Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Hiring a new agency? Ask yourself these 3 questions first
As a B2B tech leader, you're facing relentless pressure to drive revenue growth while navigating an increasingly complex landscape of digital channels, buyer behaviors, and competitive…
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 StrategyConstruction Software Industry: Competitive Landscape and Strategic Growth Opportunities
Industry Overview: A Market in Rapid Transformation The construction software industry stands at a pivotal inflection point. With the global construction software market anticipated to reach…
Read StrategyThe ICP problem and why your customer acquisition strategy is failing
And how to fix it without breaking what already works Let me paint a picture you'll recognize. You're six months into your go-to-market strategy, burning through…
Read StrategyThe Silent Barriers Preventing Sales – How To Spot What’s Broken
You’ve invested in marketing. You’ve hired a sales team. You’ve built a product you believe in. So why aren’t more customers buying? It’s a frustrating reality…
Read StrategyPhilosophy in B2B Tech? Not just another blog about your ICP!
Some of you may not enjoy this blog, as I’m going to suggest something that sounds completely ridiculous in our metrics-obsessed world. If you’re here looking…
Read StrategyI analysed 10 Rory Sutherland podcasts and YouTube videos. Here are 5 things I found. No. 4 will blow you away.
The Behavioural Science Secrets Every Tech CEO Must Know (Based on 10 Hours of Rory Sutherland After diving deep into Rory Sutherland's recent podcast appearances and…
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.