023: Marketing Ideas that Generate Demand and New Sales Leads

Wouldn’t it be cool if marketing could help generate revenue for your A/E/C firm? What if you could generate new client or project leads that you could pass to your business development teams? You would probably want to know what marketing strategies would give you those results. 

That’s exactly what today’s episode is about. I talk with Julie Huval, Head of Marketing for Beck Technology, about the marketing strategies her team deploys to generate demand and get incoming leads. 

You’ll want to make sure you have a piece of paper and a few pens to take notes for this episode because Julie dives deep and shares a lot of ideas for your marketing plan. Specifically, we talk about:

• The difference between demand generation and lead generation
• Demand generation examples you can implement at your A/E/C firm
• How your marketing department can pass qualified leads to your business developers
• How marketing’s performance is measured and how that shapes her marketing strategies
• How to get started with your demand generation strategies
• How to tell if your marketing is working
• How other folks in your firm can get involved in marketing when they are not in a position to directly create content
• How to generate leads when your clients are in the private sector
• How to generate leads when you are a subconsultant firm

This episode is rich with educational, inspirational, and idea-generating content. You’ll want to save it and listen to it again and again. You’ll probably also want to share it with your marketing and business development teams. 

This episode is a part of my 2021 Planning series. The 2021 Planning series includes podcast episodes, freebies, and mini-workshops to help you prepare your BD and marketing plans for 2021. You can find the entire 2021 Planning series here.  

Resources mentioned in this episode:

• Website Analytics Article by Julie Huval, CPSM
• Podcast consultant, Kasey Jones
• 2021 Planning Series
• Grab your FREE Marketing Plan outline.
• Take your learning further in the Business Development Planning Mini-Workshop. In this mini-workshop, I teach you my proven approach to writing a business development plan, including how to develop the right mix of strategy meetings and research. Then I walk you through how to execute the plan, so it doesn’t just get written and sit on the shelf. You’ll walk away with the

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