Escaping Founder-Led Sales In a recent episode of "The Thoughtful Entrepreneur," host Josh engages in a thought-provoking conversation with Corey Quinn, an expert in helping agency founders transition away from founder-led sales. This episode delves into the challenges faced by agency founders, the importance of specialization, and actionable insights from Corey’s book, "Anyone Not Everyone." Corey Quinn, with 17 years of experience in the agency space, shares his journey from a sales role focused on PPC and SEO to becoming the Chief Marketing Officer for a nine-figure agency. His experiences and insights culminated in his book, which aims to help agency founders escape the founder-led sales trap. Corey identifies three primary reasons why agency founders struggle to move away from founder-led sales: lack of focus, watered-down positioning, and inadequate sales systems. Many founders start as generalists, offering services to a wide range of clients, which complicates scaling. Corey emphasizes the need for agency founders to specialize in a specific vertical market, allowing them to communicate their value more effectively and attract clients who resonate with their expertise. He provides actionable advice such as identifying core competencies, narrowing the target audience, and developing a consistent sales process. Additionally, Corey advises clarifying the value proposition, educating the audience, and implementing a CRM system to track leads and manage the sales pipeline. Corey outlines a three-month program designed to guide founders from being generalists to becoming deep specialists. The program includes identifying the right vertical market, positioning the agency, and attracting new clients. Founders learn to assess their strengths, evaluate market demand, and align with their passion. They are also equipped with strategies to effectively market their specialized services and generate leads. As the conversation wraps up, Josh encourages listeners to take action and access a free audiobook of "Anyone Not Everyone" on Corey’s website. By following the actionable advice and insights shared in this episode, agency founders can overcome the challenges of founder-led sales and build a sustainable, scalable business. About Corey Quinn: Corey has 15 years of in-house agency experience, including as Scorpion's CMO, where he helped grow revenue from $20M to $150M in 6 years.   He just published his bestselling book: "Anyone, Not Everyone: a Proven System for Agencies to Escape Founder-Led Sales."  Today, he helps digital agency founders scale revenue and profits with Deep Specialization.   About Corey Quinn, Inc.: We help agency owners break the cycle of flat sales and high customer churn by becoming a vertical market specialist. Apply to be a Guest on The Thoughtful Entrepreneur: https://go.upmyinfluence.com/podcast-guest Links Mentioned in this Episode: Want to learn more? Check out Corey Quinn,Inc. website at https://www.coreyquinn.com/ Check out Corey Quinn,Inc. on LinkedIn at https://www.linkedin.com/company/corey-quinn-inc/ Check out Corey Quinn on LinkedIn at https://www.linkedin.com/in/coreyquinn Don’t forget to subscribe to The Thoughtful Entrepreneur and thank you for listening. Tune in next time!   More from UpMyInfluence: We are actively booking guests for our The Thoughtful Entrepreneur. Schedule HERE. Are you a 6-figure consultant? I’ve got high-level intros for you. Learn more here. What is your #1 Lead Generation BLOCKER? Take my free quiz here. Want to learn more about all the podcasts managed by UpMyInfluence? Opt in here.