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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What happens when a new customer lands: ticket creation, owner assignment, welcome email, and first onboarding task.
Build targeting audiences using job title, company size, and industry filters, and set up matched audiences from your CRM and website visitors.
Build a knowledge base from past experiments so new tests build on proven insights instead of starting from scratch every time.
Combine default reports, custom reports, and analytics (coach reps, forecast, pipeline health) into one view. Schedule weekly delivery to the team.
Engage website visitors in real-time, qualify leads automatically, and route conversations to the right team member.
Compare PandaDoc, Proposify, and other tools based on your sales complexity, CRM integration needs, and pricing workflow requirements.
Build a library of responses for common negotiation scenarios including price pushback, competitor comparisons, and deal stalls.
Boost LinkedIn reach in the week before you post. Warm the algorithm with daily chats, meaningful comments, a cleaner network, and new recommendations.
Recover missed meetings without burning the relationship or sounding frustrated.
Where your team communicates shapes how decisions get made. Good collaboration tools make information easy to find and keep conversations focused.
Map the first 30-90 days to deliver quick wins, set expectations, and prove value before customers question their decision to buy from you.
Find leads leaking through gaps most companies ignore. Google Business, support emails, phone enquiries, and high-traffic pages without CTAs.
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.
Add mini-workflows to pipeline stages: assign owners, create tasks, notify leadership on high-value deals, flag stale deals.
Summary of what was built, documentation of all configurations, recommendations for next steps, and transfer of all assets.
Choose the right bidding strategy for your goals, set target CPA or ROAS, and configure bid adjustments by device, location, and audience.
Structure your campaign across multiple touchpoints using email, LinkedIn, or both channels for maximum reach and response rates.
Review account health trends across your portfolio each quarter, adjust scoring weights, and catch at-risk accounts before they churn.
Turn what you hear in interviews into ideas you can test across your copy, your ads, your content, and your product.
Execute the full experiment loop each month: select from your backlog, launch, monitor, close, and document what you learned.
Revive your existing LinkedIn network and surface opportunities hidden in connections you've ignored.
Every week creates clutter: loose tasks, unanswered messages, and half-finished thoughts. A Friday firebreak ritual to clear the decks, score your progress, and set up next week.
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.
Present upsells and cross-sells at renewal periods, usage milestones, and moments when customers naturally need more from your solution.
Bring cold leads back to life when they've stopped responding to your messages.
Identify manual steps your team still does by hand and build workflows to eliminate them one by one as your processes stabilise.
Break down form completions by traffic source to see which channels bring the most convertible visitors and where to invest more.
Revenue leaks through failed payments and messy upgrades. Billing tools handle the complexity so you collect what you've earned.
Write reusable templates with personalisation tokens. String them into multi-step sequences that mix automated emails with manual call and LinkedIn tasks.
Set a traffic goal, group keywords by intent, and build a strategic content pillar map that scales with clear launch plans ready to execute.
Most meetings are too long because they mix brainstorming and decisions with information sharing. A framework for fewer, shorter, better meetings that actually produce outcomes.
Build a consistent follow-up rhythm for sent proposals so deals do not go cold while you wait for a response.
Take new interview findings and systematically update your ads, landing pages, and sales scripts so your messaging stays relevant.
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.
Set up invoice templates, recurring billing for retainer clients, and automated payment reminders.
Close deals faster by staying top of mind while your proposal sits in their inbox.
You can't improve what you don't measure. Tracking tools show you where visitors come from, what they do, and where you lose them.
Test message angles (pain, outcome, proof, comparison), positive versus negative framing, and platform-specific copy structures. Different segments respond to different angles, and you won't know which until you test.
Find where new customers drop off during onboarding and redesign those steps so more people reach first value faster.
Check whether your positioning still differentiates you from competitors and resonates with how buyers think about their problem today.
Build board-ready reports that show revenue forecasting, pipeline coverage, and progress against company targets without getting lost in operational detail.
Getting busy people to give you thirty minutes is harder than it sounds. Use the right channels and messages to fill your interview calendar without begging or burning goodwill.
Find and verify contact data, enrich leads with company information, and build targeted lists for outreach.
Monitor expansion MRR as a standalone metric, identify which accounts are growing fastest, and spot trends early.
Churn happens when you're not paying attention. Success platforms surface at-risk accounts before it's too late to save them.
Monthly is too slow to catch problems before they become misses. Learn how to run a 60-minute weekly rhythm where each person reports their metric, surfaces issues early, and leaves with clear actions. Stop being surprised at month-end and start fixing problems in week one.
Make renewing frictionless and proactive so customers don't have to think about it whilst you spot risks early enough to address them.
Build the closed-won workflow: create a ticket, assign the onboarding owner, notify the service team, and set the first task. The bridge between pipeline and retention.
Find out why qualified meetings sometimes do not convert and close the gaps in your discovery process.
Benchmark your pricing against competitors and market rates each quarter to make sure you are positioned where you want to be.
A winning test means nothing if the setup was flawed. Learn how to configure experiments properly in VWO, ad platforms, and email tools so your results are actually valid.
Create a dedicated CS view with upcoming renewals, recent tickets, and account activity. One screen that tells your CS team who needs attention today.
Sarah runs fewer experiments but wins anyway. She aligns 12 metrics across 4 engines. See how systematic leverage creates exponential results.
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.
Experiment with when reminders go out and what they say to find the combination that gets the most people to show up.
Happy customers don't always tell you and unhappy ones often don't either. Feedback tools capture sentiment so you know where you stand.
Create a step-by-step process from verbal agreement to signed contract so nothing falls through the cracks at the finish line.
Send confirmation immediately with what to expect. Remind at 24 hours and 1 hour. Each touchpoint reduces no-shows.
Build the workflow that moves a lead to sales when they hit your threshold: lifecycle stage change, task creation, owner assignment, and notification.
Choose between hourly, project, retainer, and value-based models based on your service type, market, and growth goals.
Break down your visitors by source (organic, paid, direct, referral, email, social). Spot which channels drive sessions and which drive conversions.
Start conversations with cold leads by leading with value instead of a meeting request.
Automate what happens between booking and the meeting itself so prospects show up prepared and excited rather than forgetting they booked.
Register your number or generate a HubSpot number. Enable call recording and live transcription so every conversation is logged and searchable.
Position upgrades and cross-sells as solving customer problems, not hitting your sales targets, so offers feel helpful instead of pushy.
Weekly standups, status updates, async rules, and escalation paths. How we stay aligned throughout the engagement.
Match your offer to where prospects are in their buying journey. Problem aware, solution aware, and product aware buyers need different things.
Review campaign performance by audience segment, test creative variations, and shift budget toward the combinations that generate pipeline.
Pull your numbers from the last cycle, compare them against targets, and see which metrics moved and which ones stalled. You will leave with a clear picture of where you stand.
Find and qualify leads with precision so you can spend less time prospecting. Focus more time on closing actual conversations that matter.
Compare your ideal customer profile to last quarter's closed deals to find gaps between who you think you are selling to and who actually buys.
Create your product catalogue, define pricing tiers, and configure line items so quotes and invoices pull accurate data automatically.
Create systematic processes to gather customer input, surface issues early, and act on feedback before problems become churn events.
Track show rates over time and by lead source to identify which prospects are most likely to attend and where the drop-off happens.
Use heatmaps, recordings, and survey data to uncover friction. Discover confusion and blockers that hurt your conversion rates and user experience.
Audit your customer base for accounts that should be expanding but are not, and build targeted plans to unlock their potential.
Deliver what they asked for, then introduce yourself. Build trust over 3-5 emails before asking for anything. Different flows for different entry points.
Build a shared objection-handling library and run practice sessions based on real call data so your team improves together.
Build saved views, configure record sidebars, and set default properties so every team member sees what they need without clicking around.
If you're joining a team that runs this operating system, you need to understand how it works without reading every chapter. This is the short version: what to expect from each cadence, how decisions get made, and how to contribute from day one.
Keep your nurture flows fresh by adding new case studies, articles, and insights as you publish them, so contacts always receive relevant material.
Install Google Tag Manager and Google Analytics 4 correctly. Get the right foundations in place before tracking any events or conversions.
Walk through the full quoting process: associate a deal, choose a template, add line items, customise sections, review, and share the quote as a link, email, or PDF.
Authenticate your domain for marketing emails. Without this, emails land in spam and you can't send at scale.
Build automated and manual workflows that trigger when health scores drop, so you reach out before the customer decides to leave.
Remove or re-segment contacts who have not engaged in 90 or more days to protect your sender reputation and keep your data clean.
Optimise your outreach by measuring what matters. Track opens, replies, and conversions, then diagnose and fix drop-offs systematically.
Turn high-quality articles into discoverable assets. Craft title tags, schema, internal links, add llms.txt, fix speed, and rank in search and AI.
Re-score your experiment backlog each quarter using updated data so you always run the highest-leverage tests first.
Turn your organic-growth strategy into a production system. Track ideas, score by impact, move through workflow, and publish on time consistently.
Replace your original assumptions with real revenue data and recalculate whether your growth model is financially sustainable.
Design branded quote layouts with your logo, terms, and e-signature fields. Reps select a template, and the product library fills in the rest.
Create personal, round-robin, and group meeting links. Embed them in emails, signatures, and your website so prospects book without back-and-forth.
Increase your prices without losing customers by communicating more value first.
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.
Monitor your sales team's activities, track pipeline health across all reps, identify deals that need attention, and coach based on real data instead of gut feeling.
Set up conversion tracking for real business actions. Track meetings booked, sign-ups completed, key pages visited, and payments made.
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.
Your CRM is the single source of truth for every deal. The right one keeps your pipeline visible and your follow-ups from slipping.
Design your ticket pipeline stages, configure automated routing, and set up ticket properties so every support request is tracked and assigned.