How to Answer “Is This Working?” Without Guessing | Refine Labs

Q4 is coming quick. Planning decks are flying around.
You’re trying to close the year strong and show that next year’s plan is rooted in something real.

But somewhere in the middle of it all, you get hit with the question:

“Is this working?”

And if you’re like most marketers right now, that question isn’t coming from a place of curiosity.
It’s coming from pressure.
To justify spend.
To prove the headcount.
To defend the bet you made six months ago that hasn’t fully paid off yet.

We get it. We’re feeling it too.

At Refine Labs, we’ve had to answer this question more in the past 3 months than we did all year.
Not because things aren’t working.
But because when budgets tighten and goals shift, the expectations change.

And the work that takes time suddenly doesn’t feel like enough.

We stopped waiting to be asked

In Q4, “Is this working?” hits different.

You don’t just need to explain what’s happening now.
You need to set the tone for 2026.

So instead of scrambling for an answer when someone asks, we started building a better one into our reporting.

Here’s what that looks like:

1. Anchor in the motion

We don’t answer this question generically.
We answer it by motion.

• Brand: Are we building preference and recognition with the right audience?
• Demand: Are we increasing the volume of qualified pipeline that converts?
• Expand: Are we supporting post-sale growth, renewals, and upsell?

We name the motion first so everyone’s aligned on what the goal actually was.

2. Show leading indicators, not just lagging ones

Revenue takes time. Especially in Q4.

So if we’re doing brand work, we show growth in branded search, better self-reported attribution signals, or upticks in direct traffic to key pages.

If it’s demand, we look at conversion efficiency. Not just volume. Win rate by source, sales velocity, and cost per opportunity.

And if it’s expand, we’re looking at usage, upsell engagement, and churn signals. Things that show traction before revenue hits the spreadsheet.

3. Forecast next signals

We’re not always done. So we’re honest about it.
We say: “Here’s what we’re seeing now. And here’s what we expect to happen next if it keeps going.”

It’s not about fake confidence.
It’s about clarity.

You’re not guessing. You’re giving people a reason to stay focused and aligned going into the new year.

If you’re planning for 2026, try this

Pull your current list of marketing initiatives.
For each one, ask:

• Which motion does this support?
• What’s the best signal to show it’s working now?
• What should we expect to see next quarter if it keeps working?

Even just writing this down will help you defend your strategy without being defensive.
It gives you a cleaner way to frame results, even when the numbers aren’t final yet.

It also helps you gut-check if you’re trying to prove something that was never built to deliver overnight results.

You don’t need to prove everything this quarter

But you do need to build confidence in where you're going.

Leadership doesn’t always need perfection. They just need to know that you know what matters, what’s moving, and what to look for next.

We’re using this exact framework to guide how we communicate our wins, our work-in-progress, and the path forward for 2026.

It’s not perfect. But it’s working.

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Refine Labs is the leading B2B demand generation agency that has helped over 300+ B2B companies accelerate revenue growth and improve marketing ROI with innovative marketing strategies.

Learn more at www.refinelabs.com. Connect with us on LinkedIn and YouTube.
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