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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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The Case for Creating Duplicate Leads in Eloqua and Salesforce
The benefits of aligning marketing and sales teams are well known at this point. One of the elements of a strong marketing-sales relationship is having a seamless integration between their tech tools,...
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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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How to Design a Buyer’s Journey That Actually Converts Leads and Accounts
First, let’s begin with a definition so that we’re all speaking the same language. A buyer’s journey is the path a prospect takes to make a purchase (not to be confused with a customer journey, which...
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Communication Is More Important than Ever, Making It the Perfect Time to...
The COVID-19 pandemic has forced all of us to find new and different ways to communicate with our family, friends, colleagues, clients, and prospects. With the majority of us now working remotely,...
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Conversion Paths: The Yellow Brick Road of Converting Unknown Prospects to Leads
Last week, DemandGen CEO David Lewis shared the D3 Methodology, a holistic model that accounts for all the elements that can make or break an organization’s demand generation efforts. Today, I’m going...
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Manage Lead Routing with Ease in Salesforce — Without Knowing How to Code
If you’ve tried to match leads to existing accounts in Salesforce, you know there’s just no easy way to do it. LeanData addresses this gap by automatically matching leads to accounts. But wait,...
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How to Drive Lead Acquisition with DemandGen’s ABM Framework
With the staggering increase in channels and near-continuous bombardment from eager sellers, buyers have become decidedly more difficult to reach. That’s why every conversation I have with a client or...
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So Long, Leads: How (and Why) to Move to a Contacts-Only World in Salesforce
Leads or Contacts. Leads and Contacts. WHY are there two objects in CRM for people? If you manage a CRM platform or administer an integration between MA and CRM platforms and use both objects, you’re...
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Reengage Inactive Leads in 3 Steps
Are you familiar with the saying, like throwing money out the window? Well, when you cast off leads that haven’t engaged with you within a certain amount of time, that is exactly how I’d describe it....
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7 Ways to Level Up Your Lead Nurturing with Personalization
Lead nurturing, while not a new concept, continues to evolve. On average, we know that prospects convert at a much higher rate when nurtured versus those who aren’t. In fact, Forrester found that the...
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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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Creating an Efficient Funnel: An Executive Panel
Many high-growth, fast paced companies share the same problems when it comes to growing revenue: disengaged sales and marketing teams, disconnected leads and managing multiple ideal customer profiles....
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Set It & DON’T Forget It: Four Tips to Freshen Up Your Foundational Marketing...
Foundational strength is important in building a solid house, a healthy body — and also a powerful marketing strategy. The most common foundational marketing programs include Lead Scoring, Lead...
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How To Take A Proactive Approach To Increasing Marketing Database Integrity
With the average marketing database being full of bad data, marketers must be proactive to prevent their systems from becoming contaminated. Duplicate contacts, invalid email addresses, and incomplete...
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DemandGen Radio: How to Implement Lead Nurturing Programs
Are you stuck in batch and blast marketing or looking to improve your approach to lead nurturing? Well, this episode of DemandGen Radio will give you guidance on how to use your marketing automation...
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DemandGen Radio: How to Implement a Lead Scoring System
In this episode on lead scoring, David Lewis teaches you another of five principles of successful lead management. He explains everything you need to know about lead scoring so you know whether you...
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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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Beyond Data and Automation: Communicate Better with Your Prospects Using...
I love the term “data-driven marketer.” It emphasizes the shift in technologies and techniques away from guessing what might resonate with our leads and customers to using the huge amounts of data our...
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DemandGen Radio: The 5 Principles of Successful Lead Management
In this episode, I share the key principles of successful lead management from my book Manufacturing Demand which now has over 10,000 copies in circulation. When I wrote the book, my publisher told...
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