marketing automation

Questions I get asked as a Demand Generation Consultant

My turn to answer the questions I get asked almost every day.  (But you have to imagine the TikTok video).   What’s the biggest mistake you see folks make in demand gen? Not setting an objective.  If you don’t know what you want to do, you’ll never do it. And “thought leadership” and…

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…

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…

Part 2 – Easy tips for marketing automation implementation.

If you answered the questions in my last blog, you’re ready for the next step – implementation.   Implementing marketing automation is a bit complicated, but hopefully these tips will make it go more smoothly: Know that automation on its own won’t bring success.  You need a clear strategy and objectives.  Map out what you…

Part 1 – Things to ask if your marketing automation isn’t working for you.

Demand generation is more effective if your company uses a marketing automation platform.  Marketing automation helps get communication out, enables you to segment your audience, helps you get leads to sales and most importantly – lets you track efforts to get the highest possible return.    However, with so many platforms available,…