You've finally got your target customer to a meeting. It's taken even more touchpoints than research says it should. How do you make sure you don't screw it up? How can you maximize your chances of winning their business? And once you've won it, making sure it gets past legal, finance - and to make sure they stick around as a happy customer? Today we're taking you through what you need to cover so you can nail your demo, live quoting day, or however else it is you're meeting with your target customer. This is part of our mini-series with 7x ex-head of sales, Adem Manderovic. We're combining marketing and sales forces to build a revenue engine with total alignment. The outcome? A more efficient acquisition system that leads to sustainable growth.Today we are sharing step 3 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.Step 3 is all about maximizing your chances of winning a deal. Tune in and learn:+ Why mega deals are the gold standard for business growth+ Essential components for deal success, including market cataloging and objection handling+ How to adapt mega deal strategies for smaller contractsIf you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Unlocking the Secrets of Mega Deals02:10 Why Mega Deals are the Gold Standard03:40 Essential Components for Deal Success05:50 The Power of Live Quoting Days07:20 Introducing Your A-Team to Clients08:40 Aligning Expectations and Overcoming Objections10:20 Navigating Legal and Credit Processes11:50 The Commercial Pack: Sealing the Deal13:20 Adapting Mega Deal Strategies for Smaller Contracts14:40 Key Benefits of Partnership Alignment15:30 The Importance of Customer Success Planning16:10 Wrapping Up: Next Steps in the Framework-----------------------------------------------------👥 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E147 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

If you want more customers to buy your product or service, you need to build trust with them first. Trust that you won’t let them down, that you will deliver the outcomes expected, and that they won’t regret their decision for choosing your company.Companies that are focussed on ‘selling the meeting’ don’t build trust. In an effort to look for the ‘needle in the haystack’ that’s willing to buy from you now, their hungry SDR team churn and burn the market. Ever downloaded an eBook and had a sales team call you non-stop for the next few months?Doesn’t build a great deal of trust does it?(We go deep into the problems with ‘selling the meeting’, the Predictable Revenue modelling and why it’s hurting your business in pt.1 of our mini-series).But how do you build trust? Is it through content? Events? Ads?We have a system that you can use to consistently build trust with your prospective buyers, which is a key part of your revenue engine.Today we are sharing step 2 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.Step 2 is all about building relationships with your target customers and getting them to buy from you.Tune in and learn:+ Why trust is essential to your revenue engine+ The 4 components to building trust+ How to accelerate the trust building processIf you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Unveiling the Ultimate Business Growth Engine02:00 The Power of Targeted Marketing: Setting Up for Success04:40 Building Bridges of Trust: The 5 Stages of Awareness08:10 Real-Life Example: How Content Drives Purchasing Decisions11:30 Next-Level Content: Making Lives Better Beyond Your Product14:00 The Secret Recipe for Overcoming Objections17:10 Distribution Tactics: Getting Your Message to the Right People20:20 One-to-One Interactions: The Art of Personalized Selling23:40 Shortening Sales Cycles: The Power of Education26:30 The Future of B2B Sales: Mega Deal Room Tactics Revealed-----------------------------------------------------👥 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E146 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

If you're a CMO, CRO or Head of Sales, you should be asking yourself: how can our teams work better together to drive more revenue, in a more efficient way?We've come across so many organizations that have bloated methods for acquiring customers. They're loaded to the brim with hungry SDRs who have 'book the meeting at all costs' as their mandate. They've handcuffed marketing and reduced them to 'lead gen' to feed the sales machine. The result? A 'spray and pray' method that doesn't work unless you have serious cash to burn. Marketing, sales and customer success are incentivised to behave in ways that compete with each other. A poor customer experience. And a high level of churn and dissatisfaction at customer success.To answer your prayers for a 'better way', we've teamed up with 7x ex Head of Sales, Adem Manderovic, to bring you a combined marketing and sales system that will completely align your business. It will help you build a growth engine that allows you to win more customers for less, and reduce churn. It gets sales, marketing and customer success to all play on the same team. Today we are sharing step 1 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.Step 1 is all about laying the foundations in place for your revenue engine before you go-to-market.Tune in and learn:+ How to define your next best market+ How to reposition your business to make it a 'no brainer' for future customers+ How to prioritize your next targets by cataloguing the marketIf you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Welcome to the B2B Playbook: Creating a Business Growth Engine01:28 Why Understanding Your Best Market is Crucial for Success03:41 The Four-Step Process to Drive Better Commercial Outcomes05:42 Step 1: Identifying Your Best Customers Using the 80/20 Rule08:40 Step 2: Deep Dive into Customer Understanding11:22 Uncovering Hidden Insights from Lost Deals and Churned Clients13:50 The Power of Direct Customer Interviews vs. Data Analysis16:20 Step 3: Updating Your Positioning and Messaging17:52 Step 4: Cataloging the Market - A Lost Art in Modern Sales20:20 The Benefits of Building Relationships Through Market Research22:08 Wrapping Up: The Foundation for a Successful Growth Engine-----------------------------------------------------👥 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E145 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Are you struggling to acquire new customers profitably? Do you have a bloated sales team that are trying to find the needle in the haystack? Are customers churning after being sold a dream you can't deliver on? You may have been setup to fail with a sales-led model that just won't work for your business as you scale. To answer your prayers for a 'better way', we've teamed up with 7x ex Head of Sales, Adem Manderovic, to bring you a combined marketing and sales system that will completely align your business. It will help you build a growth engine that allows you to win more customers for less, and reduce churn. It gets sales, marketing and customer success to all play on the same team. Tune in and learn:+ The end-to-end process for building a growth engine+ Why the predictable revenue model has set you up to fail+ Why marketing aren't able to do real marketingIf you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introducing the Mini-Series on Business Growth01:10 Meet Adam Manderovic: 7x Head of Sales02:10 The Gap in B2B Go-to-Market Strategies03:40 Revolutionizing Sales Proposals with Animations05:00 Aligning Marketing and Sales for Revenue Growth06:40 What is a Business Growth Engine?08:10 The Impact of Venture Capital on Marketing Metrics09:50 The MQL Trap: Why Traditional Lead Gen Fails11:30 Lost Marketing Fundamentals in B2B13:10 The 5 Stages of Buyer Awareness14:30 Targeting the 97%: Beyond Active Buyers15:40 The Reality of Your Addressable Market16:50 Why Only 0.6% of Your Market is Accessible17:50 The Loss of Key Business Development Skills18:40 Bringing Back Commercial Acumen to Marketing and Sales-----------------------------------------------------👥 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E144 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

We’ve shared our 5 BEs Demand Generation Framework with you in over 140 episodes of The B2B Playbook. That’s our ‘free, easy’ way for marketers to get started learning about what a Demand Generation program should really look like.But working out exactly how to implement a Demand Generation engine in your business is going to take time and considerable effort – often outside of your regular working hours.Even if you set out with the best intentions, Demand Generation programs are often interrupted by day-to-day requests and activities and get pushed down the priority list. But the truth is – until you have a Demand Generation program running for your business, your marketing will forever be reactive. You will never get off that hamster wheel. And you’ll never consistently contribute to pipeline.That’s why Kevin and I created our Demand Generation Course – The B2B Incubator. In this program, we give you the strategy, templates and tools to build your own Demand Generation engine in 12 weeks. The feedback has been amazing, and we’re so proud of the results our marketers are driving from the program (but more on that later).Today we’re going to share more about our Demand Gen Course, The B2B Incubator to help you decide if it’s right for you or not.Tune in and learn:+ The end-to-end process for building a demand generation engine+ Why B2B Marketing Managers, CMOs, Consultants and Demand Generation specialists love our program+ Why you should document your demand generation engine in-houseIf you're keen to learn more about demand generation and want the strategy, templates and tools to do it - watch this episode to see if our course is right for you. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Unlock Your Demand Gen Engine in Just 12 Weeks03:00 The 5 B's Framework: Your Secret Weapon for B2B Success06:00 Why Most B2B Marketers Struggle (And How to Fix It)10:00 Inside the B2B Incubator: Your Roadmap to Revenue Growth14:00 From Reactive to Proactive: Transforming Your Marketing Approach18:00 The 3-Part Strategy to Dominate Your Market22:00 Crafting Content That Converts: Our Proven Formula26:00 Measuring Success: The Metrics That Really Matter30:00 Scaling Your Demand Gen Engine: Paid Media and ABM Tactics34:00 Real Results: What Marketers Say About the B2B Incubator37:00 Why In-House Demand Gen Trumps Outsourcing40:00 Your Next Steps: How to Join the B2B Incubator-----------------------------------------------------👥 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E143 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

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 thriveWhether 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/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00:00 Marketing Malpractice: The Shocking Truth About B2B Companies00:05:10 The Importance of Voice of the Customer (VOC) Research00:10:20 Taking an Outside-In Approach: Putting Customers First00:15:30 The Right Way to Do Voice of the Customer Research00:20:40 Why Surveys Alone Aren't Enough for VOC Research00:25:50 The 80/20 Rule: Focus on Your Best Customers00:31:00 A Practical Example: Helping a Company Enter the U.S. Market00:36:10 The Power of Customer Obsession: Closing the Loop00:41:20 Overcoming Objections: Why VOC Research Is Worth It00:46:30 The Importance of Getting Buy-In from Customers00:51:40 The 10-30-90 Rule: Continuous Customer Touchpoints00:56:50 A Red Flag Example: Saving a Major Account01:02:00 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 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 campaignsThis 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/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00:00 Intro: Insights on Demand Generation00:01:02 Steve Armenti: Google's Demand Gen Guru00:02:55 Defining Demand Generation00:05:10 Measuring Marketing's Impact: Revenue Marketing00:08:00 The Importance of Sales & Marketing Alignment00:12:20 Overcoming Roadblocks to Alignment00:17:00 The 10-Step Sales & Marketing Alignment Workbook00:21:10 Generative AI for ICP Research & Segmentation00:27:00 High-Touch Account-Based Marketing (ABM)00:32:30 The Art of Personalization in ABM00:36:10 Leveraging AI for Account Targeting00:40:30 Scaling Personalized ABM Campaigns00:44:20 The Future of Demand Generation & ABM00:48:00 Key Takeaways & Closing Thoughts00:51:10 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/demand-generation-courseS06 E141 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Learn how sales and marketing teams can align for better results by sharing insights, defining roles, and collaborating effectively. Discover common misconceptions that hinder teamwork and practical tips for a closer relationship. Find out the importance of shared reporting, key metrics, and regular meetings to boost efficiency and achieve common goals.

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 insightsThis 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/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introduction and Overview02:37 The Five Stages of Awareness05:13 Generating Demand with Dripify10:40 Content Creation Tools14:40 Prospect Identification and Nurturing19:57 CRM and Marketing Automation22:48 Content Management System24:07 Outbound Marketing Tools26:16 Reporting and Analytics29:00 Website Interaction Tracking30:48 Google Tag Manager31:30 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/the-b2b-incubatorS06 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.comGet 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 metricsThis 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/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introduction and Overview00:13 The 5B's Framework for Demand Generation01:43 Measuring Success: Tier 3 Reporting04:21 Tier 3: Quantitative Data09:56 Tier 3: Qualitative Data10:04 Tier 2: Measuring Hero Pipeline12:11 Tier 2: Qualitative Data and Hybrid Attribution15:56 Tier 1: Marketing's KPIs19:48 Website Source Pipeline and Revenue21:26 Customer Acquisition Costs (CAC)22:48 Pipeline Velocity24:00 Summary of the Three Tiers25:27 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🔹 toolsSo you have everything you need to drive more revenue for your brand.See why other B2B marketers like you love The B2B IncubatorCheck out: https://theb2bplaybook.com/the-b2b-incubatorS06 E138 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing