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Think Like Your Customer: 8 Cognitive Biases Every CEO Should Know
Human beings like to think we make decisions logically. But research in behavioral science and neuroscience tells a different story: up to 95% of decisions are made unconsciously, then justified rationally.
That’s where cognitive biases come in. These mental shortcuts help us process information quickly. They also deeply influence how we respond to marketing, pricing, and brand messaging.
Why Your Messaging Isn’t Converting (and How to Fix It)
Thu, Aug 14, 2025 — After working with organizations of all sizes— from small businesses to Fortune 500 giants—one difference stands out: large, successful companies consistently invest in clear, concise, and emotionally compelling messaging that motivates their customers to act. Small and mid-sized businesses (SMBs) often start executing marketing and sales tactics — SEO, SEM, email campaigns, publicity, trade shows — before they have compelling messaging. Their messaging is often focused on what the company does, rather than what motivates the customer.
Beating Industry Benchmarks
Fri, Jul 18, 2025 — In my previous blog, I discussed a fast way to assess relative marketing performance, and covered proven approaches to improving six industry benchmark-based Key Performance Indicators (reach, share, engagement, loyalty, pipeline, and progression) that can boost overall marketing effectiveness. Today, I’m going to review some of the key findings from recent research around Marketing benchmarks. I’ll select key metrics from each of these three benchmarks and their implications for optimizing marketing performance.
When the Founder Is the Rainmaker: How to Scale Without Losing the Spark
Mon, Jul 7, 2025 — In many founder-led businesses, the founder isn’t just the leader—they’re also the best (and often only) rainmaker. They land the big deals. They have the trusted relationships. They know the pitch inside and out because they are the pitch. It works—until it doesn’t. As the business grows, this model creates a bottleneck. Every new opportunity depends on one and only person. And it’s the same person every time. But there’s a downside. When that person is also responsible for running the business, mentoring the team, and shaping the vision, something eventually gives.
Go Time? Or Just Another Head Fake? How Mid-Market CEOs Should Move Forward Now
Wed, Jun 25, 2025 — Six months ago, we diagnosed a condition gripping mid-market companies across the country: Waitflation. Leaders were holding back—not because of financial hardship, but because of economic ambiguity. Interest rates were high, forecasts were fuzzy, and confidence was low. The result? A national game of “wait and see.” Now, as we enter a volatile summer, it’s time to ask: Is it go time?
Your Legacy, Amplified: Preparing the Business for Growth Without You at the Helm
Wed, Jun 25, 2025 — Every founder I’ve ever met pours themselves into their businesses—every decision, every milestone, every customer won (or lost) feels personal. And rightfully so. For many, the company isn't just a source of income; it's the embodiment of years of grit, sacrifice, and belief. But here’s the hard truth: what helped a company grow in its early years often isn’t what’s needed to scale. At some point, the business becomes bigger than one person—even the founder. That moment doesn't have to feel like an ending. In fact, it’s the beginning of something powerful.
Rapid Marketing Performance Improvement
Mon, Jun 23, 2025 — With tariffs, the Middle East and trade tensions increasing the odds of a near-term recession and persistent inflation, it's more important than ever for CEO’s to increase marketing’s overall performance and the ROI of every marketing dollar spent. I created the Marketing Performance Index and Assessment to help CEO’s and their organizations quickly assess relative marketing performance. The Marketing Performance Assessment is an objective way of quantifying the impact of Marketing.
Fast-Track Research: Creating Credible Thought Leadership Content Without Breaking the Bank
Mon, Jun 23, 2025 — My previous articles explored how research-based thought leadership transforms prospect relationships and the framework for implementing it in your ABM strategy. As a fractional CMO working with mid-market B2B companies, I frequently hear: "Research sounds great, but we don't have the resources for it."
Navigating Economic Waves: Charting a Course for Business Growth in 2025 and Beyond
Wed, Jun 18, 2025 — In today's rapidly changing business landscape, success isn't about surviving—it's about strategically thriving. As a seasoned executive and growth strategist, I've learned that understanding economic trends isn't just an academic exercise; it's the difference between being a market leader and a market follower.
8 Strategic Moves to Grow Your Business with AI
Wed, Jun 18, 2025 — Top takeaways and action items from Mary Meeker’s 2025 AI Trends Report Generative AI is accelerating at a pace we've never seen before. ChatGPT, for example, reached 800 million users in just 17 months—far faster than the 11 years it took Google Search to hit similar annual query volumes. Tech giants are pouring hundreds of billions into AI infrastructure, making these tools cheaper, faster, and more accessible than ever before.