GTM Live

Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 11th installment: 00:34 - Manufacturing Revenue & Demand 2:38 - Difference between HIRO and Total Pipeline 7:30 - Creating demand in an industry where the market doesn't know about your solution 9:35 - Root cause of the Demand Deficit 12:22 - Role of SDRs 16:27 - How does ABM Fall Into the Overall Demand Strategy 18:14 - Differentiating in a Saturated Category Join us every Tuesday to ask your question on TikTok by following @chriswalker171

Chris Walker hosted an invite-only event to share our proprietary Hybrid Attribution Framework, and we are leaking the audio here on the State of Demand Gen podcast.With this framework, you’ll be able to:Properly measure, attribute and quantify ROI for Demand Creation programs like podcast, social media, communities, word of mouth, and more, Continue to use your set up with attribution software to measure Demand CaptureGet a continuous stream of insights directly from your prospective customers to optimize your budget allocation and overall strategy.The best part? You can get it set up at your company within 24 hours.To get access to future invite-only events, sign up for The Vault waitlist at refinelabs.com/waitlist.

Today's episode features a recording from Dave Gerhardt's Exit Five Podcast. Chris and Dave talk about articulating a company POV, refining your marketing strategy, a framework for demand generation, self-reported attribution, what's going on with LinkedIn, B2B ad creative, and building community.

Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 10th installment: Self-reported attribution - 1:00 The role of RevOps - 2:50 Create Demand & Capture Demand - 6:00 Key Opinion Leaders - 15:45 Does your website effectively capture the demand you are creating? - 18:50 Qualitative and Quantitative Insights - 20:15 Evaluating the SDR function - 23:00 What's Next For DGL? - 26:00 Make Buying Easier for Your Customers - 34:00 Top Tips for Starting a Dark Social Content Strategy - 42:14 Join us every Tuesday to ask your question on TikTok by following @chriswalker171 

Chris Walker joined Jacob Zangel on his soon to be released podcast to talk through not just manufacturing demand, but manufacturing revenue. It's time we stop differentiating between marketing and sales, and start looking at go-to-market strategies through the lens of creating demand vs. capturing demand. This requires new definitions and new terminology. Instead of looking at marketing through the lens of lead gen vs. demand gen, marketers need to break their marketing strategies into create demand vs. capture demand. Chris explains this in detail and goes into the specifics of building brand and defining categories in this episode of State of Demand Gen.

Every Tuesday at 3:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 11th installment, we covered:- How To Create Demand in Mature Categories- Where demand gen is going in the next 5 years? - Running demand gen at an early-stage startup that wants quick results- How to fix sales/marketing alignment- How demand teams can work with sales to achieve better results- The role of email in demand gen- The ideal sales-to-marketing ratio - And much more!Join us every Tuesday at 3 PM ET to ask your question on TikTok by following @chriswalker171

Every Tuesday at 3:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 10th installment, we covered:- Tips for a One-Person Demand Team- Marketing for an Agency vs. a SaaS company- When your CEO (shouldn't) be involved in marketing- How to grow a top 25 podcast- What separates good vs bad communities- Balancing quantitative and qualitative insights- The first steps in building a demand gen strategy- And much more!Join us every Tuesday at 3 PM ET to ask your question on TikTok by following @chriswalker171

Stock options. It's something that SaaS startups love to give out as incentives, but it's something that employees generally know very little about. Since our last Demand Gen Expert Series, we have been fielding a lot of questions about stock options, how they work, what they're actually worth, and more. As you know, when our audience asks, we listen and respond. Ryan Walsh, CEO of Repvue, has vast experience receiving stock options, as well as giving them out, so it was fitting that when we were looking for an expert guest his name kept coming up.In this episode, Ryan and Chris tackle:The differences between stock options and stockWhy companies offer (or don't offer) stock options to employeesHow do you make money with stock options?How to calculate the value of your stock optionsWhen companies raise rounds of funding is it good or bad for employee stock options?What happens to your options when you leave the company?And more!Join us every Tuesday at 3 PM ET to ask your question on TikTok by following @chriswalker171

B2B marketing is stuck. The entire old-school marketing playbook is completely broken. Optimizing a revenue engine is a lot like optimizing processes in a manufacturing plant to be more efficient. But in order to optimize your process, you need to first get started. Too many teams try to start by doing everything at once. You need to take baby steps. Figure out how to run a live event that people want to come to. Use the qualitative feedback from that event to learn if people are engaged; are they leaving halfway through? Are they asking questions? Are they coming back week after week? Etc. Then figure out how to use that content to drive short form channels where your audience is already congregating, like LinkedIn. Again, collect the qualitative feedback. Are people commenting? Are they tagging co-workers? Are they starting conversations with you in DMs? These are all signals that your content is working. Once you learn that your messaging is hitting, then you can start amplifying that message through paid media to your ideal customers and step out and try new channels. In this episode, Chris talks about the process in which he did this at Refine Labs, but more importantly the strategy behind the content: Communicating a message over collecting a lead.Join us every Tuesday at 3:00 PM ET to ask your question on TikTok by following @chriswalker171

Every Tuesday at 5:00PM ET we go live on TikTok to answer rapid-fire Q&A. In our 9th installment, we covered:- What to do when SDRs are underperforming - 1:05- What all demand marketers should be including in their dashboards - 3:17- Barriers for scaling organic content and how to overcome them - 6:31- How to use Dual CTAs in a PLG/Enterprise sales motion - 8:30- Executing organic social as a SaaS company - 11:17- How broad should you go on your podcast? - 13:40- Should you be charging an onboarding fee? - 19:48- And much more!Join us every Tuesday at 4 PM ET to ask your question on TikTok by following @chriswalker171