My thinking on building growth machines, organised around six core topics that form my methodology. Each article connects theory to practice, showing not just what works, but why it works and how to adapt it to your context. Written for consultants and course creators who are serious about systematic growth.
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Set up how products attach to deals: default quantities, discount rules, and recurring vs. one-time pricing. The structure that makes quoting fast and consistent.
Present upsells and cross-sells at renewal periods, usage milestones, and moments when customers naturally need more from your solution.
Prepare responses for the most common objections that come up during first conversations so your team stays confident and composed.
Boost LinkedIn reach in the week before you post. Warm the algorithm with daily chats, meaningful comments, a cleaner network, and new recommendations.
Launch your repurposed assets with a step-by-step plan. Time email blasts, social drops, community posts, and engage for 60 minutes per launch.
The value of a meeting lives in what happens afterwards. Capture decisions and action items so every conversation moves work forward.
Optimise your outreach by measuring what matters. Track opens, replies, and conversions, then diagnose and fix drop-offs systematically.
Configure digital signing tools and contract templates that make the legal step fast and painless for both sides.
Configure scoring criteria that balance demographic fit with behavioural engagement, implement point values for actions that predict conversions, and create score-based workflow triggers that route hot leads immediately.
Capture visitors before they leave with exit intent, scroll triggers, and timed pop-ups. Use LinkedIn and Meta lead forms to recapture those who did not convert.
Design the first emails a new contact receives to set expectations, deliver immediate value, and start building trust from day one.
Not everyone moves through awareness the same way. Some people believe training works but doubt online training. Others believe online training works but doubt your approach. These splits create your segments.
Review campaign performance by audience segment, test creative variations, and shift budget toward the combinations that generate pipeline.
Calculate which segments need dedicated pages based on traffic volume and message distance. If belief gaps are close, segments can share pages. If gaps are large and volume is high, build separate pages.
Churn happens when you're not paying attention. Success platforms surface at-risk accounts before it's too late to save them.
Bad interviews produce polite answers that confirm what you already believe. Good interviews surface uncomfortable truths that change your strategy. The difference is in how you ask.
Compare PandaDoc, Proposify, and other tools based on your sales complexity, CRM integration needs, and pricing workflow requirements.
Shorten the gap between first touch and booked meeting by removing friction at every step of the journey.
Automate what happens between booking and the meeting itself so prospects show up prepared and excited rather than forgetting they booked.
Create the touchpoints after signing that reinforce the buyer's decision, set expectations for onboarding, and start the relationship well.
Identify manual steps your team still does by hand and build workflows to eliminate them one by one as your processes stabilise.
What happens when a new customer lands: ticket creation, owner assignment, welcome email, and first onboarding task.
Find where new customers drop off during onboarding and redesign those steps so more people reach first value faster.
Write cold emails that get replies with clear value and no fluff. Learn frameworks for subject lines, openers, relevance, proof, and CTAs.
Build automated and manual workflows that trigger when health scores drop, so you reach out before the customer decides to leave.
Review bounce rates, scroll depth, and heatmaps each month to find where visitors lose interest and what to fix first.
Where your team communicates shapes how decisions get made. Good collaboration tools make information easy to find and keep conversations focused.
Register your number or generate a HubSpot number. Enable call recording and live transcription so every conversation is logged and searchable.
Convert every long-form guide into LinkedIn posts, carousels, videos, and podcast snippets in minutes with AI prompts and reusable templates.
Statistical significance is just the beginning. Learn how to interpret results correctly, avoid false positives, and turn winning experiments into permanent improvements across your growth engines.
Your best customers want to connect with each other. Community tools create spaces where users help users and loyalty grows.
Create a self-service knowledge base with categories, articles, and search so customers can solve common problems without contacting support.
Use HubSpot's campaign tool to group emails, ads, social posts, and landing pages under one umbrella. Track how a full campaign performs, not just individual assets.
Build and manage your website content. Choose a platform that balances flexibility, ease of use, and integration with your growth stack.
Replace your original assumptions with real revenue data and recalculate whether your growth model is financially sustainable.
Turn accepted LinkedIn requests into engaged prospects without coming across as pushy or salesy.
A folder full of interview notes is worthless if nothing changes. Learn how to spot patterns across conversations and turn what you heard into better copy, sharper ads, and stronger sales conversations.
Create a dedicated CS view with upcoming renewals, recent tickets, and account activity. One screen that tells your CS team who needs attention today.
Review download rates and lead quality each quarter, then update or replace offers that have gone stale.
Make rebooking easy with one click. Follow up same day if they miss. Give them another chance without burning the relationship.
Break down form completions by traffic source to see which channels bring the most convertible visitors and where to invest more.
Not all customer feedback is equally valuable. Learn which segments of your customer base will give you the insights that actually change how you sell and who you should prioritise when time is limited.
Move content subscribers from passive readers to active prospects ready to talk.
Design proposal frameworks with clear scope, pricing options, and acceptance workflows that guide buyers toward decisions without confusion.
Track traffic sources and lead generation, monitor funnel progression from visitor to MQL, measure campaign performance, and prove marketing's contribution to revenue.
Define SLA policies for response and resolution times, configure escalation rules, and set up alerts so your team never misses a deadline.
Remove or re-segment contacts who have not engaged in 90 or more days to protect your sender reputation and keep your data clean.
Map the first 30-90 days to deliver quick wins, set expectations, and prove value before customers question their decision to buy from you.
Match your offer to where prospects are in their buying journey. Problem aware, solution aware, and product aware buyers need different things.
Find leads leaking through gaps most companies ignore. Google Business, support emails, phone enquiries, and high-traffic pages without CTAs.
Keep deals moving forward when prospects need time to think or consult their team.
Growth without guardrails burns cash. Set the CAC to LTV ratio and payback period that determines how aggressively you can scale and what constraints your growth engines need to operate within.
Most teams look at dashboards without knowing what to do with the numbers. Learn how to diagnose what actually happened, separate signal from noise, and make course-corrections while there's still time to recover. Turn data into decisions instead of just reporting.
Stop scrambling for ideas the night before you post. Set up a simple Notion calendar, balance value and sales, and stay three weeks ahead consistently.
Choose between single image, carousel, video, document, and conversation ads based on your objective and where your audience is in the funnel.
Use the compound model to calculate which single metric improvement will generate the biggest revenue impact this quarter, so you focus where it matters most.
Recover missed meetings without burning the relationship or sounding frustrated.
Repetitive work is work that shouldn't require thinking. Automate the predictable stuff so your team focuses on problems that actually need human judgment.
Compare where your team spends time against where the data shows the opportunity, then shift resources to close the gap.
Review search term reports, refine match types, test ad variations, and reallocate budget to the campaigns that drive qualified pipeline.
Automate the contact lifecycle from customer through onboarding, active, and renewal so the CRM always reflects where someone is in the journey.
Mid-project checkpoint to review what's been delivered, adjust scope if needed, and confirm priorities for the remaining weeks.
Write reusable templates with personalisation tokens. String them into multi-step sequences that mix automated emails with manual call and LinkedIn tasks.
Build dashboards that show traffic sources and attribution, track lead generation metrics, monitor funnel progression, and measure campaign performance and ROI.
Plan and execute price increases with clear messaging and a thoughtful rollout that retains customers and positions the change positively.
Turn high-quality articles into discoverable assets. Craft title tags, schema, internal links, add llms.txt, fix speed, and rank in search and AI.
Develop questions that reveal whether a prospect is a genuine fit and help you gracefully guide those who are not toward a better option.
Translate your revenue goal into specific metric targets per engine so every team member knows their number for the coming quarter.
Test when and how pop-ups appear so they capture more leads without irritating your visitors.
Match CTA to segment readiness. Hot traffic wants "Book demo now", cold traffic wants "Get the guide". Asking for too much too soon kills conversion. Asking for too little from ready buyers wastes opportunities.
Create pricing tiers anchored to outcomes and results rather than hours or features, so customers choose based on what they want to achieve.
Audit your customer base for accounts that should be expanding but are not, and build targeted plans to unlock their potential.
Weekly standups, status updates, async rules, and escalation paths. How we stay aligned throughout the engagement.
Define which contacts count as marketing contacts (and which don't). This controls your billing and who receives campaigns.
Most experiments fail before they start because the hypothesis is vague or untestable. Learn how to write hypotheses that are specific enough to prove or disprove and tied to metrics that matter.
Set up conversion tracking for real business actions. Track meetings booked, sign-ups completed, key pages visited, and payments made.
Campaign pages need to go live fast. Dedicated builders let you launch and test without touching your main website.
Build reusable quote and proposal templates with your branding, default sections, personalisation tokens, and terms so every quote looks professional without starting from scratch.
Likes mean nothing if they don't convert into business. Break down winning formats, hooks, and structures that attract your ideal buyer and drive action.
Configure ticket stages and routing rules so every customer issue gets to the right person without manual triage.
Create your product catalogue, define pricing tiers, and configure line items so quotes and invoices pull accurate data automatically.
Build a knowledge base from past experiments so new tests build on proven insights instead of starting from scratch every time.
Professionals spend 28% of their workweek on email. A processing system based on Getting Things Done so you clear your inbox in minutes and respond in order of importance, not arrival.
Deep work keeps getting interrupted by Slack, email, and quick questions. Practical steps to design an environment where your best hours go to your most important work.
Measure how visible you are relative to competitors in your category and set targets for increasing your share of attention.
Build your product library with accurate pricing, create quote templates that look professional, configure payment integration, and set up e-signature workflows that eliminate printing and scanning.
Identify complementary products or services that solve related problems and present them at the right moment in the customer journey.
Understand how much your customers are willing to pay so you can price with confidence.
Deep channel expertise doubles revenue but still hits a ceiling. Mastering one engine isn't enough. See why system thinking beats specialisation.
Annual goals mean nothing without quarterly targets that break them down. Learn how to work backwards from revenue through conversion steps and set the assumptions your team will execute against. By the end of this chapter, you'll have a model that turns ambition into arithmetic and gives every team a number they own.
Build a shared objection-handling library and run practice sessions based on real call data so your team improves together.
Create clear progression from entry tier to premium offering so customers see the natural next step as they grow and need more value.
Increase your prices without losing customers by communicating more value first.
Run experiments on field count, layout, and page position to find the form configuration that gets the most completions.
AI handles research, drafts, and analysis in minutes instead of hours. The right tools multiply your output without adding headcount or complexity.
Upload your visual identity so every email, quote, and document that leaves HubSpot looks consistent. Set default colours, fonts, and logo placement once, then let templates do the work.
Choose between hourly, project, retainer, and value-based models based on your service type, market, and growth goals.
See which companies visit your website, even if they don't fill out a form. Prioritise outreach based on buying signals.
Most stress comes from not knowing what to work on next. A system where every task has a home, every project has a next action, and you always know what matters.
Introductions, tool access, timeline confirmation, and communication setup. Sets the foundation for everything that follows.