Quotos: The Best from ROI2016

quoto (kwo’ to) noun: the pairing of an inspirational or informative quote with a photo of the quote’s originator.

THE QUOTOS ARE BACK! Those of you who joined us at ROI2016 may recall a few of these gems. Those of you who missed it may want to grab a pen. Here are some very inspirational, memorable — and immediately applicable — quotes from ESA’s 27th Annual Conference in January:

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“We’ve got 100 times the competition. So why does our sales staff look like it did back in 1984?” – Lynne Edwards

“And for the first time in my life, I’m sitting across the table from two salespeople, thinking, “If this doesn’t go good, they’re not even going to let me buy what they came here to sell me!” – Andy Hulcy

Optimization is not just a digital thing. The great thing about analytics and back-end data is you can optimize any type of campaign … by using simple data.” – Jake Winchell

“In essence, isn’t that what they’re really concerned about? They’re not concerned about the investment. They’re concerned about the return on investment.” – Terry Nicholson

“When you’re listening to a client talk, you can hear the ‘squeak.’ You know what the problem is. Once they see the numbers, it stops. This allows us to approach a client with real numbers.” – Roland Eckstein

“The question you need to ask yourself is, ‘How are you going to separate yourself from the sea of similarity?’ I have to differentiate myself, how are you going to do it?” – Joe Laub

“Our question to that advertiser should always be, ‘Is there a smarter, better way to hit that same consumer?’ … There is.” – Jodi de Riszner

“The biggest battle we have as a company, and as an industry, is labor … trying to find, hire, train, quality labor.” – George Iames

“Having smart data heading into a campaign really helps your odds of success.” – Adam Armbruster

“Selling a car face-to-face with a customer hasn’t changed. The biggest difference is how much information the customer has when they walk through the door, and how they get to you. That’s changed more than anything in our industry.” – Bob Pollock

“We’ve now got a great understanding of all three of their primary lead sources: mobile, phone, physical traffic. And we got it in five minutes. Think a business owner is interested in that?” – Dave Eckstein

“If I can walk away with one idea, I find that valuable. We’re catching the consumer at a higher point in the funnel, and the numbers bear that out.” – Bob Rafferty

“Picture hundreds, maybe thousands of stores taking distribution of a new product. That’s huge sales right upfront. Now, imagine what you can do with this strategy.” – Craig Reumund

“It was all about producing results. I’m a numbers guy. You can tell me how many people are seeing my ads, but it needs to make my phone ring.” – Corey Cover

“Avoid the feast and famine of sales. It’s about the momentum of growing companies. Be famous for getting clients results. Be famous for your winning attitude. Be famous for helping others.” – Adam Armbruster


Dave Eckstein, ESA & Company | Real. Local. Results: 2012Dave Eckstein is a Partner in the firm ESA & Company. He specializes in highly profitable market share growth for local businesses and gets a kick out of demonstrating a declining cost of customer acquisition. He plays baseball, but isn't that Dave Eckstein.

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