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A Service Level Agreement Can Help Marketing and Sales Reach Their Revenue...
When I ask new clients if they’ve created a Service Level Agreement between Marketing and Sales, I typically hear one of two things: “We don’t have one” or “What do you mean?” When most people think...
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5 Best Practices for Switching to a Contacts-Only Approach in Salesforce
For CRM users, duplication is the enemy. Duplicate contact and company data can lead to wasted time, mistakes when engaging with prospects, and a poor customer experience. So why are there two objects...
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Consuming Too Much MarTech? 3 Steps to a Successful Stack
Almost three years ago, Gartner predicted that 2017 would be the year that the CMO’s technology investment would surpass that of the CIO. It’s definitely trending that way, and marketing must become...
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Everybody Wins: 5 Benefits of Working from Home for Both Employees and Employers
As the novel coronavirus pandemic continues to traverse the globe, more and more employers are taking precautions by requiring their employees to work remotely. This will be many people’s first time...
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5 Marketing Automation New Year’s Resolutions – and The Secret to Making Them...
When you think about it, many of the goals we have for ourselves as marketers are remarkably similar to those we set forth to accomplish in our personal lives. As the New Year comes upon us, consider...
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Change Management and MarTech: It’s too Late to Start Once You’re Done Building
At DemandGen, we develop MarTech strategy and implement solutions for a wide range of companies. As a result, I’ve been able to gain a unique perspective on how change management can impact success...
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What Many Companies Overlook with Their Demand Generation Strategy
A number of years ago I sat in a conference room of a Fortune 500 company speaking with a number of marketing directors and VPs about the focus of their demand generation strategy. Like any company...
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When Building Your Campaigns, Don’t Forget About The Reporting
It’s a scenario that I’ve seen countless times. A well thought out campaign has just been started or has run its course, and it comes time to look at the results — but something is missing! It’s not...
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Improve Your Data, Improve Your Customer Experience: 6 Steps to Reach...
Over the past few years, there’s been a huge push for marketers to create a more holistic and seamless customer experience. The ability to create, implement, and then deliver on that experience,...
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3 Tips for Building Work Relationships that Last
I recently celebrated my seven-year work anniversary at BDO Digital (formerly DemandGen). There have been changes during that time — team members and clients who have come and gone — but also many...
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6 Steps for an Airtight Email Quality Assurance Process
As email marketers, we schedule thousands of emails every month. One of our clients, for example, has 96 million contacts in their database, so you can imagine how nerve-wracking sending an email can...
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3 Types of Data that Help you Make Meaningful Connections with Prospects
As the competition for consumers’ mindshare continues to intensify, attracting and converting new business requires more than a well-planned marketing nurture campaign; it requires human connection....
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Four Steps To Success with Account-Based Nurturing
Traditional nurturing is all about the lead: focusing all your marketing energy on getting an individual interested in your product or service, then driving that person through the funnel to buy....
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Break the Curse of the Batch and Blast
Oh, the batch and blast. One of those necessary evils that every marketing team must contend with, but also one that many email marketers never break from. I see this all the time, and it often starts...
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The One Soft Skill That Can Propel Your Demand Generation to Greater Heights
In 2014, eConsultancy published the results of a marketing effectiveness study. When they asked marketers the number one soft skill that was needed in order to be effective, the overwhelming majority...
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Market Like It’s. . .The Eighties? Tactile Marketing Automation™ Changes the...
You’ve probably heard the phrase “everything old is new again”: look at how popular culture has recently been celebrating fashion from the Edwardian era (Downton Abbey) to the Fifties (Mad Men) to the...
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More Than MarTech: The Digital Transformation of the Enterprise
The ongoing changes and digital transformation we’ve experienced in Marketing in general — and Digital Marketing in particular — have been massive over the past five to 10 years. And I’m not just...
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3 Steps to Evaluating Your MarTech Stack
Marketing budgets are slowly returning to pre-2020 levels, with 25.4% of spending dedicated to Marketing Technology (MarTech). Yet today, industries face another stumbling block: a downturn in...
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Lead Scoring Model in Eloqua: 3 Implementation Options
You’re up and running, you’re sending campaigns, and you’ve integrated Eloqua with your CRM. Now it’s time to implement that lead scoring model you’ve been dreaming about. Lead scoring is one of the...
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What Is Demand Generation in 2020?
About a year and a half ago, I wrote a blog post about how demand generation has evolved over the past 10 years. I had fun writing it, and it turned out to be one of my most-read articles. Demand...
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