INSIGHTS & IDEAS
Growth Insights
Strategy, psychology, and the thinking behind revenue that actually grows.
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
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
Why Boards Choose Short-Term Revenue Over LTV—and What CEOs Can Do About It
It is late February 2026. You made it through the January board meeting. The deck looked great, the pipeline chart pointed up and to the right, and someone—probably more than one someone—said some version of: “We just need to hit
The Peak-End Rule in Customer Experience: Designing Moments That Drive Referrals
Your customer satisfaction scores look solid. Your Net Promoter Score is respectable. Yet your referral engine sputters along at half the rate you need. Sound familiar? Here’s what most leadership teams miss: customers don’t remember experiences the way accountants measure
The Hidden Tax of Broken Stages: How Vague Pipeline Definitions Quietly Kill B2B Growth
As we kick off 2026, CEOs, Marketing and Sales leaders across B2B companies of all sizes are finalizing growth plans, setting aggressive pipeline targets, and aligning their go-to-market strategies. Yet one of the most consequential drivers of profitable scale rarely
Do You Want Fries With That? Revisiting the Half-Life of Cross-Sell
If you’ve read my earlier post on The Half-Life of Cross-Sell, you know the uncomfortable truth: your window to sell more to an existing customer decays rapidly—often in days, not weeks. But here’s what I didn’t fully explore: the psychology
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