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Messaging & Positioning · March 18, 2025

Comment construire une stratégie de messaging pour le marché européen B2B

Notre messaging qui fonctionnait en France a complètement échoué en Allemagne et au UK. Voici comment j'ai construit une stratégie de messaging...

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Industry Marketing · March 17, 2025

Supply Chain Software: Positioning During Disruption

Supply chain disruption created massive demand for optimization software. But urgency didn't mean buyers made fast decisions. Here's how we positioned...

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Product Marketing Operations · March 17, 2025

Resource Allocation for PMM: Prioritizing Projects When Everything is Urgent

Product marketing teams face infinite demand and finite resources. Here's a framework for deciding what to do, what to defer, and what to decline.

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Demand Generation · March 17, 2025

Demand Gen Budget Allocation That Maximizes Pipeline ROI

How to distribute your budget across channels and campaigns to drive the highest return

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Product Marketing Operations · March 16, 2025

Quarterly planning for PMM: Balancing reactive and strategic work

Every quarter, urgent work consumed 80% of our time. Strategic priorities got pushed. Here's the planning process that restored balance.

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Win/Loss Analysis · March 15, 2025

Quarterly Win/Loss Reviews That Actually Change Behavior

I sat through quarterly win/loss reviews where everyone nodded, said 'interesting,' and changed nothing. Then I learned to run reviews that make...

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Platform & Ecosystem Marketing · March 14, 2025

Platform Migration Strategies: Moving Customers to Platform Models

You built a platform. Now you need to migrate existing customers from old infrastructure. Here's how Salesforce, AWS, and Shopify execute migrations...

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Demand Generation · March 14, 2025

Conversion Rate Optimization That Actually Improves Pipeline

How to systematically test and improve conversion across your entire demand gen funnel

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Executive Communication · March 13, 2025

Executive Storytelling: Making Data Compelling for C-Suite

I used to present data as charts and metrics. Executives would nod politely and forget it immediately. Then I learned data without narrative is just...

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Win/Loss Analysis · March 12, 2025

Deal Forensics: Analyzing Complex Losses That Still Sting

We lost a $500K deal we thought we'd won. Six months later, I finally understood why. Here's how to do the forensic analysis that turns painful losses...

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Sales Enablement · March 11, 2025

Sales Objection Handling: The Framework for Turning Objections Into Closed Deals

Objections kill deals. Here's how to equip sales with responses that actually overcome objections and close.

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Demand Generation · March 11, 2025

Lead Nurturing That Actually Moves Prospects to Sales-Ready

How to design nurture programs that educate, qualify, and convert leads over time

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