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14 Dec 17:38

11 Tools to Organize Your Email Inbox

by lkolowich@hubspot.com (Lindsay Kolowich)

organize-your-gmail-inbox.jpeg

Editor's note: This post originally appeared on HubSpot's Marketing Blog. For more content like this, subscribe to Marketing.

Most people have a love-hate relationship with their email inbox. On the one hand, email can be exciting -- whether you're making progress with a client, replacing a meeting with a (much more efficient) email thread, or receiving an invitation to a fun social gathering.

On the other hand, though, email can be overwhelming -- especially if you lose control.

And boy is it easy to lose control. After all, email is one of the top ways we communicate with a lot of the people in our lives, from our best friends to people we've never spoken with before. Many of us get bombarded by new emails on a regular basis, and it's stressful to know that we might be missing out on the truly important stuff amid the flood of less pertinent stuff.

Luckily, there are a lot of tools out there that can help us get more organized. In this post, we'll go through 11 of our favorite tools for organizing your inbox. Try 'em out, and help pave your own way to a more productive and less stressful email experience.

11 Tools for Organizing Your Inbox

1) Unroll.me

Price: Free

The first step to relieving your inbox from all that email is to unsubscribe from all the newsletters you've subscribed to over the years. But unsubscribing manually from tens, maybe hundreds of newsletters would take forever.

Enter Unroll.me, a free tool that lets you mass unsubscribe from all the newsletters you don't read. You can either wipe the slate clean and unsubscribe from everything at once, or you can pick and choose. Read this blog post to learn more about how it works.

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2) The Email Game

Price: Free

If you're overwhelmed by the amount of email in your inbox but dread the thought of clearing it out, and you're a competitive person, The Email Game might be right up your alley. This free tool for Gmail and Google apps gamifies the act of clearing out your inbox.

All you have to do is enter your email address, and the game will begin. It gives you five seconds per email to decide what to do with it: reply, "boomerang" (i.e. archive now and resurface in your inbox at a later, specified time), archive, delete, or skip. You get a certain number of points for each action and you're penalized if you go over time. If you click "reply," then you're given three minutes by default to respond. You can always add time if you really need to, but speed is in your best interest here.


3) FollowUpThen

Price: Free; Paid Versions Available

Here's another simple but useful tool, this time for reminding you -- and even your clients, if you want -- to follow up on specific emails.

Here's how it works: Compose an email, and then include [any time]@followupthen.com in the "Bcc," "Cc," or "To" fields of your email. The "any time" wording here is pretty flexible: It can be "tomorrow@followupthen.com," "nextwednesday@followupthen.com," "3hours@followupthen.com," "everyday@followupthen.com," "every3rdwednesday@followupthen.com," and so on.

What happens to that email when you click "send" depends where you put that @followupthen.com email address:

  • Bcc: You'll get a follow-up regarding the email (without bothering the original recipient).
  • Cc: The tool will schedule a reminder for you and the recipient.
  • To: The tool will send an email to your future self.

It works for every email client, and it's free for up to 50 follow-ups per month. You can increase the number of follow-ups and add features like calendar integration for between $2–$9 per month.

4) Boomerang 

Price: Free

Boomerang is a powerful tool I've been using for years to manage my Gmail inbox. This Chrome extension for Gmail users does two things really well:

  1. It lets you schedule emails to be sent later.
  2. It lets you archive emails that will reemerge in your inbox later as an unread message.

The second concept here is similar to that of FollowUpThen, except you have a lot more control over tracking and changing the times at which emails reemerge in your inbox. It's free and works on desktop and mobile, including Android.

boomerang-for-gmail.png

5) Sidekick

Price: Free; Paid Versions Available

Ever wanted to know who opens your emails and when, how many times, and from where? When you download the Sidekick Chrome extension, you can opt in to get live notifications whenever someone opens or clicks on the links in your emails.

Another cool feature is the contact information sidebar that pops up when you open an email thread. It includes all the relevant information about the person you're emailing, including past contact history (kind of like LinkedIn's "relationship tab" function), social media content, mutual connections, and so on. Soon, the extension will let you schedule emails to send later.

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Image Credit: Sidekick

The free version gets you 200 open/click notifications per month and unlimited email profiles. There's also a version created for sales teams that includes email templates, document sharing, and other functionalities you can learn about here.

6) SaneBox

Price: $2/month

If you're looking to automate prioritizing each email as it comes in, you may want to give SaneBox a try. There's nothing to install here: Basically, it works with any email client to create new folders like SaneLater and SaneNews. When a new email comes in to your inbox, SaneBox quickly analyzes it to determine how important it is. This analysis is based on your past interaction with your inbox. If SaneBox finds the new email important, it'll keep it in your inbox. If not, it'll send it to one of those folders.

Later, you'll get a digest of the emails that were sent to those three folders so you can decide whether any of them need your attention when you have the time. Over time, you "train" SaneBox to filter certain types of emails into each of these folders.

sane-box-gif.gif

Image Credit: SaneBox

SaneBlackHole is a fourth folder that'll help you delete emails and unsubscribe from them in one fell swoop. When you manually drag an email into your SaneBlackHole folder, it'll delete the email and unsubscribe from the source automatically.

There are other cool features in here too, like the "attachments" feature that automatically sends all email attachments into a Dropbox folder.

You can try SaneBox for free for two weeks, but after that, it's $2 per month.

7) Checker Plus 

Price: Free

Checker Plus is a Chrome extension for Gmail that helps you manage multiple Gmail accounts at once so you don't have to flip through multiple inboxes. One of the main features is instant email notifications even when Gmail isn't open. So if you're a fan of notifications, then you'll like this one.

Without opening Gmail in your browser, Checker Plus will give you desktop notifications when you get a new email, along with the option to read, listen to, or delete emails.

I'm a big fan of the extension's voice notification feature. If I get an email while I'm busy cooking dinner or something, I can choose to have the extension read the email out loud to me, even if Gmail isn't open. (Just remember to shut this off when you head into the office.)

It's worth noting, by the way, that Checker Plus has pretty extensive online support and documentation. If you're having an issue with the extension, it's not hard to find a solution.

checker-plus-for-gmail.png

Image Credit: PC World

8) Hiver 

Price: Free; Paid Versions Available

If your team (or heck, even your family) uses Gmail as their main email client, then this could be a useful app for collaboration. Hiver lets you share Gmail labels with other users to streamline collaboration. That way, you can share emails with other people -- even if they weren't an original recipient -- by adding a shared Gmail label to that email. A great way to use these labels is by assigning tasks, delegating emails, and tracking their status.

Hiver also lets you create and share email templates with your team, as well as share notes on emails that help you summarize or explain what's going on in an email thread. This can be helpful for anyone working on proposals, tasks, or support tickets.

Hiver's free version lets you share labels, notes, and so on with three other users, and lets you share three labels and ten email templates. For added features and functionality, paid versions range from $6–$18 per user per month.

shared-gmail-labels.png

Image Credit: Hiver

9) Mailbird

Price: Free; Paid Versions Available

There are other email clients out there, like Mailbox, Boxer, and CloudMagic, but Mailbird manages to stand out.

While it only works for Windows users, this email client unifies your inbox with your apps by rolling your email and all your calendar, task, and messaging apps into an all-in-one interface. And it's a simple user interface, which you can customize in different colors and layouts.

Here's an example of what one layout looks like with email and WhatsApp integration:

mailbird-with-whatsapp.png

Image Credit: IT World

Other popular choices for app integration include Google Calendar and a video conferencing app called Veeting rooms.

Mailbird works for Windows users on desktop and mobile. The Lite version is free and will allow you to sync three email accounts. If you want to sync more than that and want other, more advanced functionalities -- like the ability to "snooze" your email, Boomerang-style -- then you'll have to get the paid version for $9 per year.

10) SimplyFile 

Price: Free

While Outlook doesn't have nearly as many organization tools as other email clients, here's one for Outlook users only that'll help you spend less time filing your email. The tool adds a toolbar (or "ribbon tab") to your inbox, with different, customizable files, which is easily accessible so you can file new emails quickly.

When an email comes in, simply drag it into the appropriate folder. You can organize both messages you're receiving in your inbox, as well as messages you're sending -- which you can file as you send them.

simplyfile-user-interface.png

Image Credit: SimplyFile

11) Gmail Special Stars

Price: Free

I couldn't write a blog post about inbox organization without including my go-to strategy for getting to -- and maintaining -- inbox zero. This tool isn't an add-on, but rather it uses a built-in feature in Gmail called "special stars," which is just a slightly fancier labeling system than Gmail labels. Read this blog post to for step-by-step instructions for enabling special stars and using the methodology to get to inbox zero in a few hours.

 inbox-zero-1-1.png

Which tools do you use to organize your inbox? Share them with us in the comments.

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14 Dec 17:38

Why Martin Shkreli is the villain we need

by Lydia Ramsey

Shkreli at Forbes Summit

Pharma CEO Martin Shkreli is easy to hate, but that doesn't mean he's wrong.

Shkreli is infamous for jacking up the price of a 62-year-old drug by 5,000%, and then defending the move as the inevitable product of capitalism.

His company, Turing Pharmaceuticals, is small, and the drug, Daraprim, is rarely used. Nevertheless, the move grabbed national attention.

When the Senate began hearings Wednesday into the practice of price gouging, the voice of Martin Shkreli was absolutely heard, even though he was not called upon to testify. 

For months, Shkreli has been doing something the pharmaceutical industry at large has neglected to do: Exposing the critical need for balance between the interests of shareholders and patients.

Often that need plays out in the pricing of new, innovative drugs. This is why it shocked no one when the Senate recently released a report on how Gilead Sciences put its profits first when pricing its new hepatitis C cure at about $1,000 per pill, or $84,000 for a treatment.

The drug industry says there's a big difference between Gilead's drug and Daraprim: Gilead's is a new development and the price reflects the innovation and risk that went into that, and encourages more of the same. Daraprim is a 62-year old drug that Turing acquired earlier this year. 

When Shkreli speaks bluntly about the needs of shareholders, without the buzzwords and public relations scripts, he makes big pharma very uncomfortable.

pills money drugsBecause he's telling the truth.

"It’s a business; we’re supposed to make as much money as possible," Shkreli said at the Forbes Healthcare Summit last week, where his attendance was the buzz of the conference.

If anything, he said, he would've raised the price of Daraprim higher. 

After a lunch filled with healthcare leaders shaking their heads, muttering unkind words or sharing bewildered expressions over iced tea and baked fish, CEOs from some of the biggest drugmakers companies took to the stage to put as much distance between themselves and Shkreli as they could.

"He is not us," Merck CEO Kenneth Frazier said, while GlaxoSmithKline CEO Andrew Witty called the Daraprim price hike "disturbing."

Merck, for its part, has been the subject of drug pricing inquiries of its own, though both Frazier and Witty have taken strong stances against outright price gouging.

The villain we need to get our healthcare system in action

The healthcare industry the largest part of the US economy, employing 9% of the US work force and costing more than $3 trillion a year.

When Business Insider spoke to Shkreli back in October, he told us that one of his biggest priorities was being himself.

"Most of the drug CEOs I know, they're not themselves — they're what people want them to be," he said at the time. "It's pretty obvious of the different drug executives. They're old white men, very buttoned up. They're appropriate, so to speak. I'm a little bit more irreverent, and I'm not going to change just because I have this job."

Martin Shkreli protestAt the same conference where everyone's feathers got ruffled by Shkreli's comments, the theme of the day seemed to be about how the healthcare industry — not just pharmaceutical companies, but all parts — need to innovate and catch up to other industries that have made it so easy for consumers to have a transparent picture of how much they're paying and what they're getting into.

In other words, consumers deserve a better understanding of what goes into the price of the drug they are picking up at the pharmacy and why it's so high, or entirely out of reach for some.

They also deserve to know why this is a uniquely American problem. GSK CEO Witty made the point at the conference that his company owns the global rights to Daraprim (they sold the US rights to the drug in 2009), and it's sold at $20 a month in England.

It's not unique to Daraprim, of course and there's many factors. But a key one is that, unlike in England, the US government isn't able to negotiate the price of drugs

Shkreli is an easy scapegoat, and he seems to like playing the villain. When he punctuates his statements with that incredible eye roll of his, he surely gets under Big Pharma's skin the way he does with many casual observers. 

But we can't write him off. He doesn't exist in a vacuum. And he might be the spark that gets us talking about how we can fix the problem.

RELATED: The most infamous guy in the drug industry has a terrible justification for raising the price of a key medicine 5,000%

UP NEXT: Martin Shkreli and his newest adversary just had an awkward public exchange

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14 Dec 17:35

The Bots Are Coming For Your Job

by Scott Gillum

robot-916284_1280Gartner predicts that by 2018, machines will replace writers, authoring 20% of the content you read. Daryl Plummer, a Gartner analyst said that “Robowriters” are already producing budget, sports, and business reports, and this trend is happening without notice. One advantage for machines according to Plummer: “They don’t have biases or emotional responses.”

I’ll buy machine generated content for basic information, like the items mentioned above, and that may signal that it’s time for some writers, in particular those who create “formulaic” content (like press releases), to get their resumes together. But what I won’t buy is a world of content that exists purely on fact and data, void of any emotional connections. In fact, another trend is now happening that may signal a need for even more writers who can make personal connections with audiences.

“Design Thinking” to the Rescue

The good news is that companies, like IBM and GE are following Apple’s lead in embracing “Design Thinking.” This year alone, IBM is seeking to hire 1,100 designers to help reignite growth and change the corporate culture. What may be a “boom time” for designers may also have a waterfall effect on content creators, here’s why.

Companies are embracing design thinking as a response to the increased complexity of today’s products and/or business environment. As Apple has learned, people need their interactions with technologies and other systems (for example, Healthcare) to be simple, intuitive and perhaps, even enjoyable.

The first principle of design thinking for products is to empathize with users by focusing on their experiences, especially their emotional ones. To build empathy with users, a design-centric organization empowers employees to observe behavior and draw conclusions about people’s needs and wants.

As author Jon Kolko states in his Harvard Business Review article entitled Design Thinking Comes of Age, “organizations that “get” design use emotional language (words that concern desires, aspirations, engagement, and experience) to describe products and users.”

“Design thinking is an essential tool for simplifying and humanizing.”

As companies improve the product/user experience, organizations must improve how they communicate emotionally derived value propositions…and that is the opportunity for content marketers. “Robowriters” can’t understand the emotional triggers involved in the purchasing process — at least not yet. As CEO Tony Fadell said in an interview published in Inc., “At the end of the day you have to espouse a feeling—in your advertisements, in your products. And that feeling comes from your gut.”

With ever expanding distribution channels, the need for content has never been greater. As machines move in to fill the void, the world of content will divide into algorithm-assembled fact oriented content, and human generated “emotional” content.

The handwriting may on the wall for some writers, but the upside of this trend may just usher in golden era of impactful relevant content marketing for many. For now, if you a create content take inventory of what you do on a daily basis, and make plans to move to the human side…or risk being replaced by a “Bot.”

14 Dec 17:34

One statistic perfectly encapsulates the impact of technology on Wall Street jobs (GS)

by Matt Turner

empty trading floor

In 2000, Goldman Sachs had 600 traders in New York City making markets in US stocks. Today, that number is down to fewer than 10.

The statistic is one of several nuggets from a Credit Suisse report on how the bank uses technology, following a conversation with chief information officer Marty Chavez.

The analysts estimate that Goldman spends $2.5 billion to $3.2 billion on technology each year, or about 7% to 9% of revenue.

This has big implications for the bank's staff. In some ways, technology can make their lives easier. Last month, the bank announced an initiative designed to make the lives of junior investment bankers easier — by letting technology do more of the grunt work for them.

But technology might also soon replace more workers.

The note said (emphasis added):

Embrace Disruption—management of Goldman is very much of the belief—and we can't argue with this—that there will be far more value ascribed to those who embrace new, albeit disruptive, technologies. This disruption can be people "destructive" at times, but it can be far more destructive to be left behind in a business poised for profound change. Importantly, these changes may be disruptive, but also both relationship and profit margin enhancing, through delivery of a better product to Goldman's clients.

There are ways for Goldman to be more efficient with its tech spending. About 30% of the annual expense goes to maintenance, which covers things like communications, market-data expenses, and software licensing. The bank wants to get that down to 10%, which is more comparable with software companies.

That would free up $600 million to $800 million, which could either go back to the bottom line, or be reinvested strategically, Credit Suisse estimates.

These strategic investments could include things like investing in blockchain technology that underpins the use of bitcoin, with the Credit Suisse analysts noting that Goldman Sachs is "very interested in the use of Blockchain/distributed ledger technology."

Other investments include Symphony, the instant-communications platform out to displace Bloomberg's terminal, and Goldman's Marquee app, which delivers data and analytics to staff and is being rolled out to clients.

SEE ALSO: The robot revolution is coming for Wall Street traders

Join the conversation about this story »

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14 Dec 17:34

What’s really going on at Dropbox (an insider’s perspective)

by Mike Trigg, Hightail
A view of the Mailbox team pod at Dropbox's headquarters a year ago (Dec. 2014)

GUEST:

Dropbox’s surprise announcement Monday that it was shuttering two of its most popular applications, Mailbox and Carousel, was mostly matter-of-factly reported. Only a few articles even pointed out that Dropbox paid a reported $100 million to acquire Mailbox less than two years ago. As I tweeted, “$100M is a lot to write off – even for a unicorn.” So, the big question is: “Why would Dropbox do this? “

As COO at Hightail, I have a bit of an insider’s perspective on what may have driven this decision. While I have no information from directly inside Dropbox, I do have a deep understanding of the category. Because our business is extremely similar (albeit smaller and more focused on a specific segment), I have some theories on what market trends and internal dynamics motivated this decision.

The Need to “Focus”

The core reason Dropbox shut down these applications was stated in its public explanation: It wants to “focus” (a word used three times in a 279-word post). “Over the past few months, we’ve increased our team’s focus on collaboration and simplifying the way people work together. … Ultimately, we think this increased focus will help us create even better experiences for you in the months and years to come.”

A quick glance at Mailbox founder Gentry Underwood’s Twitter account shows how unpopular this decision was within the Mailbox team. Indeed, Gentry and cofounder Scott Cannon are leaving Dropbox, so not only is the product dead, but much of the team that developed it is likely headed for the exits as well. The implication of Dropbox’s decision is that it’s doing a complete reversal on its product diversification strategy.


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Acquiring offshoot businesses for hundreds of millions of dollars is what you do when your core business is booming (see Facebook/Oculus). Shutting down those acquisitions is what you do when you urgently need to focus and fix your core business. While much of the media coverage has focused on the low user adoption of these products, the real question this move should raise is: What is happening with Dropbox’s core business?

An Underlying Struggle?

Increasingly, the reading of the tea leaves is that Dropbox’s core business is struggling. At Hightail, we have lived through the dynamics in this market first-hand. We rebranded our company, reduced our expenses, and launched a new product in response to these issues. Although Dropbox’s business is larger than ours on most dimensions, it is likely seeing very similar challenges.

First, the market is getting commoditized. The fundamental fact is that Dropbox’s core business of online storage is increasingly free. Big vendors are driving this trend, and customers are increasingly unwilling to pay. In many ways, this is the least interesting market condition, because all tech companies face this at some level. The history of tech is one of continuous innovation, commoditization, and reinvention.

Second, getting traction in the enterprise is difficult. Like it or not, Dropbox is still seen by most enterprise IT departments as a consumer product. Carousel and Mailbox with their consumer-centric use cases reinforced that perception. While the press likes to report on Dropbox fighting Box for enterprise dominance, the real threat is Microsoft. Just as it bundled IE with Windows to decimate Netscape’s traction in the browser market, Microsoft now gives OneDrive away for free with Office 365. OneDrive is fundamentally the same thing as Dropbox, except it’s endorsed by IT. And it’s free.

Third, Dropbox (along with Hightail, Box, and others) is facing a fundamental shift in computing, away from “files” and towards purpose-built applications. Dropbox’s origins as a thumb drive in the cloud came in an age when users spent a lot of time thinking about their files. But, as thoughtfully expressed in this blog post (“Dropbox: the first dead decacorn”), most people don’t think too much about managing their files anymore. Whether it’s text docs with Google Docs or photos and music in iPhoto and Spotify, the idea of files in a file system seems like an increasingly antiquated concept. And this trend robs Dropbox of its core value proposition.

Propping Up the Unicorn

Much respect for what Drew and team have done. Dropbox’s success to-date is truly impressive. That said, Dropbox’s biggest undoing may be its own success. Dropbox rode a wave of user adoption and media hype to a $10 billion valuation. The problem is, when the market puts your valuation at that level, the expectation is insane growth.

But where is that growth going to come from? What levers can the company pull that will drive growth at the scale it needs?

  • More users? With millions of users already, the addressable audience for Dropbox is largely saturated, and publicly available indicators of Dropbox’s traffic suggest it’s flat.
  • Better conversion or retention? Getting a larger percentage of users to pay and continue to pay is unlikely given the market trends noted above.
  • Higher ARPU (average revenue per user)? Maybe. If it can deliver innovative new features. But it has had limited success on this to-date. (Paper is still vapor.)
  • New products? This seemed to be the strategy the past few years, but apparently not now, since the company is shutting down the new product lines it added.

Making matters worse, Dropbox’s valuation makes it difficult for the company to focus on a specific market segment. It is simply too large to not be all things to all people. No doubt, Dropbox’s remaining capital of the $1.1 billion raised gives it some runway to figure things out. But it will need to do so soon, or more changes in the name of “focus” could be on the way.

For more backgrounder:

Mike Trigg is COO of Hightail and manages all marketing, lead generation and e-commerce activity. Prior to Hightail, he founded an online gaming company called Spitball Entertainment and was VP of marketing and business development at hi5 (sold to Tagged), where he helped launch the company’s games portal, virtual currency, and original social game titles.










14 Dec 17:34

This chart illustrates why investing in stocks is so frustrating (DIA, SPY, SPX, QQQ)

by Sam Ro

Earnings are what investors ultimately want out of the companies they invest in. Earnings, and the expectations for earnings growth, are therefore what give stock prices their value.

Stock prices and any revisions to earnings expectations should then go in the same direction, right?

While that's a principle that plays out in the market in the long run, it unfortunately isn't promised in the short run.

In other words, you may know that earnings expectations will sour. But you may actually lose money trading on what may be correct information. This is why investing in stocks can be an incredibly frustrating exercise for even the most patient people.

Take this chart that FactSet's John Butters updates regularly. It shows the trajectory of the S&P 500 with the trajectory of analysts' forecast for current-quarter earnings. Prices have been going up even as analysts' forecasts have been coming down.

"During the first two months of the fourth quarter, analysts lowered earnings estimates for companies in the S&P 500 for the quarter," Butters wrote. "The Q4 bottom-up EPS estimate (which is an aggregation of the estimates for all the companies in the index) dropped by 3.4% (to $29.61 from $30.65) during this period."

cotd earnings sp500 priceThis is actually a trend we've been keeping track of for years. In fact, according to Morgan Stanley's Adam Parker, the trend in earnings revisions has been negative since 1976.

So, what gives?

First it's important to note that these are expectations that are getting revised down, which suggests analysts just have a tendency to be a little too optimistic.

Also, it's a reminder that the direction of earnings and expectations for earnings alone reveal very little about where stock prices are headed in the near term. (Read more about this here and here.) Earnings and price often separate, and it manifests in expanding and contracting valuations.

Another way of saying this is that it's nearly impossible to predict the near-term direction of market multiples like the forward price-to-earnings ratio.

"We don't think anyone can forecast the price-to-forward earnings ratio for the S&P 500 in time frames less than a few years," Parker said recently. "We assign little value to this attempt other than just framing and dimensioning some of the key variables, and we are constantly amazed when people ask about the market multiple, given that all of our prior work has shown basically no empirical evidence to support forecasting claims. Why more people don't understand this is unclear to us. Many times those making the forecasts are simply unaware that they can't actually do it accurately, rely on spurious correlations, or don't bother to back-test their own theories."

Yes, even seasoned pros like Parker are willing to acknowledge that charts like these are basically unpredictable and unexplainable.

Keep all this in mind the next time someone says stock prices will go down because they're too expensive.

SEE ALSO: Morgan Stanley on the stock market: '?'

Join the conversation about this story »

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14 Dec 17:33

The doctor who first found brain damage in football players has a shocking proposal that would reshape the sport

by Kevin Loria

will smith concussion

We shouldn't let kids play football, according to Dr. Bennet Omalu, the forensic pathologist who first discovered the brain disease chronic traumatic encephalopathy, or CTE.

Developing brains can't handle the trauma that comes from the tackles and blocks that are inherent to the game — even if concussions are avoided, Omalu writes in a recent op-ed for The New York Times.

Ending football for kids and teens would have implications that ultimately go far beyond Pee Wee and Friday night football, though. It would reverberate all the way up to the National Football League (NFL), shaking the core of Americans' most popular sport.

But Omalu says that it's indefensible to value tradition over safety.

His argument is simple: We restrict certain behaviors like smoking and drinking that we know are harmful to young people's vulnerable, developing bodies and brains. Omalu thinks that we've gotten to the point where there's enough evidence to say that taking repeated hits to the head can cause permanent damage.

"We have given up old practices in the name of safety and progress," he writes — "except when it comes to sports."

Omalu first discovered CTE after he autopsied former Pittsburgh Steelers center Mike Webster in 2002. As he explained to Frontline several years ago, he'd heard that this famous former athlete had struggled to fit into society and experienced early dementia, so he decided to analyze his brain, and found evidence of a new neurological disease that reminded him and others of the brains of former boxers.

So he set to work trying to prove the existence of CTE, something the NFL did not want to acknowledge. Omalu's story is dramatized in the film "Concussion," starring Will Smith, which will be released on Dec. 25.

Until very recently, the league denied any possible link between football and brain injuries or CTE. Last year they finally reversed course and settled a lawsuit by former NFL players who attribute their neurological problems to their time in the league for more than $900 million, though details are still being worked out.

What we know about CTE, football, and brain damage

Omalu points out that there's evidence that a season of football causes changes in the brains in young football players, even if they haven't experienced a concussion. Purdue researchers have found this to be the case, though longer term follow-ups would be needed to be certain that these changes would lead to CTE.

high school football

In a March editorial in the medical journal BMJ, researchers Chad Asplund and Thomas Best said we don't know enough about CTE yet, but we do know that it's a serious problem and we need long term studies to determine "if brain damage is an inevitable consequence or an avoidable risk in American football."

But even though we don't yet understand how many hits to the head it takes to develop CTE, we do know that it exists. We also know that the brain isn't fully developed until somewhere between 18 and 25 years of age, as Omalu points out, which means that it's particularly vulnerable before then.

People are starting to make some changes to youth sports in response to these concerns. US Soccer recently banned headers for kids 10 and under and decided to limit the practice for kids aged 11 to 13.

Omalu references an American Academy of Pediatrics statement that "vigorously opposes" youth boxing and says doctors should "encourage patients to participate in alternative sports in which intentional head blows are not central to the sport."

While intentional head blows aren't "central" to football and intentional helmet-to-helmet hits are illegal, it's a high-impact sport where some amount of head injury is inevitable.

A radical proposal

Stopping young kids from heading the ball and telling kids not to participate in boxing is one thing. But Omalu is proposing something much more radical, which is to stop kids from playing one of the most popular sports in America until they're legally adults and can make that decision for themselves. That would eliminate not just youth leagues but also high school football, which is both incredibly popular and deeply ingrained around the country.

If players didn't learn to play the game as kids, it would be far less likely that they'd pick the sport up later in life, which would obviously affect college sports and have a huge impact on the NFL itself.

But Omalu's question is a fair one. As he puts it: "The question we have to answer is, when we knowingly and willfully allow a child to play high-impact contact sports, are we endangering that child?"

Join the conversation about this story »

NOW WATCH: This secret bolt played a huge role in building New York City

14 Dec 17:05

2016 Predictions: Inbound’s Impact on the Sales Process

by Carly Ries

2016

Contrary to popular belief, the success of inbound marketing does not fall solely on the marketers’ shoulders. In fact, when a company’s sales and marketing teams collaborate, they are more likely to be successful than teams that don’t. Sales teams are truly starting to see the positive impacts that inbound can have on their results, and more and more teams are jumping on board. In 2016, aligning sales and marketing will be critical for a company’s success and for sales teams to get the contacts and leads they desire. Below are four predictions of inbound’s impact on the sales process in the upcoming year.

1. Marketing and Sales Will Merge Closer Together to Improve Results

Recent studies show that establishing a marketing and sales service-level agreement (SLA) leads to higher ROI as well as an increase in budget and sales-team expansions. As these two departments merge closer and closer together, sales teams will find themselves more successful than when these divisions didn’t work hand in hand. Having an SLA in place in 2016 is a must.

With marketers helping their sales teams close leads, and with technology advancements, especially as they relate to CRMs, more inbound leads will close than ever before.

2. Personalization Will Increase in Importance

2016 will be the year of personalization. Sales teams will need to be helpful to their customers and treat each customer based on that customer’s unique situation. Customers are yearning for better sales experiences and for a sales team that truly understands their pain points and needs.

Social selling is the process of developing relationships as part of the sales process. Even with social media and all of the resources that sales teams have, social selling still isn’t quite the norm; however, budgets for this part of the sales process are on the rise, and we’ll see more of social selling in the upcoming year.

3. Executive Buyers and Decision-Makers Will Trust Sales Teams More

Establishing credibility and trust are at the core of the inbound marketing methodology. While historically executives and decision-makers haven’t necessarily trusted sales teams, this can change as long as salespeople are equipped with educational (not promotional) content for their potential buyers and attempt to reach those potential buyers on a personal level.

A salesperson’s number-one priority is to close a deal, and they’ll need to do whatever it takes to get that done. Moving forward, understanding a prospect’s situation will be key in order to be successful.

4. Inbound Will Make Life Much Easier for Sales Teams

Marketers should be taking sales teams’ struggles to heart. According to the recent State of Inbound report conducted by HubSpot, two of the common complaints from sales teams are manual data entry into CRM systems and a lack of information about prospects. When inbound marketing is done properly, sales teams don’t have to worry about either of these. Important information should be collected in forms during the marketing process so that sales teams don’t have to use spreadsheets or add details manually. Additionally, if marketing is nurturing a lead through the buyer’s journey properly, ample information should have been collected during that process so that a salesperson feels confident in reaching out.

In 2016, companies will seek to transform the sales process so that potential customers have a good experience throughout the buyer’s journey. What predictions do you have about the sales process in the upcoming year?

14 Dec 17:04

Give Sales The Leads They Want, Not The Leads You Have

by Kenan Frager

The light in young woman hands in cupped shape. Concepts of sharing, giving, offering, taking care, protection

Quantity over quality! As marketing automation software and CRM have more influence on how we approach marketing, sales and marketing teams have started talking more about the concept of “marketing-qualified leads” (MQLs). It’s an important topic in modern marketing, but even some otherwise well-informed demand gen teams get confused when it comes to this. A form fill is not an MQL. Even someone who fits the ideal customer profile for industry, function, and title may not be an MQL. An MQL needs to fit all the proper segmentation criteria and, more importantly, show a level of engagement that indicates genuine interest in your product. So how do you measure this and what do you do with MQLs? Let’s dive in:

Modern consumers are increasingly self-educating. They do not want to be cold-called by sales too early, or find themselves pressured to make a decision before they are ready. By qualifying leads before your sales team engages with them, us marketers can put our teams in the best position to actually close a sale. That means less time wasted pursuing prospects that are not interested or in the right stage in the buying funnel for your sales team, allowing them to focus their efforts on the prospects most likely to actually convert to customers.

It’s almost impossible to know with certainty how much of an analyst report, white paper, product datasheet, or customer case study a prospect reads after they download it. However, webinars are unique among marketing tactics in that they show exactly how long someone engaged with your content. For example, many webinar platforms provide added intelligence on poll and survey responses, resources downloaded, questions asked, and other in-event interactions. All this data can be used to show sales that the lead is indeed ready to be contacted, see a live demo, or have a conversation about their specific use case or unique implementation. That should be the standard for what makes a strong MQL.

But what about leads that aren’t qualified? When someone signs up for a webinar but does not pass the engagement threshold that would make them an MQL, it doesn’t mean that we should not follow up. It just means that Sales probably shouldn’t follow up… yet! There could be any number of reasons why a likely prospect did not engage with the webinar as much as we would have liked. They could have been distracted, called away to another meeting, or not as interested in this particular event as they are in your product offering or company as a whole. After the webinar, while the MQLs get sent to Sales, we can enroll the unqualified leads in an automated nurturing campaign designed to identify the most likely prospects, serving them the right content at the right time based on where they are in their customer journey. By inviting them to attend future webinars and sharing other content that you think they might find valuable, you can keep them engaged and give yourself another chance to win them over.

The difference between a marketing-qualified lead and a marketing-engaged lead is depth and breadth of touches with our content. By focusing on tools, like webinars that maximize those touches, and designing nurturing campaigns to keep prospects engaged, we can be sure to keep the sales pipeline full of MQLs! The important thing to remember is our job isn’t to give Sales a very long list of email addresses. Our job is to nurture, score, and qualify leads so that our

Have we whet your MQL and lead scoring appetite? Check out our latest white paper, Lead Intelligence: A Better Model for Lead Scoring.

12 Dec 18:50

Why Confidence Is The Secret To Success In Life

by Jacob Shriar

confidence blog cover

Confidence is such a hard thing to maintain, because it can be crushed at any moment.

Confidence is so important though, because it gives us the strength we need to accomplish almost anything.

How many times have you been held back because of a lack of confidence? I know for me it’s probably in the hundreds.

Consider how lack of confidence could even be affecting your earnings.

Studies found that men, who are usually more confident, initiate salary negotiations 4 times as often as women. When women do negotiate, they ask for 30% percent less than men do.

Many people struggle with lack of self-confidence and it holds us back. We need to work hard on improving our self-confidence and self-esteem if we want to be the type of leaders that employees look up to.

Researchers are starting to see confidence as a key element of internal well-being and happiness.

Without confidence, we’re unable to achieve flow, the magical feeling when you’re “in the zone.” If you don’t believe in your skills, you’ll never be able to achieve that state of ultimate productivity.

In this TED talk, Athletic Director and head coach of the varsity soccer team at Ryerson University, Dr. Ivan Joseph talks about how self confidence is the number one skill he looks for in athletes. He talks about how important it is in sports and our daily lives.

We often share tips on how to be a better leader, but many of these things are near impossible if you have low self-esteem and low confidence.

Free Bonus: Take the quiz to see how confident you are.

It is possible to build more confidence and have a higher self-esteem, but it takes a lot of work. The secret: building better habits.

Building Confidence As A Habit

The secret to building anything into your life is to make it a habit.

The same is true for confidence and self-esteem. It’s incredibly difficult though, because we’re naturally inclined to fall back to old comforting habits and the idea of building confidence is new and stressful for most people.

Being unconfident is a habit in itself.

One of the main reasons unconfident people stay unconfident is that they’re comfortable being unconfident. They continually live their lives that way.

So the only way to become more confident is to build it as a habit and become comfortable being confident.

The research has shown that the best way to build a new habit is to start so small it seems ridiculously easy.

Two famous examples of this are flossing one tooth per day and doing just one push-up per day. They both seem so easy, so we can get started quickly, but we naturally want to finish what we start so we often end up doing more.

This is what’s known as the Zeigarnik effect.

Here are a few very simple things you could do to start building more confidence as a mini-habit:

  • Say one good thing about yourself first thing in the morning
  • Say good morning to one person when you get to work
  • Dress well one day a week
  • Add one idea/comment at the next team meeting
  • Do an easy task first thing in the morning
  • When you wake up, smile and tell yourself it’s going to be a great day

One problem, is that we’re notoriously bad1 at judging our own confidence. We often think we’re much better than we are.

The Science Of Confidence

The research on confidence is truly interesting and shows why it’s such a hard thing to get right.

  1. Fear Of Failure

    It’s normal to be scared of failing, no one likes to fail, but fear of failure is when the idea of failing is so strong that it overpowers the idea of success.

    Fear of failure is a tough one to fix, because it’s on an unconscious level and they often can’t handle the idea of the shame that comes with failing.

    The best way to overcome this is to start small. Find something so small and insignificant you’d be okay with failing it, and learn to accept that failure.

  2. Imposter Syndrome

    Imposter Syndrome is feeling like an impostor when you’re not. Like you’re a fraud and the whole world is going to find you out.

    Famous people like Oprah, Sheryl Sandberg, Tina Fey and Maya Angelou all admit to feeling like they’re not good enough.

    The best way to overcome this is by not being afraid to pat yourself on the back. You don’t want to be arrogant, but it’s important to understand that you had a lot to do with where you are right now. You should be proud of yourself for your accomplishments.

  3. The Optimism Bias

    We’re actually naturally inclined to be optimistic.

    The Optimism Bias is our tendency to overestimate our likelihood of experiencing good events in our lives and underestimate our likelihood of experiencing bad events.

    While I encourage everyone to build up confidence and have a high self-esteem, some reality needs to be taken into account as well. We need a healthy dose of both optimism and precaution to set ourselves up for success.

  4. The Dunning-Kruger Effect

    The Dunning-Kruger Effect is a cognitive bias where less competent people rate their competence higher than it actually is, while more competent people rate theirs lower.

    Like I mentioned earlier, we’re horrible at judging our own skills at something.

    This is a tough one to fix, but if you’re more competent, focus on understanding the value you bring to a team or organization.

    While you might naturally think you’re worse than you are, you’re bringing a ton of value, and you should be proud of that!

Ways To Improve Your Confidence

The secret to making this work is persistence. It’s so easy to just give up after one or two tries if you see no results, but results take time.

Here are a few things you can do to help improve your confidence.

  1. Take Care Of Your Personal Image

    Dress well, shower, shave, etc. Take some time in the morning to make sure you’re looking your best.

    It might seem superficial, but it’s crazy how much of an effect it can have on your confidence when you think you look good.

  2. Think Positively

    There’s two parts to this. First, think positive thoughts. Second, remove any negative thoughts.

    In the morning, say out loud “you’re a great person, you look incredible, and you’re gonna have a great day today!”

    When a negative thought comes in your head, argue with yourself. Keep reminding yourself how good you are.

  3. Work On Your Body Language

    You want to express confident body language.

    Stand tall, speak clearly, talk with your hands, don’t fidget, look people in the eyes, practice active listening, etc.

  4. Exercise

    Similar to the idea of looking good, you want to feel good about yourself, and exercise is great way to achieve that.

    Besides all of the other amazing health benefits that exercise has, giving you more confidence is one of them.

  5. Help Others

    Helping others makes you feel more confident in your abilities.

    Always offer your help to other coworkers that need it, and seek help from them. You’ll be helping them gain more confidence as well.

    And don’t worry about feeling like you don’t have enough time, when we help others, we actually feel LESS time constrained.

Free Bonus: Take the quiz to see how confident you are.

How Do You Build Confidence?

Any tips to share with us in the comments? Do you think confidence is the key to success? Let me know your thoughts in the comments!

12 Dec 18:48

Doing these 12 uncomfortable things will pay off forever

by Rachel Gillett

Runner at Sunset

What makes someone uncomfortable depends on the person, but what's universally true is the value of recognizing boundaries and continually pushing them.

As Quora user Joos Meyer explains in response to the question, "What uncomfortable things such as cold showers can improve your life?" pushing your comfort zone is the key to self-betterment.

"I think the best methodology is to every day or week set a task or find a situation that makes you slightly uncomfortable. Do that thing. This will incorporate the experience into your model of 'normality' and hence expand your 'comfort zone,'" he writes.

Here are some uncomfortable things that other Quora users have found helped them grow:

 

 

SEE ALSO: 14 things you should do as soon as you get laid off

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1. Question everything.

"The most uncomfortable thing one can do is to question everything that is taken for granted and seek answers," writes Malli Gurram. "Try to see the other side of the norm."



2. Be honest.

Being the most honest you've ever been with someone in your life will be one of the most uncomfortable things you can do, Ryan Brown says, but it could also be the most valuable.

To do this, he suggests writing a list of all the people to whom you have something — good or bad — to say, writing down the honest feelings you need to convey to them in a letter, handing the person the letter, and writing down what happened and how the experience affected you and the other person.

"If you're being really honest, each letter you write should make you quite emotional as you are writing it," Brown writes. "That is how you know you have tapped into your actual emotions and feelings — that it actually means something to you."

"Don't forget what you have learned from the experience," he suggests. "Let it be with you forever."



3. Meditate.

Oftentimes slowing down and finding inner calm can be especially difficult for those of us who are constantly on the go and thinking of the next things we need to do.

But as Nathan Hershey points out, the benefits can include enhancing your cognitive capacity, emotional intelligence, and overall self-discipline.



See the rest of the story at Business Insider
12 Dec 18:48

15 Email Templates To Help Managers

by Jacob Shriar

email template blog cover

Writing the perfect email is a tough thing to do. Crafting the perfect email takes time and energy.

Choosing the right words, making sure they won’t react too negatively, and writing in a friendly tone are all important.

We’ve put together 15 email templates to make it easier for you.

Feel free to use these the next time any of the following situations come up.

An Employee Can’t Handle Criticism

Criticism, as long as it’s constructive, is meant to help employees grow. Get employees to understand that you’re doing this for their best interest.

Hey _________, It seemed like my comment earlier bothered you. I hope there’s no misunderstanding, everything I said was meant to help you grow and become an even better employee.

I value you as an employee and truly enjoy working with you.

If there’s ever anything you’d like to talk about, just let me know! I’m here for you.

Thanks!

An Employee Has A Negative Attitude

A negative attitude needs to be handled lightly, because they’re already negative about something, so you don’t want to rock the boat.

But you need to handle this quickly, because it could be bringing down the morale for the rest of the team.

Hey _________, I just wanted to make sure that everything was okay with you. It seemed like something was bothering you earlier.

Is there anything on your mind that you’d like to talk about?

I’m here to talk if you need anything.

Thanks!

They Continuously Show Up To Work Tired

Obviously you want your employees to be as productive as possible, but you don’t want to appear like a micromanager either. This is an important email to write, but again, you need to be sensitive.

Hey _________, I noticed that you seemed a little tired the last few days, is everything okay?

I don’t mean to get too personal, but is there anything going on outside of work that I might be able to help with?

Just know that if you ever need to chat about anything, I’m here for you.

Thanks!

They Continuously Show Up To Work Late

Similar to the last one, it’s not fair to the other employees if there’s an employee that’s constantly late. You don’t want to be too aggressive, but you need this behaviour to stop.

Hey _________, I noticed that you’ve been getting into work late the last few days. I don’t think that’s fair to your other coworkers who depend on you.

Is everything alright?

If there’s anything on your mind, or anything I can help with, let me know!

Thanks.

An Employee That Needs More Training

This is a sensitive email to write, because you don’t want the employee to feel like they’re not good enough. You want to let them know that you’re there to help them to improve.

Hey _________, How’s everything going?

You’re doing a great job at work, and you’re a valuable member of the team. I think that there are a few skills that you could get even more knowledgeable about.

I’d be happy to help you, maybe we could schedule some time once a week to meet?

I really think it could make a huge difference for you!

Let me know if you’re interested,

Thanks!

An Employee Flirts Inappropriately

Sexual tension in an office is common, but it can make employees very uncomfortable. You want to make sure that the culture promotes friendship, but that there is a line drawn.

Hey _________, This is a bit of a sensitive subject, but I wanted to talk with you about something.

I heard that you had been behaving inappropriately with another coworker, specifically that you made a comment that might have been taken the wrong way.

I know you probably didn’t do this intentionally, but we need to make sure that this doesn’t happen again.

It’s just something to keep in mind. These types of things have no place at work, so it’s important to be mindful whenever you’re interacting with another employee.

An Employee Takes Too Much Time Off

It’s important to encourage work-life balance, but within reason. If it’s becoming obvious that they’re taking too much time off, something needs to be done about it.

Hey _________, How’s everything going?

While we encourage work-life balance and are happy to let you take time off, I wanted to talk to you about the time off you’ve been taking recently.

From what I’ve noticed, you’ve been taking an excessive amount of time off.

If there’s an issue with your health, please let me know, I’d be happy to help in any way I can.

Let me know,

Thanks!

Asking Employees For Feedback

Collecting feedback from your employees is one of the most valuable things you have at your disposal. Make sure you ask for it in the best way possible.

Hey everyone! I want to ask you guys a huge favour.

We want to make sure that this is an amazing place to work and that you’re all loving your jobs.
I’d love it if you took some time to give us feedback on how we could improve.

Please let me know, everything is completely anonymous so you can feel free to share whatever is on your mind.

No one will get into any trouble for whatever they say, as long as it’s constructive.

Thanks!

After You Received Negative Feedback

The initial reaction after you receive negative feedback is to react. Take a step back, breathe, and try to learn from it.

Hello, I just received some anonymous feedback about a concern that one of you has.

If whoever wrote that wants to take 15 minutes and come chat, I’d be happy to address any concerns.

You’re definitely not in any trouble, we work hard to make this a great workplace, and we want to make sure that everyone is happy here.

Thanks!

You Recently Fired An Employee

This will likely lower morale for the rest of the team, at least initially. You want to be proactive, transparent, and explain your actions.

Hey _________, This morning I unfortunately had to let ________ go.

It was a tough decision for me, but I simply felt like they weren’t fitting in with the team very well.

If you have any questions, don’t hesitate, I’d be happy to answer any concerns.

If you want to keep in touch with her you can always add her on Facebook, I’m sure she’d be happy to connect.

Thank you.

Thanking The Team

Sometimes the whole team deserves praise. It’s important to remind your team how valuable they all are, and the combined value that they bring.

Hey _________, I just wanted to take a quick minute to thank all of you for your contribution lately.

You all did an incredible job with the Microsoft project. They were so impressed with our presentation and I’m pretty sure they’ll end up becoming a client!

I can’t express how much you guys all mean to me. I truly enjoy coming into work every day with all of you.

The future looks bright!

Enjoy your weekend :)

Thanking A Specific Employee

When an employee does something great, it’s important to take the time to recognize them.

Remember to be specific about what you’re thanking them for. It’s not the words “thank you” that matter, it’s the fact that you noticed their good work.

Hey _________, I just wanted to take a quick minute to tell you what a great job you did with that presentation earlier. I was seriously impressed!

The fact that you used those graphs in your slides to back up what you were saying was a really smart idea.

And that tomato analogy! Priceless :)

Thanks again, and keep up the great work!

When An Employee Threatens To Quit

This is a high tension situation. A carefully worded email could help figure out what’s really on their mind.

Hey _________, I have something on my mind I need to say.

What we talked about earlier really came out of nowhere. I didn’t realize you were so upset!

I really value you as a team member, and I know everyone else really enjoys working with you.

Is there anything I can do to potentially change your mind? If it’s an issue with your salary, I’ll see if there’s something I can do.

Maybe we can chat for a bit tomorrow to figure something out?

Let me know,

Thanks!

An Employee That Misses Many Deadlines

When an employee misses deadlines over and over it can be pretty frustrating. You’ll have to work with the employee to make sure they work harder to meet deadlines.

Hey _________, I wanted to talk to you about something that I’ve been noticing lately.

I notice that you’ve missed quite a few important deadlines recently. What happens is, it puts an unnecessary extra pressure on everyone else on the team.

We have clients that depend on us, and I want to work with you to make sure this doesn’t happen again.

Thanks.

When An Employee Is Too Cocky

Nobody wants a cocky member of the team, it brings down the morale of the rest of the team. It’s important that everyone feels like equals.

Hey _________, How’s everything going?

I wanted to talk about something that’s been on my mind for a few days now.

You’re one of our smartest, most valuable team members and we really appreciate the work you do. But one thing I’ve noticed is that some people feel like you’re bragging too much.

It makes them feel a bit uncomfortable. Remember that we’re all on the same team, and we’re all here to help each other out.

Just something to be mindful of as you communicate with the team.

Keep up the great work!

12 Dec 18:48

Growth Hacking Your Way to Success

by Alicia Lawrence

Growth hacking is the key to boosting your user base and increasing the visibility of your product or service. Yet finding clever and often untraditional ways to kick-start rapid growth is a lot easier said than done. You can take some solace in knowing that some of the best growth hacks in recent history were relatively inexpensive but enormously successful.

One of the first growth hackings, dating back to the prehistoric Internet days of 1996, came from Hotmail. The company simply added a “Get Your Free Email at Hotmail” tagline to the bottom of all sent emails to drive growth. More recently, the social media application Buffer went from zero to 70,000 users thanks to a combination of high-quality guest blog posts and open documentation of the company’s progress.

Every company is different, but here are a few ways that could help you with growth hacking.

Develop a New Way of Thinking

The origin of the term “growth hacking” came from entrepreneur Sean Ellis. In his groundbreaking blog post about the subject, he lamented the shortcomings of traditional marketing. Marketing skills are and always will be useful, but different measures need to be taken for start-ups and companies yet to hit the market. In this stage, traditional marketing isn’t what’s needed.

As Ellis writes, “The right growth hacker will have a burning desire to connect your target market with your must have solution. They must have the creativity to figure out unique ways of driving growth in addition to testing/evolving the techniques proven by other companies.”

With those words in mind, the first step to growth hacking is to think differently than a traditional marketer and be willing to take calculated risks in the name of growth.

Find What Works. Ditch What Doesn’t.

William Faulkner said, “In writing, you must kill all your darlings.” What that means is that you have to be willing to delete what doesn’t work — even if you’re quite attached to what you created — in order to make a better product. It isn’t easy to eliminate a feature, service or even just a way of doing things that you’re proud of, but it must be done if it’s holding back potential growth.

Fortunately, the decision to make a big change can be a lot easier if you’re running the right tests to see what works and what doesn’t work. For website and email campaigns, A/B testing will show you what your users prefer. Not everyone can afford focus testing and the like, so A/B testing is a cheap way to get a glimpse at what’s best for the potential customers.

Visualize Your Solutions

When it comes to brainstorming ways to drive growth, teams need to be organized. Miscommunication can cause a campaign to fall flat on its face. There are different solutions to this, from an old-fashioned whiteboard displaying everything important or a messaging platform like Slack. Task management is critical amongst a team, and a premium service like Kanbanize can help save time and keep everyone on the same page.

Incentivize Customers

Depending on your company, incentivizing customers to spread the word can make a big difference. The best example of this is Dropbox, the cloud storage company that gives users storage bonuses for referring customers. With very little advertising, the company grew to $10 billion in value with several million users. Dropbox is the greatest success story, but it can work on a smaller level with you. Save money by letting your customers do the advertising for you.

Staying the Course

There will be failures as you try to drive growth, with some brilliant ideas not doing nearly as well as expected. That’s all right, and it’s part of the process. Build on those mistakes and always be willing to try new things. Don’t forget to test as much as you can to see where the problem areas are and what’s working as planned. Doing all that will turn you into an effective growth hacker.

12 Dec 18:47

Canada’s 50 most important economic charts for 2016

by Jason Kirby

This article originally appeared at Maclean’s.

If a picture is worth a thousand words, a good chart has just as much capacity to inform our understanding of the world. Which is why Maclean’s once again asked dozens of economists, analysts, investors and financial writers to each share their pick for the most important chart for Canada in the year ahead. The charts cover the full range of factors impacting our economy, from trade and energy to demographics and employment. And next to each chart you’ll see a brief explanation from each person about why they believe the chart is so important.

Canada needs oil prices to rebound

Dawn Desjardins, RBC economic research

Desjardins

Tweet This Chart!

“The drop in oil prices in the second half of 2014 resulted in a 30 per cent drop in investment by energy companies in 2015 with the weight being sufficient to drive the economy into negative growth territory in the first half of the year. A rebound in export activity starting in June combined with firm consumer spending and housing market activity likely skated the economy back into the positive column in the third quarter. Looking to 2016, oil prices are expected to firm modestly as supply is reduced and becomes more closely aligned with demand. However this will be a gradual process and prices are likely to remain in the lower end of the range in place over the past decade. At these levels, Canadian energy companies are expected to reduce investment again, albeit by less than half 2015’s drop in percentage terms. Failure of prices to recover raises the prospect of even deeper cuts to investment by oil and gas companies next year and would likely result in Canada’s economy remaining on a slower growth path than the 2.2 per cent pace we are expecting.”


A stronger loonie ahead

David Rosenberg, Gluskin Sheff and Associates

Rosenberg

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“Oil prices used to have an 80 per cent correlation with the loonie and now it is a 94 per cent relationship. Further the commodity looks to have not just carved out a bottom but is visibly basing — the U.S. production and inventory data have finally become supportive. But what is key is that finally, the cheaper currency has triggered a manufacturing revival. All roads lead to a firmer loonie until otherwise notified.”


Fewer rich people ahead?

Lindsay Tedds, University of Victoria

Tedds

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“The new Liberal government has promised to quickly implement its promise to raise the statutory tax rate on incomes over $200,000 from the current 29 per cent to 33 per cent. This represents the first federal increase to the highest income tax bracket since the federal income tax system was reformed in 1988. In addition, in the provinces of Alberta, Newfoundland, and New Brunswick, these earners are also facing increases in the provincial statutory tax rates that are being implemented at the same time. Some have argued that these high-income earners will flee the country to avoid this steep rise in tax rates or engage in tax avoidance measures to shelter their income. In addition, the provinces of Alberta and Newfoundland are increasingly affected by the drop in oil prices that has resulted in layoffs. This has led others to suggest we might see a reallocation of high-income earners across the provinces as they seek employment in those provinces less affected. Overall, these conditions suggest that there might be some change to the proportion of persons reporting income above $200,000, particularly by province.”


More inequality in the slices of the economic pie

Miles Corak, University of Ottawa

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“Globalization and the computer revolution have changed the way Canadians work, how much they earn, and the inequality in their incomes. The share of total market income going to richest tenth has risen, while the share going to the bottom 40 per cent has fallen. The top is richer and more secure, the bottom has stagnated and life is more uncertain. At the same time, the ability of middle and upper middle income groups to maintain their slice of the pie—getting more education, putting off marriage, having fewer kids, working harder—has led to more stress, time pressure, and an unease about what comes next. But this chart is as interesting for what it doesn’t show: nothing beyond 2011. We should look forward to Statistics Canada coming to the plate with a more up to date picture of how the economic pie is shared.”


A needed bounce in exports

Craig Wright, RBC economic research

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“The combination of the weakness in energy weighing on investment along with high levels of indebtedness keeping consumer spending modest puts the weight on the external side of the economy to much of the lifting of growth in the period ahead. The combination of a recovering U.S. economy and the more competitive currency are showing early signs of a bounce in exports, a trend that is needed to continue in the year ahead for overall economic growth to accelerate.”


Ontario, the problem province

Philip Cross, Macdonald-Laurier Institute

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“For decades, households in Ontario had incomes as much as 20 per cent above the Canada average, and 10 per cent higher as recently as the turn of the century. A steep decline over the past decade culminated in Ontario incomes falling below the national average for the first time ever in 2012. The struggling Ontario economy is a major reason why Canada seems stuck in the slow-growth lane of economics.”


The return of the American tourist to Canada

JP Koning, Moneyness

Koning

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“This is a chart of overnight cross border traffic flows over the U.S.-Canadian border with the exchange rate overlaid on top. As the loonie rises relative to the U.S. dollar more Canadians flow into the U.S. while fewer Americans visit Canada. As the loonie falls, the converse happens. While the loonie began to decline in earnest in 2013, the number of Canadian visitors to the U.S. minus American visitors to Canada only began to follow in 2015. In 2016, expect increasing visits by Americans to buoy the Canadian tourism industry for the first time in over a decade and domestic retailers to benefit as Canadians stay at home. This is one of the advantages of a having a floating exchange rate. By attracting foreign buying, the weak loonie cushions some of the negative impact of plummeting commodity prices.”


Provincial debt on the rise

Stephen Gordon, l’Université Laval

Gordon

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“One of the challenges facing governments of all levels is going to be financing the costs of providing services to a population that is aging rapidly. After peaking in the mid-1990s, public debt steadily declined, but jumped up again during the financial crisis. The federal government has since regained control of its debt, and its debt-to-GDP ratio is almost back to pre-crisis levels. The newly-elected Liberal government plans to run deficits over the next few years, but they have assured us that these deficits will be small enough so that federal debt-to-GDP ratios will continue to fall. However, provincial debt continues to increase. In 2015, federal debt was surpassed by provincial debt for the first time in Canadian history, and this trend shows no sign of slowing.”


The fallout from falling resource wages

Todd Hirsch, ATB Financial

Hirsch

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“Employees in Alberta’s petroleum sector are the highest paid in the country—and even with the current downturn, paycheques for those workers are still more than double the Canadian average. But there’s good news and bad news.

The good news is that wages in Alberta’s resource sector are falling like a stone. Compared to the recent record high peak set in April 2014 ($2,295 per week), average earnings are down nearly 10 per cent. That is helping rebalance expenses in the petroleum sector, for which payroll costs account for roughly 70 per cent of total operating expenses. The weakness in the petroleum sector is not just Alberta’s problem—it’s Canada’s problem. Oil and gas exports are among Canada’s largest, and the industry extends both directly and indirectly across the country.

The bad news is that wages in Alberta’s resource sector are falling like a stone. In Alberta alone, the loss of employment (down about 17 per cent) combined with falling earnings has yanked about $100 million per week in total household income. That’s about 3.8 per cent of Alberta’s total. This will continue to create a drag on Alberta’s (and Canada’s) macro-economy as retail, residential housing, and personal service sectors will be affected.”


Foreign buyers in the Canadian housing market

David Wolf, Fidelity Canada

Wolf

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“This is a chart of purchases of Canadian residential real estate by non-residents. Yes, it’s blank. These purchases are not measured in Canada. That needs to change. Circumstantial and anecdotal evidence suggest that these capital inflows have had a large and growing influence on the Canadian housing market, whose imbalances continue to represent a key risk to the Canadian economic and financial outlook.”


Canada’s economy is heavily exposed to housing

Ben Rabidoux, North Cove Advisors

Rabidoux

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“As a percentage of GDP, investment in residential housing in Canada hit 25-year highs last quarter. Not surprisingly, employment in the construction industry, which historically has tracked residential investment, also sits near all-time highs. The previous peaks in housing investment preceded the real estate downturns in the late 70s and late 80s, as overbuilding ultimately led to excess supply. Of particular concern, working-age population growth is running at just a third of the long-term average, meaning the current housing boom lacks the robust demographic underpinnings seen in previous cycles. Perhaps this time is different, but should housing investment and construction employment return to long term norms, it could result in some 250,000 lost jobs in the sector.”


Many households don’t have financial safety nets

Jennifer Robson, Carleton University

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“This is a spider graph from the 2012 Survey of Financial Security (Statistics Canada) showing the incidence of ownership of certain kinds of assets by household income quintile. It’s from a study I did this year commissioned by Prosper Canada. Semi-liquid assets here refers to equity in a principal residence (also broken out on its own), locked-in retirement savings and pension assets — financial assets that are imperfectly liquid. To me, this is a peek at the safety nets of households in different income groups.

The high income households have nice broad, diversified safety nets that can allow them to withstand shocks (oil prices, housing prices, employment fluctuations, unexpected illness) by shifting through short, medium and long-term forms of saving. They also are far and away more likely to have the kinds of assets (home equity, TFSAs, RRSPs) that benefit from favourable tax treatment. On the other hand, the lowest and modest income households have much narrower personal safety nets. A sudden shock can mean they quickly blow through their cash deposits and have no medium-term semi-liquid savings. To borrow the phrase from Michael Barr’s book, they have no slack. Given softer economic projections and a more volatile global economic environment, we need to be paying more attention to household differences in assets and resilience.”


Canada needs stronger business investment

Glen Hodgson, Conference Board of Canada

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“2015 was another mediocre year for the Canadian economy, growing by only 1 per cent in 2015 after a technical recession in the first half of the year. The weakest aspect of Canada’s economy this year was the feeble performance of private investment, projected by the Conference Board of Canada to contract by nearly 8 per cent compared to 2014 levels. Much of this contraction is due to the sharp pullback in investment in the oil patch, now expected to decline by 40 per cent over the course of the year. That result for 2015 is depressing enough—but as the chart shows, Canada’s poor private investment performance in 2015 was not a one-time thing.

There’s more to this story than just low oil prices as Canadian firms continue to sit on mountains of cash embedded in their balance sheets. As a result, it is no surprise that we are in the midst of a multi-year period where growth in private investment is weak—the lagging edge of our economy—with little sign of a significant turnaround in 2016. A prolonged period of little or no real growth in private investment is bad news for productivity growth, since it suggests we are missing opportunities to invest in new technology, build our productive base and boost the competitiveness of the Canadian economy. What could prompt stronger investment growth? The growing U.S. recovery should boost demand for Canadian exports and eventually cause firms to invest in order to expand their productive capacity and seize the available export opportunities. But until there is evidence that Canadian firms are responding to a stronger order book, private investment will remain the lagging edge of our economy.”

Millennials will support house prices, for now

Sal Guatieri, BMO Capital Markets

Guatieri

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“The chart shows yearly growth in the number of Canadians aged 25 to 34—the millennials—including Statistics Canada’s projection. This cohort of prime first-time home buyers will continue to underpin housing demand for a while. So, Toronto and Vancouver’s high-flying markets could remain hot in 2016, especially if interest rates stay low and foreign wealth continues to pour in. But it will likely be a different story next decade when this age group starts shrinking, as occurred in the 1990s when the baby boomers approached middle age.”


The full impact of the oil shock has yet to be felt

David Madani, Capital Economics

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“Oil prices have fallen to levels that are no longer profitable for many energy producers. With no end in sight, producers are slashing their long term investment plans. After averaging $70 billion in 2014, oil and gas investment could fall to as low as $40 billion in 2015 and even lower in 2016. This sharp decline in investment is worth 2 per cent of GDP, with the full force of this shock across the country likely to be felt in 2016.”


A decision on renewing the inflation target is imminent

François Dupuis, Desjardins Group

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“In fall 2016, the Bank of Canada, in cooperation with the Minister of Finance, will decide whether or not to change the country’s inflation target. Since 1991, Canada’s annual inflation has averaged 2 per cent while its variability has diminished by two-thirds. This system of inflation targeting has been very beneficial for the overall economy. However, since the financial crisis ended, interest rates have been much, much lower, leading to more episodes of key rates hovering near zero. This suggests that an inflation target greater than 2 per cent should be considered, like they have in Australia (between 2 per cent and 3 per cent over the entire economic cycle). Another possibility is to widen the fluctuation band from 1 per cent to 4 per cent with still a target at 2 per cent. However, the solution currently being reviewed—that of having certain negative rates, like in some European countries—adds another possibility to the next decision by Canadian monetary authorities. To be continued…”


The changing face of Canadian exports

Trevor Tombe, University of Calgary

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“Oil prices began their decline in late 2014, and show no sign of rebounding. The implications for Canada’s economy are often overblown, but they aren’t trivial. Energy exports have declined substantially through 2015, from over one-third of exports at the beginning of 2015 to just over one-quarter today. In 2016, non-energy exports are projected to account for almost all export growth and energy exports will remain flat. Trade matters to all Canadians in all regions. The changes will be good for some, and less so for others. We should all watch this data with interest.”


Canada’s urban economic engines

Livio Di Matteo, Lakehead University

Di Matteo

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“There are six Census Metropolitan Areas (CMAs) in Canada that stand out when it comes to employment levels and job growth. Montreal, Toronto, Vancouver, Ottawa-Gatineau, Calgary and Edmonton are marked by the distinction of being the only Canadian CMAs where total employment is greater than 500,000 jobs. As of late 2015, employment ranges from a low of 767,100 for Edmonton to a high of 3,212,300 for Toronto. The next highest cities after these six are Quebec City at 447,700 followed by Winnipeg at 428,000 – both still yet to reach half a million jobs. The Big Six CMAs are Canada’s economic engines and their share of total Canadian employment has grown steadily from 44 percent in the mid 1990s to reach 49.3 percent by October 2015. Since 1996, employment in the Big Six has grown by 49 percent while employment in the rest of Canada has only grown by 23 percent. In 2016, expect these CMAs to reach 50 percent of Canadian employment marking a new era of urban economic development in Canada. Half of all Canadian jobs will be in these six urban areas.”


Expectations for Canadian growth are rising

George Pearkes, Bespoke Investment Group

Pearkes

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“Over the last 15 years, the difference between the five year government bond yield and the overnight Bank of Canada rate has been a reliable indicator of the trend growth in the Canadian economy. As shown in this chart, since 2010 the two are almost identical. This makes sense; lower growth should result in bond yields falling, anticipating lower Bank of Canada rates in the future and less need for a risk premium around inflation. Since bottoming below zero (an “inverted” yield curve) back at the beginning of this year, the combination of higher five year yields and BoC rate cuts have sent this yield spread higher. If the market is right, that suggests Canadian growth should rebound into the end of 2015, putting the technical recession earlier in the year in the rear view mirror. Happy days may not have arrived again, but markets are certainly getting more optimistic about the outlook for the Canadian economy than they were to start 2015.”


Canadian exports depend on U.S. demand

Danielle Goldfarb, Conference Board of Canada

Goldfarb

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“As a relatively small economy, with relatively weak economic growth prospects, Canada depends on trade to boost or even maintain our living standards. Rapid growth in emerging markets led to soaring commodity prices and grew Canada’s exports to China and other emerging markets in recent years. But as emerging market growth moderates, we can no longer ride the commodity supercycle and we expect weaker growth in Canada’s trade outside the U.S.. Canadian companies will need to think beyond natural resources. This could include, for example, high-value services such as engineering and computer services in which this country already has global expertise. Fortunately for Canada, the U.S. economy is rebounding. Canadian companies that have invested in their capacity and labour will be well-positioned to take advantage of growth in U.S. demand.”


The regional shift in employment will continue

Doug Porter, BMO Financial Group

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“This chart in nutshell captures the rapidly shifting economic fortunes between regions as a result of the oil shock, the Canadian dollar’s steep drop and the ongoing improvement in the U.S. economy. The latter two are big supports for the Ontario economy, while the former is obviously a massive drag on Alberta. In turn, the deterioration in Alberta was so significant this year that it pushed up the national unemployment rate, and was the primary factor behind the drop in Canadian GDP in the first half of the year. With oil prices dropping anew and now testing the $40 level, it looks like this massive regional shift will dominate the Canadian economic landscape again in 2016. Note that Alberta’s jobless rate has been higher than Ontario’s in only one month since 1990 (June 1994).”


Government’s share of GDP has shrunk

Kevin Milligan, University of British Columbia

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“Questions about the ultimate size and role of government lingered in the background in 2015 policy debates ranging from pensions to childcare to infrastructure. The answer will depend on one’s views on the competence and efficiency of government actions over different kinds of economic activity. But the debate should be informed by fact—and the fact is that government’s share of economic output has shrunk over the last 20 years.”


The housing market is in line with employment

Will Dunning, Mortgage Professionals Canada

Dunning

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“We hear lots of commentary that Canada is over-producing housing relative to demographic requirements. But, over time housing starts are usually not even close to the estimates of demographic requirements. Rather, housing activity follows the economy, especially the employment situation. During the post-recession period, the share of Canadian adults who have jobs has been relatively high in historic terms. Correspondingly, housing starts have been relatively high in historic terms. The housing market is producing the outcomes it should, given the economic conditions that exist.”


Inflation risk has risen

Derek Holt, Scotiabank

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“Inflation risk is likely to limit further policy flexibility at the Bank of Canada at least for some time. Stabilizing commodity prices will gradually stop exerting downward pressure on inflation. Further, over 60 per cent of the “core” Consumer Price Index that excludes more volatile items is posting gains of 1.5 per cent or more and one-third of the basket exceeds the Bank of Canada’s 2 per cent inflation target. For how long a weakening Canadian dollar raises import costs and whether risks to the housing market intensify will take time to evaluate in terms of consequences to inflation risks. This connotes a likely period of low short-term interest rates.”


Housing is affordable at the national level

Larry MacDonald, author

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“Will 2016 be the year the Canadian housing market finally collapses? This is an important question to ask not only because housing tends to be the biggest asset for most Canadians but the sector is also a major driver of booms and busts in the Canadian economy. While certain housing markets, like Vancouver and Toronto, do seem frothy and at risk of some kind of correction, the Bank of Canada’s Housing Affordability Index suggests a bust is not on the horizon at the national level. As of mid-2015, the measure (see blue line in chart) shows that less than a third of disposable income is required by a representative Canadian household for mortgage payments and utility fees–below the long term average (brown line). Side note: The affordability measures from Royal Bank of Canada show housing to be less affordable but they use posted mortgage rates whereas the Bank of Canada uses discounted mortgage rates.”


Lower oil prices worse than initially feared

Stephen Tapp, Institute for Research on Public Policy

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“When oil prices fell sharply 1½ years ago, people wondered how bad the shock to Canada’s economy might be. What if oil stayed at just $60 a barrel for a few years, as the Bank of Canada assumed in January 2015 when it cut interest rates? The Bank even included a grimmer ‘what-if’ scenario with oil flat-lining at $50 — this figure shows how bad that might be for Canada compared with no oil price drop. Throughout 2015, oil price have actually been closer to this $50 ‘worse case’ than the $60 assumed when rates were first cut. In 2016, economists will be watching whether global economic growth and oil prices rebound. If not, painful regional and sectoral adjustments will continue in Canada. Low interest rates only do so much, different policies are needed to encourage new investment in Canada, reallocate capital and labour within the economy and raise our slowing potential output growth.”


What happens to house prices if rates don’t go any lower?

Martin Pelletier, TriVest Wealth Counsel

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“The six-city Teranet National Bank House Price Index is estimated by tracking the observed or registered Canadian home prices over time which we’ve compared to the inverse of the Bank of Canada overnight lending rate. As you can see there is a strong relationship between the two as ultra-low interest rates have provided underlying support to the housing market especially in 2015 with two Bank of Canada rate cuts.

Looking ahead, one has to wonder if there is room for lower interest rates and what will happen to the housing market in 2016 in a flat rate environment – especially in Alberta where there are ongoing layoffs. This is important given the impact housing has on the overall Canadian economy whereas a robust housing market increases consumer confidence which is a significant component of the nation’s GDP. In particular, real estate is the largest component of household wealth accounting for approximately half of all total assets. Fortunately, while debt levels are rising they have not kept pace with the growth in real estate prices across the country – at least for now anyway.”


A tale of two economies

Barry Schwartz, Baskin Wealth Management

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“2015 was hardly the best of times for Alberta and Saskatchewan, but the underlying strength of Ontario and Quebec helped prevent Canada’s economy from sinking into a deeper recession. The precipitous drop in the price of oil had a calamitous effect on Alberta and other energy intensive provinces, so consumers in those regions were in no mood to shop, buy cars or new homes. However, improving commodities prices in 2016 will help restore confidence and Canada will get back on track to sustainable growth over the long term. A country that works together, grows together.”


Progress toward gender equality has stalled

Tammy Schirle, Wilfrid Laurier University

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“Because it’s 2015. This most simplistic statement refers to one of the most difficult and intangible policy problems. In the private sector, Canadian women working full time are earning hourly wages that are 80 per cent of what men earn. A large part of the wage gap reflects occupational segregation. In the natural and applied sciences, only 22% of private sector full time employees are women. Looking to our future, only 34 per cent of economics majors at the Lazaridis School are women. Change is remarkably slow, but I keep looking for it.”


The importance of growth in GDP per person

Michael Veall, McMaster University

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“Growth in per capita GDP will not just improve the individual standard of living but it is the best way to balance government books. Without increasing the tax share of output, 1 per cent real growth over the next 40 years will yield an inflation-adjusted increase in tax revenue per capita of about 50 per cent. With 2 per cent growth, that increase is 120 per cent, 70 percentage points more. That extra money will be necessary to try to meet the ever-increasing costs of our healthcare and pension systems.”


A world awash in debt

Brett House, Alignvest Investment Management

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“In response to the 2008 global financial crisis (GFC), most advanced country governments rightly undertook debt-financed spending to prevent economic activity from collapsing. Seven years on, their collective real debt is the highest recorded since the 1830s—even higher than the peaks reached to finance the first and second World Wars. Canada’s federal government is in relatively good shape, though its debt would balloon if a province were to default. Some other countries are much more likely to have trouble servicing their debt as global growth continues to slow. Sovereign debt crises tend to be messy and drawn-out—as Greece has shown—because the world lacks a global bankruptcy process to restructure debts that governments can’t pay. When the next wave of public debt distress hits foreign governments, Canadian investors, borrowers, and exporters will all be affected.”


The rise of federal government debt

Aaron Wudrick, Canadian Taxpayers Federation

Wudrick

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“For all the talk of a falling “debt to GDP” ratio (a metric that politicians love to use because it doesn’t require them to actually pay down any debt) our federal debt continues to rise, and now stands at over $612 billion. Last year debt interest charges alone were $26 billion, which represents a considerable opportunity cost. With the new Trudeau government pledging more deficits, public debt and cost to service it appear set to keep growing for the foreseeable future.”


Two different stories of Canada’s job market health

Derek Burleton, TD Bank

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“Employment is a key barometer of the performance of the economy. Yet Canada’s two main measures of job creation released by Statistics Canada — the Labour Force Survey of households and the employer-based Survey of Employment, Payrolls and Hours. (SEPH)– have been moving along very different paths in recent months. ‎The former more closely-watched data have pointed to steady and healthy job gains in 2015 while the latter indicator has struggled to post even negligible growth. These two surveys have tended to track each other in the past, so the question becomes which one is telling the true story? Our sense is that in light of the oil shock and weak economic growth recorded in Canada this past year, the SEPH is likely telling the more accurate story, meaning we could see employment as measured by the LFS slow significantly during the first half of 2016.”


Oil production has yet to reflect lower prices

Mike Moffatt, Ivey Business School

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“After the sudden decline in oil prices in the second-half of 2014, some thought that oil production would be cut in response. This has yet to happen in any meaningful way, as both OPEC and non-OPEC countries have seen their production increase by a million barrels a day since then (to 33.9 and 46.8 million barrels per day respectively), with much of the OPEC increase coming in the last few months. Economic forecasters in Canada will be watching oil production numbers closely. As long as production levels stay high, the outlook for oil prices will remain weak, as will the Canadian dollar, the TSX and the job prospects for those in Alberta and Newfoundland and Labrador.”


All roads for interprovincial-migration led to Alberta

Jock Finlayson, Business Council of BC

Finlayson

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“This chart highlights the outsized role that Alberta has played as a destination for interprovincial migrants in Canada since 1995. Over the past two decades, Alberta has gained almost half a million people (net) as a result of in-migration from other provinces. The only other province in the plus column over that period was BC (+69,000). Every other province experienced net outflows of people on a cumulative basis. With Alberta mired in recession and the energy industry stuck in what looks to be protracted slump, one wonders how the national labour market will be affected. It is hard to imagine that other provinces will be able to step forward to ‘replace’ Alberta, in a quantitative sense, as a desired destination for working-age interprovincial migrants looking for better economic opportunities.”


The demographic outlook for housing isn’t good

Frances Woolley, Carleton University

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“In 2015, Canada crossed a threshold. For the first time in our nation’s history, there are more seniors 65 and older than children under 15, and the gap between the two will widen for years to come. These two groups—seniors and children—are the future of the housing market. As they get older, seniors exit the market—one way or the other—while children grow up and enter. By 2035, there will be millions more “future home sellers” than “future home buyers.” Immigration at the present level of about 250,000 new permanent residents per year will fill the gap between sellers and buyers at the aggregate level. But immigration alone will hardly keep the construction industry in the style to which it has become accustomed. And what will happen to housing prices in areas immigrants find unattractive? What will municipalities do when their property tax base evaporate? The value of principal residences, on paper, accounts for more than a third of the total wealth held by Canadian households. But that value only becomes real when a buyer signs on the dotted line. And the years when buyers outnumbered sellers will soon be gone.”


Slowth is the new growth

Armine Yalnizyan, Canadian Centre for Policy Alternatives

Yalnizyan

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“Canada’s economy is 11th largest in the world, but is growing more slowly over time. We are not the only nation facing this reality. The red line shows an overall downward trend in the rate of economic growth since 1981. The more detailed yellow trend line shows that every recession/recovery cycle since 1981 has delivered slower rebound growth. The “serial disappointments” of actual growth in recent years have caused the Bank of Canada and private forecasters to almost continuously downgrade the outlook for growth since the spring of 2013. These trends are about to collide into population aging. Statistic Canada says 18 per cent of baby boomers are over 65. Not all are retired. As the share of non-earners in the population accelerates, growth will slow even more. How Canadian decision-makers choose to address the new economic and political reality of slowth (slow or no growth) will shape our future.”


Canada needs stronger non-energy exports

Avery Shenfeld, CIBC World Markets

Shenfeld

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“With the energy sector still challenged by soft global growth and oversupply, and the upside in housing construction now limited, Canada needs to see a rotation towards non-energy exports. Services can play a role, but in the goods sector, we’re going to need to rebuild capacity shed after the recession and the period of Canadian dollar overvaluation from 2010-13. So far, we’ve seen ongoing declines in capital spending by non-energy firms, and we expect only limited progress in 2016. Unfortunately, it will take a longer period under a weak exchange rate, and better global growth, to make much headway on this front. Watch for data on capital spending intentions from Statistics Canada in the new year, as well as major corporate announcements.”


What will it take to get businesses investing again?

Jim Stanford, Unifor

Stanford

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“Capital spending is the most important engine of economic growth. Whether by private firms or by government, capital investment generates multiple and cascading economic benefits: spending power and job-creation in the short-run, productivity and innovation in the long-run. But Canada’s investment record has been chronically disappointing. Despite expensive cuts in corporate tax rates, private business investment never really recovered after the 2008-09 recession—and some key components (like machinery and R&D spending) continued to fall. Public stimulus investments in 2009 and 2010 filled the gap for a while, but then deficit-fearing governments turned off the tap in 2011. More recently, shrinking private investment was the key factor in Canada’s “technical recession” last year. Looking forward, Canada will need a turnaround in both components of capital spending to escape its current macroeconomic doldrums. The new federal government pledges to boost infrastructure investments, but will it be enough to offset continued weakness in private capital spending? And what will it take to get Canadian companies to start spending the $700 billion in idle liquid assets currently on their balance sheets?”


Canada’s housing market faces a day of reckoning

Hilliard MacBeth, Richardson GMP

MacBeth

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“Most Canadians are unaware of the degree of over-investment in residential housing. Total investment is $120 billion annually, split equally between renovation and new housing. This pace is unsustainable and the adjustment will be painful.”


Manufacturing’s sluggish recovery

Paul Boothe, Ivey Business School

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“I will be watching the growth of manufacturing sales to see if we surpass 2000 total this year. Also, I am wondering if the export share will recover? This will be a critical sign for the future health of the sector.”


The pain of lower oil prices

Emanuella Enenajor, BofA Merrill Lynch Global Research

Enenajor

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“Falling energy prices sliced Canadian GDP growth in half in 2015 and triggered two rate cuts by the Bank of Canada. Looking ahead to 2016, the economy’s fate will largely be driven by the trajectory for energy prices. The oil price is already at a level that is discouraging any new investment in oil sands. If the price of energy falls further into the $25-$35/bbl “danger zone,” cash flow pressures could hamper production, leading to another wave of economic weakness.”


Canada’s aging, just not as fast as some others

Jack Mintz, University of Calgary

Mintz

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“The world is aging, especially in the West but also Brazil, China, Russia and many others. The economic implications will be profound with more competitive international labour markets and the need to adopt technologies and policies to encourage people to work longer. Savings will decline as retired folk tend to consume rather than build assets, potentially leading to more competing demands for capital and higher interest rates. Governments will find their tax capacity decline as the aged population earns less income and spends less after retirement, putting pressures on governments to cut public spending or increase taxes on younger populations, the latter hurting competitiveness. Like other countries, Canadian public policy will need to adapt to this new global competitive environment arising from demographic changes. This includes recognizing that people will be retiring by choice at later ages, requiring public policies that do not incentivize early retirement, which will be increasingly viewed as too early at 65 years.”


The rental market remains tight in hot markets

Sherry Cooper

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“Rental vacancy rates are a leading indicator of housing activity, especially in the condo sector. What is noteworthy about this chart is that rental vacancy rates have skyrocketed in those regions where the oil price rout has hit the hardest—Alberta, Saskatoon and Atlantic Canada. In these provinces housing has slowed—sales, construction and prices are down. But, note that in the hottest markets—Vancouver and Toronto—rental vacancy rates remain extremely low and even fell in Vancouver, despite huge condo construction activity. This shows that these markets are not overbuilt, although I do believe housing will slow in these two cities in 2016.”


Global GDP is slumping

Bob Hoye, Institutional Advisors

Hoye

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“The graph of global nominal GDP runs from 1981 to date and covers another “new era” of financial manias. Our era has been fabulous as reckless adventurers have dominated financial markets as well as central banks. As with previous examples, the action has been mainly in financial assets with real estate prices soaring in the financial centres. Although the experiment in ambitious policy has seemed without limit, there was a severe setback in 2009. The alert to the “Great Recession” was classic. Credit spreads reversed to widening in June 2007 and commodities reversed to weakening in June 2008. The rest as the saying went, was history. At -5 per cent, the current slump in global GDP is almost as severe as the one in 2009. This was preceded by the reversal in credit spreads and weakening commodities that began in June 2014. Central bankers have been charged with preventing contractions. This diminishes perceptions of risk and accounts get leveraged. Throughout history margin clerks have always trumped central bankers. This time around, central banks are highly leveraged.”


A long-term perspective on stocks

Preet Banerjee, author

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“Incessantly, you’ll hear statements like, ‘The market dropped over 200 points today!’, or ‘Canadian stocks are rallying, with the TSX up over 150 points!’. Without knowing the current index level, such statements are sloppy. Decades ago, those statements would’ve been big news: a 200 point move when the index was at 1,000 would be 20 per cent. Today, they are normal daily fluctuations, as a 200 point move today is closer to 1.5 per cent. Far more meaningful are framing market moves in percentage terms. A 2 per cent move today has the same significance as a 2 per cent move 50 years ago.

We often see the same sloppiness in long term stock charts. If you use the usual arithmetic (linear) price scales, the recent past looks a lot more volatile compared to the distant past. By using a logarithmic scale instead, you can easily compare the significance of vertical moves at any point along the chart. This logarithmic chart of the S&P/TSX Composite Price Index (and appropriate precursors) goes back to 1920, adjusted to October 2015 dollars. What stands out is just how volatile The Roaring 20s and subsequent Great Depression were, even compared to The Great Financial Crisis. You’ll see that there’s really nothing different about the last 20 years versus the previous 60. The market is almost machine-like from a long-term perspective.”


Subnational debt is becoming unsustainable

Rob Gillezeau, University of Victoria

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“Coming into 2016, Canada’s federal and subnational (e.g. provincial, territorial, local, and indigenous) governments carry a similar net debt as a percentage of GDP. However, over time subnational debt levels will increase in an unsustainable manner. And according to the PBO, fiscal room available to the federal government exactly offsets the fiscal gap faced by the provinces. The federal government will have the opportunity to address this imbalance in the coming year through the negotiation of a new Health Accord, a major federal commitment to childcare, a federal-provincial carbon pricing framework, or other means.”


The market outlook for crude is weak

Andrew Leach, University of Alberta

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“When I submitted my recommendation for the chart to watch in 2015, I submitted last year’s version of the accompanying chart, and I believe it remains a crucial chart to watch for 2016. Since last year, the near-term price of WTI crude, in Canadian dollars, has dropped by almost $25 per barrel, and the long-term futures price by $10, when you take into account futures market prices for Canadian dollars as well. Continued weakness in the price of oil seems likely, as signaled by OPEC’s failure in December to agree on a production ceiling. This weakness will put additional pressure on provincial budgets in Alberta, Saskatchewan and Newfoundland and Labrador as well as on the federal budget. Furthermore, with no signs of recovery, the likelihood of a more profound shock to Alberta’s economy grows—the economy continues to rely on oil sands projects for which construction began before the downturn, but those projects will gradually come to completion over the next 18 months or so. If we don’t see recovery in crude prices by then, things will only get tougher out west.”


The Canadian and U.S. economies have never been more desynchronized

David Doyle, Macquarie Canada

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“Canada’s residential investment is highly elevated as a share of output. In contrast, in the U.S., residential investment is low as a share of output. The difference in these two ratios has never been greater and as a result the Canadian and U.S. housing investment cycles have never been more desynchronized. With housing a tailwind for U.S. activity and a potential headwind for Canadian activity, we believe Canada is in for a prolonged period economic underperformance with the result being an even lower loonie for several years.”


Surging uninsured mortgages a risk to financial stability

David Watt, HSBC Canada

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“Based on current growth rates, outstanding uninsured mortgages could exceed insured mortgages by the end of 2016. Seemingly, despite home prices having continued to rise at a brisk pace, more and more Canadians are making down payments that are large enough (at least 20% of the purchase price) to avoid having to take out mortgage insurance. Though the recent increase in uninsured mortgages seems in part a response to rising mortgage insurance premiums, it also likely increases the risks to financial stability. The risks are heightened to the degree that vulnerable, non-prime borrowers are using funds borrowed from smaller or less well-regulated lenders to make larger down payments.”

The post Canada’s 50 most important economic charts for 2016 appeared first on Canadian Business - Your Source For Business News.

12 Dec 18:44

5 Things That Need to Change in B2B Marketing 2016

by Carlos Hidalgo

Every year around this time, I, along with many others think about how quickly this past year went by. It seems like a millisecond ago, my team and I were assembled at our 2015 kick-off making plans for the coming year and alas here we again, the end of another year and looking forward to 2016.

As I look back at 2015 and to 2016 I think about many of the things that we as B2B marketers still need to do in order to keep pace with our sophisticated B2B buyers. No doubt, we have made some incremental strides, but there are still many things that we need to improve upon in order to become the strategic cog in the wheel for our companies.

shutterstock_3342456561. A Reality Check:
I was speaking with a prospect a few months ago about their demand generation needs. She explained to me that their organization was in dire need of a demand generation overhaul. They currently needed a new marketing automation system, had no true insight into their buyers, no vision into the lead-to-revenue process and little in the way of content. As we continued our conversation, she told me that their CMO and executive team wanted to have a solution in place within 90-days and were expecting to see an increase in pipeline within that timeframe.

I was not shocked to hear this as this is not the first time there have been unrealistic expectations handed down from executives.However, I did feel for her as she had been put in a no-win position by her executive who did not understand that transforming demand generation is not an overnight, or even a one quarter quick fix.

As we enter into the new year, CMOs and other executives can enable their teams and drive longer term value if they properly align expectations and understand that the changes that need to occur will take time, but are worth the effort.

2. The Creation of Less Content:
According to Content Marketing Institute, the last three years have seen the majority of organizations increase both the amount of content created and amount of budget spent on content creation. However, over the last two years, the ability for organizations to show the value of that content has decreased in total by 12% from 2014 – 2016 (most recent study) with only 30% now saying they can demonstrate the value of their content.

As we head into 2016, organizations should look to pull the foot off the content production pedal and think more strategically about producing content that aligns to the various stakeholders (personas) involved in the purchase process and develop perpetual programs that are relevant to a buyer to Engage, Nurture and Convert. In doing so, not only will they see more value from their content, they will drive better interactions with their buyers.

3. Say No to the Shiny New Object:
Over the past few weeks my team and I have been working with a new client in establishing a demand generation strategy. As part of our engagement, they have sent detail of their marketing and sales technology stack. In the document there are over 60 different technologies that this organization owns. When we asked how they all work together to support the marketing function much of what we got were, “I don’t knows.”

There is absolutely no question that there is some amazing technology available from content management, to marketing automation, to social and predictive tools, but most organizations are purchasing technology in hopes of driving better overall results. This will never work as technology is not, nor never will be, a strategy.

As we enter 2016, marketers need to think through the strategy they are looking to implement to drive better overall buyer and customer engagement and then look at the enabling technologies they will need. Strategy first.

4. Invest More in Skills Development:
In the latest ANNUITAS Demand Generation study, more than 50% of organizations said their marketing personnel was only somewhat effective or not effective when it came to demand generation. Additionally, in a recent Forrester report, 96% of CMOs responded by saying that “marketing is being asked to do things it has never had to do before.”

Yet with all this change, the skills gap within B2B marketing organizations continues to grow and is becoming a serious obstacle to companies advancing their ability to market effectively.

While organizations spend a considerable amount of money on enabling their sales force, very little is done for marketing. We live in a new age and are experiencing the disruption of an informed, educated and information-obsessed buyer and to not spend on skills development for the marketing personnel is to not equip them to do their jobs effectively. Investment in marketing skill set is essential in 2016.

5. Have More Fun:
I have the privilege and opportunity to speak many times throughout the year and at each event I encounter many marketers who are stressed out, defeated, and at their wits end regarding their jobs. While there is indeed quite a lot to be done, B2B marketing professionals need to understand the opportunity for us to truly change our profession. This, in and of itself should excite, rather than exhaust us. Few times do people get to be on the ground floor of a movement like the one that is happening in B2B marketing. Rather than get weary from it, embrace it and make the changes necessary in your organization and reap the rewards of this success.

I fully expect 2016 to be an amazing year of advancement, and what I hope will be monumental change!

12 Dec 18:44

Understanding the Cost of Not Doing (the Right) Personas

by Raviv Turner


When it comes down to it, how well do you truly understand your customer base? Do you understand their motivation, lifestyle, and other attributes that affect their spending habits? Understanding what makes your customer tick can help you hone in on buying behavior and plan everything from ad copy to new product lines. From start to finish, use accurate data to create customer personas. Not taking the time to get to know and understand your customers can doom you to mediocrity.

In 2012, JCPenney decided to launch a dramatic rebrand under the leadership of new CEO, Ron Johnson. The plan was to not only change the look and feel of the stores but also overhaul how the company did business completely. He decided to discontinue lucrative JCP private label brands and replace them with designer clothing. The clothes he replaced the line with were priced higher than the average JCPenney’s customer would budget. He pretty much changed everything about the brand, without thinking of his company’s loyal customers. The rebranding flopped and sales figures fell flat.

Johnson later admitted he had made assumptions about his customers without looking at the data. He told Business Week that he’d believed that customers were tired of all the special sales promotions and coupons. It turned out that the very thing he had cut was what had been driving customer loyalty all along. It was a tough and expensive lesson for the brand.

The problem with many personas is that they are either based on irrelevant data about your prospect, use poorly sourced data, or are based on what is sometimes referred to as “ouija board personas” — customer profiles built from no actual data at all.

Personas are meant to be fictionalized representations of buyers, based on actual existing data. The fiction isn’t meant to be entertaining; it’s meant to provide insight that helps marketers understand their buyers as real people with concrete motivations, desires, and needs. If you don’t understand your customers, you can’t sell to them.

Buyer personas can help businesses truly harness the perception and usefulness of their brand through the eyes of their customer, and it can’t happen too soon.

There’s a failure to thrive among brands that struggle to understand some of the basic motivations their customers have. For example, a Brandshare study recently found that 51% of their respondents are disappointed with the way brands respond to their needs. Only 10% of this same group believed that brands understand and respond well to their needs.

An accurate buyer persona can help you see inside the mind of your customer, anticipate their needs, and develop products to fulfill those needs. It’s a marketer’s dream to get inside the customer’s head.

So how do you get to know your customers, anyway? The answer is data. (Accurate data, to be more specific.) Qualitative research is a great way to start getting to know your customers. You can start to gather this data through the use of customer surveys, telephone interviews, in-person interviews, and focus groups. For each task, make it short and sweet, 7-10 questions designed to give you the best insights based on their behavioral drivers, objections to purchasing, and motivation to buy. Once you’ve got the data, you can start to put a whole image together of your customers and begin creating accurate, insightful customer personas.

Other data-gathering activities such as data mining, social media usage, etc. can come together at a later date, giving you further insight into your customers.

Image courtesy of nicolasnova

12 Dec 18:43

3 Tools Top B2B Sales Leaders Use to Manage Multi-Functional Teams

by John Boitnott

Less than a decade ago, most B2B sales teams were a two-act show. Headhunters were tasked with generating leads. Closers then attempted to turn those leads into customers.

Like many other areas of business, B2B sales has advanced by leaps and bounds in the past ten years. Sales leaders no longer manage a squad of headhunters and closers. High-performance sales leaders must build a multi-functional team that is constantly identifying new prospects, developing and qualifying leads, analyzing data, solving customer problems, testing new markets, closing strategic accounts, and coordinating with marketing.

Along with building out new processes, sales leaders are adopting new tools to supercharge their multi-functional teams. Here are three types of solutions that are changing the way B2B sales teams target and connect with their ideal customers.

Custom Lead Generation

The way B2B sales teams source leads has been completely revolutionized by technology.

It’s no longer enough to buy a list of contacts and load them into a CRM or marketing automation database. If businesses don’t have a process or tool in place to refresh their customer information, all those hard earned leads easily fall victim to lead data decay.

Traditional lead providers such as Data.com and Hoovers grew out of the yellow pages and still offer an endless stream of leads for cold calling and email blasting. However, pure list-based solutions are no longer enough to support an active lead generation engine. Sophisticated sales teams demand fresh data and customized insights on top of their leads.

For example, if a business replaces a key staff member and updates the information on LinkedIn, your sales team wants to have that information updated in their system immediately. Every time a sales team member makes a phone call or sends an email, the contact name, company details and contact information need to be accurate.

In addition to supplying tools to individual sales reps, many top B2B sales leaders are empowering their whole team at once by using a solution to quality assure data already in their database. Using advanced data analytics, lead generation tools are evolving to where they can not only identify new contacts, but also predict how likely a contact is to buy, how much revenue opportunities hold, as well as the size and scope of marketing and sales resources needed to tap into them.

Marketing Automation

To start capturing leads and connecting with customers, sales teams often start with a marketing campaign. Whether they launch it through an email newsletter or social media, automation can save time and get better results. There are multiple ways to use marketing automation to boost sales processes, including requesting feedback from customers, collecting email addresses for an email list, and learning more about customers.

For best results, businesses should connect analytics to all of their efforts. Each website visitor should be tracked, with their interactions noted in the reports a business pulls on a regular basis. This can help a business learn more about its customers, including what information they’re interested in and what areas of the website might be scaring them off. The same approach can be applied to email campaigns, giving you information on the number of opens and the time of day communications appear to be most effective.

Email Extensions

Almost everyone has been in the middle of sending an email to an important contact, only to be forced to stop and Google information on that person. Whether that means checking the person’s social media profiles or reading the person’s biography, leaving the email platform to research can be distracting and cumbersome. Through the use of email extensions, professionals have the information they need on a particular contact at their disposal while creating a message. This includes LinkedIn information, which lets a professional know a contact’s current position and any contacts that the recipient and sender might have in common.

Email extensions can also help sales professionals who move from email conversations to phone calls or in-person meetings. Since the extension shows the contact’s latest social media posts, location, and LinkedIn profile, a salesperson will start the meeting armed with information about the lead. Something as simple as knowing which sports teams a lead likes can lead to a conversational jumping-off point that will create a personal connection.

When managing multi-functional teams, sales managers must find ways to support their workers. With the right technology in place, businesses can get the most out of their teams with minimal expense. Best of all, they’ll remain competitive and win new clients while always monitoring and tweaking their marketing efforts.

Learn about how SalesforceIQ can help your multi-functional sales team close more deals. Download the free Salesforce e-book to learn more.

12 Dec 18:43

Send Emails That Gmail Users Don’t Block But Love to Read

by Tahir Akbar

Gmail is one of the most popular email clients worldwide, which is full of powerful features. With the growing demand for secure and spam-free experience, Google introduced a range of new features to protect users from unsolicited email. Before these updates, users had the option of either ‘mark as spam’ to avoid unwanted messages or clicking on the suppress/unsubscribe within the email.

However, in September this year, Gmail added a “block sender feature” to web interface and mobile application. Now, when users get an email from a sender they’re not comfortable with, users can block the sender from sending you emails with a single click. From Gmail users’ perspective; this is a great news. But what does that mean for Jane; the email marketer?

Gmail_block_sender

A Real threat To Jane’s Business:

Jane obviously needs to do what she can to ensure her Gmail Recipients do not block her emails. She is an email marketer whose job it is to educate people about the latest offers, products availability, event sales, and other promotions. She sends millions of emails each month and automatically drips thousands more. She’s rightfully concerned the permanent blocking feature will present another hurdle in the campaign’s success. If the campaigns aren’t delivered properly, and to the right audience, she’ll lose sales and leads.

How ‘Block Sender’ Works?

When a user clicks “block sender” in Gmail, a filter is created that sends all future emails from the sender’s address directly to the spam folder. And just like with other filtered messages, the sender is not notified directly and it adversely affects a sender’s reputation. When a Gmail user marks an email as spam or block in feeds into Gmail’s global spam-filtering algorithms for other users, and Gmail weighs user-reported spam heaviest when filtering spam.

How to Avoid Gmail Users from Blocking Your Emails:

If you are like Jane and are sending to an opt-in list, start considering why someone would use the block feature in the first place? Ask some basic questions like:

  • Do they trust you?
  • Do they see your opt-out process as trustworthy?
  • Do they like your message?
  • Are they receiving information valuable to them?
  • Do you send too many messages?
  • Do they remember who you are and why they signed up for your emails?

Avoid causing a sense of distrust amongst your subscribers by following thse simple guidelines.

  • Before you send your next message, ask if your contacts know you? And do they expect this particular type of content from you?
  • Look at the past trends of unsubscribing/suppressing and make sure that you aren’t sending too many messages to the same audience.
  • Keep updating your list and trim the subscribers who are inactive for quite a long period of time.
  • Make sure that your ‘opt out’ button is visible to help people unsubscribe if they intend to and avoid using ‘block’ button.
  • Allow users to control how often they would like to hear from you. This can be done by inserting a “control setting” or “profile update” option in your message.
  • Make sure that you are doing email marketing in ethical way. Don’t bombard your audience with too much information.
  • Break large lists down. When it comes to targeting there are plenty of good reasons to break down large email lists into smaller ones. However, one of the best reasons is that by doing this, there won’t be as many spam complaints when you send your emails.
  • Always include a TEXT Version of your email.
  • Warm your sender reputation with auto-triggers. Users contribute to your strong reputation when they open an click emails. So be sure to send welcome messages and state how often they can expect to receive email from you.
  • Avoid spam trigger words and phishing phrases
  • Insert image alt attributes in HTML version of the copy.
  • Test your emails on leading email clients (Gmail, Outlook, Hotmail, Yahoo) before sending to the audience to tweak for delivery as you need to.
  • Use an email marketing system that maintains a good delivery reputation for their IP addresses. Even though your delivery depends greatly on your sender reputation, you don’t want a dirty IP address to deny you the opportunity to build yours. and can provide optimal deliverability.

 

Conclusion:

Some might believe that Google’s new “block sender” feature in email client is a bad thing for email marketer but if you’ve been building your list methodically through the years and following best practices it won’t affect your performance.

Bonus:

Check Out this Infographic by Remarkety to learn how to avoid spam filters.

ways to avoid email spam

We hope the given suggestions will help you do better and smart email marketing that achieves your goals.

12 Dec 18:43

How To Grab Inbound Lead Generation By The Horns

by Dave Orecchio

Inbound marketing is all about bringing your clientele to your doorstep, freeing you from the horrible inefficiency of cold calls and high-dollar, low-yield, poorly-targeted outbound advertising campaigns. But even inbound marketing falls flat without a healthy stream of inbound marketing leads, and inbound lead generation is a science unto itself. Let’s examine some basic considerations for enjoying a more proactive — and profitable — approach to your inbound lead generation.

Grab-Inbound-Lead-Generation-by-the-Horns.jpg

Looking For Leads In All The Right Places

While you can never predict with 100 percent certainty where your next major account may be found, it never hurts to maintain a presence in cyberspace’s most likely spots. To name just one example, LinkedIn is a given for B2B decision makers, in general, and the proliferation of specific industry segments and groups can help you zero in on your target market even more closely. So you’ll want to make sure you’ve built a solid presence that naturally attracts those LinkedIn leads. Professional associations that cater to your specific industry niche are also great places to plant your flag and grab attention.

Ultimately, however, you want leads to discover your company website, and this means making sure that website shows up in online search results. Website optimization is critical for attracting the attention of the major search engines, which in turns allows your site to be ranked highly enough to show up on relevant keyword queries, from specific products and services to your geographical area.

Get Creative, And Create Leads

Inbound lead generation is all about prospective buyers discovering your business as they search for solutions to their needs. That’s why your marketing content needs to be ready to dazzle them. Permanent web page content, blog articles, videos, white papers — these and other engaging bits of insight must be properly prepared, optimized and distributed so that they lie in wait like nuggets of gold along a California riverbank. But to make sure you’re creating the right content for the right channels, take the time first to develop a strong, sensible, comprehensive inbound marketing strategy.

While you’re addressing your target audience’s concerns and interests, always include a call to action, no matter how mild-mannered. Even a simple link to your website for more information can facilitate the creation of a beautiful new lead.

Inbound lead generation

Add calls to action to your blog articles and other marketing content.

Information Exchange: How To Acquire Key Data

Your interested visitor isn’t a lead until you’ve obtained that visitor’s contact information, plus whatever demographic (job title, location et cetera) you may need to cultivate further interest. In most cases, that information is not handed over casually — you’ll have to make it worth the visitor’s while.

A landing page for a specific product or service is the perfect place to make that exchange. Any lead “hot” enough to be directed to this page is ready to receive, not only an extended sales pitch but also the enticement of special offers, from exclusive discounts and memberships to scholarly white papers and e-books. The use of contact forms makes it easy for you to capture the data necessary to evaluate that lead in detail and nurture it to fruition (see below). At the very least, you should ask for the first and last name, job title, company name, business phone number, and business email address. You may also provide a checklist of specific products, services, or topics of interest that your visitor might like to receive.

The Care And Feeding Of A Lead

If your well-crafted content strategy is paying off by generating leads — congratulations! But inbound lead generation is only the first chapter of what you hope will become an epic journey toward a rewarding finale. In other words, once you have those leads, you need to to cultivate them so they’ll turn into profits, not just in the short term but for many years to come. Lead nurturing is accomplished in a variety of ways, using a variety of tools, to ensure that you’re using the right persuasive tactic at every stage of the lead conversion process. Different stages in the sales funnel need to be addressed with different messages, using content that you’ve prepared for the questions, concerns and objections most likely to stop the lead from moving on to purchase.

As we’ve described previously, the Buyer’s Journey moves through three distinct stages: Awareness, Consideration, and Decision, in that order. The Awareness stage may require you to create content that introduces concepts, explains problems, and enlarges the lead’s understanding of where your company enters the picture. The Consideration stage encourages the lead to think about his own organization’s needs, weighing one solution against another. The Decision stage is where the sales pitch and call to action compel the lead to take the final step, whatever you want that step to be.

You can’t know which types of messaging to hit your leads with unless you know what stage of the Buyer’s Journey they are in. That’s why it’s so critical to monitor page views, link-throughs, view duration and other factors that reveal each lead’s status in your marketing machine. This data allows you to score and segment your leads so that they’ll automatically receive the ideal chunk of prefabricated (lead nurturing) content to answer the questions and keep them excited.

Smarter inbound lead generation practices can play a key role in more effective online marketing, especially when you follow them up with the proper lead nurturing techniques. To review: Start with developing your content marketing strategy so you’ll have the battle plan. Figure out where some of your most lucrative leads reside in cyberspace, and make sure you have a presence there as well as a strong “home base” website. Then create creative, optimized, relevant content that pops up in response to queries from potential leads. Last but certainly not least, use calls to action and special offers to obtain key data that permits you to nurture those leads all to the way to the end of the road — revenue!

Want more details on how your organization can become a master of inbound lead generation? Download this White Paper: 8 Steps to Attract Qualified Leads for your Business.

12 Dec 18:43

The Cost of Personalizing Your Sales Emails

by Heather R. Morgan

How much should you personalize your sales emails?

Sending mass generic emails with zero personalization won’t get you many responses, but writing every email one at a time isn’t very scalable or cost-effective either.

So how much personalization is enough?

The truth is, there’s no magic one-size-fits-all answer.

It’s different for every business, and it depends on a number of factors, including who you’re targeting, how saturated your industry is with cold email, and how strong your product-market fit is.

hidden cost to email personalization

Why You Need A Baseline of Your Email Metrics Before You Ever Think About Personalizing

While it’s generally true that more personalization in your sales emails will increase your response rate from qualified leads, adding more complex custom inserts beyond “first name” and “company” has its opportunity cost. Appending data like “competitor,” “blog post,” and custom sentences or phrases doesn’t just happen for free. Whether you’re purchasing that data, scraping, or using cheap outsourced labor/interns to gather information, it costs you time and money.

There is no guarantee the data you append will significantly increase your response rate either.

In some cases, adding additional custom inserts has no direct impact on response, and on rare occasions it can even have a negative effect, especially when data is appended haphazardly or carelessly.

Nor are all custom inserts are created equal. It’s true that in most cases adding the name of your prospects’ competitor will usually increase your response rate more than other inserts, but not always.

That’s why you should always send a basic email campaign with minimal personalization before you go crazy with trying to add more merge fields to your email templates. Once you have an idea of your baseline numbers for open rates, response rates, and appointments set, you can A/B test adding more customization to the same email templates. Then you can see just how much lift various personalization may or may not bring you.

If for example you have a 10% response rate with basic personalization, but you aren’t satisfied with those numbers, you can try adding various custom inserts to see how many more responses you get. When trying to assess if your increased response rate is worth your personalization efforts or not, you should multiply the increase in positive responses by how much you value a response or sales appointment with a qualified lead. After backing out those numbers, you can calculate if the cost of appending that data is greater than or equal to the increased appointments. If it’s not, then it’s not really worth your time.

A simpler way to assess this is to see if the increase in response rates (if there is one) is minor or incremental. If it’s marginal, then you might want to do the math to decide whether personalization makes sense for your sales efforts, but if it’s large, then keep adding customization and start testing other custom inserts to see what else works.

Even if you don’t have luck with the first few kinds of custom inserts you try, that doesn’t mean that all extra personalization absolutely won’t work. Maybe you just haven’t found the right information to append yet.

When You Should Consider Personalizing Your Emails More

So when should you experiment with adding personalization versus just being content with your existing response rates?

It depends on your product, industry, and sales goals, but generally you want to add more personalization when:

  1. You’re trying to reach out to “difficult contacts,” that don’t easily respond to email, like C-suite executives in large enterprise companies, especially CIOs and CISOs.
  2. You’re in a crowded and competitive space where your audience is getting bombarded with emails.
  3. Your product is commoditized and not very exciting to prospects.
  4. Your company doesn’t have a lot of traction yet, and perhaps your audience needs to be educated more about your product.

Another good indicator to consider additional personalization is if your response rate is below 10%. However, that doesn’t mean personalization, or even cold emails for that matter, can solve all your sales problems.

Low response rates can also be signs that you:

  • may not have a strong product-market-fit
  • be reaching out to the wrong audience
  • have entirely the wrong message and are focusing on the wrong benefits and pain points

Basic Tips to Personalize Your Emails Without Adding More Custom Inserts

Before you start investing time and resources into adding extra personalization, you should try some basic cold email copywriting tips to see how much lift they can get you. Implementing the following tactics can often help you 2-3x your open and response rates:

  1. Use more casual language to make your emails sound more like a conversation than a letter to the Queen of England. (Unless you’re trying to cold email the Queen herself!) Cut out formal language like, “Dear Mrs Morgan, I’m inquiring about…,” because it sounds impersonal and distant.
  2. Cut out everything that screams “salesy.” Stop addressing yourself as a sales employee at company X. That’s a dead giveaway you’re sales prospecting, and it’s a waste of your email’s prime real eastate. Instead, you should assume familiarity and dive right in with an introductory sentence that commands attention and/or engages them with a thoughtful question.
  3. Use first and second person throughout your email. Avoid using third person because it feels distant and does not evoke as strong of a connection or emotional response with your prospects. Instead, use words like, “I,” “we,” and “you.” (And try to use “you” more than “I” so you don’t sound too self-focused!)
  4. Define your ideal customer persona before you even start writing. Try to use the keywords, language, and tone that appeals to the audience you’re writing for, and your email will instantly sound more personal, without even adding more custom inserts.

Check out this copywriting guide for additional tips to help you personalize your cold emails at scale.

11 Dec 17:05

Twitter monetizes 500M strong audience of non-users

by Nathaniel Mott

Twitter is testing an expansion of its promoted tweets advertising unit that displays the sponsored messages even if someone doesn’t sign in to its service.

The test could help Twitter address one of its core problems: People don’t have to sign up for its service to take advantage of the public nature of its contents. Anyone capable of searching for someone on Google, or following a direct link to a public tweet, can peruse the platform even if they tweet something themselves.

Many people take advantage of this fact. Re/code reports that roughly 500 million people who don’t have Twitter accounts visit the service each month. That’s greater than the 320 million users who log in to the site each month, according to Twitter’s usage statistics, and a valuable audience for advertisers.

“By letting marketers scale their campaigns and tap into the total Twitter audience, they will be able to speak to more people in new places using the same targeting, ad creative, and measurement tools,” Twitter said. “Marketers can now maximize the opportunities they have to connect with that audience.”

According to the blog post, promoted tweets will be shown to visitors without Twitter accounts whenever they view a user profile or a tweet’s detail page. The experiment is currently limited to the desktop Web  and being tested by “selected advertisers” across the United States, Japan, United Kingdom, and Australia.

This isn’t the first time Twitter has tried to appeal to new or potential users. Earlier this year the company introduced a new homepage meant to lure people into signing up for its service. It built “instant timelines” for people who sign up without knowing what to do next. The service has done everything short of making it so people can post, like, or retweet something without an account.

These promoted tweets seem like an admission that not everyone who visits Twitter will grok the value in creating an account. But someone deciding not to sign up for the service can still be monetized as long as they’re willing to visit the site every once in a while and focus even a moment of their attention on an ad.

Twitter monetizes 500M strong audience of non-users originally published by Gigaom, © copyright 2015.

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11 Dec 17:04

Content Marketing is Changing the Way Buyers Buy

by Joe Ward

There are a number of indicators that point to the fact that consumers are self-educating now more than ever. With the wealth of information available online, it has become easy for people to educate themselves on pretty much any topic, and purchase products and services that help improve their lives.

Blending Brand Loyalty

I recently made a decision to improve my diet. After doing some research online, I learned that adding nutritious smoothies to my morning routine could improve my health and increase my alertness throughout the day (selfishly helping me close more sales). The information I was reading was easy to find, and backed by several doctor’s recommendations.

It turns out the information I was consuming was published by a blender company. This piqued my interest. The blender was expensive, but it would play an instrumental role in helping me achieve my personal goals, so it was a no-brainer to execute the purchase. At no point in this process did I ever speak with a broker or direct sales person at the blender company. I went online (after doing some price comparisons) and purchased the blender on a popular e-commerce site.

Having now owned this blender for a few months, I am constantly going back to the company’s website and social channels for new ideas and recipes that I can make at home. Thus, helping further improve my diet (and close more sales).

So, what’s the point?

Brands need to think about the value they can offer to consumers pre-purchase. This value exchange motivates buyers to make a purchase decision faster, and with less friction. Therein lies a major opportunity for brands to promote their offerings by publishing information people actually find helpful. The fact is that most brands have not fully taken advantage of this opportunity.

Successful brands dedicate themselves to creating and publishing valuable customer-centric content every day. As a sales leader, you need to work with your marketing teams to create and publish valuable, relevant, and consistent content if you want your product or service to be included as part of your potential buyer’s evaluation process. As a customer service leader, you can empower your customers to self-diagnose potential issues, lower your costs, and increase customer satisfaction rates and loyalty if you proactively publish quality content. As a business leader, you can also leverage quality content internally to improve employee morale and increase growth.

Content marketing software makes it easy to understand what concepts are most valuable to your audience; and publish relevant, dynamic content to the most appropriate channels, to achieve business objectives.

11 Dec 17:03

5 Science-Backed Ways to Get a Skeptical Buyer to Trust You

by lye@hubspot.com (Leslie Ye)

trust-procurement.png

Wouldn’t it be nice if we were all mind readers?

You’d be able to take your prospect’s statements at face value, and you’d never have to worry that they weren’t being honest about their budget, timing, or anything else. They’d implicitly trust you too, because they could assess how forthcoming you were being about your product.

Unfortunately, we’re not. But luckily, psychologists and researchers have uncovered a whole host of tricks you can use to come off as more trustworthy and honest. The following five tactics can help you overcome your prospect’s initial skepticism or suspicion and get them to trust you.

(Caveat: Use these tips for good, not evil! We don’t support ever lying to your prospects.)

1) Play up your commonalities.

In-group favoritism (also known as in-group bias), is a phenomenon where people favor members of groups they belong to. Went to the same college as your prospect? Cheer for the same sports team? Whatever your points of commonality, play them up.

Obviously, rapport isn’t enough to close deals on its own. And don’t force it -- an already-skeptical prospect is going to be quicker to assume that you’re just a sleazy salesperson if you lay it on thick. But if you can find a point of commonality that you can bring up organically, use it to your advantage.

2) Smile.

Whether you’re in field or inside sales, the power of a smile can’t be overstated. Humans can hear smiles, and we can even distinguish between different types based only on audio. You come across as more open and engaged when you smile, and prospects will respond positively.

A bonus tip for negotiations: People like to be smiled at. One study showed that not only did participants prefer genuine smiles over polite ones, they “were willing to sacrifice the chance of a monetary reward to receive a genuine smile.” So the next time you’re in a tough conversation, smile a lot and you just might get more concessions than you expected.

3) Lean in (literally).

According to Psychology Today, people tend to lean backwards and also move their heads backward when they’re lying.

“Liars often sway their entire bodies slightly backward to distance themselves from their targets,” writes FBI behavioral analyst Jack Schafer.

So even if you’re just relaxed and at ease, get a little closer to your prospect. They’re more likely to believe what you say. (Not too close, though. Don’t be creepy.)

4) Make eye contact.

Schafer points out that our eyes tend to betray us, even if we’re not aware of it.

“Our eyes point to where the body wants to go,” he writes. “Liars often look toward the nearest exit, telegraphing their desire to physically and psychologically escape the anxiety caused by lying.”

Eye contact produces a subconscious connection between the subjects looking at each other -- even when we’re not looking at someone human. Participants in a Cornell University study were more likely to choose a Trix box where the rabbit was looking directly at them than one where the rabbit was looking away.

Staring without blinking is a no-no, though -- liars often overcompensate by staring straight at their targets. Body language expert Carol Kinsey Gorman recommends making eye contact for 30% to 60% of a conversation.

5) Sit still (but not too still).

Like eye contact, your body movement is a delicate balance between too much and too little. According to behavioral analyst Lillian Glass, shuffling your feet and standing completely still are both signs that someone is lying. 

People move naturally during a conversation, so the former is a good sign that they’re trying hard to control themselves, a sign that something is off. However, shuffling your feet signals that you’re uncomfortable and want to leave the conversation.

The takeaway? Plant your feet firmly on the floor -- but don’t be afraid to use all the gestures and expressive motions that come naturally to you.

Ultimately, if you’re being untruthful, nothing can save you. But for the vast majority of salespeople who just can’t seem to capture the trust of prospects more skeptical than usual, these five tips are a science-backed way to bridge that gap more easily in your next sales meeting.

Get HubSpot CRM today!

11 Dec 17:03

In China, Canadian businesses need to think longer term

by Murad Hemmadi
Man sitting in a small shop surrounded by colourful toys

Chinese trader waits for customers at his stall selling wholesale toy balls at the Yiwu International Trade City on September 24, 2015 in Yiwu, China. (Kevin Frayer/Getty)

The rumours of China’s economic demise are greatly exaggerated. That’s the message David Watt, Chief Economist for Markets at HSBC Canada, thinks Canadian businesses need to hear.

China has been the cause of market volatility and lowered outlooks across the world, as the financial community and Western economists worry that the growth of the Chinese economy may slow more sharply than expected. And in an interview last month at the bank’s Toronto offices, HSBC Managing Director, Co-Head of Asian Economic Research and Chief Economist for Greater China Hongbin Qu says that there is indeed cause for concern.

“China does face a slowdown risk and some pretty strong headwinds,” he noted. Exports have been weaker than expected, and manufacturing has slowed in tandem. But Qu believes those troubles don’t amount to all they’re made out to. “I think the worries that the overall economy is going to have a sharper slowdown or a hard landing—there are even some people talking about some sort of crisis in the making—are overblown,” he says.

Both economists say there’s a tendency to overemphasize economic trends and indicators emerging from China. Take the devaluation in August of the renminbi, which was seen as an attempt by the Chinese government to bolster export competitiveness. The overreaction to the renminbi devaluation is perhaps understandable—China’s economy and policymaking bodies remain frustratingly opaque to outside observers. But the size of the change (2%) and the fact that exports are far more sensitive to global demand than exchange rates indicate that the move was about reforming the exchange rate regime to be more market-driven, says Qu, not starting a price war.

Or take the idea that the country is rebalancing from an investment- and export-driven economy to a consumption-driven one. “When people focus on that, they get the impression that the Chinese are not consuming, which is totally wrong,” says Qu. “Chinese consumers are spending money—in fact, it’s already the largest market for many consumer goods.” For example, China overtook the U.S. as the world’s largest auto market three years ago, and its citizens are the top consumers of luxury goods globally.

Canadian firms wait for some sort of grand switch-flipping from export to consumption. “When we think about the global economy, we used to think, ‘What does the U.S. consumer want?’” says Watt. “We have to start thinking, ‘What does the Chinese consumer want?’ because that’s going to be a driver of global trends over the next 30 years.” That applies to all Canadian businesses, not just ones built around consumer products or services. “We have to be in the business of providing parts of the process, of the supply or value chain,” said Watt.

Another Chinese trend that’s been much-covered is urbanization. Each year, some 10 million people move from rural areas of China into the country’s cities, Qu says, and that’s likely to continue until cities reach the 75–80% urbanization rates of countries like Canada (it’s at about 50% now). Much has been made of China’s “ghost neighbourhoods”—areas where building and infrastructure development have run ahead of current demand, leaving apartment buildings and streets empty. “In some small towns you may have buildup ahead of sale,” Qu admitted. “But that doesn’t mean that there will never be people, or that the building will be empty forever.” 

Urbanization leads not only to increased consumption, but a more direct source of economic growth. Qu invoked Economics 101: the only sustainable source of growth over time is productivity growth. And there are only two ways to grow productivity: “One is that though the same people do the same jobs year after year, you give them better equipment—that’s innovation,” he explained. “Secondly, and this is more important, you have the labourers shifting from very low-productivity jobs toward the high-productivity jobs.” The shift from rural occupations to factory work or other urban jobs produces a productivity gain of several hundred percent, creating a substantial floor for China’s growth. 

Capturing a piece of that growth could be very lucrative, and Canadian companies can do it without having to stretch themselves too much. “You don’t have to service everybody,” notes Qu. “All you need to do is look at your own competitive advantage.” But it’s crucial that businesses put their China plans in place immediately. “Start implementing it tomorrow,” says Watt. “And if something happens in China, like the stock market sells off sharply again, don’t delay it for another six months.”

Although Canada now has a renminbi hub, in Toronto, Watt says Canadian governments could also be doing more. Australia has both a hub and a free trade deal, while the U.K. has been engaging China at governmental, industry and company levels; Qu says breaking ranks with other developed economies to join the Asian Infrastructure Investment Bank “took a bit of bravery” on the part of the British government. While free trade between Canada and China is by no means inevitable, Watt says there’s room for greater clarity on issues like oil sands acquisitions or investment pushing up prices in the Vancouver housing market. “China has indicated, ‘We want more engagement with Canada,’” says Watt. “It’s now up to us to start engaging the other way.”

MORE ON CHINA AND FOREIGN TRADE:

The post In China, Canadian businesses need to think longer term appeared first on Canadian Business - Your Source For Business News.

11 Dec 17:02

China just dropped a hint about the next massive change for its currency

by Linette Lopez

china dragon dive

China's Central Bank suggested in an editorial on Friday that it may be time to de-peg the yuan from the dollar, and instead peg it to a basket of currencies, The Wall Street Journal reports.

The posting, published in Chinese state media outlet The People's Daily, gave no details on what that basket would include, or when these moves could be made.

However, Chinese officials are about to attend their annual Central Economic Work Conference, so you can imagine they'll be talking about it there.

Now is definitely the time to talk yuan. This week it fell to its lowest level against the dollar in four years.

Consider this de-pegging announcement a way for the Chinese government to manage two conflicting goals for its currency — its desire that the yuan be set by market forces and that it also be stable.  

Those are two conditions that the yuan had to meet when it was accepted into an elite club of currencies designated as global reserve currencies by the World Bank at the end of last month. To make the cut a currency has to be widely used and fairly stable.

China doesn't want to cause instability by devaluing the yuan, so it has to figure out how to help the market gently guide the yuan down to its true value. Of course, the market isn't known for being gentle.

 

Chinese yuan to dollarThe things you do to get in the club ...

The real drama with the yuan started in August when the government announced that China's July exports fell 9%. At the same time, economists noticed that the ratio of job offers to job seekers was starting to decline. A few days later, the government devalued the yuan by 2% in an effort to stimulate the economy, which has slowed down dramatically over the last year.

Remember, though, that at the same time China was also still trying to get into to this elite club — the Special Drawing Rights (SDR) basket of currencies. To get in, it had to keep the yuan stable. So the government started to spend billions in reserves to do just that — to keep the yuan from depreciating further.

For a few months that seemed to be working. Analysts voiced concerns that China may spend too much of its cash trying to prop up the yuan, but a lot of those fears were assuaged in October, when currency reserves rose by $11 billion.

Xi JinpingOn Monday however China revealed that its reserves declined by $87 billion in the month of November. After October's print that came as a shock to some, and over the week the market sent the yuan to its lowest level in four years.

Part of the reason for that, The Wall Street Journal pointed out, is that China reduced some of its currency controls in order to get into the SDR club. That made it easier for Chinese people, especially the super rich sitting on a lot of cash, to change their yuan to dollars.

China can't prop up the yuan forever. It has an economy to fix, and a weaker currency may help a bit with that by spurring exports.

If it de-pegs the yuan from the dollar it could potentially weaken the yuan without causing a huge disturbance in the market.

Emphasis on "could."

Join the conversation about this story »

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11 Dec 16:59

The Biggest Factor to Closing Deals?

by Leif Kothe

Your customer conversations are defined by three “moments of truth”—three distinct but adjacent sales dialogues that reps need to master to win more profitable deals.

Is your team equipped to master them?Screen Shot 2015-10-28 at 9.55.05 AM

A Corporate Visions survey found that 85 percent of companies believe their team’s ability to articulate value messages is the single most critical factor to closing deals.

In this podcast, Corporate Visions’ Tim Riesterer details the three value conversations where your reps need to excel, demonstrating an ability to:

  • Create Value by defeating the status quo and differentiating your solution.
  • Elevate Value by building a business case that passes muster with executive buyers.
  • Capture Value by protecting your pricing and expanding deal size.

Tim’s podcast, based on insights from his new book, “The Three Value Conversations,” appears in two segments below:

Looking to dig deeper into these pivotal sales conversations? Purchase “The Three Value Conversations” here.

11 Dec 16:59

Sales Stack ’15 Video Recap: How to Scale Sales Orgs From Hyper Growth Sales VPs

by Dan Jones
Scaling Sales Organizations

Editor’s Note: Featuring some of the most passionate sales VPs around, our panel on How to Scale Sales Organizations was a huge hit at Sales Stack 2015. Special thanks to Shep Maher of GuideSpark, Saad Shazad of GustoEmmanuelle Skala of Influitive, and Mandy Cole of Zenefits.

Video:

Audio:


One of the most talked about and critical issues for sales organizations anywhere is the best way to properly scale that ensures long-term growth and minimizes self-inflicted damage to the company. Rapid growth is a great problem to have, but one that should not be treated lightly. Our panel of experts offer unique insights from their own journeys in guiding sales organizations through periods of intense change.

What are the 5 or so sales metrics that you live by in order to track a sales org?

Saad Shazad: We think about the business with three big questions: Are we growing? Are we doing it in a healthy manner? And are customers happy? The KPIs we look at are an offshoot of those three. It’s around revenue growth, sales cycle, conversion, and lead attainment on MQLs, but we if we can answer positively on those three questions, we feel like we’re in a pretty good place.

Shep Maher: It’s sort of like sabermetrics in baseball. You can get wound up in sabermetrics but if you forget to look at the number of at-bats someone has, the sabermetrics data may look awesome but they only had 40 at-bats over the course of the season. For me, often times I’ll refocus on the basics and when someone’s struggling, I’ll look at: Are they doing enough meetings and what is the quality of those meetings?

Really forcing myself to get back to basics and get away from sales efficiency, customer acquisition costs, and some of these things that you can end up getting lost in the weeds on. How many times are they getting in front of customers, what are those at-bats, and what is going into their pipeline?

How do you transfer the skill set of a great first sales rep to the next ten on a sales team?

Saad Shazad: For the first sales hire we often use this analogy: The person should be able to drive the train while laying the train tracks while directing where the train goes. They have to be a builder. They have to be an architect.

Emmanuelle Skala: I think your first sales rep needs to be a missionary. Because that’s what it’s about. It’s about going out and spreading a mission. It’s codifying the things that are working. Later on, when it becomes a repeatable process, your reps need to be more coachable.


I think your first sales rep needs to be a missionary. @elleskala
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Shep Maher at Sales Stack Conference

Shep Maher: It’s sort of like making time to work out. You actually have to put time on the calendar to make it a priority or it’ll never happen. You’ll wake up and think, “Holy crap, two or three quarters have gone by and I haven’t done anything to train or improve my sales reps. So for us in the early days it was setting aside lunch time on Fridays. We’d bring lunch in and we’d have Friday sales skills workshops. They would be self-generated and we’d encourage folks who were having success to actually teach sessions on it.

But the idea was to step outside of your company lens so that it’s not about working on the product, it’s about working on your sales skills. Later on we were able to set aside some real dollars and we brought in some great programs like Winning by Design by a guy named Jacco who is a madman and has a great program. The only way to improve an individual sales rep’s performance is actually to make them better at their craft and commit that time and energy.


The only way to improve a sales rep’s performance is to make them better at their craft.
Click To Tweet


Emmanuelle Skala: I completely agree. We do three days a week called lunch and learns. Monday we focus on our product, Wednesday we focus on our industry, and Friday we focus on sales skills.

What are some sales tools that you’ve leveraged?

Saad Shazad: We really like to balance empowering the team leads and the sales managers so that they can go out and get the things that they think will help their teams be productive with tools that will be consistently used across the sales organization.

Shep Maher: The best tools I’ve been able to use in terms of sales efficiency are my finance department and VPs of sales who have been there before me and are smarter than me and better than me.

How have you scaled your sales organizations in terms of compensation for sales reps?

Shep Maher: The people that we want to attract and are the best contributors long term are the people who buy into the mission of our organization. If you haven’t spent time thinking about what your organization’s mission or purpose is then I would encourage you to do it because that can attract people and that can have value just like dollars can.

The other thing that we think about is making sure that we are living by a mantra where everybody on my leadership team is more focused on the success of the people that work for them than on their own success. My success is an output of the success of the people on my team.


Our team is more focused on success of the people that work for them than on their own success.
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Saad Shazad: We think about compensation as a lot more than just the dollars that are going to come into the bank account. Compensation is important, we live in a materialistic world, so we believe in paying close to market. But our commitment to our reps is around three things:

  1. We’ll give you autonomy – So you will have the ability manage your own book of business.
  2. We’ll give you mastery – We’ll help you with personal and professional development.
  3. We’ll show you the purpose – What is the impact that your work is having on the business goals.

Mandy Cole at Sales Stack Conference

Emmanuelle Skala: A portion of my comp is tied to advocacy. I think sales is changing pretty dramatically and the role of the salesperson is not just to bring home the bacon and then just walk away. The role of a salesperson is to bring in good revenue, and good revenue that’s not going to churn, and good revenue where the company and the users are going to become advocates.


A salesperson’s role is to bring in good revenue where buyers become advocates. @elleskala
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Mandy Cole: One of the things that’s important is being up front and honest and saying “You can make this much, but this is what it’s going to entail.” Everybody now has the kegs and the free snacks now, so I think it’s really about making sure that their compensation is simple, and something that they can directly see is tied to the revenue, and can our managers coach to it?

You also need to ask “Are you passionate about this? Can you understand what the person on the other side of the line is dealing with every day and how this is solving that?” Because if you don’t get that and you don’t care, its going to be really hard to be successful.


Can you understand what the person on the line is dealing with and how this is solving that?
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What is the future of sales technology?

Shep Maher: I think that the era we’re entering is the era of sales humanization. The amount of information that a prospective buyer can find out about you, about your prices, about the inputs to those prices, about your reputation both personally and as a company. The playing field is just unbelievably level and transparent compared to how it was. I think that the human element and connection with the buyer on things like mission and values is going to become more and more important and technology is going to enable it.

Scaling Sales Organizations Panel

Saad Shazad: I agree, I think the last decade was about marketing automation. This next decade is going to be about sales enablement. We haven’t seen as much focus on sales reps and I think a lot of companies out there are seeing a lot of pitch decks around “How do we get sales reps to be more productive.”

We think of a world five years from now, think about Amazon. Amazon is putting together an analysis on your purchasing behavior and they’re trying to know what you’re going to want before you want it. And they’re going to send it to a distribution center near you. That kind of algorithm can be applied to sales.

Emmanuelle Skala: I think things are going to come back full circle. We’ve been automating everything and I think while all that data and prediction are going to help arm the sales rep, at the end of the day it is about that sales rep having that conversation. I think we’re going to see a lot more focus on the quality of the conversation and kind of de-digitizing some of the things that we do so that we can have those human to human interactions again.

The post Sales Stack ’15 Video Recap: How to Scale Sales Orgs From Hyper Growth Sales VPs appeared first on Sales Hacker.

11 Dec 16:57

Is Some Revenue Better Than No Revenue?

by Dave Brock

The knee jerk reaction to the question, “Is some revenue better than no revenue,” is probably a resounding, Duuuuhhhhhh, well why wouldn’t it be??!

But let me provide a little context. I just had an exchange with a reader commenting on a post I wrote a couple of years ago, We Can’t Ignore Poor Performers! One of his points about poor performers was, “at least they are producing some revenue,” implying, “Why rock the boat?”

His view is actually not that uncommon. Too many managers tend to accept what they know is bad performance, with the excuse of “At least they are producing some revenue.” Alternatively, “If I got rid of that person now, I couldn’t afford the revenue hit.” These are smart, high performing managers.

I have some sympathy for harried managers and executives facing these performance issues. But we have to be very careful when we embark on this path.

First, it’s our job as managers and leaders to maximize the performance of everyone in the organization. If someone cannot achieve the expected levels of performance, it’s unfair both to the individual and to everyone else in the organization.

We have to fill the gap in performance, so we increase the burden on those that are performing well, to cover the nonperformers. Inevitably, this leads to real morale and workload problems—and it’s with those we can least afford to have morale problems, our better performers.

This pressure is reflected back onto the poor performer through peer pressure, bad attitudes (though justified), and does nothing to help them improve their own performance. The longer it persists, the greater the separation between the poor performer and the rest of the organization. They become excluded, isolated, which leads to a death spiral of morale and performance in the organization.

It erodes the credibility of the manager, further exacerbating the issues. People recognize performance issues, they recognize when managers don’t step up to addressing performance issues. When asked to fill the gap produced by low performers, resentment isn’t directed just to the poor performers, but to managers who don’t step up to managing performance issues.

The argument of having a person in place to “cover the territory, produce some revenue” has other challenges. It may not be just an issue of not making the numbers, it may be the poor performer is driving customers away. They are losing deals they shouldn’t be losing, they are probably not engaging customers the way the should be, they probably are annoying or even angering customers or prospects. As a result, customers take their business elsewhere. They take their business to companies and sales people that create value for them–through their whole buying and implementation process.

While the poor performer may be producing some short term revenue, they are losing opportunities others would be expected to win. They may be creating loner term reputation and relationship problems that are far more damaging, costing many more times than the gap in their current performance.

In cases where the poor performing sales person is actually having a negative and adverse impact in their territory or within the rest of the sales organization, the “no revenue” option may actually be the most prudent. It may actually be cheaper to be sacrificing what little revenue the sales person is creating, because the negative consequences of keeping them on board far outweigh the revenue they are creating. If the damage the person will do is greater than what they contribute, then it is better to run with that position/territory vacant, seeking to fill it with the right person as quickly as possible.

Where then does the “some revenue” approach fit? I actually don’t believe it fits often. If it fits, it only fits for a very short period of time, and only when there is a very strong action plan to address the issue. But too often I see organizations living with this year after year. Managers fail to identify, address, and correct performance problems.

It is simply unacceptable to allow bad performance to persist, uncorrected, in the organization.

The some revenue argument is acceptable only if the negative repercussions I’ve outlined in the earlier discussion don’t come into play, and there is a corrective action plan to performance base to expected levels –either through the improved/corrected performance of the individual or by replacing that individual with someone that can perform at expected levels.

We can’t ignore poor performers. They are a drain on the organization and impact our long-term relationships with customers. We may be far better off, sacrificing whatever short-term revenue we get, building a stronger organization that can meet its goals.

11 Dec 16:57

Lead Scoring 101: Clearing the Confusion

by Melissa Macchiavelli

You know we like to talk a lot about marketing, specifically content marketing, because it’s the thing we do really well. We know content can’t exist in a vacuum. It needs to be part of a comprehensive strategy geared toward establishing your organization as a thought leader and driving results. We’ve got lots of blog posts on this topic, so I’m not here to offer you another overview of how to do content marketing the right way.

What I want to dive into is what happens after you create the strategy and implement that rigorous content marketing program. You should expect the leads to start flowing, all of them to turn into sales, and everyone to be happy, right?

Yes and no.

Every organization involved in selling wants leads, but not just any lead will do. Aside from diligently qualifying those leads via phone, email, or in person — all time consuming and sometimes not very effective methods — are there ways to determine how much more likely a prospect is to buy without using all your sales team’s bandwidth? Yes, and depending upon a number of factors, lead scoring can be a game changer for your organization. Here’s how to know if your company is ready for it and how to get started.

What is it and do I need it?

Simply put, lead scoring is an important yet somewhat confusing methodology used to determine how ready your prospect is to buy and how important that prospect is to your organization. It creates a ranking by using key behavioral indicators and a prospect’s engagement with your organization’s content, website, and marketing — then assigns a score for any given action.

Why is it confusing? Not every organization needs or can use a lead scoring model. Is your company ready? Answer these questions to find out:

Does your sales team have too many leads? Lead scoring is best used to identify, prioritize, and manage where to focus your teams’ energies when you have too many leads and can’t reach out to them all.

Is lead quality a common complaint from your sales team? Your organization can generate hundreds of leads but may have no idea which ones are actually sales-ready. Ultimately this wastes precious time on the wrong prospects. Lead scoring can help to qualify or better yet — disqualify — prospects based on their interactions and other identifying criteria. It also helps the sales team understand when to engage a prospect, keeping them from reaching out too soon.

Does your organization have the technical capabilities required to score leads? Try as you might, lead scoring cannot be managed in a spreadsheet. A marketing automation platform and CRM are critical to managing not just the lead scoring methodology but the entire life cycle of your prospect as they enter and progress through the sales funnel.

Is your target buyer clearly defined? This may seem like a no-brainer but taking the time to examine and evaluate who is a buyer, decision-maker, or influencer is a worthwhile exercise and will help to crystallize and hone the focus of many marketing activities, especially scoring for sales-readiness.

Getting started

So now you’ve determined, maybe with professional assistance, that lead scoring is right for your organization — where is the template to get started? The truth is there isn’t one right or universal way to establish a model. Some marketing automation tools have built-in scoring, but even those may require customization based on the unique qualities of your prospects, sales cycle, and even your products. At a high level, the most common criteria for what to score includes:

Engagement: While not a perfect measure of sales-readiness, engagement can be used in connection with other factors to determine how to move a prospect up the sales ladder. Engagement activities include:

• Response to email marketing and actions taken
• Website activity

Behavior: Investigating and evaluating specific interactions taken by a prospect can be a leading indicator of their interest and appetite for further digital conversations. Consuming higher level content such as an eBook or white paper is a strong signal a prospect is serious about your offering and willing to spend more time with your content.

Persona: While technically a criteria used in lead scoring, we would argue this category actually falls into the realm of lead grading, where we move beyond evaluating actions taken and look more closely at a prospect’s demographic information. (Pardot’s Scoring and Grading Lab offers more detail on the differences between lead scoring and lead grading.) In some cases, this category may offer the most valuable set of factors for evaluating a prospect. The information a prospect offers you about themselves is critical for qualifying or disqualifying them before investing the time and expense involved in marketing. Persona-based characteristics include:

• Job title and job function
• Geographic data
• Firmographic information

Still following along? We know lead scoring can seem like a complicated and involved process requiring time and testing to glean the best insights. There are plenty of examples of lead scoring systems out there that will help you get yours off the ground, including Marketo’s Big List of Lead Scoring Rules.

The more effort that you put into honing the right targets, and the more that marketing and sales work together, the more intelligent your lead scoring program will be. And ultimately, that means more sales.

Want more about how to make marketing automation — and lead scoring — work in your organization? Download “Make the Marketing Automation Decision: A 5-Question Guide.”

11 Dec 16:51

The Data-Backed Strategy Behind Closing Deals Faster [Research]

by mrenahan@hubspot.com (Mike Renahan)

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Do you have a customer referral program in place at your organization? If you don’t, that’s normal: Only about one-third of companies do.

But what if I told you that 56% of sales reps deem referrals to be “very important” to their success? Would you think about putting a formal referral program in place?

Generating new customers is the most important part of any business’ sales strategy. While some companies and their sales reps have no problem getting new customers through the funnel, others struggle to create the relationships necessary to attract new customers and develop new business.

What’s the difference between these two types of companies? According to new research from Influitive and Heinz Marketing, B2B sales reps and companies that invest in customer referral programs are thriving.

The study -- which surveyed more than 600 B2B professionals -- found that referral programs result in more leads, a lower cost of marketing, better sales forecasts, and more.

Here are the three most interesting findings for sales reps.

Referrals close faster.

All prospects are not created equal. If given the choice, salespeople would prefer to work prospects slated to close quickly.

So what type of prospects close the fastest? According to the research, 69% of B2B sales reps report that a referral closes faster than a non-referred new prospect. The study also points out that 70% of reps whose companies have referral programs in place are on pace to meet or exceed their 2015 revenue goals.

Referrals have a higher lifetime value.

Finding a way to maximize customer lifetime value is critical to the success of a business.

If you’re struggling with LTV, consider doubling down on referrals. Referred customers have a 59% higher lifetime value than non-referred customers, according to the research. In addition, Heinz Marketing and Influitive note that 67% of companies with a referral program classify their sales pipeline as “effective.”

Referral programs provide more leads.

Reps will always agree on one thing: They need more leads. More leads means more opportunities, which generates more revenue.

According to this study, referrals hold the key to generating more leads. Thirty-five percent of the sales reps surveyed said their leads increased due to referral programs. Furthermore, nearly 65% of respondents with a referral program called it critical to their and their company’s success.

How to Get More Referrals

The data makes it clear that referrals are extremely valuable to sales reps and their companies. But one big question remains: How can salespeople get more referrals?

In the research report, Heinz Marketing and Influitive provided a few steps to get the ball rolling:

  1. Start an online community. Engage your customers online, and create a community where they can swap best practices and advocate for your company.
  2. Don’t be afraid to ask for referrals. The research suggests that timing your request for referrals correctly is more important than how often you request them. For example, if you notice that customers are particularly delighted at a certain point in the process, that’s the ideal time to ask for a referral.
  3. Set up a formal referral program. With the right tools and infrastructure in place, companies are 3x more likely to accelerate the conversion of referrals, according to the data.

Referrals boast a higher customer lifetime value and close faster than non-referred prospects. If your company doesn’t have a formal referral program in place, use this data to build a business case for one.

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