Latest Business Insights
Explore practical, evidence-informed articles on marketing, management, strategy, sales, and customer value. Use the topic hubs in the main navigation to follow a specific learning path, or browse the latest publications below.
Practical PDF e-book
Put these ideas into practice.
Explore a practical guide to connecting content, relationships and follow-up.
Explore the Social Selling Guide
Positioning Triangle: Customer, Alternative and Difference
Practical guide to positioning triangle, with a clear framework, examples, questions and next steps for better business decisions.
Customer Interviews: Turn Conversations Into Decisions
Use customer interviews to translate customer language and patterns into testable business choices. Includes a practical framework, examples and next steps.
Customer Expansion: Seven Signals Inside Existing Accounts
Use customer expansion to identify evidence that a customer is ready for a useful next outcome. Includes a practical framework, examples and next steps.
Stages of Awareness: Adapt One Message Without Losing Focus
Use stages of awareness to adapt proof and language to readiness while preserving one central value. Includes a practical framework, examples and next steps.
Decision Metrics: Measure What Changes the Next Choice
Use decision metrics to connect every metric to a decision, threshold and responsible owner. Includes a practical framework, examples and next steps.
