Hey there —

Welcome to the weekend!

Apologies it’s been a few weeks since my last briefing - after travel to San Francisco, across Europe and quarter-end - it was a hectic period.

A few things have changed since last time. You will now receive my weekly briefing every Saturday between 11:00 - 14:00. For all my new subscribers here are my previous issues to get a feel for what to expect. Each week I share 7 useful articles from the week, a perspective or narrative on what I’m learning and a tech stack recommendation.

You can unsubscribe any-time you want. My passion for the newsletter stems from always sending a weekly update to my teams and felt others could also benefit! Here to help... 

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Here are 7 things I thought you’d need to know for September 05th in under 3 minutes:

Leadership 😬

1. Certainly an interesting take on culture, hiring and firing from Dr Cameron Sepa (see graphic below). Read the full article to access the context of what it actually means. 

2. I re-read First Break all the Rules by Marcus Buckingham. It was one of the first influences I took on management and I recommend taking some of those base-line principles in your approach. 

3. Team management is an up and down experience. Doing some digging on different thinking made me come across this thought-provoking article called The Power of Performance Reviews: Use This System to Become a Better Manager


4. Spent the last few weeks looking at Lead Velocity rates.

5. Tone of voice is an often a neglected activity in the B2B marketing process. This piece uncovers how tone of voice can be a budget multiplier - if done well. 

6. How accurate was quarter end fore-casting?! A common question. Here are 3 ways to stop your sales teams ‘Force-casting’ and delivering.

Well-being 🧠

7.  How to deal with fear and anxiety in the work-place.

. . .

One more thing...Thanks for reading.

Enjoy your evening. And if you like this newsletter and want to support it, forward it to a friend 🤝, tweet me 👏, or if you’re seeing this newsletter for the first time, you can subscribe here.


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🤔 q&a: Is it more important to have better marketing or better pricing?

Both can be interconnected. You have to look at addressing each question separately and work backwards to how they connect.

For example, if you are marketing high-end eneterprise but your price point does not match the go-to-market. There will be a dichotomy.

If you target SMB. But your pricing is too high then you will fail to win deals. You have to discover the value of your solution, position to market to a niche/ audience and align pricing to match.

It’s always a good tactic to test different pricing models on the prospect. Prospects love a deal. Love the psychological “win” of getting discount or a price they feel to have won the negotiation.

With that in mind it can often make sense to price higher and discount (enterprise). If within a margin that still works.

In short, better marketing will get you awareness and leads. Bad pricing will ruin conversion. If you have great pricing. And no marketing. There will be no pipeline or demand to buy the product.

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Access my archive with over 100+ articles —> Go Here



My mission is to help aspiring marketing and sales leaders with the new revenue mindset; people who want to get ahead; people who worry about their impact and help them gain context for what matters to a CEO.

You setting up to grow your impact??


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