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 competitor is offering something objectively […]
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. This is exactly the moment […]
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 engine… or gets treated like […]
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 on mechanics or on memory. […]
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. Webinars. Roundtables. Hosted workshops. Event […]
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 Q1. We can reinvest in the long game later.” Later almost never comes. I have […]
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 them—by averaging everything. They remember like humans, which means your carefully tracked “average experience” is […]
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 makes it into board presentations: how marketing and sales stages are actually defined—and when accounts […]
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 behind why that window closes so fast, and more importantly, how both B2B and B2C […]
From Fixed to Flourishing: How Leaders Build Teams That Embrace Growth
As we kick off 2026, I’ve been thinking about an uncomfortable truth: the biggest limitation on most teams isn’t talent, resources, or market conditions—it’s the invisible beliefs team members hold about their own potential. After spending three decades building and leading teams across multiple industries, I’ve watched countless smart leaders inadvertently create cultures where people […]