Product-Led vs. Sales-Led Growth: Which model is right for your agency?

In this episode, Corey breaks down the key differences between product-led growth (PLG) and sales-led growth (SLG) for agencies. Learn how each approach impacts scaling, client acquisition, and long-term success—and why specialization is the secret to standing out in a crowded market. Whether you're building self-serve solutions or relying on high-touch sales, this conversation will help you choose the best strategy for sustainable growth.

Here’s what we cover in this episode:

- The Founder-Led Sales Trap: Why many agencies rely on the founder’s reputation and referrals, and how this limits long-term growth.

- Master Your Vertical: How to build a better product, better client experience, attract better clients, and charge more.

- When to Make the Shift: Signs that an agency needs to transition from product-led to sales-led growth for sustainable scaling.

- Building a Predictable Sales System: Steps to transition from founder-driven sales to a repeatable, team-driven sales process.

- The Role of Specialization in Scaling an Agency: Why narrowing focus and refining expertise can help agencies break out of stagnation.

- Gift-Based Outbound: The simple method Corey uses to establish trust and book more sales calls with high-value prospects.

Bottom Line:

- Strengths and Weaknesses of a Product-Led Agency: Strong client relationships, high retention, but limited scalability and founder dependency.

- Strengths and Weaknesses of a Sales-Led Agency: Scalable growth, predictable revenue, but higher costs and potential sales-delivery misalignment.

“As you begin to build expertise in the market serving that vertical market, you’ll be able to build a better product, a better experience for your clients… then you’ll be able to attract better clients and charge more.” - Corey Quinn

The resources mentioned in this episode are:

• Escape the generalist trap with Corey's best-selling book “Anyone, Not Everyone” and discover how to become the go-to agency in a vertical market https://www.AnyoneNotEveryone.com

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😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

This episode is sponsored by E2M, the #1 white-label partner for digital agencies. Visit https://www.e2msolutions.com/the-deep-specialization-podcast to get 20% off your first month.

This episode was produced and brought to you by Reignite Media.