Know When Direct Response Results Justify More Investment

These articles examine the questions that follow the initial response: Are the economics sound? Is the evidence strong enough to trust? Can you see the full customer journey? Do the results justify investing more?

The focus is practical: Cost Per Sale, Cost Per Lead, customer value, disciplined testing, targeting, CRM interpretation, creative evaluation, and the management decisions that bring them together.

Featured Article

The Customer Journey Begins With the Individual’s First Commitment

A customer journey should be measured from the first meaningful commitment—not only from the point of sale. This article shows how inquiry, conversation, trial, first purchase, repeat purchase, and lifetime value create one connected chain of evidence.

Read Article

Featured Article

Articles

Does Your Marketing Team Know More About Your Customers Than Anyone Else?

Marketing earns influence when it can defend customer data, explain behavior, connect channels to sales, and show what the company can afford to invest.

Featured Article

Articles

Does Your Marketing Team Know More About Your Customers Than Anyone Else?

Marketing earns influence when it can defend customer data, explain behavior, connect channels to sales, and show what the company can afford to invest.

Explore the Article Library

Browse current thinking on direct response economics, testing, creative judgment, lead generation, customer intelligence, and profitable growth.

Ted Grigg 8/21/24 Ted Grigg 8/21/24

How to Beat Direct Mail Controls

Some super controls have resisted many attempts to beat them. The discouraging part is that those direct mail winners often look unlikely to win.