Marketing Data Shows What, But Not Why with Yael Morris
Quick Jump
A Customer Interview How-To with Yael Morris
⏱️ 00:02 – Why Data Alone Isn’t Enough
Elad Hefetz kicks off the discussion by emphasizing the importance of being data-driven. But as he chats with Yael Morris from Decode Insights, he realizes data only tells you what is happening—not why. That’s where customer interviews transform the game.
⏱️ 00:50 – From Marketing Agency to Customer Insights Specialist
Yael explains how her company, Decode Insights, evolved from a full-service marketing agency into a niche consultancy focused on customer interviews. Initially, her agency conducted interviews to refine messaging, but over time, demand for deep customer insights overtook traditional marketing services.
⏱️ 01:41 – How Customer Insights Saved a Failing Product
Yael shares a pivotal experience from her first sales job in consumer packaged goods. When their granola bars weren’t selling, she stopped pushing the product and started interviewing customers. The insights led to a complete rebrand—new formula, new pricing, new messaging—and skyrocketed sales.
⏱️ 03:49 – The Power of Asking the Right Questions
Yael’s love for speaking to people led her to refine a method for extracting insights that go beyond surface-level responses. Customers often think they know why they buy—but structured interviews reveal deeper motivations they hadn’t even articulated to themselves.
⏱️ 04:44 – Why Marketers Avoid Customer Interviews
Marketers rely on creativity and execution over investigation. Many:
- Aren’t trained to conduct customer discovery.
- Find it easier to test and iterate than to slow down and ask “why.”
- Assume they already know their customers’ motivations (often incorrectly).
⏱️ 06:26 – Doing What Doesn’t Scale = Competitive Advantage
Many marketers avoid customer interviews because they’re time-consuming and don’t scale. But Elad argues that the hardest, least scalable efforts often create the biggest competitive edge.
⏱️ 07:47 – How to Structure a Great Customer Interview
Yael’s method:
- Build rapport – Start with casual conversation to make the interviewee comfortable.
- Establish neutrality – Make it clear there’s no sales agenda; this is about understanding them.
- Dig deeper – Keep peeling back layers with follow-up questions like:
- “What do you mean by that?”
- “Why was that frustrating for you?”
- “Can you give an example?”
- Focus on transformation – Identify the pain points before purchase and the emotional drivers behind buying decisions.
⏱️ 13:06 – Why External Interviewers Work Best
Internal marketers often avoid hard questions because they don’t want to hear uncomfortable truths. An outsider can ask fearless questions without bias—leading to better insights.
⏱️ 17:35 – How to Prepare for Customer Interviews
- Define your ICP (Ideal Customer Profile).
- Identify blind spots in your understanding.
- Incentivize participation with a small reward (e.g., an Amazon voucher).
- Plan key questions but remain flexible—probe beyond surface-level answers.
⏱️ 21:35 – Why Data Can’t Replace Conversations
Session recordings, heat maps, and analytics show what users do—but not why. Without customer interviews, marketers risk making assumptions that lead to endless A/B testing with no clear direction.
⏱️ 24:55 – How Many Interviews Do You Need?
Industry standard: 5-7 interviews for directional insights. Yael prefers 10+ for deeper validation—or up to 20 for complex B2B products.
⏱️ 26:38 – Translating Insights Into Messaging
- Use customers’ exact words in copy and positioning.
- Mirror their emotions and pain points rather than shouting about product features.
- Shift from “megaphone” marketing (we’re #1!) to “mirror” marketing (we understand you).
⏱️ 29:06 – The #1 Thing Marketers Need to Understand
Customer interviews remove guesswork. When you deeply understand your audience, marketing gets easier, more effective, and more impactful.
Key Takeaway: Stop Guessing. Start Listening.
Want to stand out? Be the marketer who does what others won’t. Talk to your customers. Understand their pain points. Use their language. And watch your messaging—and conversions—improve dramatically.
