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...

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...

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 ca...

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 20...

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 lands...

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...

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 th...

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 a...

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 oper...

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 Lau...

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 bro...

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 e...

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...

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 th...

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 hig...

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, strate...

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...

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...

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...

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 sout...

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 digi...

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 confide...

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 d...

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 vertic...

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 a...