You know the post. Three sentences. Each one its own paragraph. The first one is a question designed to make you feel personally called out. The second one is a pivot. The third one is the word “here” followed by a colon, and then a list of seven things, each beginning with an emoji. It…
You are seen, but no one will tell you how long the wait is. You showed up prepared. Proposal polished, references ready, pricing competitive. You even brought a leave-behind, because you read somewhere that leave-behinds demonstrate commitment. The receptionist accepted it with the enthusiasm of someone processing their fourteenth leave-behind of the morning and told…
Marketing is not producing bad content. It is producing content for the wrong person. That distinction matters more than most leadership teams realise, because it means the problem is not a quality problem. It is not a creative problem. It is not even a budget problem. It is a targeting problem, and it sits at…
Most companies can tell you exactly what they spent to get a prospect into a conversation. The ads, the events, the SDR hours, the outreach sequences. That number is tracked, reported, and defended in every budget review. Ask those same companies what they spent to keep that prospect moving toward a decision over the following…
Having worked across both B2C and B2B, the difference in how each world thinks about attribution is stark. In B2C, the infrastructure is mature. The feedback loop is tight, the buyer is one person, and the tools were built specifically for that journey. You could measure, test, and optimise with reasonable confidence that what you…
We’ll take this back to the team is one of the most expensive sentences in professional services, and nobody has ever put it on a dashboard. It sounds like progress. In many cases it is. But it’s also the moment the deal leaves your hands entirely, enters a room you have no access to, and…
The call went well. You could feel it. They were engaged, asked good questions, talked about timelines. Someone mentioned budget without you bringing it up. You hung up and told your team this one was close. Then the waiting started. What’s actually happening on their end Here’s what most sellers don’t see. The call ending…
There’s a specific kind of frustration that doesn’t have a name yet. It’s the feeling a CEO gets when they lose a deal to a competitor they know, with certainty, they would have outperformed. The work would have been better. The team was more experienced. The outcome would have been stronger. They lost anyway. Not…
The LinkedIn profile your prospect checked before they replied You sent a good email. Personalised, clear, not too long. A real human wrote it and it showed. They read it. They were interested enough to pause. Then they opened LinkedIn. The part of the process nobody tracks This is the moment that doesn’t show up…