What to do if your market is too small for statistically significant testing

cartoon of statistically significant other

This post originally appeared on the MITX blog. In this era of data and analytics, consumer marketers are really lucky: they are selling to markets so large that they can constantly be testing and optimizing their physical and digital marketing. Whether you’re American Express, Amazon, Pottery Barn or whoever, unless you’re a consumer marketer in [...]

Interview with Scott Brinker: The new role of a chief marketing technologist

Scott Brinker

This interview also appeared on the IDG Connect Marketer blog. I recently talked with Scott Brinker, the co-founder and CTO of ion interactive. He is a thought leader in the area of marketing technology, blogging at http://chiefmartec.com/ and speaking at many conferences. His Marketing Technology Landscape Supergraphic, which he put out in January of this [...]

How to beat your team’s sales quota, part five: Aligning Sales and Marketing

misaligned bridge

This is the final piece in our five-part series on beating your team sales quota. Earlier posts are on hiring new sales reps, onboarding the reps, setting the quota, and culture, managing and coaching. Joint work between Sales and Marketing is key to growing sales and exceeding quota. According to a study by Demand Metric, 68% of [...]

J’accuse: Some SEO services providers are fraudsters

fingers crossed behind back

I’ve run a digital marketing agency for a dozen years where we built websites and consulted with clients on SEO – producing some great improvements in search traffic for many clients in the process — and I’ve sold digital marketing services for two other leading, reputable agencies. So I’m very familiar with the whole world [...]

The value of a sales and marketing audit

audit under magnifying glass

A sales and marketing audit, one of the services that we provide, supplies a company with insights into the strengths, weaknesses, opportunities and threats of its sales and marketing strategy and operations. It can be a valuable first step in a company increasing revenues and profits through measurable improvements in its sales and marketing. Fundamental [...]

Addressing the 21st Century marketing landscape: an interview with Jeanne Hopkins

Jeanne Hopkins

I recently talked with Jeanne Hopkins, Senior Vice President and Chief Marketing Officer at Continuum. Jeanne has previously served as EVP and CMO at SmartBear Software, VP of Marketing at HubSpot, and in other marketing leadership roles. She has been named one of the most influential people in sales lead management by the Sales Lead [...]

Are there bad company names, or just poor products and services?

branding iron

What’s in a name? That which we call a rose By any other name would smell as sweet – Shakespeare’s Juliet In the recent CBS special commemorating the 50th anniversary of The Beatles first performing in the U.S. on The Ed Sullivan show, Paul McCartney told David Letterman that originally girls in England didn’t like the [...]

How to beat your team’s sales quota, part four: Culture, managing and coaching

cartoon of team and manager

This is the fourth part in a series on beating your team sales quota. Part one is on hiring new sales reps, part two is on onboarding the reps, part three covers setting the quota and the last part is on aligning sales and marketing. “You can’t teach a kid to ride a bike at a seminar.” –David Sandler, [...]

Lies, damned lies, and sales and marketing statistics

Many numerals

“There are three kinds of lies: lies, damned lies, and statistics.” – Disraeli, as quoted by Mark Twain These are all statistics about sales and marketing that I’ve run across recently. I think that they’re pretty much useless… Inbound marketing practices produce 54% more leads than traditional outbound practices. It takes an average of five [...]