What’s the value of a head start?

Horse crossing finish line
A head start along with 1 – 2% productivity growth becomes a sizable advantage

Early this morning, I was running on the treadmill and listening to an economics lecture by professor Timothy Taylor.

He said the year 1870 kicked off our modern era of economic growth. If you take the Gross Domestic Product (GDP), a measure of productivity, of the richest countries in the world in 1870 and compare them to the poorest countries, the ratio is 9:1.

By 1990 and the ratio widens to 45:1.

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Duplicate Data: Performing quantitative risk analysis for lead generation

Neon blue, red, yellow, dark blue, orange, green white polkadotted blurs on a background
Duplicates in your Salesforce.com CRM cause mirky lead attribution, poor results.

As I blogged on on February 28, I met a gentleman whose lead generation agency is tasked with generating leads for a healthcare services company.

I asked him, “Does your client have a master data management strategy?” The answer was no.

The client is a large organization. They have millions of records of legacy data in Siebel and they are migrating to Salesforce CRM and Pardot. This legacy data could be a great asset if the client had a master data management system in place. The client does not, and this poses a risk for the lead generation agency.

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How many phone numbers does the average person have in the USA? 1.65

Blue, purple, orange, red pixelated mosaic over night sky background showing constellation gemini

The average consumer in the United States has 1.65 phone numbers. Here is how I crunched the numbers:

Landlines for every 100 U.S. people  38
Population of U.S.  319,000,000
My calculated landlines in the U.S.  121,220,000
Mobile subscribers in U.S. by top 7 carriers  406,375,000
Mobile + landlines divided by population  1.65

This 1.65 figure is valuable for forecasting the impact of duplicate data in a customer relationship management system (CRM) like Salesforce.com.

Why did I calculate this?

Today, in a co-working office called GeniusDen, I met a gentleman whose lead generation agency is tasked with generating leads for a healthcare services company.

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What does Business Systemization mean to you?

Diagram showing business process maps to charts, people and documents

Somebody asked me this question yesterday. Here is my answer.

In the fall of 2015, I told the CEO of my company, Eric Januszko, that it was time for me to move from San Diego to Dallas.

“Not so fast,” he said.

I started the business and designed its sales, customer service and operations processes. I couldn’t just walk out the door without leaving behind a manual.

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Why do I leave money on the table? It’s for the long run.

Leave money on the table

One rainy morning in 2005, I walked out of class in Popovich Hall on the campus of USC. Next to the Starbucks coffee cart, I saw a floor sign, “Dennis Bakke. CEO of AES. Speaking at 11am.” I followed the arrow to an auditorium packed with MBA students. I was an undergrad, and I had happened upon something great. I found an open seat. What I heard next made an impact on me that has lasted to this day.

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Why is “Closer” by The Chainsmokers popular? External triggers.

why-closer-by-chainsmokers-is-popularI was running on a treadmill the first time I heard the song “Closer” by the Chainsmokers. The pre-chorus came through my headphones. Wow! I started to run faster. I wanted to sing along.

So did millions of others. The band has been nominated for three Grammy Awards in 2017. The music video has been watched more than 1.1 billion times – more than Justin Bieber’s Love Yourself which had an 8 month head start and received two Grammy nominations in 2016.

If you’re a marketer paying $0.30 a view to YouTube then wouldn’t it be nice to trade metrics with the Chainsmokers? People are finding the “Closer” video and clicking the play button all by themselves. The band isn’t paying YouTube for these views.

This post is about one technique you can use to stand on the band’s shoulders and increase views of your stories. The technique is adding imagery. The Chainsmokers used 10 pieces of imagery in “Closer” which propelled it to the top of the charts.

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What is lead decay?

Lead decay is not tooth decay
Lead decay can be prevented by closing the time gap at the beginning of the sales journey.

It was early May 2014 in San Diego. I stepped outside for some fresh air. The 77 degree Santa Ana winds carried a whiff of the wild fires from the east. I was having a moment with the earth. Then my iPhone went “blop blep.” I looked down. It was a message from LinkedIn.

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