You don’t need more leads – you need the right ones. 

In this episode, I sat down with Jamie Cox, a Nashville-based brand and marketing strategist who helps B2B service providers get off the content hamster wheel by getting crystal clear on who they serve – and just as importantly, who they don’t.

Jamie’s approach to brand strategy isn’t about logos or color palettes. It’s about making your brand a filter. One that calls in the work you actually want to do and creates enough of a point of view to repel the rest. Because when your brand is built to be felt – not just seen – it naturally supports your sales process.

If you’ve ever found yourself spiraling over your messaging or stuck trying to “do it all” on social, this is a conversation you don’t want to miss.

Key Takeaways

• Why brand clarity isn’t just about visuals – it’s the foundation of a sales strategy that attracts the right people and repels the wrong ones
• How to define your not-for list to get clearer on your actual niche
• The referral engine that clarity creates – and how to make it easier for people to talk about your work in rooms you're not in
• A simple mindset shift that makes visibility feel more like connection and less like performance
• The rhythms and systems that help solopreneurs stay consistent—even when client work takes over

SaS Challenge — Join Now!

This week, let’s focus on filtering for fit – so your brand can do more of the heavy lifting in your sales process.

1. Pick one platform where you want to build a more consistent presence—whether it’s LinkedIn, your email list, or your website.
2. Set a timer for 30 minutes. Jot down 3 characteristics of your best-fit clients – and 3 warning signs that someone’s not for you.
3. Publish one piece of content this week that speaks directly to the client you want more of.

✨ Share with the hashtag #SalesAsService, so I can cheer you on.

Links & Resources:

• Join us for the next SAS LIVE Office Hours Event!
• Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. 
• Download the VIP Power Hour free guide.
• Learn more about Jamie: jamiercox.com; newsletter.jamiercox.com; linkedin.com/in/jamiercox13
• Resources mentioned in this episode: Jamie’s Brand Clarity Lab:

Have an episode idea? DM me on LinkedIn or Instagram and let me know.

Connect with Tam!

Tam Smith is a Sales Growth Strategist and founder of Studio Three 49, where she helps creative agencies and service pros ditch feast-or-famine cycles with sales systems that actually feel good to use.

With 15+ years in sales leadership, Tam’s work focuses on building genuine relationships, crafting smart outreach strategies, and creating consistent client pipelines—no pressure tactics required.

She also hosts live Sales as Service Office Hours, where she shows up as the perpetual student—sharing what she’s testing, learning, and uncovering, while answering real questions about sales and sustainable business growth.

When she’s not helping clients build reliable sales systems, you’ll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.