INSIGHTS & IDEAS
Growth Insights
Strategy, psychology, and the thinking behind revenue that actually grows.
Why Aren’t Your Target Customers Already Buying?
You’ve nailed product market fit and built a better mousetrap. Your product solves a real problem. Your pricing is competitive. Your marketing message is clear. So why aren’t your target customers converting at the rates you expected? I’ve seen this puzzle play out
The Invisible Hand: How AI Search is Rewiring B2B Buyer Psychology
Your next major customer won’t find you through a Google search. They’ll be introduced to you by an AI that has already made the decision about whether you’re worth considering. This isn’t hyperbole—it’s the new reality of B2B buying. And for CEOs, CMOs, and executives, the implications are profound
The Half-Life of Cross-Sell: Why Your Revenue Window is Shrinking Fast
Your best customer just bought from you. How long do you have before your opportunity to sell them something else drops by half? If you’re like most executives I talk to, you’re thinking weeks or months. The real answer: days. I’ve watched companies systematically leave millions
Your Revenue Engine is Quietly Rusting
A scientific look at the invisible force dragging down your growth Does this sound familiar? Your marketing team celebrates a record month for leads, but your head of sales quietly complains they’re unusable. Your star salesperson closes a landmark deal, but your
Why Your Best Sales Pitch Falls on Deaf Ears: The Neuroscience of Organizational Buying Habits
You’ve perfected your value proposition. Your ROI calculations are bulletproof. Your product demo went flawlessly. Yet somehow, the decision-makers you’re pitching keep defaulting back to their current vendor—even when your solution is objectively superior. Sound familiar? As someone who’s spent
Should You Hire for Talent or Mindset? The Data Will Surprise You
As someone who’s been on both sides of hundreds of hiring decisions, I’ve watched the pendulum swing dramatically in talent acquisition. Five years ago, everyone was obsessing over technical skills and proven track records. Today, I’m constantly hearing “hire for
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