What Happens When Small Teams Try Enterprise Playbooks? (Hint: They Lose)

Most companies aren't failing because of the wrong people — they're failing because they're running the wrong playbook. If your go-to-market engine was built for an enterprise you're not, you're not behind. You're just fighting the wrong battle.In this episode of Breakthrough Innovation, JL Heather and Preston Chandler sit down with Ben Morrison, founder of Made Simpler and a 20+ year revenue growth operator. We cover why mid-market teams keep copying enterprise playbooks that don't fit their stage, how Google's systematic changes have quietly erased traffic and revenue for thousands of small businesses, and what a lean, high-output go-to-market motion actually looks like in today's landscape.⏱ TIMESTAMPS0:00 Intro1:24 Why marketing isn't working — the real problem underneath3:39 Cargo cults, guerrilla strategy, and fighting your own battle6:41 The Google Shakedown — what changed and why it matters9:47 Motion vs. progress: vanity metrics vs. actions that drive impact12:52 Old-school strategies making a comeback (and why they work)15:15 The 90-day high-leverage move for B2B mid-market teams18:50 How to reach Ben and the free competitive analysis tool💡 KEY TAKEAWAYS✅ Mid-market companies consistently fail by copying enterprise playbooks — the winning move is building a strategy designed for your actual position in the market✅ Google has systematically reduced traffic for small businesses by 60–80%, and surviving means shifting attention to AI search engines, podcasts, community, and direct outreach✅ For B2B teams, a personalized LinkedIn motion + email outreach + content engine is the highest-leverage trifecta to build in the next 90 days🎁 FREE RESOURCEDownload our Design Sprint Starter Guide → https://centered.work/design-sprint-starter-guide-signup🔔 SUBSCRIBE for weekly innovation strategy → https://www.linkedin.com/newsletters/breakthrough-innovation-7249796048536133632/👥 CONNECTCentered.work: https://centered.workJL Heather: https://www.linkedin.com/in/jlheather/Preston Chandler: https://www.linkedin.com/in/prestonchandler/Learn more and get Ben's free Competitive Analysis tool at: competitiveanalysis.made-simpler.com📕 Get the book Breakthrough Innovation → https://centered.work/books#innovation #goToMarket #revenueGrowth #leadership #madesimpler