Quick summary: Most B2B positioning projects fail not because the CMO doesn't know better, but because the organization pulls the work toward marketing and away from the strategy table. Bob Wright, co-founder of Firebrick Consulting, on why positioning is a leadership test first, and what new CMOs need to do to keep it that way. Most new CMOs arrive to...

Quick summary: Most B2B marketing teams know they need an AEO strategy. Very few have a clear picture of how they are actually performing. Jeff Pedowitz, President and CEO of The Pedowitz Group, has spent 16 months building a platform to score B2B websites across the dimensions that determine LLM discoverability and conversion. Here is what the data shows, what...

Quick summary: Nine specific reasons AI initiatives stall in B2B marketing teams, from the wrong measurement metrics to the middle manager quietly sinking every idea in the room. Each one is fixable. None of them are about the tools. “Everybody has an AI mandate,” Sandra Miley told a room of CMOs at a recent CMO Huddles Strategy Lab. “Not everyone...

85% of organizations offer AI training. Almost none of them are doing it well. Phyusion's Samantha Stark on what's actually blocking AI adoption, with a four-part strategy that changes it. Quick summary: An AI adoption strategy isn't a tool rollout. It's a change management campaign. The organizations winning at AI have four things in common: Everything else is random acts...

Most GTM teams are drowning in data but still operating out of sync. HG Insights CMO Scott Gordon runs his revenue engine on the same account intelligence platform he brings to market. Here's what a customer-zero approach actually looks like in practice. Three feet of snow. A last-minute pivot to Zoom. And somehow, a screen full of CMOs deeply engaged,...

Get the positioning pre-work wrong, and no amount of brilliant strategy will save you. Quick summary: Seven questions most B2B CMOs skip before starting a positioning project. Get them wrong and you won't end up with bad positioning. You'll end up with no positioning at all. Most B2B positioning projects fail before the first workshop. Not because the strategy is...

For 20 years, B2B marketers built systems to bring buyers to them. Jeff Pedowitz, President and CEO of The Pedowitz Group, on why that model is changing and what replaces it. Quick summary: AI experience optimization, or AXO, is the next frontier for B2B marketers. Buyers are using ChatGPT, Claude, and Perplexity to research and shortlist vendors before visiting any...

Most companies have a tagline. Few have a position. Ellie Victor, CEO of ZOOM Marketing, on the discipline that separates category leaders from everyone else. Quick Summary Here is a fast diagnostic you can run tomorrow. Hand index cards to your leadership team. Ask each person to write down two things: What category the company is in, and what they...

At CMO Huddles Strategy Labs across the East Coast, Amanda Kahlow challenged marketing leaders to rethink go-to-market from scratch. When Amanda Kahlow joined our recent CMO Huddles Strategy Labs, she started with: What would your go-to-market strategy look like if you started today, with AI at the center? It’s a deceptively simple question. Yet it exposes something important: Most companies...