GTM Live

We're super excited to have Josh Wagner on the State of Demand Gen podcast. The high level topic of our conversation today is how a CMO can best translate marketing to the rest of the C-suites and implement changes in regards to metrics that matter, sales and marketing alignment, attribution, and so on.  For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tir...

In this episode of Demand Gen Live we covered the following: warning signs of inbound demand plateau, the death of the gated webinar as a means of lead gen, why "integrated campaigns" just means campaigns, and what a day in the life of a Director of Demand Generation entails. For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tired of just listening? Check out Refine...

We brought Roderick Jefferson onto the State of Demand Gen podcast to learn his take on Sales Enablement. He shares his knowledge and experience as it relates to what exactly sales enablement is, what metrics matter from an enablement perspective, how sales has changed in 2020, and where sales enablement falls in the org chart. For more content, subscribe to State of Demand Gen on Spotify or Apple...

On the 16th installment of Demand Gen Live, Chris Walker (CEO, Refine Labs) and Gaetano DiNardi (Director of Demand Gen, Nextiva) discuss how to run profitable Adwords campaigns, why aligning with revenue causes lead quantity to drop, and the future of the SDR role. They also hosted a live Q&A and a repeat attendee shared her experience with using the skills she has learned in the Demand Gen L...

Chris joined Matt Wolach on the SaaS-Story in the Making podcast to discuss his methodology as it relates to demand generation and reframing the traditional model.  For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tired of just listening? Check out Refine Labs on LinkedIn and YouTube.

There's been a lot of talk around the "new normal" lately. But what exactly IS the new normal and how will it affect your business moving forward? In the second episode of Skaled Consulting's Back-To-Market Strategy Series, Chris Walker talks with Jake Dunlap (CEO, Skaled Consulting) and Joe Mullings (CEO, The Mullings Group) about building and scaling your back-to-market strategy as it applies to...

Chris and Gaetano discuss the following points as well as questions that popped up in the live chat: Return on Ad Spend (ROAS) vs. Customer Acquisition Cost (CAC), why growth-stage companies should not market like industry giants, how to measure brand marketing, and why B2B companies are not all in LinkedIn marketing. For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts....

Throwback to when we stopped in with LeadMD (Phoenix, AZ) where Chris Walker (CEO, Refine Labs) and Josh Wagner (Enterprise Account Executive, LeadMD) discussed B2B Sales and the SDR model, how building a side hustle gives you strong business experience, and how B2B companies should be applying B2C marketing approaches.  For more content, subscribe to State of Demand Gen on Spotify or Apple P...

Franklin Williams (Skaled Consulting) chatted with us about the outdated SDR/AE model and what needs to change for the model to work for the way buyers are buying today. The SDR function was originally created to serve as a conversation starter in an effort to remove that repetitive task from the AE's plate, but now makes the task almost redundant. For more content, subscribe to State of Demand Ge...

This installment of Demand Gen Live features: a Facebook retargeting demonstration, a conversation about what chat bots are doing to sales, a full top-down SEO analysis with Gaetano, when to use a company page on LinkedIn vs. an employee profile, and Chris and Gaetano's thoughts on whether or not sales enablement should fall under demand gen. The video version of this recording, complete with the...

This episode features a throwback to our chat with Megan Bowen (VP Customer Success, Platterz). We discuss some of the reasons why Customer Success is so misunderstood, where the CS function fits into the org chart, and why all departments should have visibility into customer segmentation, the ICP, and the customer journey.  For more content, subscribe to our podcast on Spotify or Apple Podca...

On this week's Demand Gen Live, Chris walked the group through setting up audience targeting in Facebook Ads Manager, then discussed with Gaetano how to deal with negativity on LinkedIn, what's the right balance of inbound and outbound in a marketing mix, how to incentivize referrals, and how important backlinks are to your SEO strategy.

Earlier this year we stopped in with LeadMD (Phoenix, AZ) where Chris Walker (CEO, Refine Labs) and Andrea Lechner-Becker (CMO, LeadMD) chat about B2B Marketing, how marketing attribution misses the power and impact of word-of-mouth, and why companies are so driven by net new customer acquisition.

Today's episode features a throwback from Chris's first appearance on Josh Braun's podcast Inside Selling . In this episode, they talk all about how to sell to a CEO. Josh and Chris talk about lower friction methods to starting a broader conversation that does not ask too much of the person being reached out to. They share CTAs that are not just asking for 15 minutes (or any length of time for tha...

Today we have Justin Welsh, Founder of The Official Justin and Interim CRO of PatientPop, on the State of Demand Gen podcast to share his candid observations and hot takes on the current sales climate, 3 months into the COVID-19 pandemic. He shares his observations on outbound and inbound sales activities, what sales reps should be doing more of right now, and how smart companies are pivoting. Chr...

We covered lot's of ground in this week's Demand Gen Live. In this playback you can expect to learn: why you should take industry "best practices" with a grain of salt, Gaetano's take on lead scoring, lead handoff process optimization for your sales teams, and tactics we are seeing work on both LinkedIn and Facebook organic and paid.

“The #1 factor to a sales rep closing a lead is how good the lead Marketing sent to Sales is." Today's episode is taken from Chris's appearance on Catalyst Sale with Mike Simmons. Chris shares how he became such a prominent presence in the demand gen space. From there, they discuss biases that Sales has against Marketing, how to align Marketing and Sales to create one team, and how to create a sys...

Today we hosted Jackie Hermes, CEO of Accelity, on the State of Demand Gen podcast. We talked about activities SaaS marketers are doing today that they should not be, attribution and why that's not the problem we should be solving as marketers, and we did a lightning round to hear Jackie's thoughts on newer marketing trends.

Tune in to this recording from our in-person event with Justin Welsh this past February in Santa Monica, CA. Chris and Justin cover: -How Demand Gen has changed since 2010 and what they would do starting a demand gen function 10 years ago versus in today. -When the AE/SDR outbound model is the right move for a company -Marketing and Sales alignment and the controversial topic of whether or not to...

On the 11th installment of Demand Gen Live, Chris Walker and Gaetano DiNardi do another live teardown - this time analyzing a company's LinkedIn Ads. Chris shares what he would do differently if he was running them, and gives guidance for others who are looking to push content through paid social channels. As always, we hosted a live Q&A and answered product and SEO related questions. Chris an...

Today Chris dives into the counterpart of the familiar Sales Enablement function, Buyer Enablement, with Trent Anderson on the Leadlio Account-Based Collective. Many organizations implement a Sales Enablement function to help their sales teams go to market and convince others on their product. Flipping this function on its head and putting the buyer first equips the buyer with all the knowledge an...

Chris joins Casey Cheshire on The Hard Corps Marketing Show to discuss common misconceptions seen in the Demand Gen space, primarily revolving around the obsession with getting more and more leads. Chris discusses why some organizations are dominated by their sales teams, how costs could be reallocated to align with overall business objectives, the power of copy and organic social, and how to be m...

Many companies claim to be buyer-centric. Chris joins "Marketing Strategy Talks w/ Ian Luck" to talk about what it really means to be buyer-centric and how to make it easy for your audience to consume your content. 

Chris Walker joins Josh Braun on Inside Selling to talk about how a company can truly be customer-centric. Josh identifies a missing piece in terms of one's ability to get higher converting cold email responses, call responses, meetings, revenue, etc. That missing piece is not knowing your customer well enough. Many companies claim to "know" their customer, but the extent to which they know their...

On this installment of Demand Gen Live we tackle MANY live questions and requests including...YouTube pre-roll and how to evaluate video success, Gaetano's candid analysis and thoughts about SE0 agencies, and whether or not marketers should be compensated based on revenue.