Learn how to run A/B tests that actually teach you something, make decisions based on data instead of opinions, build a culture of improvement in your team.
Growth doesn’t fail because teams lack effort, it fails because they focus on the wrong things. A strategy isn’t a document: it’s how you decide what to do next.
In this section, I’ll share the frameworks I use to help B2B teams prioritise their efforts, run experiments, and stay focused on what drives compounding growth.
You’ll learn how to set direction without guesswork and turn your growth system into a learning machine. Strategy is what keeps the chaos under control.
Tactical playbooks for every stage of this engine. The playbooks are practical guides for tactical stuff. They complement the (paid) growth framework and help you with the tactics.
Explain the driver tree from traffic to revenue. Find the few inputs that move results most, set weekly actions and owners, and review progress on a simple cadence.
See playbook
Talk to customers and turn insights into growth. Recruit, interview and synthesise without overthinking it. Capture findings in simple notes that feed decisions and content.
See playbook
Test and learn faster. Set up an experimentation system that helps you prioritise, track and repeat what works. Keep a backlog and a clear way to decide what to try next.
See playbook
Install a weekly rhythm that keeps you focused. Review data, resolve blocks and ship work every single week. Use a short agenda that turns issues into clear actions.
See playbook
Use the tools you already have. But if you're starting from scratch or want recommendations, these are the tools I use with clients and personally rely on. Consider this a bonus: helpful if you need it, completely optional if you don't.
CRO platform with A B testing, surveys and personalisation, helpful for websites with steady traffic.
Experimentation platform with testing, heatmaps and rollout tools, good for structured CRO at B2B scale.
The books that shaped how I think about growth. Read summaries here, then buy what resonates. Learn from the best thinkers in B2B.
Paul Jarvis
Lessons for keeping work simple and profitable. Focus on retention, systems and selective growth that preserves quality.
Richard Rumelt
A sharp test for strategy quality. Diagnose, choose guiding policies and design actions that compound over quarters.
Ray Dalio
A set of tools for clearer thinking and teamwork. Create principles, run post mortems and make better decisions together.
Eric Ries
A disciplined approach to experiments. Define hypotheses, design MVPs and learn before you scale.
Sam Carpenter
A plain approach to system thinking. Write procedures, make small fixes and keep operations tidy as you scale.
Verne Harnish
Practical tools for scaling a company. Use rhythms, scorecards and priorities to keep a growing team aligned.
Gino Wickman
A practical operating system for small teams. Install a cadence, set priorities and create accountability that sticks.
Mike Michalowicz
A clear way to design responsibilities and handoffs. Use time maps and simple dashboards to remove bottlenecks and protect focus.
Bill Aulet
Step by step approach to define customers, test value and design a go to market path that leads to repeatable revenue.
Michael Gerber
A practical case for SOPs in growth teams. Design roles, write checklists and build a rhythm for continuous improvement.
Mike Michalowicz
A decision tool for prioritising growth work. Diagnose where to act, then pick a small change that unlocks progress now.
Mike Michalowicz
A simple system for selective growth. Identify winners, cut distractors and nurture the right segments.
David Jenyns
A step by step way to document and improve processes so the team delivers consistent results without heroics.
Keith J. Cunningham
A punchy book on decision quality. Use thinking time, write assumptions and avoid expensive mistakes.
Key concepts and frameworks explained clearly. Quick reference when you need to understand a term, refresh your knowledge, or share with your team.
Identify and leverage limitations as forcing functions that drive creative problem-solving and strategic focus.
Identify the fundamental factors that directly cause business expansion, concentrating resources on activities that generate measurable results.
Build self-reinforcing systems across demand generation, funnel conversion, sales pipeline, and customer value that create continuous momentum.
Deploy fast, low-cost experiments to discover scalable acquisition and retention tactics, learning through iteration rather than big bets.
Focus resources on high-impact business mechanisms where small improvements generate disproportionate results across the entire customer journey.
Apply disciplined experimentation across the entire customer lifecycle, optimising every stage through rapid testing and data-driven iteration.
Cultivate belief that skills and results improve through deliberate effort, treating setbacks as learning opportunities rather than fixed limitations.
Diagnose and break through stagnation by identifying which business mechanisms have reached capacity and require new approaches.
Focus your entire organisation on the single metric that best predicts success at your current growth stage, avoiding distraction and misalignment.
Set ambitious goals and measurable outcomes that cascade through your organisation, creating alignment and accountability for strategic priorities.
Document your repeatable processes in clear, step-by-step instructions that ensure consistency, enable delegation, and capture institutional knowledge.
This topic is a module in the B2B Growth Course. Browse the resources here for free, or take the full course for structured video lessons, templates, and hands-on implementation across the entire system.
Learn how to run A/B tests that actually teach you something, make decisions based on data instead of opinions, build a culture of improvement in your team, and accelerate your learning so you grow faster over time. Real growth comes from building a system of continuous improvement.
Growth strategy introduction
Review your first 100 days cycle
Choose your next growth path
Bottleneck chart
Growth habits
Course wrap-up
Module summary
Random tactics don't compound. Coordinated experiments do. We teach you how to run your engines: a growth rhythm that creates accountability without bureaucracy, experimentation frameworks that turn hunches into data-backed decisions, and tracking that shows you how improvements in one engine multiply across others.
Identify which metrics predict growth and build dashboards that surface the right insights. Know what to focus on next quarter.
Learn how to design experiments with clear hypotheses and success metrics. Every test teaches you something whether it wins or loses.
Train your team to think like experimenters. Small improvements from everyone compound into major growth over months and years.
Structure how you learn from experiments and build on wins. Each cycle gets faster as your team gets better at spotting what works.
Most B2B marketers are either Random Ricks (trying everything) or Specialist Steves (obsessed with one channel). Generalists run tactics without strategy. Specialists hit channel ceilings. But there's a better way.
Tries everything at once. Posts on LinkedIn, runs ads, tweaks the website, chases referrals. Nothing compounds because nothing's consistent. Growth feels chaotic.
Obsessed with one tactic. 'We just need better ads' or 'SEO will fix everything.' Ignores the rest of the system. One strong engine can't carry a broken machine.
Finds the bottleneck. Fixes that first. Then moves to the next weakest link. Builds a system that's predictable, measurable and doesn't need 80-hour weeks.
Learn how she diagnoses bottlenecks, orchestrates the four engines, and drives predictable growth. Choose if you want to read or watch:
Get practical frameworks delivered daily. Seven short emails explain how Sarah diagnoses bottlenecks, orchestrates the four engines, and builds systems that compound.
Free 45-minute video module from the full course. Watch how to diagnose your growth bottleneck and see exactly what the course platform looks like.
Dashboard tool with fast connectors and scorecards, ideal for exec views and alerts when you need speed over deep modelling.
Web analytics that tracks user behaviour and conversions, essential for understanding traffic and lead sources when configured well.
Free dashboard tool that pulls data from many sources, great for quick reports and shareable views.
Install a weekly rhythm that keeps you focused. Review data, resolve blocks and ship work every single week. Use a short agenda that turns issues into clear actions.
See playbookTest and learn faster. Set up an experimentation system that helps you prioritise, track and repeat what works. Keep a backlog and a clear way to decide what to try next.
See playbookExplain the driver tree from traffic to revenue. Find the few inputs that move results most, set weekly actions and owners, and review progress on a simple cadence.
See playbookRichard Rumelt
A sharp test for strategy quality. Diagnose, choose guiding policies and design actions that compound over quarters.
Keith J. Cunningham
A practical summary of how businesses really grow. Clear levers, simple maths and actions you can take this quarter.
Eliyahu M. Goldratt
A novel that teaches constraint thinking. Apply it to backlogs, reviews and handoffs to speed delivery.
Grant Cardone
A filter for action and attitude. Use big goals wisely, pair with systems and avoid noisy busyness.
Keith J. Cunningham
A punchy book on decision quality. Use thinking time, write assumptions and avoid expensive mistakes.
Richard Koch
Use Pareto thinking to pick channels, ideas and customers. Cut the long tail and double down on what works.
Verne Harnish
Practical tools for scaling a company. Use rhythms, scorecards and priorities to keep a growing team aligned.
Gino Wickman
A practical operating system for small teams. Install a cadence, set priorities and create accountability that sticks.
Focus resources on high-impact business mechanisms where small improvements generate disproportionate results across the entire customer journey.
Identify and leverage limitations as forcing functions that drive creative problem-solving and strategic focus.
Set ambitious goals and measurable outcomes that cascade through your organisation, creating alignment and accountability for strategic priorities.
Focus your entire organisation on the single metric that best predicts success at your current growth stage, avoiding distraction and misalignment.
