Eric Stockton is the VP of Demand Generation at Constant Contact, an email and digital marketing tool, and the podcast host of the Revenue Marketing Show. Eric explains how marketers fail their sales teams with quantity-led demand-gen strategies. They discuss how sales and marketing teams can align on revenue and pipeline goals by using intent signals and focusing on the quality of leads over the quantity of leads.

0:00 Introduction
0:59 Conversation with Eric
4:05 Quantity-based approaches
7:24 Shifting internally
9:33 Focusing on quality and SQL
13:58 Intent data
16:26 Measure success
19:15 Alignment
21:55 Driving pipeline
26:00 Marketers’ responsibilities
27:51 Connect
28:33 Outro

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How Marketers Can Fail Sales Teams With a Quantity-Led Demand Gen Strategy with Eric Stockton of Constant Contact