Best Practices

Maximizing sales follow up on leads

Congratulations – your sponsored program, event or search paid off and you got some leads!  Time to send them to sales for follow up.    So, how do you support sales and maximize their efforts?  Let’s start with my Number 2 Rule of Demand Generation –  “Never Check In”.  The never ending stream of emails…

Why testing is the best part of a demand generation marketer’s job.

Testing is one of most important functions of demand generation, yet a lot of companies don’t test at all.   Sadly, the number one excuse I hear is lack of time.   But since testing and identifying winning programs means higher ROI and better results with less wasted effort, it really should be the…

Best Practices for Organizing Marketing Automation

Marketing automation instances can be like dirty closets.  That’s because when you’re focused on getting things out, organizing probably isn’t a high priority.  But keeping things tidy means you and your team will be more effective.  Here are my tips: First, never give responsibility for your marketing automation to just one person.  Always have…

My thoughts on the pandemic, market changes and demand generation

Normally with over 20 years of experience, I can use past learnings to help my clients deal with market changes.  Pandemic?  Nothing I’ve seen is even close.  However, some of my clients are ramping programs up again and here are some of the thoughts I’ve shared on what to do now:        Unless your…