The MQL Trap: Why Chasing Attribution Kills Pipeline
A CRO walks into a pipeline review and asks a simple question: “Where did this lead come from?”…
Notes on HealthTech: Your Customer’s Customer Is Still Your Customer
Most health tech vendors think they’ve solved for patient experience because their interface looks clean. It hasn’t, and…
Generational Marketing Doesn’t Work in B2B Healthcare. Role Does.
Picture a single deal in health tech: the CFO who has to sign off, the VP evaluating whether…
Your TOFU Email Sequence Isn’t Supposed to Convert. Here’s What It’s Actually For.
I’m watching more sales teams run their own top-of-funnel outreach every quarter, and almost all of it comes…
The AI SDR Trap: Why Automating Relationship-Building Backfires in Health Tech Sales
I get AI-generated outreach emails every single day. And I can tell. Every time. That’s the problem. What…
Your Marketing Strategy Isn’t Broken. Your Timeline Expectations Are.
Most B2B healthcare companies don’t fail because their strategy was wrong. They fail because they never gave any…
How to Build a Sales and Marketing Engine That Actually Works Together
Most companies don’t have a marketing problem. They have a collaboration problem. When sales and marketing operate in…
The One-Demo Sales Strategy Is Costing You Deals You Don’t Even Know You Lost
Why health tech’s best closers are handing prospects a tool, not a slide deck You nailed the demo.…
The AI Report Looked Great. That Was the Problem.
A polished report lands in your inbox. It has an executive summary, section headers, severity ratings, and a…
The Growth Strategy Your Sales Team Can’t Execute Alone
Your sales team keeps running into the same walls: tech debt concerns, ROI uncertainty, and legacy systems that…