Are we really in the people business?

March 27th, 2015

Chicago_aerial_02As I write this, I’m 35,000 feet over Illinois, heading to Chicago, on my way to Detroit. I’m heading there for a kick-off meeting with a new client. I start nearly all engagements this way.

Why? Honestly, it’s not just for the work – much of it could be done remotely. I do it for 3 key reasons:

Continue Reading…

Hey business owner… sales success takes time!

March 17th, 2015

ItTakesTimeHave you ever hired a sales rep for your firm?

What were your expectations for his or her success?

I am amazed by how often I’ve heard something like, “Our new rep didn’t bring us any new projects in his first two months – this ‘sales’ thing isn’t working out!”


Continue Reading…

Do you have a mobile-friendly website? Let’s hope so!

March 10th, 2015

iphone-internetInternet viewing trends

As regular readers of this column know, every Saturday morning, I go to the same local coffee shop to spend a couple of hours working “on” my business… not just “in” it. I do some writing, review email and social media metrics, plan out the upcoming week and record the past week’s Google Analytics.

Rarely do the Google Analytics surprise me… but this week they did. Of all the visitors to our website this past week, 24.8% of them came from a handheld device or tablet. That is, 1 in 4 visitors were not using a computer! It was the highest ever – up from an average of about 1 in 6 just the middle of last year – and the continuation of an ever-increasing trend.

Continue Reading…

Best booth giveaway ever?

March 3rd, 2015

starbucks-gift-cardIn last week’s post, I wrote about several things NOT to do in a booth when exhibiting. And one of those was giving away cheesy “merch.” I believe that things like pens, mini-frisbees and logo’d post-it notes just don’t deliver lot of value for the exhibitor.

However, I did see one exhibitor at the CASRO Digital Conference a couple of weeks ago with what may have been the best booth giveaway ever… and for a couple of reasons.

Continue Reading…

We'd love to chat