Demand Gen Made Simple

Marketing and Sales don't always have to have a love-hate relationship. In this episode, Tony de Leon, Sr. Manager at Reprise, breaks down why BDRs must partner with demand gen -- uncovering some of the challenges he's facing today with marketing-generated leads and the biggest gap in sales when it comes to demand gen. The best partnership is when both teams work together. In this episode, we talk about why that's important and how to do it. 

Jon challenged the status quo by releasing an article questioning if the Salesforce Marketing Qualified Lead is dead. With media agencies calling him, I had the opportunity to interview him for his perspective on releasing such a conversation-starting article. In this episode, we deep dive into what that article is about, which Salesforce model is better for your company -- lead-based  or a contacts/accounts/opportunity, and how Jon and his team at B2B Fusion uses their proprietary framework, the "Unified Funnel," to enable companies across either model. 

Too many companies are hiring demand gen to try and fix their revenue problems when the real problem lies with items that are out of demand gen's control. In this episode, we'll uncover what those dysfunctions are, why it happens, and how to enable your demand gen teams and agencies to help you hit those revenue targets. 

Most marketing leaders need to rethink their marketing plan. The unintentional decision to only execute micro campaigns without developing a larger go-to-market strategy results in making their marketing team irrelevant. Stop making this mistake. Start justifying marketing's importance. 

As the first guest on the show, Andrea Lechner-Becker, who leads marketing at Toolio, discusses all things demand gen, managing teams, tech stack, being ruthless with your time, and more. Join us as we dive into her thoughts on the future of marketing, CMOs, and demand gen. BONUS: What's one thing that's overly complex in demand gen that could actually be way simpler? Tune in to hear her thoughts. 

The MQL is so commonly misunderstood and misdefined that it's actually costing companies tons of money and fueling misalignment between marketing and sales. In this episode, we go back to marketing basics on what an MQL stands for, why it's misunderstood, why it's costing companies tons of money, and why it's time to transform its definition in B2B marketing. 

Every company claims to be leaders in the market. But very few *actually* are. Why? Because they fail to do one thing. In this episode, we dive into what that thing is and why you absolutely cannot afford to leave it out in your GTM.

Do you want to go all in with a demand gen strategy but not sure where to start? In this episode, we'll unpack how to go all in with demand gen by myth busting some of the common misconceptions of demand gen approach. We'll also unpack what the definition of insanity is... and question whether or not you're doing that in your current go-to-market. 

In this episode, I break down what demand generation is by scraping away all of the marketing jargon. It's the latest industry buzzword but what does it actually mean? I describe what it is and how it varies from the traditional lead gen model in an every-day example.