Recently, more of my clients are using sales automation software to improve SDR and call center efficiency. These tools can definitely increase the return on outbound efforts, but if you don’t implement them carefully, they can backfire and actually lower conversions. Here are some things to keep in mind: Set an…
Copywriting tips for folks who don’t like to write
A blank piece of paper can the scariest thing in the world, particularly if you’re under a tight deadline or writing isn’t natural for you. I write emails, whitepapers, webinar decks, presentations and blogs all the time – there are days where it’s all I do. But even with a lot of…
Effective Demand Generation Really Only Takes One Thing
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,…
Agency and Vendor Searches without Losing your Mind
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…
Ten Tricks You Need to Try!
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…
Enterprise Demand Generation
In my last blog, I outlined the challenges of marketing to small business. Now let’s talk about the big ones. A few things to keep in mind: Besides, big, how do you define the perfect enterprise target? Is it really every large company? Is it 500 employees? 1,000? What other…
Creating A Lead Generation Program List – How to make sure you’re hitting all the right places
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…
The P.S. – the Email Power Player
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”…
Why do demand generation if you’re not making money?
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…