Sales & Marketing Alignment

The altitude problem in B2B positioning and sales narratives

Why buyers now want machinery, not manifestos... and how AI and economic pressure have changed B2B positioning

Jan 22 • James Doman-Pipe

Sell the slope: How to make progress believable before it's real.

Buyers don’t just buy your product. They buy your momentum.

Oct 23, 2025 • James Doman-Pipe

You wrote the message, but they heard something else

Messaging that works on paper often breaks in the field. Here’s how to codify, teach, and reinforce a story that sticks across every team.

Apr 17, 2025 • James

The startup marketer’s guide to TAM, SAM, and SOM (without the fluff)

Sanity check your numbers, and have more educated conversations about goals and strategy

Mar 7, 2025 • James

The big misconception about product launches

A feature release isn’t a launch. Get my tips on how to orchestrate a product launch that actually delivers results.

Feb 21, 2025 • James

Why product marketers struggle with sales (and how to fix it)

If your messaging doesn’t help sales win, it won’t get used—learn how to make it indispensable.

Feb 12, 2025 • James

Decoding the dark art of outbound sales

7 lessons I've learned to demystify and improve your outbound sales motion

May 9, 2024 • James

The risk of scaling too soon

Premature go-to-market optimization prioritizes repeatability over agility.

Jul 7, 2023 • James

Align your differentiators with the buyer journey

Showcase the right differentiators, to the right stakeholders, at the right time, with this framework.

Apr 4, 2023 • James

Analysis: 16 years of Zendesk positioning

What we can learn from Zendesk's positioning evolution over the last 16 years

Mar 21, 2023 • James

The Second Product Pitfall

Building your second product usually... doesn't go so well. Read why I think that happens, and what a 'good' experience should look like.

Feb 7, 2023 • James

How to define pricing for brand new products

Product marketers are often asked to support or lead pricing projects. Here's a process you can follow to go from 0 to $.

Jan 17, 2023 • James

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