INSIGHTS & IDEAS
Growth Insights
Strategy, psychology, and the thinking behind revenue that actually grows.
Give Before You Ask: The Behavioral Science Proof That Generosity Outperforms Discounting
It is the third week of May. Annual plans are no longer hypothetical. Q2 performance is being measured in real time. And in boardrooms across the country, leadership teams are debating the same question they debate every year at this point: How do we accelerate growth from here? The default
Growth Is Not a Channel Problem. It’s a Behavior Design Problem — Here’s the System.
I recently revisited three books that have been sitting on executive shelves for decades — Gladwell’s The Tipping Point, Godin’s Linchpin, and Cialdini’s Influence — and most business leaders have read at least one of them. The problem is they read them separately. As I read through them again, I
Your CMO Has a 14% Approval Rating. Here’s the Behavioral Science Behind Why — and What to Do About It.
There is a CMO identity crisis, but the crisis isn’t a marketing performance problem. It’s a framing problem–and the fix starts with understanding how decisions are really made in the C-suite. It is early May 2026. Q2 execution pressure is real, and boards are starting to ask the uncomfortable question:
Sell Less. Earn More. The Ferrari Growth Model Every CEO Should Study
It is the last week of April 2026. The Formula 1 paddock is setting up in Miami. The obvious story heading into this weekend is speed. The more important story — for CEOs, CMOs, and CROs — is structure. Ferrari did not become one of the most profitable businesses in
Ambiguity Is the New Objection: What Tariff Uncertainty Is Doing to Your Buyers’ Brains — and How to Break the Paralysis
Your pipeline isn’t frozen because your product isn’t good enough. It’s frozen because your buyers’ brains are doing exactly what evolution designed them to do when the world feels unpredictable: nothing. Here’s the context. April 2026 opened with U.S. import tariffs having risen from roughly 2.2% at the end of
Social Proof at Scale: Engineering Credibility for Mid-Market Growth
It is April 15, 2026. Tax Day. Q1 is officially in the rearview. And for most mid-market revenue teams, the question that’s dominating the next 90 days isn’t “how do we generate more leads?” It’s something harder, and more honest: “Why are qualified buyers still hesitating?” The answer is rarely
Decision Fatigue in the Buyer’s Journey: The Executive’s Guide to Frictionless Sales
It is early April 2026. Q1 is closed. Q2 targets are freshly posted. And somewhere on your team, a smart rep is scratching their head wondering why a qualified buyer who seemed genuinely excited three weeks ago has suddenly gone quiet. The buyer is not uninterested. They are exhausted. Not
The Endowment Effect in B2B: Why Your Customers Won’t Leave (Even When They Should)
It is April 1st. A day for pranks, tricks, and manufactured surprises. Here is the real joke hiding in most B2B boardrooms: leadership teams spend enormous energy trying to win new customers while quietly ignoring the behavioral science that keeps existing customers loyal, sticky, and growth-ready — even when a
What Jeff Bezos Was Really Teaching Us About Growth
It is late March. Q1 is nearly in the books. Somewhere in your organization, someone is quietly adjusting a forecast, reclassifying pipeline, or having a very uncomfortable conversation about whether the plan is actually a plan or just a collection of optimistic assumptions held together by a good slide deck.
Think Like a Marketer, Talk Like a CEO
How to translate marketing into the numbers—and narratives—leadership will fund. It is mid-March 2026. Q1 is closing, Q2 plans are getting locked, and every leadership team is asking the same question in different ways: “Is this working—and what should we do next?” This is where marketing either becomes a growth
Revenue Architecture: Building Systems That Survive Leadership Transitions
This weekend, most of us lost an hour of sleep. The clocks jumped forward on March 8th, and for a few days, the rhythm feels slightly off—like the system didn’t get the memo. Revenue leadership transitions work exactly the same way. A sudden shift exposes whether your go-to-market engine runs
Event Marketing in B2B: When to Invest, When to Walk Away, and How to Turn Handshakes into Revenue
Spring is arriving. Growth plans that looked sharp in January are being pressure-tested against real-world results. Budgets are being quietly reshuffled. And in boardrooms and strategy offsites from coast to coast, someone invariably raises a hand and asks: “Should we be doing more events?” Trade shows. Executive dinners. User summits.
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