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Performance (10)

The 10 Worst Vanity Metrics Every Marketer Uses

What you measure gets done...so be very careful about what you measure. The story of Moneyball is a powerful one. Despite its popularity, its central thesis is often overlooked. While many people point to the new analytics that Oakland A’s general manager Billy Beane identified that others ignored, the real power (and advantage) was in their ability to determine the metrics that everyone else valued that, in reality, did not lead to success. The time has come (more accurately the time is long...

The 5 Factors that Must be Considered Before Strategy/Tactics are Determined

It’s a dangerous time in the world of sales and marketing. There’s so much useful information,...

The Biggest (& Common) Mistakes Made with Account Based Marketing

As the chart below (where I compare interest in the term "account based marketing" with "demand...

7 Attributes of an Effective Sales/Marketing Playbook

Playbooks are back! When I first got into professional sales (in the ancient days of DOS),...

The 5 Tools I Use to Keep Me Productive on the Road

I was recently having a conversation with a fellow business owner, friend and past client of mine....

The Only Metric that Matters if You're Looking for Sales Growth

Anyone who knows me, knows I love data and metrics. One of Imagine's core values is "In God We...

Website Not Performing? 4 Ideas to Make it More Effective

Remember life before the Internet? When you had to physically go to the library to research a topic...

The Most Common Mistake that Stalls B2B Sales & Revenue Growth

I will admit that as a student in high school and college, I hated science classes. It really...

A Visit from the Ghosts of Business Past, Present & Future

When I was in elementary school, I was in the drama club. My 5th grade year, I was Jacob Marley in...

How to Assess the Effectiveness of Your Sales & Marketing Content

Sales and marketing organizations create a tremendous amount of content, virtually everyday. In...