The B2B Playbook

We sat down with Alan Hale, president of Consight Marketing Group, to discuss the importance of voice of the customer (VOC) research for B2B companies. Alan is a true expert in the field, and he shared his insights on why customer obsession should be the North star for any business.

According to Bain & Company, only 21% of B2B companies identify and act on customer insights. That's a shockingly low number, and it's one of the main reasons why so many businesses fail to succeed in the marketplace. VOC research allows you to make better business decisions, minimize the risk of failure, and differentiate yourself from the competition.

Alan breaks down the right way to conduct VOC research, emphasizing the importance of taking an outside-in approach and truly understanding your customers' needs, pain points, and expectations. He also highlights the limitations of relying solely on surveys and why qualitative research is crucial for gaining deeper insights.

Tune in and learn:

+ The 80/20 rule: Why you should focus on your best customers

+The 10-30-90 rule: Continuous customer touchpoints for success

+ Practical examples of how VOC research has helped businesses thrive

Whether you're a marketer, business owner, or anyone interested in understanding your customers better, this episode is a must-watch. Alan's wealth of knowledge and real-world examples will open your eyes to the power of customer obsession and the potential pitfalls of marketing malpractice.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00:00 Marketing Malpractice: The Shocking Truth About B2B Companies

00:05:10 The Importance of Voice of the Customer (VOC) Research

00:10:20 Taking an Outside-In Approach: Putting Customers First

00:15:30 The Right Way to Do Voice of the Customer Research

00:20:40 Why Surveys Alone Aren't Enough for VOC Research

00:25:50 The 80/20 Rule: Focus on Your Best Customers

00:31:00 A Practical Example: Helping a Company Enter the U.S. Market

00:36:10 The Power of Customer Obsession: Closing the Loop

00:41:20 Overcoming Objections: Why VOC Research Is Worth It

00:46:30 The Importance of Getting Buy-In from Customers

00:51:40 The 10-30-90 Rule: Continuous Customer Touchpoints

00:56:50 A Red Flag Example: Saving a Major Account

01:02:00 Key Takeaways: Customer Obsession Is the Path to Success

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E142 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing #voiceofthecustomer #voc #customerresearch

When sales and marketing play on the same team, an organization is able to acquire new customers far more efficiently. But the two are so often at odds with each other. Marketing are pressured to generate 'leads' right now, often forcing their hand to pass onto sales low-intent leads that have little interest in buying. Sales are just looking for 'hot deals' to meet their quotas, and become disgruntled with marketing after their leads feel like a waste of time.

To help you out, we've teamed with with Steve Armenti (VP Revenue Marketing and ex-Google) to discuss how the two roles can become more aligned, and start work as one revenue team.

We put together a Sales and Marketing Workbook that you can grab for free here:

It has 45 questions that you can work through with sales to make sure you're as aligned as possible. We've had amazing feedback from teams that used this workbook, so make sure you check it out!

In addition to Sales and Marketing alignment, Steve shares his expert strategies for driving revenue through effective demand generation, and his innovative use of AI.

This is pt.13 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ Strategies for overcoming roadblocks to sales and marketing alignment

+ How to measure marketing's impact with demand gen

+ Tactics for scaling personalized, high-touch ABM campaigns

This episode is a must-watch for B2B marketers seeking to stay ahead of the curve and drive revenue growth through innovative demand generation strategies. With Steve's expertise and real-world examples from Google, you'll gain a competitive edge in the ever-evolving world of B2B marketing.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00:00 Intro: Insights on Demand Generation

00:01:02 Steve Armenti: Google's Demand Gen Guru

00:02:55 Defining Demand Generation

00:05:10 Measuring Marketing's Impact: Revenue Marketing

00:08:00 The Importance of Sales & Marketing Alignment

00:12:20 Overcoming Roadblocks to Alignment

00:17:00 The 10-Step Sales & Marketing Alignment Workbook

00:21:10 Generative AI for ICP Research & Segmentation

00:27:00 High-Touch Account-Based Marketing (ABM)

00:32:30 The Art of Personalization in ABM

00:36:10 Leveraging AI for Account Targeting

00:40:30 Scaling Personalized ABM Campaigns

00:44:20 The Future of Demand Generation & ABM

00:48:00 Key Takeaways & Closing Thoughts

00:51:10 Outro: Subscribe & Follow for More

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E141 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Sales and Marketing alignment is the holy grail for an organization. When the two work together, the business benefits enormously by having a much more efficient method of acquiring new customers.

But the reality of most organisations is the two teams are often at odds with each other. Marketing are pressured to generate 'leads' right now, often forcing their hand to pass onto sales low-intent leads that have little interest in buying. Sales are just looking for 'hot deals' to meet their quotas, and become disgruntled with marketing after their leads feel like a waste of time.

Today we're going to share (in our experience) a framework for how the two roles can become more aligned, and start work as one revenue team. We'll start by diving into some misconceptions as to how sales and marketing should work together. We'll then provide our framework and advice on how the two can collaborate better. Finally, we'll give you the metrics sales and marketing should share, and finish with some practical tips on how marketing can keep a closer working relationship with sales.

To illustrate these concepts, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.12 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ Where Sales and Marketing teams go wrong working together

+ How to define the roles of sales and marketing

+ Shared reporting for the two teams and a meeting agenda

This episode is a must-watch for any B2B marketer looking to level up their demand generation efforts and work closer with sales.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 The Ultimate Guide to Sales & Marketing Alignment

03:32 Busting Myths: What Sales & Marketing Really Do

06:52 Why Marketing Isn't Just the 'Make It Pretty' Department

09:13 Aligning Goals: The Foundation of Success

11:10 Targeting Together: One Team, One Dream

13:11 Defining Roles: Who Does What in B2B

15:30 Closing the Loop: Real-World Insights Matter

17:30 Shared Metrics: The Key to Unity

20:40 Sales Enablement: Making Content That Converts

22:22 FAQs: Your Secret Weapon for Alignment

23:20 Weekly Meetings: Short, Sharp, and Productive

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E140 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

What tools should you have as part of your Demand Generation Tech Stack? This week, we share our favourite tools that we use and that most B2B marketers should consider having in their arsenal.

You'll see what we use for our own personal B2B tech stack, including tools we use for content creation, LinkedIn automation, website tracking, and more. They also provide recommendations for CRMs, marketing automation platforms, and outbound marketing solutions.

We also go into how we leverage these tools too to give you an idea as to how we use them.

To illustrate these tools in action, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.11 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ The five stages of awareness and the tools needed for each stage

+ Time-saving tools for content creation and repurposing

+ Essential reporting and analytics tools for actionable insights

This episode is a must-watch for any B2B marketer looking to level up their demand generation efforts.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Introduction and Overview

02:37 The Five Stages of Awareness

05:13 Generating Demand with Dripify

10:40 Content Creation Tools

14:40 Prospect Identification and Nurturing

19:57 CRM and Marketing Automation

22:48 Content Management System

24:07 Outbound Marketing Tools

26:16 Reporting and Analytics

29:00 Website Interaction Tracking

30:48 Google Tag Manager

31:30 Key Takeaways and Conclusion

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E139 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

---

How should you measure the success of your Demand Generation programs? What KPIs should you use?

This week, we walk you through our proven 3-tiered framework for measuring the success of your demand generation programs at every stage. We give you a detailed breakdown of the quantitative and qualitative metrics you should be tracking, from initial awareness and reach to pipeline creation and ultimately revenue contribution.

To illustrate the measurement framework in action, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.10 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ The three tiers of demand generation reporting and what to measure at each stage

+ How to track quantitative and qualitative data for a holistic view of your demand gen efforts

+ Strategies for aligning marketing and sales teams through shared reporting and metrics

This episode is a must-watch for B2B demand gen marketers looking to optimise their demand programs, justify their marketing spend, and position themselves as a revenue-driving force in their organisation.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Introduction and Overview

00:13 The 5B's Framework for Demand Generation

01:43 Measuring Success: Tier 3 Reporting

04:21 Tier 3: Quantitative Data

09:56 Tier 3: Qualitative Data

10:04 Tier 2: Measuring Hero Pipeline

12:11 Tier 2: Qualitative Data and Hybrid Attribution

15:56 Tier 1: Marketing's KPIs

19:48 Website Source Pipeline and Revenue

21:26 Customer Acquisition Costs (CAC)

22:48 Pipeline Velocity

24:00 Summary of the Three Tiers

25:27 Call to Action and Outro

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E138 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

---

How much budget should you allocate to Creating Demand versus Capturing Demand? In other words, should you be spending more getting in front and building trust with future buyers, versus going after those 'in-market' now.

We're back with another episode of The B2B Playbook, where we're sharing our framework for how to allocate your budget to demand creation and demand capture. It's a simple approach that accounts for your (a) company's maturity and (b) your positioning in the market.

We start by exploring the differences between Demand Creation and Demand Capture, and then examine how to allocate your budget based on your company's maturity and positioning.

To illustrate the framework in action, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.9 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to determine the right budget split for your business

+ Why early-stage companies should focus on demand capture

+ Budgeting strategies for larger companies to create future demand

This episode is a must-watch for marketers looking to create a holistic demand generation program that meets the needs of today and future demands of tomorrow.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Introduction: Balancing Demand Creation vs. Demand Capture

01:24 Recap: The Five B’s Framework

03:03 The Best Time to Invest in Demand Creation

04:04 Definition of Demand Generation

06:13 Demand Capture Stages of Awareness

08:13 Example: CRMs for Real Estate Agents

10:00 Transitioning to Demand Creation

11:00 Impact of Company Maturity on Budget Allocation

13:30 Stress of Focusing Only on Demand Capture

15:04 Category Positioning and Budget Allocation

17:13 Big Fish, Small Pond Positioning

19:00 Transitioning to Demand Generation

21:00 Head-to-Head Market Positioning

23:13 Creating a New Market Category

25:28 Final Thoughts and Resources

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E137 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

---

Want a demand gen content framework that builds trust and pipeline from your future customers?

How can you then get it in front of your target audience?

How does this help build pipeline?

We're back with another episode of The B2B Playbook, where we're discussing the role of content in demand generation. In this episode, we'll clarify the confusion around content's role in driving demand and share a proven framework for creating content that maps to the buyer's journey.

We start by defining demand generation and explaining our five B's framework, a step-by-step approach to building intense desire in your dream customers to purchase from you. We then dive into our favourite framework for content creation: the five stages of awareness. This framework aligns your content with the different stages of the buying journey, ensuring you're speaking to your customers' needs at every step.

To illustrate the framework in action, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.8 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to create content that makes your dream customers' lives better, even before they become customers

+ The different channels for distributing your content (one to many, one to few, one to one)

+ The benefits of content in demand generation, including building trust and developing relationships with your target customers

+Our process for repurposing content to fuel your entire content engine

This episode is a must-watch for any B2B marketer looking to drive more revenue for their business through effective content marketing and demand generation strategies. We share practical tips, frameworks, and real-life examples to help you create content that resonates with your dream customers and moves them through the buying journey.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Intro: What Role Does Content Play in Demand Generation?

03:02 Defining Demand Generation and the Five B's Framework

07:08 The Five Stages of Awareness: A Framework for Content Creation

12:12 A Real-Life Example: Purchasing Cybersecurity

20:17 Creating Content That Makes Your Dream Customers' Lives Better

24:41 Distributing Content: One to Many, One to Few, One to One

29:50 Benefits of Content in Demand Generation

33:38 Repurposing Content to Fuel Your Content Engine

36:00 Key Takeaways and Call to Action

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E136 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

---

In this episode, we're sharing our proven 5 BEs framework for demand generation. This simple yet powerful framework has helped B2B marketers like you go from being in service of sales to consistently contributing up to 80% of pipeline.

We'll take you through each of the five stages: Be Ready, Be Helpful, Be Seen, Be Better, and Be the Best. You'll learn how to deeply understand your dream customers, create expert content that builds trust, amplify your content to reach the right audiences, optimize your processes, and implement advanced tactics.

This is pt.7 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to use our 5 BEs Framework to implement Demand Generation

+ A breakdown of each key step in the framework

+ Our shortcut to building and executing this Demand Gen strategy

This episode is a must-watch for any B2B marketer looking to drive more revenue for their business. By implementing the 5 BEs framework, you'll align with sales, contribute to pipeline, and position yourself as a trusted advisor in your industry.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 - Welcome to the B2B Playbook

02:00 - Introducing the 5 BEs Framework

05:30 - Why the 5 BEs Framework Works

10:30 - Be Ready: Understanding Your Dream Customers

15:20 - The 80/20 Rule for Customer Segmentation

20:00 - Be Helpful: Creating Expert Content

25:40 - Mapping Content to the Buyer's Journey

30:30 - Repurposing and Distributing Helpful Content

35:00 - Be Seen: Amplifying Your Content

40:20 - Using Paid Ads to Reach Your Dream Customers

45:10 - Account-Based Marketing Strategies

50:00 - Be Better and Be the Best: Optimization and Advanced Tactics

54:40 - Using the 5 BEs Framework as a Flywheel

58:20 - The B2B Incubator Program

01:02:00 - Final Thoughts and Outro

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E135 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration

Want to make the change from lead generation to demand generation?

Making the shift from lead generation to demand generation can be a game-changer for B2B marketers looking to drive sustainable, scalable growth. But knowing how to execute that transition smoothly is key. In this episode, we lay out our proven 5-step framework for successfully implementing a demand gen strategy without disrupting your existing marketing efforts.

We cover the importance of making a strong business case, cutting a portion of your budget for a pilot program, creating a detailed demand gen plan, assigning tasks and accountability, and measuring and scaling your success.

You'll learn how to allocate a portion of your current budget to pilot a demand gen program, develop a comprehensive strategy tailored to your business, assign clear roles and accountability, and measure success so you can double down on what's working. We also share tips for getting buy-in from sales and leadership.

This is pt.6 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to make a compelling business case for demand generation

+ Step-by-step guidance on transitioning to a demand gen strategy

+ Best practices for executing a successful demand gen pilot program

Whether you're just starting to explore demand gen or looking to level up your existing programs, this episode breaks down exactly how to transition the right way. Follow our step-by-step guidance and you'll be on the path to a scalable demand engine that drives more qualified ops and top-line revenue.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00:00 5 Steps to Transition from Lead Generation to Demand Generation

00:01:19 Step 1: Making the Business Case for Demand Generation

00:04:14 Recapping the Business Case

00:06:26 Calculating Return on Investment

00:09:19 Step 2: Cutting 10% of Budget for a Pilot Program

00:12:11 Auditing Existing Activities

00:14:42 Focusing on One Product and Segment

00:16:18 Step 3: Creating the Demand Gen Plan

00:19:09 Executing the Demand Gen Pilot Program

00:21:46 Using a Gantt Chart for Task Planning

00:23:40 Step 4: Assigning Tasks and Accountability

00:25:32 Step 5: Measuring and Scaling Success

00:27:52 Key Takeaways and Next Steps

00:29:54 Closing Remarks

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E134 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration

Are you struggling to generate consistent demand and pipeline for your B2B business? In this episode of The B2B Playbook, we dive deep into 10 critical questions that will help you determine whether you need to start your demand generation strategy from scratch or simply plug the gaps in your existing approach.

You'll love our comprehensive framework to audit and optimize your demand generation efforts. It covers key areas such as customer alignment, content creation, measurement, and documentation. They offer practical insights and actionable steps to help you build a robust demand generation engine that drives consistent pipeline and revenue.

Throughout the episode, we share real-world examples and best practices, highlighting the importance of understanding your dream customers, leveraging subject matter experts, mapping content to the stages of awareness, and implementing effective content repurposing and distribution strategies. We also address advanced tactics like account-based marketing and product ads, ensuring you have a well-rounded approach to demand generation.

This is pt.5 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to assess if your demand generation strategy is built on a solid foundation

+ The essential elements of a successful demand generation program

+ Practical tips for optimizing your existing efforts and filling gaps

This episode is a must-watch for B2B marketers who want to maximize their demand generation impact and drive consistent growth for their business.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

00:00:00 Introduction: Should You Start From Scratch or Plug Gaps?

00:01:21 Overview of the Five B's Framework

00:02:37 Question 1: Are You and Sales Aligned on Target Customers?

00:05:58 Question 2: Is Your Understanding Based on Customer Interviews?

00:09:21 Question 3: Are Content Pillars Based on Customer Pain Points?

00:11:45 Question 4: Is Your Content Led by Subject Matter Experts?

00:15:32 Question 5: Is Your Content Matched to Stages of Awareness?

00:18:34 Question 6: Do You Have a Content Repurposing System?

00:21:30 Question 7: Are You Tracking Leading and Lagging Indicators?

00:23:29 Question 8: Have You Tried Account-Based Marketing?

00:25:00 Question 9: Do You Have Product Ads Running?

00:26:29 Question 10: Is Your Demand Gen Strategy Documented?

00:28:17 Get Help with the B2B Incubator Program

00:29:24 Key Takeaways and Next Steps

00:30:31 Closing Remarks

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E133 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy