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Side by Side to Success: My Passion for Sales and Marketing Alignment (Part 2)
In my previous post I shared how my early experiences in Sales at Microsoft turned me into a passionate advocate for Sales and Marketing alignment. As I mentioned, today’s Internet-enabled buying...
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How MarTech Can Help Sales Survive This Unprecedented Pipeline Disruption
Optimization. That has been the term we have heard the most in recent months. It shouldn’t surprise anyone that our clients continue to ask us to help them optimize their acquisition, demand...
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Simplifying the Impossible: Focus on the Most Impactful Task and the Rest...
Whether you’re just starting out, you’ve been doing this for a while, or you’re onboarding a complex marketing automation (MA) system or other MarTech, executing on your strategy and showing results...
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Cloudy with a Chance of Awesome
While marketing automation systems remain a key part of the Demand Factory infrastructure, the last several years culminated in 2014’s official launch of the Marketing Cloud – a treasure trove of...
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Do You Need a MarTech Council?
I can’t say that I’m surprised by some of the numbers I’ve seen recently describing the MarTech space: 7,040 solutions (Scott Brinker’s Marketing Technology Landscape Supergraphic) Accounts for 29% of...
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Make Your Data More Effective (Part 2): How Data Normalization Works
Read Part 1 What type of data should be normalized? Any open text field may be problematic, but data categories that describe the buyer persona or impact business processes are the best candidates for...
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How to Create a Positive Morning Routine That Sets the Tone for Your Entire Day
This past March marked my third anniversary with DemandGen (now BDO Digital). When I first joined the company, it was my first time working from home with an entirely distributed remote workforce. I...
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When Good Leads Go Bad: Is It Time to Freshen Up Your Lead Scoring Model?
You’ve implemented a lead scoring program and your team has started churning out campaign after campaign to fill the pipeline with Marketing Qualified Leads. Your job here is done, right? Maybe for...
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Transforming Yourself into a Modern Marketer
Marketing as we know it is in the midst of a massive transformation. Are you prepared for the new reality, and ready to enter the new age of Modern Marketing? Way back in 1898, American Sales and...
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Is Your Perfect Lead Scoring Model Not Cutting It? Avoid These 4 Common...
When paired with a Marketing Automation platform and CRM, a healthy lead scoring model is a thing of true beauty. Marketing empowers Sales to contact Leads who actually want to hear from them. The...
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MarTech in 2018: Five Way-Too-Early Predictions
I have been blogging on my employers’ platforms since 2005. I’ve always wanted to do a predictions list, but was more focused on planning than forecasting. I find these lists informing and mildly...
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Marketing-as-a-Service (MaaS)
For the past decade, Software-as-a-Service (SaaS) has transformed how companies are buying and using software. Many functions in large enterprises are outsourced in the “as-a-Service” model to provide...
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Tetris and the Highly Skilled Team
Remember Tetris, the sixth best-selling Nintendo Entertainment System video game of all time? The objective of the game is to quickly fit different shapes together so that all the pieces line up...
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Optimization is more than just a bag of tactics. . .you’ve got to have a process
I’ve worked with a large variety of clients at different stages of maturity in using marketing technology. One of the most interesting – and difficult – points comes when you reach the point where all...
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How to Hire Right: When It Comes to Your Team’s Success, Chemistry Is Everything
In November of 1984, production began on what would become one of the most beloved movies of all time. Years had been spent developing the script, shopping it to studios, and meticulously selecting...
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Recipe for Success: 5 Ingredients for a Winning Project Team
We’ve all heard the saying, There’s no ‘I’ in ‘team.’ Everyone always nods when that phrase is uttered. There’s a great deal of emphasis on good teams. When companies have challenging issues to solve,...
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Take Aim at Campaign Success: Leverage your data to improve results
What one thing can improve the success of your campaign? Targeting the right audience. Slicing and dicing who will receive your content, and is most likely to respond to it, will boost your results....
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Data Governance Is a Bigger Priority Than Ever Before: A 3-Step Primer on...
Organizations’ data typically degrades about 20 to 30 percent annually, but this number is about to increase at a much faster rate due to the recent business downturn and subsequent unemployment...
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Back to Basics: 6 Top Email Best Practices
When you’ve got innovative solutions and creative ideas about marketing automation coming at you from all directions, it’s easy to lose focus on the basic tactics of your email marketing operations. As...
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Rise of the Data Scientist
In the movie The Matrix, Tank is the skilled operator who stays in the ship , staring at the console all day and guiding Neo and the crew safely through the virtual world of the matrix: entry points,...
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