Search:

7 Metrics Inbound Marketers Must Track to Ensure Growth

Posted by Stacy Bouchard

Oct 27, 2015 2:00:00 PM

metrics-inbound-marketers-need-to-track-for-growthMeasuring the success or failure of marketing tactics has always been a challenge for marketers and a frustration for business executives. The inability to track measurable results to revenue contribution is a major cause of skepticism from non-marketers about the real value or even the importance of marketing.

With more than 20 years of marketing experience, I have struggled at times with this challenge and felt the frustration from those I have reported to. The ability to more easily measure efforts and prove or disprove ROI is something that got my attention and attracted me to inbound marketing.

Read More

Topics: Inbound Marketing, Performance

The Key To High Margin Sales

Posted by Doug Davidoff

Jan 5, 2012 9:47:00 AM

I don't know about you, but Varuca Salt was my favorite character in Willy Wonka and The Chocolate Factory.  "I want an oompa loompa, and I want one now."

I think of her virtually every time I work with an entrepreneur on their go-to-market approach.  "I want more high margin sales, and I want more high margin sales now."

The biggest frustration in building an effective go-to-market approach is simply the time that it takes.  Recently I had a prospect ask one of my references, “Why does the process [referring to our process] take so much damn time?  What can’t they just bring something in and have it done in 90 days.”

Read More

Topics: Performance, B2B Sales Strategy, Sales Training/Coaching, Demand Generation

Can You Hire Salespeople?

Posted by Doug Davidoff

May 25, 2011 5:11:00 AM

Have you ever noticed that conversation topics tend to occur in bunches?  This week the conversation of choice seems to be can small and mid-market business hire salespeople successfully?  I met with the CEO of a great services business and he's clearly in the camp of you can't.

Read More

Topics: Inbound Marketing, Performance, B2B Sales Strategy, Sales Training/Coaching

The Myth of Time

Posted by Doug Davidoff

Jan 31, 2011 7:39:00 AM

    • Let’s have Bill put 20% of his time towards sales.
    • We’ve got a new initiative; let’s get one of our salespeople to put 30% of her time towards this effort.
    • Our project managers should spend 15% of their time focused on developing new business.

I could go on.  These are all examples of a critical error people make when they consider sales efforts.  They look at the (direct) time associated to selling, determine that it is not a full time effort, and so, they under-allocate resources to sales.

Read More

Topics: Performance, B2B Sales Strategy

What Game Do You Want To Win?

Posted by Doug Davidoff

Sep 13, 2010 3:43:12 AM

Read More

Topics: Inbound Marketing, Performance, B2B Sales Strategy

Where Did The Risk-Taking Go?

Posted by Doug Davidoff

Aug 13, 2010 5:54:24 AM

For the first time in my life, I’m actually concerned about the future competitiveness of America.  It has nothing (at least directly) to do with the recession we are either in or just completing.  It has everything to do with the USA going against type.

Read More

Topics: Performance, B2B Sales Strategy

The Cause For Success

Posted by Doug Davidoff

Jun 7, 2010 10:00:28 AM

I've always said that I'd rather be lucky than good. Of course, what I'd really like to be is both good and lucky.

Read More

Topics: Performance, B2B Sales Strategy, Demand Generation

Are You Excited?!

Posted by Doug Davidoff

May 25, 2010 2:29:29 PM

On the advice of a client, I've started reading Peter Schutz's The Driving Force: Getting Extraordinary Results with Ordinary People. Schutz was the CEO responsible for turning Porsche around.

Read More

Topics: Performance

The Only Thing Worse Than No Social Media Presence

Posted by Doug Davidoff

Feb 4, 2010 3:51:12 PM

I don’t spend much time pontificating on social media.  I leave that to people like Gini Dietrich who live in that world. While I certainly have readers who are actively engaged in and even counsel others on the use of social media, most of the readers of this blog are busy working in and on their businesses and focusing on new ways to grow.  Most businesses are still confused by this “new world” and are taking a wait and see approach.  Today, waiting is a mistake – but not the biggest one you can make.

Read More

Topics: Inbound Marketing, Performance, B2B Sales Strategy, Demand Generation

Risking Mediocrity

Posted by Doug Davidoff

Dec 21, 2009 3:56:27 AM

I'm the guest blogger today on  Find Your Nerve, a blog created by Steve McKee.

Read More

Topics: Performance, B2B Sales Strategy