sales got harder over 25 years, not easier. Buyers are smarter, more skeptical, and have more options, so the old scripts stopped working.

#151 · May 2026

WTF With All The Sales Talk?

Sales as a human skill rooted in vulnerability, not tactics. The agencies that close well are the ones willing to be honest about what they don't know.

#109 · Dec 2025

Be Irreducible, For Goodness Sakes

The Irreducible Opener: 1 line that you can use at the start of an agency discovery call that could ONLY be said by you or your team. This sets the tone so that your positioning, value and expertise shines through.

#143 · Apr 2026

Opportunity Anchoring Is Cool — Price Anchoring, Not So Much

Way back in 2018, I used to teach price anchoring as sales tactic. Then somebody used it on me, and I didn’t like it. I got angry because it felt “disrespectful” somehow. Opportunity anchoring is what reinvented to replace it. It’s way fucking better.

#174 · Jul 2026

10 Rules to Stop You From Becoming a Cold Messaging D-Bag

Most cold outreach is minimum effort chasing maximum reward. It tries cheap tactics to steal attention rather than earning it. Ten rules for reversing the trade, starting with giving something real before you ask for anything.

#160 · Jun 2026

Prospects Don't Care About Your Funnel

Your funnel might work. Your market works differently. Buyers move on peer recommendation and accumulated visibility, not through the stages you made on your fancy deck in Canva.

#131 · Feb 2026

Attention Is Good, But Alignment Is Better

A rich persona collapses into firmographics the second it enters a campaign, and every $10M SaaS founder gets treated identically. Four GTM themes, seven buyer archetypes, and the variable nobody names: who you are as a partner.

#136 · Mar 2026

Founders — Get It Out of Your Head

Founder magic is real. You’ve got freakish pattern recognition, dynamic priority sorting and a hard ceiling. Leaving your magic undocumented isn't just a growth problem; it deprives your team of the context they need to get good.

#153 · May 2026

CEO or CE-No?

Delegation is not abdication. There are discrete phases of process ownership: Curation, Influence, Stewardship and why skipping the first one costs you the language, the leverage and the right to push back.

#146 · Apr 2026

The Kind vs Wicked Agency

Kind learning environments build deep specialists. This is precisely the profile AI is best positioned to replace. Wicked learning builds people who transfer patterns across domains. A five-step ladder from one to the other.

#117 · Jan 2026

POP vs POP vs POP

Three operating models, all abbreviated POP: Process Over Purpose, Purpose Over Process, and Purpose Optimizes Process. The third is the one you want, and it never happens by accident.

#96 · Sep 2025