Do You Keep Score?

In marketing, keeping score matters. There was a time when being funny or memorable was enough. Back then, there was an obvious line between marketing and sales and we marketing types didn’t need to worry as much about ROI. Today, that’s how a CMO or agency gets fired. Every dollar spent needs to contribute to…

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Going Beyond the “What” of Activity Metrics

Activity metrics are receiving lots of attention. Activity metrics can be very useful, at the same time, they can stimulate a lot of, well … wasted activity. Too often, we focus on the wrong things as we put activity metrics in place. We focus on the “what and how many,” for example, “You need to…

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Coping with Growing Pains: 5 Tips to Scale High-Growth Businesses

The majority of businesses in the recent FT 1000 list of Europe’s fastest growing companies are technology businesses. They may not all list as technology companies but certainly looking through the list – Deliveroo, Thermondo, Carwow and Smarkets, to name a few – most are built and operate on digital platforms or utilize digital technology…

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Business Development by the Numbers

Last week we started to identify some key financial metrics that you need to have a handle on as you plan your business development for the upcoming year in a smart way. If you did the math I outlined last week, you now know: How much of every earned dollar you actually get to keep…

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Measure What Matters: Business Metrics

A while back, we explored the business metrics that every business owner and leader should be monitoring to keep their finger on the health of their organization. We dug into the purely financial metrics like lifetime value of a customer and profitability. Today, I’d like to explore the marketing/sales and employee metrics that we help clients define…

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You Are What You Measure

Back in the good old days, measuring your business outcomes and the impact of marketing on those outcomes was a challenge and at best, imprecise. Today, we have the opposite problem. Thanks to the web, Google Analytics, cookies, and other tools – we can measure everything. Unique visits, time on site, clicks, and so much more.…

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How Can Small Businesses Deal with Big Data?

The term ‘big data’ may sound intimidating, particularly to small businesses. Still, big data can give small businesses powerful leverage over larger companies. In today’s modern world, businesses have access to a large amount of structured and unstructured data that enables them to solve problems and enhance their efficiency. What’s more, big data allows small…

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