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Roy Williams, the Wizard of Ads, shares a brilliant insight from one of his fastest growing retail clients today in his Monday Morning Memo: I asked, “How is traffic trending? Are we ahead of last year?” “Roy, I don’t measure traffic.” “You’re kidding.” “Last week one of my salespeople made 63 sales presentations and closed only 24 of them. That tells me 39 people bought somewhere else. And right now they’re telling all their friends why they bought where they did. They’re…

For Sale! Prices Slashed!! Marked Down!!! People have used many of the same tactics for centuries to focus potential customers on the value they’d receive if they were to buy now. But here is a question for you: Would your customers rather a product be marked down from $203 to $192, or would they prefer a markdown from $199 to $188? Either way you slice it, they get an $11 price reduction. For you, it changes your final price from…

I’ve been speaking at Search conferences since 2001 and have spent a ton of time getting to know who is who in the industry. Every day it seems that there are another dozen experts to follow on SEO. But, who should you really be paying attention to in 2014? For starters, solid SEO’s need to have a proven track record in the ever-changing world of search – remember, search engines like Google frequently update their algorithms. Another criteria is the…

Marie, the VP of Marketing, predicts that she can increase conversions to sales by at least 40 percent. She wants to conduct a series of disruptive experiments that make everyone nervous. Scott, the VP of Sales, is especially on edge. The lead-to-contract rate is already a respectable 7.1 percent for this not-so-new marketing technology B2B SaaS. If Marie is right, it’s a homerun. But if she’s wrong, Scott is predicting a debacle on an epic scale. You’re in charge. Would…

Our companies are nothing but the collection of action every one of our employees take. What beliefs do your employees have about the organizations goals and vision? In Alan Stein, Jr. new book Raise Your Game he quotes a famous Inc. magazine survey that first asked executives what percentage of their employees could name the company’s three top priorities. The executives guess 64%. When the researchers conducted the survey of the employees, the actual number was a sadly, only 2%.…

I have been sharing more content on LinkedIn lately, are we connected there yet? Have a great 2019.