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Demand Gen
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Streamline Your Demand Gen
A simple system for turning followers into leads (and leads into clients)
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Welcome to The Demand Gen System
Demand Gen System Project Milestones
Phase 1: Filling Gaps
What Is Demand Gen?
Find The Gaps In Your DG System
2 Steps
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Evaluate Your Marketing Activities
Evaluate Your Sales Activities
Plug The Gaps In Your DG System
3 Steps
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Brainstorm Channel Obstacles and Opportunties
Develop Your Gap-Closing Hypotheses
Fill Gaps By Running An Experiment
Phase 2: Effective Lead Qualification
What Is Value To The Client?
Assess Marketing Qualification
2 Steps
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Clarify What Makes an MQL
Apply the MQL Checklist
Assess Sales Qualification
3 Steps
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Identify Where Invites Happen
Ensure You’re Inviting The Right People
Validate Readiness and Motivation
Select Your Experiments
3 Steps
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Choose Your Experiment
Define Your Victory Condition & Timeline
Run The Experiment
Phase 3: Create Efficiency
Map Out The Core Process
Complete The Value Map
4 Steps
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Before You Begin: Tips For Success
Record The Activities & Format
Capture The Details & Who Does Them
Value Map Examples
Identify Bottlenecks & Their Root Cause
3 Steps
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Identify Your Key Bottlenecks
Assess Value To Clients
Assess Value To Business
Streamline Your Value Exchange
2 Steps
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Eliminate The Red-Red Items
Justify The Red-Yellow Items
Next Steps
Congratulations – You Made It!
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14 Sections
22 Steps
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