Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Perplexity Computer: A GTM framework for tech leaders
AI is moving from assistant to execution engine. The question for leaders is strategy, not which tool to use.
Read B2B Marketing, GTM, StrategyAI didn’t kill go-to-market discipline, it exposed the lack of it
Speed has not replaced discipline. AI has simply made weak go-to-market foundations easier to see.
Read B2B Marketing, GTM, StrategyThe hardest part of growth isn’t execution, it’s deciding what to stop
Teams rarely struggle for ideas. Focus comes from choosing what to drop.
Read B2B Marketing, GTM, StrategyWhen growth feels harder than it should, your GTM is probably working against you
Capable teams, disproportionate effort and a quiet fatigue in leadership. What it usually means.
Read B2B Marketing, GTMPipeline isn’t a forecast, it’s a lagging indicator of GTM health
Pipeline tells you how your go-to-market performed. It cannot tell you what happens next.
Read B2B Marketing, GTM, Podcast, StrategyWhy sales and marketing alignment fails even when everyone is doing the right things
Good data and real effort, yet the organisation still does not move forward together. Why that happens.
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 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 B2B Marketing, GTM, StrategyThe AI-powered GTM revolution: how AI is reshaping revenue generation
The trillion-dollar question isn't whether AI will transform go-to-market systems—it's whether your organization will lead or follow this fundamental shift. The modern go-to-market landscape resembles a…
Read B2B Marketing, GTM, StrategyDigital Clarity Launches Pilot Programme to Help Agencies Reduce Client Churn and Strengthen Growth
In response to rising client churn and shifting agency dynamics, Digital Clarity has unveiled a new Agency Pilot Programme designed to help digital and performance agencies…
Read B2B Marketing, GTM, StrategyGTM Engineering: the new operating model for B2B growth
I recently wrote about Clay securing a $100m investment in its business and how this phenomenal new business was changing the sales landscape. When once marketing…
Read AI Search, B2B MarketingHow to dominate AI-Powered Search in 2025
The new rules of digital discovery are now in effect. How do you start? What do you do? Let's dive in. Picture this: A potential customer…
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.