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Archive for the Measurement Category

How Big Should My Marketing Budget Be?

How Big Should My Marketing Budget Be?

Synchronicity. For some reason, I’ve had five conversations in the last few weeks with clients about marketing as a percentage of X, where X might be revenue, EBITDA, new sales, or another measure. So if you’re wondering about this, I thought I’d share my rules of thumb. […]

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More Than a Party Trick: Memorizing Large Numbers

More Than a Party Trick: Memorizing Large Numbers

Want to look like the Rainman at your next cocktail party? When I was seven years old, my brother-in-law taught me a trick for memorizing large strings of numbers that I still use today. In an era of smart phones, memorizing numbers is a skill few of […]

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A Pipeline-Filling Machine

A Pipeline-Filling Machine

Wouldn’t it be great if you had a push-button machine that could do the following: Shorten sales cycles Keep pipelines full Focus your reps on deals instead of prospecting Cut your marketing costs Improve communication with your team, customers, partners and prospects We think we have built […]

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Announcing Nurturama: Five Spots Available

Announcing Nurturama: Five Spots Available

There’s an interesting opportunity that you may want to explore. During my time at Accellos and over the last decade, I saw the market for software solutions change dramatically. We’re seeing new competition, new solutions, new buying patterns and most importantly new growth for the first time […]

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Let’s Get Small

Let’s Get Small

Small is the new big I’ll make you a bet. The next time you see a “Target Market” slide in an investor pitch deck or a marketing overview that has more than 50,000 companies or users or prospects, you buy me an iced Americano at your favorite […]

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Bananas: Now with QR Codes

Bananas: Now with QR Codes

I can now scan my breakfast fruit. You can scan my business card as well. At the risk of sounding quite shallow, the main reason I added a QR code to my card is because it is a cool conversation piece. I get a lot of comments […]

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A Lead Nurturing Playbook for Product Launches

A Lead Nurturing Playbook for Product Launches

Part III of the Series: 10 Ways to Untangle Your Product Launch A while ago I was playing a mens doubles tennis match against a duo that was collectively 150 pounds heavier than my partner and me. The points on our side of the net were won […]

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Winning Ugly

Winning Ugly

A client asked me this morning, “if you could only do one marketing tactic, what would that tactic be?” I told him telephone calls. At which I think I heard him choke on his morning latte. I’m sure he was hoping I’d say social media. Perhaps a […]

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10 Ways To Tell If Your Website Is Frightening Small Children

10 Ways To Tell If Your Website Is Frightening Small Children

Some websites should come with a warning label. I talk to a lot of people about marketing strategy every day, and I’m fascinated by the different perceptions people have regarding their websites. We marketing people seem to fall into two main camps when it comes to our […]

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Web Funnel 101: 24 Metrics You Need to Measure Right Now

Web Funnel 101: 24 Metrics You Need to Measure Right Now

Measurement is one of our five main Enterprise Velocity disciplines. My clients know that I’m big on connecting measurement to specific areas of your revenue model. I do this for two reasons. First, they give the operation managers of your organization a benchmark against which they can […]

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