Strategy

Jun 05 2025

Why Industrial Marketing Doesn’t Work — and What to Do Instead

By Michael Lynch Marketing Strategy & Growth, Business Strategy & Positioning

I. The Marketing Mirage Most industrial businesses believe they’ve already “done” marketing. They’ve got the basics in place — a website, maybe a few ads, some social media posts, perhaps even hired an agency once or twice. Yet despite this activity, the phone isn’t ringing more, the pipeline isn’t growing,…

Jun 05 2025

When Everyone Else Competes on Price, Compete on Belief

By Michael Lynch Business Strategy & Positioning, Marketing Strategy & Growth

Price isn’t your enemy. Belief is. Competing on price is a symptom. Competing on conviction is strategy. Because in serious B2B decisions, buyers don’t choose what’s better. They choose what’s safer to believe in. The Wall Every Smart Business Hits Every founder eventually hits this wall: “We know we’re better.…

May 21 2025

How the Right Frame Changes What Buyers Are Willing to Pay

By Michael Lynch Marketing Strategy & Growth, Pricing & Revenue Growth

How the Right Frame Changes What Buyers Are Willing to Pay HP Field Notes | Highly Persuasive Two engineering consultancies presented identical proposals to the same procurement committee. Same scope. Same timeline. Same methodology. One quoted $285,000. The other quoted $340,000. The committee chose the higher price. When asked why,…

May 19 2025

How Buyers Judge Your Brand in the First Few Seconds — Before a Single Word Has Been Read

By Michael Lynch Branding & Identity, Conversion Optimization & Sales Psychology, Marketing Strategy & Growth, Thought Leadership & Authority Building

How Buyers Judge Your Brand in the First Few Seconds — Before a Single Word Has Been Read HP DemandSignals™ | Highly Persuasive In 1992, a team of Princeton researchers showed participants photographs of unfamiliar faces for exactly 100 milliseconds — less time than a blink — then asked them…

May 19 2025

3 Phrases That Quietly Destroy Your Brand Authority

By Michael Lynch Lead Generation & Demand Creation, Branding & Identity, Business Strategy & Positioning, Influence & Consumer Psychology, Marketing Strategy & Growth

3 Phrases That Quietly Destroy Your Brand Authority HP DemandSignals™ | Highly Persuasive There's a sentence buried in almost every B2B company's standard communications. It appears in proposals, in follow-up emails, at the end of client presentations, and in introductory calls. It sounds professional. Accommodating. Even thoughtful. It's destroying your…

May 19 2025

Is Your Brand Voice Too Perfect to Be Believable?

By Michael Lynch Business Strategy & Positioning, Messaging & Communications, Thought Leadership & Authority Building

Is Your Brand Voice Too Perfect to Be Believable? In 2009, Domino’s Pizza ran advertising that most companies would have rejected in horror. Their CEO looked directly into the camera and said their pizza wasn’t good enough. Customers were shown in focus groups on screen describing the crust as cardboard,…

May 14 2025

Why Most Industrial Websites Fail the 5-Second Test For New Buyers

By Michael Lynch Business Strategy & Positioning, Marketing Strategy & Growth

Why Most Industrial Websites Fail the 5-Second Test for New Buyers HP DemandSignals™ | Highly Persuasive The procurement director opens three browser tabs at once. She's been asked to shortlist three suppliers for a specialist mechanical engineering project. She doesn't have time to read in depth — not yet. What…

May 12 2025

How to Build Influence & Persuasion Systems in B2B That Help You Dominate Your Category

By Michael Lynch Business Strategy & Positioning, Branding & Identity, Influence & Consumer Psychology, Marketing Strategy & Growth

Why Influence in B2B Has Nothing to Do With Persuasion Tactics HP DemandSignals™ | Highly Persuasive The B2B companies that consistently close the most complex deals have something in common that isn't usually visible in their sales process. They don't appear to be selling. Their buyers describe the decision to…

May 11 2025

Why the Strongest B2B Brands Don’t Compete on Positioning

By Michael Lynch Business Strategy & Positioning, Branding & Identity

Why the Strongest B2B Brands Don't Compete on Positioning HP DemandSignals™ | Highly Persuasive There is a sentence in almost every B2B company's strategy document that reads something like this: "We are positioned as the leading provider of for companies, delivering outcomes." The sentence is usually the result of significant…

May 04 2025

How to Turn Cold Leads Into Buyers Using Behavioral Loops

By Michael Lynch Business Strategy & Positioning, Conversion Optimization & Sales Psychology, Influence & Consumer Psychology, Lead Generation & Demand Creation, Luxury & Premium Brand Strategy, Marketing Strategy & Growth, Thought Leadership & Authority Building

Cold Leads Don't Warm Up From Outreach — They Warm Up From Accumulated Familiarity HP DemandSignals™ | Highly Persuasive There's a well-documented phenomenon in social psychology called the mere exposure effect, first systematically studied by Robert Zajonc in 1968. The finding is simple and counterintuitive: repeated exposure to a stimulus,…