Frameworks, patterns, and hard observations from 125+ real B2B engagements. No generic thought leadership. No AI-generated takes.
Most Sales Kickoffs are planned backwards, starting with the venue and the agenda before anyone has answered the most important strategic questions. Here are the five you need to answer first.
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80% of ABM programs fail to deliver expected results, yet companies with true ABM alignment report 145% ROI. The problem isn't the technology. It's the discipline underneath it.
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Every few years, business rediscovers storytelling. But when something becomes fashionable, it's usually being misunderstood. The problem isn't content volume. It's narrative discipline.
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For nearly two decades, the MQL has been the central currency of B2B marketing. It rewards activity with no correlation to revenue. Here's a better way.
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Win rate tells you what happened, but nothing about the cost of that win. Cycle Yield. revenue per selling hour. is the metric that reveals true sales efficiency.
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A cheerful NPS score feels like a win. But liking you isn't the same as staying with you. Real customer health has three dimensions: relationship quality, product usage, and value realization.
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Automation without understanding is like painting a dirty room. The real work of marketing isn't stacking tools; it's making them useful. A conversation with Dreya Armstrong.
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One year into Some Goodness. The episodes that stayed weren't just well structured; they were deeply human. Here's what we learned from the space in between.
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At first, strategy is something leaders talk about like it's external. But if they lead long enough and care deeply enough, it changes. A conversation with Chris Strammiello.
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It wasn't a statistic that persuaded them. It wasn't a product demo. It was the sixth story. Clarity repeated is more persuasive than brilliance delivered once.
Read the article →Frameworks, observations, and field notes from active revenue engagements. No fluff. No sponsored content. One email, twice a month.