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Tips and Tricks

Effective Demand Generation Really Only Takes One Thing

Jackie Walts
October 3, 2018

The purpose for demand generation is simple – making money.  But a lot of companies overcomplicate their efforts and that usually means they don’t get the return they want.  The good news is that most of the time, for your team, your programs and your prospects, less is more.   So,…

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Content

You have some content? Now what do you do with it?

Jackie Walts
August 29, 2018

If you read my last blog on developing content, you probably have a few things ready to go. But what’s next? 1.  Good generally educational content inspires interest and establishes your company’s value proposition. So, use content to bring in leads from search, third party programs, outbound emails and partner programs.…

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Content

Content 101 – Easy tips for getting the content you need for Demand Gen

Jackie Walts
June 6, 2018

Developing content for demand generation may be what intimidates my clients the most. And sadly, statistics show that over half of content posted is never even read. So how do you develop effective content without paralyzing your resources? Here are some tricks I use: Start with understanding your customer journey…

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Best Practices

How much is too much? Let’s talk about communications limits.

Jackie Walts
April 11, 2018

Even if you’re compliant with email laws, spamming is really in the eye of the beholder.   Do you wonder if you’re contacting customers too often?  Here are some tips on making your communications count. Start by documenting everything your prospects and customers are getting.  That means from sales, customer support,…

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Pipeline

So you have leads. Now accelerate them!

Jackie Walts
February 7, 2018

Many companies focus lead generation efforts solely on acquiring leads.  That’s great, but why not also use some tricks to move them down the pipeline faster?  Here are a few ideas: Engaged leads buy faster and the right offers increase engagement. It helps to draft a story arc of what…

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Tips and Tricks

Agency and Vendor Searches without Losing your Mind

Jackie Walts
December 13, 2017

The right vendors act as valued strategic partners and maximize the time of your marketing team. But if your call center, agency or marketing automation platform aren’t doing the job, is it time to make a switch? Here’s some hints on how to replace a critical vendor without losing your…

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Tips and Tricks

Ten Tricks You Need to Try!

Jackie Walts
October 4, 2017

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…

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Nurture

Marketo Summit Presentation Nurture 101

Jackie Walts
August 29, 2017

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

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Pipeline

Top Tips for Attributing Leads Between Sales and Marketing

Jackie Walts
August 2, 2017

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…

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Offers

Offers that work – 10 hints for success

Jackie Walts
May 3, 2017

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 –…

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Latest Blog Posts

  • Tips for Developing Demand Gen Content
  • Tips for aligning between demand generation and sales
  • The Basics of Lead Scoring 
  • Top Tips for Forms and Landing Pages
  • Maximizing Return on Tradeshows
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