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Is It Time to Clean Up Your Marketing Automation Platform — or Move to a New...
Marketers are sending out more digital communications than ever. That means they’re asking more of their MA platforms than ever before. Combine that with canceled in-person events and many of us...
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Video Marketing: Your Pipeline’s New Best Friend
If video isn’t currently a part of your marketing mix, it’s time to make it your new BFF! Video marketing has quickly stolen the spotlight as one of the most effective and fastest-growing channels. It...
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Let’s Be Enablers: You CAN Make Everybody Happy with Sales Enablement
Just like the “co-dependence” of Sales and Marketing is a good thing, in the context of sales enablement, being a true enabler is a good thing! Sales enablement is an increasingly hot topic around the...
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4 Ways to Nurture a Winning Team
In my career, I’ve been very fortunate to work for managers who made coaching and developing their team members a top priority. Unfortunately, not everyone is so lucky. In fact, roughly three million...
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Help Me, Obi-Wan — Choosing Your Marketing Technology Vendors
Read part 1: Oh Look, A Squirrel – Avoiding “Shiny Toy” Syndrome with Strategy Read part 2: Who’s on First, What’s on Second? – Setting Technology Priorities When it comes to introducing new...
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How to Take Your Data on an Adventure
Marketers have more access to more data than ever before. How many times have you received an automated email or a slide deck with scores of numbers, tables, charts, and graphs from the multitude of...
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Get, Keep, Grow: The Strategic Value of Customer Scoring for Demand Generation
As marketers, we understand the importance of being customer-centric in our demand generation efforts. Keeping your ideal customer at the center of your demand generation strategy is a must if you...
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Benchmarking Your Demand Factory: Why Industry Benchmarks Don’t Mean What...
Recently, I gave a workshop for a client on the Demand Factory. It was going well with great engagement amongst the different teams as they tackled the big problems. There was that hope in the room...
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Side by Side to Success: My Passion for Sales and Marketing Alignment (Part 1)
In almost every way imaginable, marketing is in the midst of a dramatic transformation that is rewriting the rules of how companies large and small engage with prospects and customers. This...
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The Year of the Demand Factory™: 2015
The new year is upon us—and my single prediction for 2015 is that this will be THE YEAR that Marketing will be on center stage in the corporate limelight. After a decade of innovation in marketing...
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What Marketers often Overlook When Determining Customer Lifetime Value (and...
Your VP just asked you to create a monthly report and dashboard that includes this key business metric: Customer Lifetime Value (CLV). A quick Google search uncovers some straightforward formulas...
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Out with the Old, in with the New: 9 Questions Your Data Retention Policy...
As marketers, we’re accumulating more data, more assets, and more engagement history from more systems. It’s getting costlier and more difficult to migrate all that data, some of which may itself have...
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