All posts by Mr Executive

7 Statistics That Prove Email Marketing Isn’t Dead

7 Statistics That Prove Email Marketing Isn't Dead

“It’s obvious email marketing is dead.”

“The days when AOL advertised ‘You’ve got mail!’ are long over.”

It’s hard to argue that receiving email is now often met with a groan. The reason? We’re inundated with emails. The average person gets 121 a day. The human race as a whole gets 193.3 billion. Business emails account for 108.7 billion. These are big numbers.

Perhaps, we overdid it — too much of a good thing. But, wait a minute, there must be a good reason why that much email is circling the globe, and if so, that’d mean that claims about the death of email marketing can’t be true. In fact, I’d guess that those who make these claims are only measuring their own subjective sense of overwhelm.

We don’t hate all email — just the ones we don’t want to read. The numbers agree with me. When it comes down to it, consumers still derive tangible benefits from email, and marketers still get a real payback. But before I roll out statistics to prove it, let’s pause. First, it’s important to understand why good marketers still love email marketing.

1. It’s easy to tap into the exponentially growing mobile market.

Without emails, it’d be nearly impossible for marketers to reach people when they’re not at their computers. People check their email on their cell phones and tablets at least once a day. SMS, by contrast, is not as popular. What’s more, texting may cost the user. It’s much harder to articulate a marketing message with a limited number of words.

2. Customers like to stay informed.

Customers like to know about coupons, because they like to save money when they shop. In fact, coupons are what drive online sales (though they also increase in-store sales). Customers also tend to like email sequences that educate and engage them. Mini email courses from subject experts can pack a lot of good information, creating a great win-win for marketers and consumers.

3. Email seamlessly integrates with other marketing strategies.

Think about how much pertinent information an email can communicate:

  • It can inform someone about your latest post.
  • It can remind someone of an interesting social-media message.
  • It can alert someone when a webinar is about to start.
  • It can alert someone about an approaching deadline on an offer.

4. Email marketing offers the best return on investment ever.

Ultimately, email marketing is affordable, which means that, even if a campaign bombs, the marketer isn’t in trouble. In comparison, given their high spend, failed advertising campaigns using direct mail, print advertising, radio and TV can be disastrous.

7 statistics that prove email marketing still works

Now, let’s look at seven statistics that prove email marketing can still pack a punch:

1. Email marketing offers a staggering return on investment.

According to the Direct Marketing Association, it yields an estimated 4,300 percent ROI. Every dollar spent on email marketing offers a return of $44, says ExactTarget.

Related: 3 Steps to Maximize Your Mobile Email Marketing

2. Emails effortlessly nurture leads.

A nurtured lead increases sales 20 percent more than a cold lead. At 33 percent less cost than other lead-generating mechanisms, emails generate 50 percent more sales. In fact, smart email marketing is one of the single most effective ways to build relationships with customers.

So, what is smart email marketing? Essentially, it’s email marketing that follows a strategic marketing formula:

  • First, raise awareness. (Inform customers about a product.)
  • Second, stimulate a desire for acquisition. (Tell them where to get it.)
  • Third, guide the reader toward conversion. (Transform prospects into customers.)
  • Fourth, create customer retention. (Sell them related products.)

3. Email marketing is simple enough for DIY small-business owners.

When it comes to email marketing, most of the technology offered by an email service provider is invisible, while the user interface is easy to learn and apply. Small-business owners who have learned how to send out broadcasts and use autoresponders consider email automation as being worth $273 an hour, based on a survey by Constant Contact and participants’ estimated value of getting an extra hour of marketing activity in a 33-hour week.

4. Emails convert three times better than social media.

Email marketing works 40 times better at getting customers than Facebook and Twitter, and compared to social media, it offers 17 percent higher conversion. The secret to success is making every email count. Email not only converts better than the most popular social media, but people spend up to 17 percent more when they do buy.

5. People actually like getting emails.

Of course, it’s worth noting that this only applies to emails they chose to receive. But of those, 95 percent of people who sign up for a newsletter from a recognized brand consider the email useful.

6. It’s estimated that 91 percent of consumers check email at least once a day on their smartphones.

Besides calling and texting, checking emails is one of the most popular uses for smartphones.

7. Adding social sharing buttons can increase email click-through rates.

Adding social sharing button increases trust. As a result, the click-through rate increases by 158 percent compared to emails without it.

Smart email marketing

Not all email marketing is dead — only email considered “noise on the line,” boring email and spam. What is alive and well is smart email marketing.

Are you using smart email marketing? If so, share your best tips and recommendations by leaving a comment below.

3 Reasons Your Small Business Should Use Email Marketing

3 Reasons Your Small Business Should Use Email Marketing

Marketing has changed significantly in the last several decades. Technological advancements in the field have given birth to platforms like social media and search engine marketing, leaving marketers with no shortage of channels to leverage.

Just last year, the Direct Marketing Association reported that over half of all marketers they surveyed  planned to increase marketing budgets allocated to email as a result of their previous success.

So what is it then, in this era of demand-driven social marketing, that continues to make email marketing a core component of successful small business marketing strategies?

1. Insights you can count on

One of the strongest assets email marketing brings to the table is the detailed reporting and analysis at your fingertips.

Contrary to more traditional marketing channels like print or television, email marketing reports provide valuable insights into the overall success of your marketing campaigns.

While most email marketing apps provide basic metrics, like clicks or opens, the good ones allow you to dig deeper into the details.  Taking a look at metrics like how long your recipients spend reading your emails, as well as the devices or email services they use to access them, tells the marketer a lot about what is working and what isn’t with their email campaigns.

2. It doesn’t take up too much time

Most good things take time.  For small businesses that often operate without the resources of a large marketing department, every task must be weighed against everything else that can be done with that same amount of time.

Typically, we find it takes the average user only about 30 minutes to complete their first campaign. This includes the time it takes to import contacts, design a template, test it, and feel the adrenaline pump of pressing “send.”

3. Keeps your bottom line healthy

When it comes to a small business, the reality is that everything boils down to return on investment and how long it takes to get there.  Small businesses must be able to justify each and every dollar of marketing, and that’s what draws them to email.

According to the DMA, each dollar spent on email marketing generates roughly $44 in revenue. While this statistic may be somewhat inflated, it is hard to argue against email marketing’s proven ability to consistently deliver outstanding results.

In order to re-engage previous customers, move new leads through the sales funnel, and cross-sell to current clients, email targets the low hanging fruit  – your contact database. When you create email campaigns focused on existing relationships (no matter the level), you create a non-invasive method for staying relevant that will surely pay off in the future.

Making Your First Million Is Easy — If You Follow These 5 Steps

Making Your First Million Is Easy -- If You Follow These 5 Steps

When you think about making a million dollars, does it seem like a far-fetched goal? Is it something you want to accomplish but just can’t picture happening? This was the case for my friend Ryan Moran — until his 26th birthday, when he made his first million dollars. Today, at 28 years old, his business generates roughly $500,000 per month.

I was curious what shifts took place that allowed someone so young to go from dreaming of making a million dollars to becoming a multi-millionaire in just a few short years. He told me me, “Making your first million is easy — if you do these five things.”

1. Surround yourself with people who will stretch your mind.
Since Ryan was a little boy, he has dreamed of owning the Cleveland Indians. Now in his 20s, he realized that in order for him to turn his dream into a reality, he would need to come up with roughly $500 million. For most people, the though of having $500 million liquid to buy a professional sports team is way beyond the range of what is possible. It was for Ryan too — until he started surrounding himself with people who already played at that level.

He explained that, “You can imagine what it will take to accomplish that type of a goal and by having people at that level as your advisors, they can tell you exactly what you need to do. It may be just a subtle shift in one part of your business, but suddenly what you thought was potentially impossible becomes realistic.”

It was that concept of demystifying the impossible that inspired him to host a live event that would bring the people who inspired him together with the goal of helping the next generation of entrepreneurs.

What is your dream that is so big that the thought of accomplishing it seems impossible — and maybe even scares you? Do you think you would be more likely to accomplish it if you had a group of advisors who were already playing at that level? If so, take action on forming relationships with them, and let them guide you the rest of the way.

2. Re-frame the impossible.
As you surround yourself with the right people, you will need to work on upgrading your mindset. Part of this will require you to recognize your limiting beliefs and re-frame those thoughts. Ryan shared, “When you feel like something is impossible, recognize that it’s just the story that you are telling yourself that makes you perceive it to be impossible and not the action itself.” Then it is just a matter of rewriting your story.

To rewrite your own story, ask yourself, “What are the things in my life that scare me and stop me from taking action? Is it the action that really scares me, or is it a false perception that is holding me back? How can I take action and move through it in spite of that fear?”

Your ability to increase your income hinges on your ability to deliver unexpected value. Most people think the only way they can add more value is by working harder or exchanging money. This is thinking too small. You deliver unexpected value through the connections you can make, the time you can allocate and the problems you can alleviate.

Big opportunities open up when you building relationships with the right people, invest your time in your highest leverage activities and are a person who solves problems. Break out of the old mindset of thinking that you have to work harder or find a higher-paying job, and start developing the habit of incorporating these three things in your everyday life.

4. Choose your customers wisely.
The easiest way to fast-track your path to a million is to charge more for your products and services. However, when you tell someone to raise their prices, they often push back and say that the market doesn’t allow for that type of increase. This is where you have to choose your customer wisely.

The price a customer is willing to pay is directly tied to the amount of value they receive. If your services deliver a 10 percent sales increase to company that does $1 million in revenue, then you brought $100,000 in value. If you deliver the same 10 percent increase to a $100 million company, your value is exponentially higher. Would the first company pay you $250,000 for your services? No way. Would the second? It is quite possible.

Sometimes what stands in your way from exponential growth is not you or your product. It’s the customer you are targeting. Ryan learned this lesson the hard way. For a few years he had been teaching his business model to people who wanted to start their own companies and was charging $1,000 for this information. A few years later, one of his students was teaching the exact same content but targeting a different group of people charging $100,000!

Ryan realized that he approaching his target market trying to get as many of they to say “yes” as possible, instead of positioning himself as a solution to the elite segment of his market and aligning his pricing accordingly.

The result? He found a select group that was willing to pay 50-times more than his original rates. You will find your path to a million dollars a lot easier if you choose your customers wisely.

5. Invest for the long term.
So many people go for the fast and easy win. While this may work for some, you will find that results come a lot faster when you invest for the long term. I’m not just talking about stocks and real estate. I’m talking about how you spend your time, the people you hire, the relationships you build, the products you develop and the structure of your company. These are all investments.

As Ryan tried to grow his business, he realized many of his struggles were because he was making decisions based on short-term results. Then he made a conscious decision to focus on what would be best for the long-term focus. As a result, he was able to attract better clients who he could actually serve and add real value to, which allowed him to raise his prices. This was when he broke the million-dollar mark.

How much money are you leaving on the table because you are not planning out far enough and laying the foundation for long term success? Incorporate these five steps, and you may find that making your first million is easier than you originally thought.

3 Ways to Strengthen Your Email Marketing Impact

3 Ways to Strengthen Your Email Marketing Impact

Despite your best efforts to keep customers up-to-date with the latest brand news and offers, you’re seeing flat lined open or click-through rates, an unsubscribe mass exodus, and — worst of all — emails tagged to funnel directly to your customers’ spam folders (yikes). These are all sure signs that your email campaigns have stopped resonating with your audience and are, instead, starting to offend them. That’s because, while frequency of interaction can build loyalty and brand advocacy, there’s such a thing as being too attentive.

And if you’re being too attentive with the wrong kind of attention? That’s a relationship deal breaker on every level.

Too much of the wrong content delivered to the wrong people at the wrong time is better known in email marketing speak as list fatigue. The good news is your problem is fairly easy to diagnose. Even better: it’s fairly easy to fix, too. And fixing it should definitely be a priority — according to Econsultancy’s latest census, email marketing continues to be the leading channel for delivering ROI, ranking above SEO, PPC, content marketing, and social media.

Here are three major reasons your customers have lost interest in your emails, and what you can do to make it right again.

1. It’s like you don’t even know me.

The most integral part to any strategy — be that business plan or marketing plan — is doing the legwork to define and identify exactly who it is you’re trying to reach, what kinds of content they love, and when/where/how is the best time to capture their attention and deliver value. If you haven’t, there’s your first (and probably biggest) mistake. And because a whopping 60 percent of marketers admit that their biggest barrier to effective email marketing is the quality of their email database, it’s likely that many are skipping or skimping on this critical step. Unfortunately, your customers will notice immediately if you haven’t taken the time to do this; receiving content that’s canned or is irrelevant is an obvious indication of just how much you don’t care about their individual experiences — and they’ll show their displeasure by ending the relationship.

  • Map your customer’s journey. Defining all the important touchpoints along your sales funnel will help you suss out the nuances and influences that drive your customer’s decision-making, which in turn will help you develop the most effective messaging and timing. And since it’s likely that your lists of customers (both existing and potential) aren’t presorted by where they are in the sales cycle, this will help you to begin the next most important process…
  • Segment your lists. While your customers might all be interested in your product or service, that’s likely where their similarities end; your messaging, strategy, and cadence needs to be aligned to where your customers are along their journey so that every interaction with you is relevant and valuable to each of them. Segmenting your lists enables you to further refine your content and ensure that the right stuff is going out to the right people at the right time, which makes your outreach more effective in capturing and retaining their attention as your relationship evolves.
  • Test. Retest. Optimize. Defining and identifying your customer’s journey is essential for establishing a solid foundation to strategize campaigns, but sometimes no matter how much you learn, you just can’t predict what customers will engage with most. The best part about messaging, email length, cadence—and everything else about email marketing — is that it’s all easily testable. Create different versions of subject lines and test them against each other; create one long and one short email newsletter and see which resonates the best. Testing will help you focus your strategies on what you know works best for your target audience, so you can optimize your campaigns and deliver higher quality content at every touchpoint.

2. I just need some space.

While almost 70 percent of consumers want to communicate with brands via email rather than direct mail or text, frequency of interaction is a key consideration; bombarding your customers is just as bad as forgetting about them. Unfortunately, getting the cadence right can be tricky. According to MarketingSherpa research, 86 percent of U.S. adults would like to receive promo emails at least monthly, but 15 percent would like to receive promotional emails every day.

That’s a pretty big difference.

Mapping your customer’s journey and segmenting your lists will help you define an appropriate email frequency based on specific customer needs or expectations. From there, you can test to see what works best and identify your email frequency sweet-spot, per segment.

  • Start with best practices. You’ll be well-served to tap into the wisdom and tactics of those who’ve blazed the trail before you, especially if you have no idea where to begin. Look into case studies, research, and insight from industry experts like Hubspot and Buffer. When it comes to email marketing, small things can make a big difference—we’re talking as small as a few characters’ worth of elements, like how subject line length, day of the week sent, and formatting can and will affect clicks and conversions. Find out what’s tried and true so you have a foundation for developing your own strategies.
  • Define a schedule (and stick with it). When customers sign up to receive email news and updates about your brand, use that initial welcome email (you’ve created one of those, right?) to tell them just what they’ll be receiving and how often. If customers know what they’re getting from the outset, they’ll not only expect to see you in their inboxes on a regular basis, they’ll also be less likely to feel smothered or exploited by your agreed-upon cadence. You can also use your welcome email to ask them specifically about their contact preferences, and save yourself from guesswork.
  • Don’t rely solely on automation. Email marketing automation is an incredible tool that helps marketers automate many of the tedious processes involved with identifying and nurturing sales leads. That said, it’s not like a Crock-Pot — you can’t just set it and forget it. If you’ve defined your customer journey touchpoints, make sure you’re consistently using them to monitor the ongoing effectiveness of your campaigns. And be prepared to make quick adjustments to messaging or email frequency as soon as click rates drop — something you can’t do by depending on automation alone.
  • Suggest a break rather than a breakup. An increase in the number of customers opting out (or unsubscribing) from marketing emails can be an indication that they’re put off by the frequency of content filling their inboxes. However, hitting unsubscribe doesn’t have to be their only recourse. According to a recent BlueHornet survey, 47.1 percent of customers would rather “opt-down” and receive fewer emails than unsubscribe. Not only will giving your customers a similar option help keep them engaged by allowing them to customize their interaction with your brand, it will also help you further refine the optimal frequency for your specific audience.

3. The thrill is gone.

If the first reason for customers hitting the unsubscribe button is frequency, the second is almost always bad or irrelevant content. By now you should have already made several passes through thecustomer journey map to define Moments of Value for your customers, and used that data to start developing content that delivers on them. Remember: you’re vying for the attention of a customer who may be accustomed to receiving more promotional emails a month than personal emails (nearly 54 percent of their total monthly emails received!) — you better make sure that your emails are the ones they open.

  • Get personal. Customers don’t want to just buy from companies, they want to connect with the people and personalities behind the brands — and they expect the same sort of consideration. Personalized content helps to show that you know, understand, and care about the people whose inboxes you’re occupying. Whether that means providing exclusive downloadable content based on their needs in the sales funnel or sending out personalized birthday promotions, that effort to keep the content personal and relevant will go a long way. In fact, Experian research finds that birthday emails have a 481 percent higher transaction rate than promotional emails! Try thinking of ways to harness and deliver that level of customization to delight your customers all year round.
  • Make a killer first impression. The truth is, it won’t matter how amazing and lovingly crafted your content is if nobody will open your email to see it. Since your subject line is typically the first thing customers see (and judge), you’ll need to be able to win them over quickly — preferably in 50 characters or less. It’s also important to be straightforward and not mislead your audience with “clickbait”-style subject lines. If your customer clicks to open an email and feels misled by the subject line related to the content inside, you may just lose their trust for good.
  • Optimize for mobile. BlueHornet research indicates that 67.2 percent of consumers now use a smartphone to check their email. Why is this important? Because of this: 42 percent of subscribers delete emails that don’t display correctly on mobile phones. Again, it won’t matter how awesome your content is if nobody will (or can) open your email to see it; if you’re not taking into account where and when your customers might be accessing your emails, and optimizing that content accordingly, you’re missing a vital component to your overall email campaign success.

Your customers want to stay connected through email. In fact, Forrester research finds that U.S. adults are twice as likely to sign up for emails to stay in touch with your brand than to interact with you on Facebook. Don’t let something as easily reversible—and preventable—as list fatigue spoil a perfectly good relationship. Staying in tune with your customers’ wants and needs, providing them with options, and customizing their experience whenever possible are all things that will help maximize their delight and reinforce their long-term devotion to your brand.


Do Your Marketing Emails Prompt ‘Inbox Blindness’?

Ever heard of “banner blindness”? It’s your email subscribers’ brains’ natural defense against the ads plastered over every website they visit.

Related: 3 Ways to Strengthen Your Email Marketing Impact

Think about it: Most websites position their ads in similar places — such as across the top and down the right-hand side of the page

And after your subscribers visit hundreds of sites and see thousands of ads, those spots on the screen become black holes. They don’t even register in people’s consciousness anymore.

The ‘inbox blindness’ your email subscribers develop

The average adult gets 121 emails per day, according to a report by the Radicati group — and that’s more than most people can afford the time to pay attention to. So, even though your subscribers did opt-in for your emails, they’re likely numb from the sheer volume of commercial emails they have to wade through overall. Your emails simply no longer register (your competitors’ don’t either).

Instead, your subscribers just scroll right on past them.

So, how do you beat this inbox blindness and grab your subscribers’ attention? The key is to use pattern interrupts — subject lines that stand out and jolt your dozing subscribers back to life.

Here are three pattern-interrupt subject lines you can use to snap your subscribers out of their inbox comas and get your emails opened.

1. The ‘faux-personal’ subject line

What’s the one kind of email that everyone always opens? It’s the quick note from a friend or a family member.

And if you take a look at the subject lines people naturally use when they communicate with those they know and love, you’ll notice that they don’t look anything like the long headline-style subject lines most marketers write. Instead, friends use subject lines that are short, playful, informal. Like these:

  • hey =)
  • quick question
  • Can I ask a favor?

Short subject lines like these work especially well for cold email outreach, for that first “welcome” email you send to new subscribers, and for when you want to wake up a list of folks you haven’t mailed in a while.

Related: 7 Statistics That Prove Email Marketing Isn’t Dead

2. The ‘quirky characters’ subject line

Another way to make your subject line stand out: Give it a little extra visual “pop,” with unusual symbols and emoji characters. Those special characters come installed on all popular mobile and desktop devices, so you can use them with confidence that they’ll show up when your subscribers view your emails.

In a typical overstuffed inbox, subject lines run together into a wall of gray — but emoji characters seem to leap from the screen.

Online marketing expert Ryan Deiss, who tests his emails relentlessly, makes heavy use of emoji in his subject lines. Deiss has said that he used an alarm clock in the subject line of a recent email campaign to emphasize to customers that “your time is running out.”

I myself recently sent an email newsletter with the “?” character in the subject line. That particular email snagged me an open rate that was 80 percent higher than normal for that particular email list.

3. The “Uncle Sam” subject line

Remember those iconic world wars I and II posters with the guy in the star-spangled top hat? In those posters, Uncle Sam points straight at the viewer and says, “I want YOU for the U.S. Army.” Remember?

There’s a reason this became the most famous poster in the world. It’s that that image stops you cold in your tracks — there’s no doubt in your mind that Uncle Sam is calling you out.

In the same way, an “Uncle Sam” subject line can grab your subscribers’ attention, addressing them directly.

So, for this particular subject line, start off with the words “You” or “You’re,” followed by a blunt, hard-hitting statement, such as the following:

  • You’re a fraud.
  • You had ONE job.
  • Your account has been suspended.

A word of warning: This technique can come across as aggressive or even shocking to some subscribers. There may be repercussions.

But if you do use it, the copy of your email should quickly hook the reader and “pay off” the subject line — helping the viewer see the connection between the subject line and the content of your company’s email.

For example, software development coach John Sonmez recently sent an email with the alarming subject line “You’re fired!” And at the top of the email, he proceeded to pay off the subject line by showing how he himself had once made a bad assumption — a mistake shared by many in his audience — and how that assumption had cost him his job.

But, Sonmez’ unhappy memories aside, this subject line worked, spiking his open rate by 39 percent; Sonmez also received a flurry of replies from customers wanting to learn more about the program he was selling.

A little goes a long way . . .

Used sparingly, these three techniques can grab the attention of subscribers who habitually turn a blind eye to your emails.

You’ll get noticed — which is tougher and tougher to do these days.

Related: 3 Reasons Your Small Business Should Use Email Marketing

And you’ll have an opening to win back your subscribers’ attention with your captivating content.

5 Books to Read Before Starting Your Business

5 Books to Read Before Starting Your Business

Starting a new business is no small undertaking. There are many factors to be considered, and it is important to do your research and prepare yourself as much as possible, with some 80 percent of new businesses failing within the first couple of years.

 Building a business is a daunting task — from originally creating the idea, then planning and validating that idea to fund raising, staffing and achieving profitability. There are many pitfalls in the journey that could easily completely destroy your business.

There are thousands of books out there to help educate new entrepreneurs about what they’re getting into, so I wanted to review five books that I think will help any entrepreneur succeed with their start up:

1. The Founder’s Dilemmas: Anticipating and Avoiding the Pitfalls That Can Sink a Startup, by Noam Wasserman

The book is based on Wasserman’s research at Princeton. He did a masterful job of studying founders from many industries and detailing their experiences, good, bad and ugly. The book is captivating because it uses real identifiable examples, like Twitter and other recognizable companies. It is a must read for anyone who wants to start their own company.

This book focuses on helping entrepreneurs take proactive steps to keep them from making mistakes that, though common, can have a hugely negative impact on their business. It familiarizes new entrepreneurs with business structure and helps them to better understand all that goes into making a things run smoothly. This is a great book for teaching you how to appropriately manage your business and all that comes with it.

2. Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses, by Eric Reis

One of the biggest struggles you will face in building your own business is managing cash flow. You know the old saying, “Cash is king.” I don’t think that anyone can go far enough to explain the importance of cash flow management to a new business owner. Lean Startup is a book designed to serve as your guide through the many changes that a startup brings. It will teach you how to effectively manage your budget, allowing you the freedom to innovate and make your way in the business world. If you want your business to thrive, you’ve got to have precise, effective budget-management.

3. Peter Principle: Why Things Always Go Wrong, by Laurence J. Peter and Raymond Hull

This one is a classic for a reason. Peter Principle is an amazing book for helping founders to understand when they reach the “point of incompetence” and how to recruit great people to help you. Why do things go wrong? I think it’s safe to say that every business owner has asked this question at some point. In this book, the question is answered by addressing the issue of incompetence in the work force today. You will learn the importance of staffing and how it can make or break your business.

4. Disney Way: Harnessing the Management Secrets of Disney in Your Company, by Bill Capodagli and Lynn Jackson

Over the years, I have realized the importance of building a fun, warm culture into your business. The world’s reigning master of business culture creation is Walt Disney. In Disney Way, the authors do a better job then any other book on Disney to articulate how he thought and what actions led to the creation of the most culturally rich company In the world. This book details how Walt Disney’s mantra of “dream, believe, dare, do” has helped to transform businesses all across the globe. In it, you’ll learn how you can create the most productive, effective and positive environment for your employees and your customers. By adopting the Disney way, you can play a part in transforming our culture, and can impact your industry for the better.

5. Behind the Cloud: The Untold Story of How Went from Idea to Billion-Dollar Company-and Revolutionized an Industry, by Marc Benioff and Carlye Adler

Behind the Cloud just jumped onto my five-best-books-to-read list. Chris Brady, an Inc Magazine Top 50 leadership expert, suggested I read the book, and I am so thankful. It is the story of and how Benioff and team built a world-caliber company before the term “In the Cloud” existed. Since it’s beginning, has been a leader in innovation. This book details the company’s unhindered journey to success, exemplifying how you can use the unique qualities of your business to generate massive revenue. This book is a great resource for making your business stand out in any circumstance.

Whether you’re a seasoned entrepreneur, or a first-time business owner, you should never stop looking for ways to make your business better. Examine your strengths and weaknesses and find the areas you wish to grow in. Perhaps you want to learn how to budget better, or maybe you want to strengthen your business structure. Whichever aspect of your business you wish to improve in, there is a book out there to help you do it.

7 reasons to choose Latin America for your dev outsourcing


There’s a new twist in America’s 20-plus-year outsourcing narrative. U.S. companies have historically looked to India for cost-effective programming talent, and more recently to Eastern Europe for mobile development. But these days, more and more IT jobs are being outsourced in a new direction: south.

A number of trends in Latin America have created a growing pool of IT talent. The continent’s 400 million-strong population has seen Internet usage grow by 1644.3 percent over the last 15 years, with an Internet penetration rate in 2015 of 61 percent (the global average is 45 percent). There’s also a growing number of startups (a.k.a. “TechnoLatinas”) in the region. Programs like Startup Chile have backed over 1,000 startups, while Colombian business development bank Bancoldex has raised $500 million to spur economic development through young companies.

U.S.-based technical marketplaces like Toptal, publicly traded Globant, and the company I founded, Scalable Path, are increasingly looking to Latin America as a possible offshore center for development — and with good reason. The smaller time difference and less drastic cultural differences can mean better cooperation, lower employee turnover, and more success at meeting key performance indicators than other markets can offer.

Here’s a closer look at the reasons Latin America is becoming a strong alternative for U.S. tech development:

1. Time zone: One of the biggest challenges of working with personnel in India or China has been the large time zone difference. There’s a 13.5-hour difference between the U.S. and Bangalore. By comparison, time zone differences between the U.S. and Latin America are negligible: Colombia is on Eastern Time, while Argentina is only two hours earlier. This allows synchronous communication and reduced response times between teams, enabling them to resolve issues quickly. When face-to-face meetings are a must, travel within similar time zones is less painful. I’ve dealt first-hand with the challenges of working across distant time zones while managing a team of software developers in India. Those in India had to stay up until midnight in order to join conference calls with the U.S., and our communication suffered. By contrast, when working with developers in South America, we can chat on Slack or hop on a Skype call whenever the need arises.

2. Favorable business environment: According to the 2016 A.T. Kearney Global Services Location Index, a study tracking the offshoring landscape, six Latin American countries rank in the top 20 for financial attractiveness, people skills, and business environment: Brazil (4), Mexico (8), Chile (9), Costa Rica (19) and Colombia (20). With political stability and favorable business policies, these countries are becoming preferred offshore options.

3. Costs: Hiring quality developers in the US costs anywhere from $80 to $150 per hour, with Latin America and India ranging from $40 to $70 per hour and $20 to $50 per hour respectively. Hiring costs for developers in Latin America, although higher on average than places like India, are still less that half that of of developers in the United States, with the added advantage of similar time zones.

4. English proficiency: According to the EF English Proficiency Index 2015, a number of Latin American countries — including Peru, Chile, Ecuador, Mexico and Brazil — have surpassed China in English proficiency. And more English-speaking Latin Americans could be coming: In 2013, President Barack Obama launched the 100,000 Strong in the Americas program to expand educational exchanges in higher learning by doubling the number of exchange students between the U.S. and Mexico. Latin America, with its countries investing more in English language training, may one day be the top destination for outsourcing services.

5. Tech talent numbers: The quantity and quality of Latin American tech talent has seen a significant rise over the last few years. According to Stack Overflow, a site for programmers with 4.7 million users, the average reputation of top users is higher for Latin American countries like Peru (24,809), Colombia (21,064), Chile (18,080), Argentina (16,500), and Brazil (14,150) than for India (13,882) and China (13,236). Even though India boasts a larger number of top users, the quality of developers in Latin America is higher or on par with Indian programmers.

6. Culture: The cultures of the United States and Latin America were both strongly influenced by European civilization. And while there are strong cultural differences, certain similarities do extend into the work styles and business approaches across the continents, making it somewhat easier to collaborate.

Latin American developers seem to be more assertive and creative, viewing the relationship more as a partnership rather than a hierarchical client/worker relationship. For example, Latin American developers are more likely to give important feedback like “actually, that can’t be completed by your desired deadline” despite the risk of conflict, while in places like India, developers may have a more difficult time voicing important concerns early on.

7. Fastest-growing outsourcing market: As the global market for offshoring services expands, Latin America seems to be growing most rapidly, with Brazil, Colombia, and Chile leading the way. According to a 2014 KPMG study, while Latin America’s outsourcing industry currently represents only 5 percent of global spending, or around $7 billion, its annual growth rate through 2017 is projected to average nearly 10 percent, up from 5.3 percent in 2013.

Most of the Latin American economies continue to expand at a steady pace, although they’ve been affected by political instability, language barriers, and a general inequality with supply and demand. Despite these challenges, Latin America has emerged with great promise as a destination for offshore services.

Damien Filiatrault is founder of development-outsourcing firm Scalable Path. Previously, he headed PHP development at SolutionSet, where he spent a five-month period in Goa, India managing a team of software developers. He has also held sales and marketing positions at other San Francisco technology companies, including Evite and CNET Networks.

How to Solve the Marketing Skills Gap In Your Company


A few weeks ago I was talking to Maureen Blandford about marketers, marketing technology, and the need for all of us to move faster.

Our conversation turned to skill sets and the current digital and technology skills gap in marketing today. A thought I had in that conversation has been gnawing at me since: “Today’s marketers don’t have the aptitude for marketing technology.”

We continue to hear about the skills gap in marketing today and marketers are continuing to get trained on technology. But it isn’t closing the gap. If anything, as we rely more on technology in marketing, the gap is actually getting worse! Why?

Because today’s marketers don’t want to deal with technology.

I complete my time sheets because I have to. It is a requirement, and I’ll here about it from my boss if I don’t. I don’t love doing my timesheets. I have no passion for it. (Well, actually I do, but it isn’t a good kind).

Many marketers approach technology the way I approach timesheets. It is a functional requirement. Just one more thing they need to deal with in their day. This is why we are facing a shortage of the skills we need today, and the situation continues to get worse.

The solution to today’s marketing skills gap isn’t training. It is hiring people who are genuinely interested in and curious about marketing technology. People that look for ways technology can solve their challenges and aren’t phased by using technology in new or unexpected ways.

Training many marketers today to use technology is a band-aid that just briefly covers up the problem, until our marketing technology changes again a few months later.

So let’s stop focusing on training the wrong people and start focusing on hiring people with the interest in and aptitude for the technology we will use today and into the future.

One change that dramatically improved B2B marketing results

Slice-of-a-TractorYou can’t rely on your own data.

Your prospects spend the vast majority of their time doing everything except opening your emails, visiting your site or viewing your content.

Despite the magic of marketing automation and the ability to collect information on every mouse movement on every page of our sites, we only get a tiny window into the lives of our prospects. And that tiny window can turn out to be very misleading.

What happens when we start to fill in the picture? We have a better understanding of what people are interested in and our marketing performs significantly better.

Here are a few recently published results:

Case 1: Email click rates increased 279%.
Case 2: A 463% increase in email click rate. (Wow)
Case 3: You say clicks don’t matter? I won’t disagree, so how about a 200% increase in whitepaper downloads.


A little bit more data can completely change our view!

There are many new ways B2B marketers can use data and when we look only at what someone does on our own site, we miss most of the picture. Of course we get it wrong!

The results above, all of which were published by Madison Logic, show how just a little more data can make a huge difference, and by extension, just how little relevant data many marketers actually have today.

Imagine for a moment: you have a database with thousands of contacts that haven’t engaged with you in at least six months. You had some indication of what they might be interested in six to 18 months ago. But you don’t know if their interest has since changed!

For your email marketing to be relevant, you need to know what they are interested in now, not six months ago.

For me, that’s pretty easy to imagine because it hit close to home. We all have a marketing database with high quality contact data (for at least part of it), and yet we don’t know what many of the people in our database actually care about today.

Top 3 Media Buying Mistakes B2B Marketers Make


Sometimes the best advice and perspective doesn’t come from the public figures we hear at conferences or see quoted in publications. It comes from the people who are hands on, doing the work in a wide range of situations.


Toby is one of those guys. You probably don’t know Toby, but maybe you should. He recently joined Business Insider as the Sales Director for the Southeast, after a number of years with CBSi, parent to B2B technology focused properties ZDNet and TechRepublic (among others). Like many of the people I work with at publishers, Toby works on more programs in a month than many of us work on in a year and that position gives him first hand insight into what is working, and what isn’t, at scale.

I had a chance to talk to Toby recently (when he was still with CBSi) and he shared three of the most common mistakes he sees B2B marketers make when they first start working with publishers. I thought it was great insight for B2B marketers looking to work with publishers for the first time (and a healthy reminder for many of us). So, with a hat tip to Toby, here they are, along with some of my thoughts he sparked:

  1. Setting Unrealistic Expectations

When our expectations are unrealistic, we don’t have an opportunity to be successful. What many marketers would consider a success will be seen as a complete failure, not even as a modest result that can be built on.

Toby highlighted two areas in particular where he sees marketers coming in with unrealistic expectations.

ROI. Yes, marketing should build the business, but it doesn’t make the trees around your office burst into beautiful blooms of money. If your expectations of ROI would make even the most risk-averse CEO give you a blank check, you are setting yourself up to fail.

Content. We are all awash in content today. If a publication can target your audience, you are likely one of dozens of marketers trying to offer up your content to their audience. Content focusing on the challenges or needs of one audience can’t be used effectively with other audiences that don’t share the same challenge. Particularly with “lead guarantee” programs, where a publisher contracts to provide a certain number of contacts meeting specific criteria, marketers fall into the trap of believing their content isn’t critical.

Toby shared a number of examples with me, including a marketer that expected more than $1.2 million in revenue from a $15,000 lead generation program and another that expected to use content created for help desk administrators in a program to increase visibility with VPs and CIOs. These are extreme examples, but unfortunately mismatches like this are not unusual.

When you set unrealistic expectations, you have nowhere to go but down.

  1. Underinvesting


Publisher sites are noisy places, some have more than a dozen ads on a single page and 10′s or 100′s of millions of ads served every month. You are one of many marketers, and if this is one of your first ventures into advertising, you are likely one of the smaller and lesser-known ones.

In addition, each publisher represents only a tiny slice of the total time your audience spends online. Is your buy really big enough to meaningfully sway perception when your competitors aren’t just sitting silent? Often, the answer is “no.”

One of the best ways to address this is to narrow your focus. Many marketers start with retargeting because it reaches a very finite audience that is already familiar with your company (people who visited your site) and is relatively inexpensive. When you look at larger B2B publishers, start by focusing the specific sections of the site.

Toby highlighted the tendency many marketers have to run small pilots with a large number of companies and then conclude advertising won’t work. Instead, focus on just a one or two partners, at a scale that delivers a more meaningful impact. Not only will you see better results, you will be testing programs that are more like the ones you will ultimately roll out.

  1. Jumping Straight to Sales

Someone downloaded your perspective on industry trends, market research you sponsored, or your tip sheet. No, that doesn’t mean they want to buy from you. Chances are, they still don’t even know what you do!

Yet this is still what many marketers are doing. I’ve received the calls, I’m sure you have too. But buyers hate it, it is interruptive, presumptive, and rarely successful. Even worse, many marketers don’t have a separate long-term nurturing process for the vast majority of people who may actually be interested in the future, but don’t want to talk today.

If you are asking for someone’s email in exchange for content or information, you better be ready to followup with additional content that is useful, entertaining or timely. If your plan is to cold call everyone on the list, just skip the content promotion, buy yourself a list and start making calls.