Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
What is an MCP and how it can grow your business
One of the most significant developments in the evolution of AI systems, particularly large language models (LLMs), is the introduction of the Model Context Protocol (MCP).…
Read B2B Marketing, GTM, StrategyThe changing face of search: how AI is rewriting the rules
Once upon a time, being “findable” online meant owning a good chunk of Google’s real estate. You optimized for keywords, earned backlinks, and hoped your carefully…
Read GTM, StrategyHow do I calculate ROI on my GTM strategy?
As a growth-focused B2B tech leader, you’ve probably asked yourself: “Is all this GTM planning actually worth it?” You’re not alone, and it’s a fair question.…
Read B2B Marketing, GTM, StrategyWin customers, secure funding and scale with confidence
People often ask how we work with clients. It can seem like a loaded question but like most successful principles in business as in life, it’s…
Read B2B Marketing, GTMIf you’re not on “AI Search” you’re nowhere
The importance of Generative Engine Optimization or GEO and Answer Engine Optimization as part of your GTM motion. The latest report from Bain* makes sober reading…
Read GTM, StrategyWhy your business strategy needs an AI reboot now
The quiet collapse: why most businesses won’t survive the AI shift
Read glossary, GTM, StrategyBlockchain & Crypto Terms: Why It Matters
Demystifying digital finance through context and application As blockchain technology and cryptocurrencies move from niche to mainstream, they bring with them an entire ecosystem of terms, acronyms,…
Read GTM, StrategyGlossary for Digital Finance, Blockchain, and Cryptocurrency
In the financial world, terms like Bitcoin, blockchain, stablecoins, and DeFi are everywhere—from news headlines and investor briefings to social media and boardroom meetings. Yet, for…
Read GTM, StrategyBeyond Marketing: Building the Future of B2B Growth with GTM Engineering
For over two decades, Digital Clarity has been a trusted partner in driving digital performance through search, social, and analytics. Our legacy is rooted in results-driven…
Read GTMStop Chasing Leads. Start Mapping Stakeholders.
In today’s B2B sales environment, the pressure to fill pipelines often leads teams to chase “leads” rather than develop buying intelligence. Ready for some harsh realities?…
Read GTM, StrategyAWS Summit London 2025 – Innovation, Infrastructure, and the Strategic Gap Most Tech Companies Still Miss
“What does it take to build anything you imagine?”This was the opening question posed at AWS Summit London 2025 and it echoed throughout the day in…
Read GTM, StrategyWhy Your Sales Are Struggling & What High-Performers Know That You Don’t
The unseen forces killing your pipeline (and how to fix them). I was sitting across from a CEO, let’s call her Sarah, who was visibly frustrated.…
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.