Intelligence Hub
Research, methodology, and the thinking behind the work
No theory and no recycled trend pieces. Just what is actually working in B2B marketing, written by someone who builds the data, sends the campaigns and makes the calls.
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The Satellite Strategy: How One Client Became Six Markets Overnight
A business brokerage came to us with a straightforward problem.
ReadThe Telemarketer's Secret: Why Your Best Salesperson Might Be Someone Else's Voice
Outsourced telemarketing has a reputation problem.
ReadAutomation Without Strategy Is Just Faster Chaos
Everyone wants to automate.
ReadYour Prospect Data Is a Product. Start Treating It Like One.
Most businesses treat their prospect database the way they treat their office printer.
ReadThe Year in B2B Marketing: What Actually Worked in 2025
Twelve months ago, in this publication's December 2024 issue, I made four predictions for the year ahead.
Read2026 Predictions: The Year the Small Business Catches Up
Last December I published predictions for 2025 and graded myself honestly in last month's retrospective.
ReadWhy I Fired Our Email Platform (And What Replaced It)
For eighteen months, we used a well-known email marketing platform for client campaigns.
ReadWriting for Robots: How to Make Your Content LLM-Ready
ChatGPT now processes over 10 million search queries per day.
ReadThe Dashboard Revolution (And Why PDF Reports Should Be Illegal)
A client sent me a marketing report last year.
ReadAI Agents Are Coming for Your Marketing Agency (Including Mine)
Let me be uncomfortably honest for a moment.
ReadThe BADR Clock Is Ticking: What It Means for Business Owners Thinking About Selling
Business Asset Disposal Relief, formerly Entrepreneurs' Relief, is about to get more expensive.
ReadWhat I Learned From Sending 50,000 Cold Emails
Fifty thousand is an approximate number.
ReadThe CRM Nobody Uses (And How to Fix It in a Week)
Every business I work with has a CRM.
ReadSmall Business Marketing Budgets: Where the Money Actually Goes
Every January, the same conversation happens.
ReadThe White Paper Is Not Dead. You're Just Doing It Wrong.
Last year a retail e-learning platform came to us with a content problem.
ReadYour Competitors Stopped Cold Calling. That's Your Advantage.
Roughly 73% of B2B sales teams reduced or eliminated cold calling from their outreach strategy between 2020 and 2024.
ReadContent That Gets Saved, Not Just Liked
LinkedIn changed its algorithm in late 2024, and most people didn't notice.
ReadData Ownership in 2025: You Either Build It or You Rent It
Apollo raised its prices again in January.
ReadThe Automation Paradox: Why More Tools Often Mean Less Pipeline
There's a particular kind of meeting I've had too many times this year.
ReadThe Return of the Phone Call
Back in December I predicted that telemarketing would have a renaissance in 2025.
ReadWhat Google's AI Overviews Mean for Your B2B Website
Google changed the rules and barely told anyone.
ReadBuilding a Prospect List That Actually Converts
Most prospect lists are rubbish.
ReadThe AI Content Arms Race Has Started (And Most Small Businesses Are Losing)
Something happened to the internet around October 2024.
ReadPredictions for 2025 (From Someone Who Actually Sends the Campaigns)
Prediction articles are usually written by people who've spent the year reading about marketing rather than doing it.
ReadThe Budget Conversation Nobody Wants to Have
October arrives and every SME in the country starts having the same internal argument.
ReadEmail Personalisation: Beyond First Name
"Hi {{first_name}}" is not personalisation.
ReadThe Companies House Goldmine
Every limited company in the UK is required to file accounts, annual returns, and director information with Companies House.
ReadWhy Your Competitors' Clients Are Your Best Prospects
There's a category of prospect that most businesses overlook entirely: people who are already buying what you sell, just from someone else.
ReadYour Dashboard Should Scare You (A Little)
Most marketing dashboards are designed to make people feel good.
ReadAI Killed the Marketing Intern (And That's Fine)
Twelve months ago, a junior marketer at a typical SME might spend their week doing data entry, pulling basic reports, drafting social media posts...
ReadThe Quiet Months Are When Smart Companies Get Ready
July and August are when B2B marketing goes on holiday.
ReadWhat 48% Click Rates Actually Look Like
Industry average click-through rate for B2B email campaigns sits somewhere between 2% and 3%.
ReadCold Email Deliverability Is Now a Technical Skill
Two years ago, you could send cold emails from your main business domain with a basic email platform and get decent inbox placement.
ReadThe Follow-Up Problem Nobody Talks About
Most leads don't die because they weren't interested.
ReadThe Subscription Data Trap
ZoomInfo charges around $15,000 a year for a professional licence.
ReadWhy I Still Start Every Client Engagement With Research
The temptation to skip research is always there.
ReadStop Sending the Same Email to Everyone
There's a version of email marketing that goes like this: write one email, send it to the entire list, hope for the best.
ReadYour Website Isn't a Brochure. It's a Qualification Tool.
Most B2B websites make the same mistake.
ReadThe Data You Bought Last Year Is Already Wrong
B2B contact data decays at roughly 30% per year.
ReadAI Won't Write Your Emails For You. But It Might Write Better Ones.
Six months ago, I'd have told you AI had no place in email marketing.
ReadThe Phone Still Works
Somewhere around 2018, the marketing world decided that telemarketing was dead.
ReadWhat Your CRM Is Actually Telling You (If You'd Listen)
Every business owner I meet tells me they have a CRM.
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