Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
The Hidden Cost of Misaligned Growth: Why Tech Leaders Must Act Now
Many tech companies think their biggest challenge is lead generation. In reality, the quiet killer is misalignment between leadership vision, product priorities, and frontline execution. Left…
Read StrategyWhy Sales or Marketing Alone Won’t Drive Growth: The Case for Unified GTM Strategy
B2B companies with misaligned sales and marketing teams lose an estimated $1 trillion annually in wasted efforts and decreased productivity. For a billion-dollar company, poor alignment…
Read AI Search, GTM, StrategyThe AI Reckoning: Why 80% of Your AI Projects Are About to Fail (And How the 20% Will Win)
80% fail. 20% transform their business. The difference isn't technology—it's governance, strategy, and execution discipline. Which group are you in? Let me guess: You've spent the…
Read AI SearchWhy Tech Leaders Must Embrace Answer Engine Optimization (AEO) Now
How AI search is destroying traditional traffic sources and what tech leaders must do about it. The internet you built your business on is disappearing. Not…
Read PMF, StrategyProduct-Market Fit for B2B SaaS: A CEO’s Guide to Measurement That Actually Works
Why Traditional PMF Metrics Fail Early-Stage Companies ALSO READ OUR Top 7 questions about product-market fit for B2B SaaS CEOs – with answers If you're a…
Read GTM, StrategyLet me show you something no one is talking about…
The quiet growth killer inside every tech company. Every tech CEO I meet tells me the same thing in different words: “We need more leads. More…
Read StrategyDo you trust Google to write your budget strategy?
In a Think with Google article posted last week Google says "fixed marketing budgets are holding you back." Let me translate: "Give us unlimited spend on…
Read AI Search, B2B Marketing, GTM, StrategyREPORT
The AI Transformation of B2B Go-to-Market Strategy A 2025 Executive Report on the Fundamental Restructuring of Commercial Operations Report EditorReggie JamesLinkedIn Profile Publication DateOctober 2025 Report…
Read StrategyYour best salespeople are why you’re missing your numbers
You’re 23% behind on revenue. The board meeting is in two weeks. And here’s what you’re probably not understanding… Your top performers are the problem. Not…
Read GTM, StrategyWe built it, nobody bought it: The brutal cost of building in isolation
The story goes like this: A team of smart people lock themselves in a room. They grind for months, sometimes years. They launch a product. And…
Read AI Search, B2B Marketing, GTMThe AI-First GTM Strategy: How C-Suite Leaders Must Reimagine Search for 2025
How CEOs, CROs, and CMOs can build algorithmic trust and capture revenue in the age of AI-powered search The search landscape has fundamentally shifted, and traditional…
Read StrategyIs Google Analytics still worth it?
Why GA4 alone won’t give you the full picture For years, Google Analytics was the go-to platform for tracking website performance. It was free, straightforward, and…
ReadA tool to use this week
Why interested buyers don’t buy.
Five questions to examine one stalled opportunity before you change the pitch. A first pass takes about 15 minutes.
Use the emails, proposal or notes you already have. Write what the buyer actually said. Where you are guessing, write unknown.
01Why change?
What problem did the buyer say they needed to solve? What happens if they leave it unresolved? Use their words or evidence; otherwise write unknown.
02Why now?
What makes this a priority alongside everything else they could spend time or money on? A deadline needs a source.
03Why this offer?
What are they comparing you with, including doing nothing? What matters to them that your offer can credibly deliver? Could this answer apply to almost any buyer? If so, make it specific to this opportunity.
04Why believe it?
Which claim needs proof? What evidence have they seen, and what did they say about it? A case study is useful when it addresses their concern.
05How does buying happen?
Who else is involved? What must they approve, and what would adopting the offer require? Include budget, procurement, implementation and switching effort where relevant.
Seeing the same issue across several deals?
Bring the opportunities to a conversation. We’ll look at what they have in common and what to fix first.
A 25-minute conversation. No preparation required.