News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
John Kearney / Sales Benchmark Index / October 3, 2013
Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.
These are either in addition to, or in place of, your standard metrics tracked. They are all leading indicators that can help you forecast success in 2014. In this post weRead More
Avinash Kaushik / Occam's Razor / September 30, 2013
Two things I love a lot:
1. Frameworks, because if I can teach someone a new mental model, a different way of thinking, they can be incredibly successful.
2. Visuals, because if I can paint a simple picture about something complex it means I understand it and in turn I can explain it to others.
This post is at the intersection of those two lovely things.
Each of the six visuals re-frames a unique facet of the digital opportunity/challenge, and shares how to optimally take advantage of the opportunity/challenge.
We’ll start with digital at the highest strategic level, which leads us into contentRead More
Katie Weeks / ECOBUILDING pulse / September 27, 2013
While New York City buildings are responsible for 74 percent of citywide greenhouse gas emissions, 94 percent of total electricity use, and 85 percent of potable water consumption in the city, these buildings are making progress on reducing their energy use, according to new data released by the office of Mayor Michael Bloomberg this week in the New York City Local Law 84 Benchmarking Report. Local Law 84 (LL84) requires all privately owned properties over 50,000 square feet and multiple buildings with a combined gross floor areas of more than 100,000 square feet to annual measure and reportRead More
Vince Koehler / Sales Benchmark Index / October 1, 2013
The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue.
2013 is the last year executives accepted activity-level results from marketing. CEO’s don’t accept activity reports from Sales leaders without revenue results. Expectations of marketing accountability have increased to the level expected of sales performance.
It’s easy to get caught up in reporting activity and miss the big picture. There is so much interesting click data available. Executive marketing leaders need to push the debris aside. Focus on the core business drivers thatRead More
Stephen Monaco, guest post / Convince&Convert / September 15, 2013
The wealth of information available to social media marketing practitioners is staggering. Companies typically track “likes” and retweets, but they can also track things they rarely focus on: the qualified leads coming from social, a company’s share of a conversation, and even the amount of revenue generated from an individual social marketing initiative.
While this scope of measurement is possible, companies don’t often prioritize the measurements that truly reflect their success (or lack thereof). It’s important to focus on the KPIs that matter to your company in the correctRead More