GTM Live

Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 10th installment: Self-reported attribution - 1:00 The role of RevOps - 2:50 Create Demand & Capture Demand - 6:00 Key Opinion Leaders - 15:45 Does your website effectively capture the demand you are creating? - 18:50 Qualitative and Quantitative Insights - 20:15 Evaluating the SDR function - 23:00...

Chris Walker joined Jacob Zangel on his soon to be released podcast to talk through not just manufacturing demand, but manufacturing revenue. It's time we stop differentiating between marketing and sales, and start looking at go-to-market strategies through the lens of creating demand vs. capturing demand. This requires new definitions and new terminology. Instead of looking at marketing throu...

Every Tuesday at 3:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 11th installment, we covered: - How To Create Demand in Mature Categories - Where demand gen is going in the next 5 years?  - Running demand gen at an early-stage startup that wants quick results - How to fix sales/marketing alignment - How demand teams can work with sales to achieve better results - The role of e...

Every Tuesday at 3:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 10th installment, we covered: - Tips for a One-Person Demand Team - Marketing for an Agency vs. a SaaS company - When your CEO (shouldn't) be involved in marketing - How to grow a top 25 podcast - What separates good vs bad communities - Balancing quantitative and qualitative insights - The first steps in buil...

Stock options. It's something that SaaS startups love to give out as incentives, but it's something that employees generally know very little about. Since our last Demand Gen Expert Series, we have been fielding a lot of questions about stock options, how they work, what they're actually worth, and more. As you know, when our audience asks, we listen and respond. Ryan Walsh, CEO of Rep...

B2B marketing is stuck. The entire old-school marketing playbook is completely broken. Optimizing a revenue engine is a lot like optimizing processes in a manufacturing plant to be more efficient. But in order to optimize your process, you need to first get started. Too many teams try to start by doing everything at once. You need to take baby steps. Figure out how to run a live event that people...

Every Tuesday at 5:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 9th installment, we covered: - What to do when SDRs are underperforming - 1:05 - What all demand marketers should be including in their dashboards - 3:17 - Barriers for scaling organic content and how to overcome them - 6:31 - How to use Dual CTAs in a PLG/Enterprise sales motion - 8:30 - Executing organic social...

In this episode Chris is live at the Work Smarter conference where he goes over his 3 step framework to create an unfair competitive advantage through your marketing efforts. Step one: Customer Insights It is absolutely imperative that you learn to collect insights. Insights from your team, insights from your customers, and insights from the market as a whole. Over the last decade, in large part d...

Every Tuesday at 5:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 8th installment, we covered: - Strategic thinking > Tactical thinking - Mission driven marketing - Building a marketing strategy for a consulting firm - Brand Awareness vs. Creating Demand - How to get people to show up for your event - Should website content be converted into dark social content? - Why dark so...

In this episode, we pulled together some of the greatest hits of our talks on how qualified pipeline is currently defined in B2B and why it's broken. We start off by talking about why the current system is broken. After we shed light on the problem, we dive into how we're fixing it by: Redefining what qualified pipeline is. Why it needs to be standardized across the industry. Why HIRO Pipe...

Every Tuesday at 5:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 7th installment (and best yet) we cover: - How to transition from a sales role into marketing - How to test messaging before it's deployed to sales - Community as a B2C marketing strategy - The 3 types of demand (creating, capturing, and damming) - Demand creation vs. ABM - How B2B companies should think about...

In this episode, we pulled together some of the greatest hits of our talks on Dark Social. We start off by clearing up the definition of what dark social is, just in case anyone is still unclear. Once we set the table the stage for what dark social is, we dive into: How it drives buying decisions How it aligns your go-to market team with the customer journey Why you need to stop focusing on outdat...

The increase in privacy has been the biggest nudge marketers have needed to start doing marketing the way it was meant to be done. For too long, people have used third party data as an excuse to not do proper customer research. As a marketer, there is no greater superpower than knowing your customer and the programs and channels that are creating demand. In this episode, Chris sits down for a fire...

Demand Gen Live has been a Tuesday night staple for hundreds of B2B marketers. Over the past 790 days, we've: - Held 112 Tuesday meetups - Recorded 10,000+ minutes of audio and video - Answered 780+ audience questions - And set a world record for fern puns in a single Zoom chat But like all good things, DGL is coming to an end. This was the fernal episode of Demand Gen Live. Some might say, th...

In this episode, we pulled together some of the greatest hits of our talks on creating demand vs. capturing demand. We start with some clips where Chris simplifies the topics by defining the difference between creating and capturing demand. After the explanation, we skip forward to how you can take steps to switch the mindset, measurement and execution of your marketing strategy to effectively cre...

Every Tuesday at 5:00PM ET we go live on TikTok to answer rapid-fire Q&A. This is our 6th installment and in this episode we cover: - When (if ever) should display ads be considered? - Why specializing is not the best career move - Using standardized metric systems to measure customer experience - How to use CTAs in LinkedIn ads - Video vs static images for LinkedIn ads - Demand Gen for local...

Creating organic content where your buyers hang out is one of the best ways you can collect customer insights. It's your goal as the marketer to learn everything there is to know about the platform and how your customers use it, then optimize your content strategy to be as effective as possible. But how do you measure effectiveness? One of those measurements are your learnings. The comments, D...

Marketing is a lot like medicine in the late 1800's. Back then, the way medicine was practiced was through individual observation. A physician would do something for a patient, they would observe the results, and then they would share those results with other physicians. Unfortunately, this is a very inefficient way of furthering the science of medicine. This is where marketing is right now. L...

We're back with another TikTok live. We're going beyond our traditional demand gen content and fielding questions on leadership, entrepreneurship, finance, culture, or anything else you want to talk about. In this episode, Chris fields questions on: - Community-led content - Marketing Technology - Thinking about marketing with a long term mindset - How to attract early adopters to you SaaS...

Now is not the time to slow down your marketing. Many companies pull back spending and go into self-preservation mode in slow economic times. The fact of the matter is, that economic slowdowns create an environment of opportunity for companies that know how to leverage them. In this episode, Chris is going to talk about a 3-step framework to make marketing your secret weapon, not only in a recessi...

B2B marketers can learn a lot from the direct-to-consumer industry. For one, there is no sales team in DTC. That means marketing has to get a person from awareness, all the way through the checkout process with no outbound sales to help carry the weight. Because of that, DTC marketing strategy is inherently different. Today, we welcome back DGL legend Gaetano DiNardi , a former B2B marketer who tr...

There are marketing teams right now, in 2022, that completely rely on software-based attribution to guide their strategy. Because of this, they only see where demand is being captured (Organic/Paid Search, Direct Traffic, etc) and they never see where the demand is being created. They try to build communities. They try to do a podcast. They try organic LinkedIn content. But what inevitably happens...

In this week's Ask Me Anything, we dive deep into several topics including:  - How to Run a Successful Digital Event/Webinar - Advice for Young People Getting into SaaS - Why You Need To Stop treating Event Attendees Like a Cold Call List - Should a Newsletter Be Part of Your Content Strategy? - The Difference Between Dark Social and the Dark Funnel - How to Run Demand Gen for SMB - How to Get...

We're back with another TikTok live. We're going beyond our traditional demand gen content and fielding questions on leadership, entrepreneurship, finance, culture, or anything else you want to talk about. In this episode, Chris fields questions on: - Why website traffic is (or isn't) better than social traffic - The threat of a recession and the impact on jobs, customer retention/acqu...

One of the things that makes the Demand Gen Live community so great is the ability we have every week to help marketers with real challenges that they're facing in their day-to-day roles. A few weeks ago, we decided to shake things up and go "full-AMA" for a Demand Gen Live. The feedback was so positive that we decided to do it again. In today's Ask Me Anything episode, Chris and Megan answered qu...