Earning authority

How to roll out a company roll-up

It was strange to read in Bloomberg and the Financial Times that 2023 wasn’t a good year for mergers and acquisitions (M&A). Because personally, we…


Continue: The most chicken-hearted word in marketing

Marketers often latch on to words that soften their language. Actually, humans in general do this: think of the last time you said ‘Maybe I’m wrong but…


How to signal authority

Trust is bound up with authority. Here are some ofthe weird ways humans signal authority to other humans.


Authority always wins

You don’t want to be known for service. You want to be known for authority.


Let’s steal from… Seventeenth Century Explorers

Something weird happened to communications in Early Modern England.


B2B documentaries: the next big thing

This is about a woefully under-used tactic in B2B content marketing. But it’s also a metaphor for all of B2B marketing, and what’s wrong with…


Let’s steal from the NBA: How a global sporting underdog became one of its leaders

Sport is all about the underdog. Whether its Miracle on Ice, Slap Shot or the Mighty Ducks (yes, I’m Canadian) the best stories in sport aren’t great to…


The hierarchy of benefits in B2B marketing

Your prospects don’t believe your big claims—and they don’t care about your small ones. It’s time to start building some bridges.


Why SaaS providers need to get braver about proprietary data

Most SaaS providers are missing a huge opportunity to create unique, authoritative, insightful marketing using their proprietary data – here’s why they…