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.

Continue reading

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.

Continue reading

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.

Continue reading

How 6 mCommerce sites changed since Black Friday 2010

How have mobile commerce websites changed since 2010?
How 6 mobile websites have traveled through time. Image: Jordandemuth

Black Friday 2010 brought e-commerce sales of $648 million (Comscore). In 2016, that figure rose to $3.34 billion (Adobe), a 415% increase. Mobile has played an increasing role on Black Friday. It accounted for 36% of this year’s online sales.

Back in 2010, I was impressed when a retailer had a mobile website. I led a study with Luth Research that revealed only 22.8% of top retailers had them.

I kept some screenshots from my 2010 study. I have put them side-by-side with screenshots from today. Oh, how mobile commerce has changed!

Continue reading

A 1 star review is OK – sometimes

man-742766_1920
Credit: Ryan McGuire

If you walked by my office in 2015, chances are you would overhear me saying, “It is ok, doctor, that you have this 1 bad review—”

Perfect 5 star ratings are not believable. Now, I have proof! Thanks to Nick Kolenda in What I Learned from Analyzing 12 Million Customer Reviews.

Continue reading

Map of DFW Fortune 500 Companies

At the time of writing, the Dallas-Fort Worth Metroplex is home to around 20 Fortune 500 companies. One of the reasons why I moved from San Diego (which has two Fortune 500 Companies) to Dallas was for the career/networking opportunities that large enterprises bring to a city.

 

Continue reading

List of Metro Areas and their Area Codes

For all of you out there who are dying to get your hands on a list of area codes by metro area, look no further than this Google Fusion Table.

I compiled this dataset for some interesting research that I’m doing. Hopefully it will save you some time with your research.

Here is the CSV version in case the Fusion Table goes down: Metro Areas and Area Codes.

Skyline Panama City