Fitting your profile is not a reason to call today
The profile says who could buy. It never says when.
Where this comes from →
Blackorange presents
The Signal
Markets move before pipelines do.
We study the changes, behaviours and moments that create new business.
Founders
Field note
A deal closed in five days
Startups that had just raised, reached with one angle.
Field note
18,015 people, and 89% of them strangers
Ninety days earlier she had three posts and a job list.
Field note
Eighteen meetings, after years of referrals only
Narrowing the market is what unstuck the revenue.
Field note
The list LinkedIn cannot filter for
A niche no filter can express, and a 95% qualified list of it.
Field note
Selling SEO in the middle of a pandemic
One good question instead of a pitch. A 37% reply rate.
Field note
A hiring signal, read as a compliance problem
Ten jobs a month means a bottleneck nobody has named yet.
Reports
Where opportunity is beginning to form.
Signal Map · sample
Where buying windows open before the brief exists
The situations, the accounts showing evidence of them, and what still needs checking.
Commissioned
The same reading, of your own market
One offer, one market, yours to keep. No call required.
In preparation
Market Intelligence Trend Report 2027
A whole market rather than one company. Subscribers hear when it lands.
The monthly brief
Subscribe to The Signal
Join some of the most ambitious minds who monthly catch up on all things ‘new business’ in the world’s most interesting cases.
Once a month, in your inbox.
You are on the list
Nothing else, and nothing in between.
Watch
YouTube
The thinking started on camera
Episodes will be listed here. Until then, the channel is the way in.
Follow the channelIdeas worth keeping
The same email, sent by a stranger, performs half as well
People who knew him opened at 70%. Strangers, at 35%.
Business coaching →Ninety percent from referrals is a ceiling, not a moat
The thing producing the work is the thing limiting it.
GrowthSquad →The instrument found the twenty owners. Then it found that every cold channel into them had closed.Business coaching →
Most companies target accounts. Few target situations.
A situation is a reason. An account is only an address.
CubeChem →Reaching strangers is a publishing problem, not a sending problem
Eighteen thousand people, from a profile nobody was reading.
WD Script House →A signal is something to interpret, not proof of intent
Worth investigating is a smaller claim, and a more useful one.
Where this comes from →