After 18 years of consulting, I have a few tricks up my sleeve. If you’re looking for better results, give these a try. 1. Set an objective. I know I say this in every single blog, but it’s important. If you don’t decide what you want to accomplish, you won’t…
Marketo Summit Presentation Nurture 101
For those of you who missed it, here is the link to my presentation on nurture at Marketo Summit. There’s a lot of good information on nurture in general and also some hints on how Marketo does their nurturing. Take a peek here. Nurture 101 at Marketo Summit
Top Tips for Attributing Leads Between Sales and Marketing
While many companies are successful at tracking leads by marketing program, the process often breaks down when companies try to track leads by department. Here’s some tips to make the process easier: 1. First, think about what you’re trying to learn. Usually, the reason to attribute leads by department is…
Offers that work – 10 hints for success
In demand generation, the two things that make the most impact are list and offer. The right list gets you to the right person. But your offer is what brings in response. Here are some hints for success: 1. Unbreakable rule – every demand generation execution needs an offer –…
Is your data clean?
Good clean complete data is the foundation of any demand generation program. And like any foundation, if it’s shaky, your results will suffer. If you want better delivery, higher response rates, a better customer experience and more engagement you need to make getting quality data a priority. Here are some…
Top tips for following up on leads!
Following up on leads is one of the hardest jobs there is. It takes a lot of discipline, a great personality and good tools to be successful. For those of you on the phone, here are my hints to maximize success: 1. If your company doesn’t make good products or…
Sales and Marketing Alignment – Tips for Success
If your company is doing any sort of demand generation, then you need to make sure that your sales and marketing departments are aligned. However, in my experience, the strong and creative personalities in these two departments can make this challenging. Here’s my hints for success: 1. Encourage your sales…
Tracking 101 – My top hints
The whole point of demand generation is there isn’t any guesswork – you can get reports that tell you what’s working and to identify and fix mistakes. But if you’re not sure where to start, here are some tips: 1. Plan what you’re going to track by setting objectives. That…
Building your demand generation organization
Good demand generation requires strategy, planning and tools – and the right team. Here’s my advice: 1. If you’re smart, you’ll assign one team to own demand generation. Since most companies share a database and marketing automation, demand generation is particularly ill suited to execution in silos. Centralize demand gen…