Go-to-market & growth
B2B ideal customer profile: define fit with evidence
Build a B2B ideal customer profile around problems, buying conditions and delivery fit. Use evidence to qualify accounts and review your assumptions.
8 min read
Blog
Guides to AI, experimentation, growth, consumer behaviour, organisational psychology and leadership. Find a practical next step for your work.
AI programme managementExperimentation & CROGo-to-market & growthConsumer psychologyAI marketing & MarTechOrganisational psychologyLeadership
Go-to-market & growth
B2B positioning message: make your value clear
Build a B2B positioning message from customer problems, real alternatives and useful proof. Test understanding before rewriting your website or sales pitch.
9 min read
Go-to-market & growth
Customer business reviews: turn evidence into decisions
Plan customer business reviews around agreed outcomes, credible evidence and decisions. Use a practical agenda, action record and follow-up measurement.
9 min read
Go-to-market & growth
Pipeline versus revenue: choose the right growth metrics
Separate pipeline, bookings, recognised revenue and cash. Build consistent growth metrics with clear periods, stage evidence and honest attribution.
9 min read
Go-to-market & growth
Sales enablement playbook: prepare useful conversations
Create a sales enablement playbook around buyer decisions, evidence and practical rehearsal. Keep discovery, product claims and handovers consistent.
9 min read
Leadership
Decision-making under uncertainty: expose assumptions
Make a work decision with incomplete evidence. Separate facts from assumptions, compare options and define a review trigger with a practical record.
9 min read
Leadership
Delegation and accountability: clarify who decides
Delegate with a clear outcome, decision authority and review points, so accountability helps the work instead of creating another approval queue.
9 min read
Leadership
Difficult feedback: prepare a useful conversation
Prepare difficult feedback with observable behaviour, fair questions and a clear next agreement. Use a practical worksheet without labelling the person.
9 min read
Leadership
Leading AI change: help your team adapt
Lead AI change with clear roles, practical training and honest communication. Plan a bounded pilot, account for review work and define stop conditions.
9 min read
Leadership
Leadership: how to lead digital teams with clarity
A practical leadership guide for digital teams: clarify decisions, delegate with useful boundaries and support people through feedback and change.
8 min read