GTM Live

“Word-of-mouth has long fueled the success of countless companies, big and small. But over the past several years, through the rise of the digital age, word-of-mouth has evolved into something with unlimited potential — something known as dark social. Now, a recommendation (or negative feedback) can reach millions with a single click of a ‘share’ button.”Chris was invited onto the Winning the Challenger Sale Podcast to chat about the power and evolution of word-of-mouth into Dark Social, and trends he has observed in modern buyers and successful company strategies. He also covers the value of product-led growth, and segmenting and executing sales process based on buyer intent

Today’s Revenue Vitals Live marks the last in the public facing series, but we will still be holding the space weekly for exclusive Vault Customer sessions! If you’re interested in joining, make sure to check out The Vault!Some of today’s topics included:Strategy for what to prioritize when looking for a new positionAdvice for moving from a generalist to a t-shaped specialist, and ways to better position yourself for a revenue-oriented roleUnique ways to work on product positioning without access to client information or a true buyer's journey mapAn insightful approach on how to apply Demand Gen tactics to the sales funnel

Chris was asked to speak with a group of thought leaders as they invest their time in growth. They kick off the conversation by discussing dark social and the fundamental differences between Dark Social and Dark Funnel. Chris dispels myths about certain industries being “different” in the way their buyers cling to traditional ways of buying, then questions roll in about Account Based Marketing, finding an Evangelist outside your organization, scrutinizing the effectiveness of booths at events, and more!If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

We had the chance today to dig deep into dialogues with audience members, tossing ideas back and forth, addressing follow up questions, and highlighting the benefits of this full hour of Q&A with Chris and Kaylee!Some topics included:Cold Calling: Everyone has an idea on what cold calling is and what it means for it to work well, but we back the whole concept up to propose individual definitions of what ‘cold’ and ‘working well’ could actually mean to your company so that you can determine how to approach those callsDemand Creation Strategy: Creating Content and planning Events without a Subject Matter Expert poses a problem, but we go through some options for bringing in SMEs and how to use external voices to your advantageCRM Selection: Choosing the right CRM for your needs and specific use case should be a holistic experience, but we cover the major benefits and drawbacks to Hubspot and SalesforceIf you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

“Be Bold, Take Risks”Chris was asked to speak with Peter Rabey on the Leadership Learns Podcast, about his journey in leadership. They discuss past, current, and future trends, the differences between capturing and creating demand, dark social, today’s B2B buyer, and winning B2B Strategies. If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

It was a global event today, with audience calling in from Chile, Australia, Denmark, and more to ask questions and chat with Chris!Some topics included:Content: how to best utilize and repurpose influencer marketing and when to scale back content creation to focus on fewer segments at a timeRe-branding: insight into weighing an otherwise successful new name against similarly named companies in the same space for SEO and trust AI: thoughts about the impact of AI-enabled web search on paid search toolsLive Events: advice on different channels and data to utilize when trying to convert live event education to sales opportunities If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

Chris was asked to speak to the team at Recruitee for their Inspiration Session led by Anne Smink. They covered a wide range of insights on the process of switching from a Lead Gen to Demand Gen Strategy, including:SEO: What skills does a team need to level up or focus on to improve demand gen strategy, and how to measure SEO impactProduct Launch: how to fit launching a product into Demand Gen ExecutionManaging Expectations: Short term versus long term goals and results Finding Balance: if a team that tracks leads should forget lead gen altogether in favor of demand gen, or create a balance of tracking and maintaining some gated contentContent Creation: how to utilize a two person team to effectively create and repurpose content If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

Chris is back and had a productive hour of live chats with listeners where he addressed their questions, and got to chat back and forth through their specific scenarios.Some topics included:Explaining Dark Funnel to a CEO: how to better understand breaking down the concepts clearly as well as bringing it to life in applicationLinkedIn Promoted Posts: a reflection on the new feature that allows personal brands to post on behalf of companies, and thoughts on influencer marketing beyond LinkedInYouTube Video: where to start and which format of video to focus on right nowSelf Reported Attribution: metrics to watch that will identify potential future success and failure (with an important caveat)And more!If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

Stephen White, of the Bitesize B2B Marketing Podcast invited Chris on to chat about some of Refine Labs’ recent research experiments, and how Chris approaches growth with an experimental mindset. They cover why an experimental mindset is so important, and how teams can efficiently run experiments. Chris covers the self reported attribution experiment in detail, how that has paved the way for other programs at Refine Labs, and more!If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event. 

Kaylee Edmondson and Sidney Waterfall host this week, spending the hour having live chats with listeners, addressing their questions, and digging into their specific situations:Some topics included:Live Event Content: how to distribute live event content in new and engaging ways, preparation techniques to make post-production more efficient, leveraging content at in person and online events, and tailoring tactics to align with your event goalsAdvice on where and how to invest your trade show budget to make the event as effective as possibleInsights and tips on how to get started creating a cohesive, thoughtful campaign strategy Ways to establish culture and discipline to encourage effective behaviors when shifting to implement true Revenue R&D  If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event.