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Tips and Tricks

Creating A Lead Generation Program List – How to make sure you’re hitting all the right places

Jackie Walts
November 17, 2015

Finding new sources for leads is a big challenge for demand generation marketers.  How do you know that you’re spending your budget on the right programs?  Or that you haven’t missed a one because you just didn’t know about it?  We’re all busy, but it’s important to invest time in…

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Tips and Tricks

The P.S. – the Email Power Player

Jackie Walts
November 17, 2015

The benefit of coming into demand generation from a direct mail background is that I can use decades-old tricks to give me an edge when I’m planning campaigns.   One of those old-school tricks is the P.S. What’s a P.S?  It stands for postscript which comes from the Latin “post scriptum”…

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Best Practices

Are you spamming your prospects and customers?

Jackie Walts
November 17, 2015

What is spam anyway?   Is it emails for get rich quick schemes?  Mail order spouses?  Or is it any email that wasn’t crafted properly?  From the customer’s perspective, the difference can be pretty narrow.    So, how do you make sure your email isn’t perceived as spam? First, the legal part.  …

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Best Practices

Postal mail? Seriously? Isn’t that dead?

Jackie Walts
November 17, 2015

When companies talk about lead generation or lead nurturing, they almost always mean email.   But they shouldn’t be ignoring trusty old postal mail.  It is not dead and it is not antiquated and it shouldn’t be out of fashion. Here are 10 reasons why you should consider adding postal mailing…

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Best Practices

Never Done a Webinar? Let me tell you how…

Jackie Walts
November 17, 2015

Webinars are a way of life for my high-tech clients and they generate a steady flow of high quality leads.   They’re also a way of life for me – I probably manage 100 a year!  Here are my steps for success: At the Beginning: Plan ahead of time – I…

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Pipeline

Calling after Demand Generation – Six Tips to Maximize those Hard Earned Leads

Jackie Walts
November 17, 2015

Demand generation isn’t just about putting leads into the funnel.  It’s also about qualifying them, working them and selling them on the other end.   Because of that, I’m surprised at how many demand generation marketers think their job is over when a lead is handed over for calling.   That couldn’t…

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Tips and Tricks

Why do demand generation if you’re not making money?

Jackie Walts
November 17, 2015

I have a coffee mug with a great quote on it.  It says “Direct Marketing doesn’t have to make sense, it just has to make money”.    (Thanks Hacker Group!) It’s one of my favorite mugs.   First, it holds a lot of coffee.  And more importantly, for demand generation marketers, those…

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Tools

A Demand Gen Expert Spills the Secret on the Best Marketing Automation Solution

Jackie Walts
November 17, 2015

As a demand generation consultant, a good percentage of my work is helping clients better utilize their marketing automation solutions. Because of that, I ‘m often asked to make a recommendation on the “best” marketing automation. I’ll let you in on a little secret. WHAT automation your company uses matters…

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Content

Six Easy Tips for Creating a Content Program

Jackie Walts
November 3, 2015

It’s funny, as a Demand Generation consultant, I constantly beat the drum with my clients on the importance of developing consistent, relevant content. No matter what format the content takes – it can be a newsletter, webcast, whitepaper posting or a blog – if you’re trying to build a relationship…

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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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