I talk about Revenue Friction, and some founders don't know what I mean when I say it. I coined the term to describe our approach to helping business leaders get unstuck from a revenue growth stall. It's the way I diagnose stalled growth. Most consultants talk about stalled revenue, uneven revenue, or low profitability. Those are outcomes. They don't explain…
Most B2B business owners who come to me have already spent money on marketing: a website redesign, Pay-per-click campaigns, social media management – and some have hired more than one agency. In spite of all this, their revenue is inconsistent, growth has stalled, and their pipeline is unpredictable. The instinct is to blame the marketing. What almost no one considers…
Revenue growth architecture isn't one-size-fits-all - and that's exactly why it failed. In business, the allure of following a successful entrepreneur's advice can be irresistible. After all, if a strategy or approach worked for them, why wouldn't it work for you? However, success in business is often nuanced, and what works in one context may not necessarily translate to another.…
Understanding why your business growth isn't aligning with your expectations often requires a deeper look into the foundational elements of your strategy. Many companies jump into pricing strategies without first solidifying their positioning and productization. This oversight can lead to misaligned offerings and missed market opportunities. In this article, we explore why starting with positioning and productization is crucial, and…
Leads don’t actually start where most businesses think they do. It’s easy to point to a Google search, a referral, or a networking conversation and say, “That’s where this lead came from.” But those are just moments in the process. The real starting point happens much earlier, long before someone fills out a form or makes an introduction. It begins…
It Stalls Because Focus Is Too Broad What is market opportunity in B2B? Market opportunity is not the total size of a market. It is the portion of that market your company can realistically win based on where you are most relevant, differentiated, and effective. When growth begins to slow, the instinct is often to look outward. New markets or…
What is positioning in B2B? Positioning defines who your company is for, the problem you solve, and why you are the best choice. It shapes how buyers understand you, how they compare you, and ultimately whether they move forward. When growth begins to slow, most companies instinctively turn to messaging. They revisit the website, refine their language, and try to…
When growth begins to slow in a $5M - $50M B2B company, it rarely presents itself as a positioning issue. From the inside, things often look relatively healthy. There is pipeline, the team is active, and opportunities continue to come in. But over time, something starts to shift. Deals take longer to close. Win rates become less consistent. Pricing pressure…
Why Marketing Doesn't Solve Your Revenue Growth Issue When growth slows, most companies land in the same place: “We need better marketing.” So, they refine the messaging, adjust targeting, test new channels, and increase spend. All of these would be reasonable actions if their issue was execution. But they’re often solving the wrong problem. Marketing strategy is designed to answer…
These Are Not the Same A surprising number of leadership teams believe they have productized their services when in reality they have just redesigned their pricing page. There is a meaningful difference between tiered pricing, bundled offerings, packaging, and true productization. When those distinctions are unclear internally, margin erosion usually follows. How They Differ Tiered pricing is about how much…