The B2B Playbook

We all have limited time, budget, and resources. So to make an outsized impact, small B2B marketing teams need to take a narrower approach to segmentation. But how do you actually do this? Marketing, sales and revenue expertd Adem Manderovic and George Coudounaris are going to share their proven process to not only segment the market, but deeply understand it and build trust with it.You'll learn how to:+ Identify your best-fit customers+ Build a roadmap of their buying journey+ Find out who is in-market vs out-of-market - so you know who to focus your attention on.Even better - Adem will show you how to do this without the fancy tools and tech!-----------------------------------------------------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: Sales-Marketing Alignment03:00 The Predictable Revenue Model: Why It’s Broken06:30 Market Segmentation: Your Competitive Advantage10:00 Why Narrow Targeting Drives Better Results13:30 Scoring Your Best Customers Effectively17:00 Firmographics, Psychographics, and Personas Explained20:30 Permission-Based Creative: Standing Out to Buyers24:00 Educating the 95%: Out-of-Market Strategies27:30 Cataloging the Market: A Step-by-Step Guide31:00 Building Feedback Loops Between Sales and Marketing34:30 Final Takeaways: Better Go-to-Market Strategies-----------------------------------------------------👥 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 E168 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen

In this episode, we sat down with Sam Kuehnle, VP of Marketing at Loxo, to uncover why predictable revenue models might be holding your business back. We dive deep into the pitfalls of outdated sales tactics and explore how Loxo's approach to demand generation is driving real results.If you're a B2B marketer looking to align sales and marketing, create meaningful demand, and build lasting relationships with your audience, this episode is for you.Tune in and learn:+ Why churn and burn sales tactics are unsustainable+ How to align marketing and sales around shared goals+ The difference between being data-driven vs. data-informedThis episode is a must-watch for marketers ready to ditch old playbooks and embrace strategies that actually work.-----------------------------------------------------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 The Problem with Predictable Revenue00:01:27 Meet Sam Kuehnle: VP of Marketing at Loxo00:02:37 What is Loxo? Revolutionizing Talent Intelligence00:05:01 Why Loxo Needed Brand Awareness, Not Just Demand00:07:18 The Difference Between Brand Awareness and Demand Creation00:09:23 The Obsession with Quantity Growth Strategies00:12:06 Negative Touch Points: The Hidden Cost of Cold Outreach00:16:10 Why Churn and Burn Tactics Are Unsustainable00:18:20 Building a Consultative Marketing-Sales Relationship00:22:03 Aligning ICPs and Segments Across Teams00:25:20 Sharing Goals: The Secret to Team Collaboration00:30:22 Data-Informed, Not Data-Driven: Shifting the Marketing Mindset00:36:01 How Podcasts and Content Build Brand Affinity00:42:12 Cutting Paid Search: Why Loxo Focused on Efficiency00:47:17 The Power of Speaking to Problems, Not Products-----------------------------------------------------👥 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 E167 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #outbound #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Demand capture gets a bad rap.But we know how important it is.We’re just trying to change how it’s utilised for the better!This week we’re joined by Silvio Perez, who shares his amazing and practical insights on another great use case for demand capture channels, scaling and getting the initial boost you need to build your demand creation engine.In his role as Head of Product Innovation at Metadata.io and running AdConversion, he’s taking practical learnings from very real tests. He’s sharing that knowledge opening and giving us and you listeners the inside scoop of exactly what to do to get started.There’s a ton of practical advice and value from this episode. Even as seasoned performance marketers, we’re still learning and swapping tips and tricks! Be sure to tune into this week’s episode for more!Links To Mentioned Resources:Silvio Perez LinkedIn Profileadconversion.comYou can find more helpful content and resources at theb2bplaybook.com. Sign up to our newsletter for the latest news and summary of the best content.If you enjoy the podcast. Would you kindly consider leaving a short review? It takes only a minute and helps make a big difference in getting those amazing guests! We also love getting your insights by reading the reviews!

Neuroscience and B2B marketing.It seems like there’s a wide gulf between the two only the biggest of businesses and industry experts can bridge in their work.But that’s not true! All you need is the knowledge of the key principles and some examples to help guide your thinking as you start to apply these ideas to better frame your own marketing efforts.Chances are you’re already familiar with and actioning some of these things by applying The 5 Be’s Framework, in which we’ve baked in a lot of these ideas!We start our miniseries on Neuroscience by looking at the principles of reciprocity and consistency.While we try not to play too many mind tricks, there’s certainly a few levers here you’ll be able to pull to better help your dream customers!-----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------06:10 The Power of Triggers: Mother Turkeys' Instinct13:10 Introduction: The Power of Reciprocity14:00 Building Relationships through Giving15:30 The Principle of Reciprocity in Action17:00 Giving Value without Expectations18:20 Commitment and Consistency in Marketing19:50 Cognitive Dissonance and Consistency22:20 Small Commitments Leading to Bigger Actions23:50 Nurturing Relationships with Value24:50 Moving Up the Value Chain27:00 Conclusion and Recap----------------------------------------------------👥 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://theb2bincubator.com/-----------------------------------------------------S05 E107 - The B2B Playbook-----------------------------------------------------#b2b #b2bmarketing #digitalmarketing#b2bsaas #behaviouralscience #neuromarketing

CABs, Customer Advocacy Boards.Little known wonders of the B2B marketing toolkit.While they’re not right for every business and for every stage of growth, it’s an important one to cover off. Because it could help you close the loop on the growth cycle.We get another truly helpful expert, this time in CABs, to come talk to us all about it in this week’s episode. Taylor Bogar joins us right in the midst of building another set of CABs, sharing some market leading insights on them!You can find more helpful content and resources at theb2bplaybook.com. Sign up to our newsletter for the latest news and summary of the best content.If you enjoy the podcast. Would you kindly consider leaving a short review? It takes only a minute and helps make a big difference in getting those amazing guests! We also love getting your insights by reading the reviews!

Our guest this week almost needs no introduction!Setting aside the fanboying from us, our guest share some real marketing wisdom that we’re sure everyone can benefit from!Rand Fishkin, probably well known to most of our listeners, is the founder of SparkToro - an audience research tool that we’ll get into more in the episode. He’s also the Cofounder of Moz, one of the world’s largest SEO companies.He and the team at SparkToro are doing amazing things to help the little guys when it comes to audience research and doing the type of marketing that just doesn’t work for the big boys in town. And that’s a good thing!He generously share some of his view points, which we couldn’t agree more with here at The B2B Playbook.Some key highlights:Paid channels’ incentive right now is attribution, not conversion!Demand generation is infuriatingly hard, if not impossible to measure. So that’s why most marketers don’t do it, and as a result it’s a huge opportunity because costs are low and inventory is high.Personas can be limiting, as they often don’t reflect the breadth of people within a collective group. They should be broad and diverse, but they’ll still allow you to understand where they get their information from and how the groups are made up. That type of personas are truly useful.When you change the fundamental question at the core of your marketing strategy, you open up the possibility for a more effective, long term and valuable relationship. When that transactional nature fades into the background and a value giving relationship is had, lots of things improve. Think of a tinder relationship vs meeting someone through friends.A ton to learn from classic marketing thinking, but the world is nuanced and requires a tailored approach.Value building events offline, particularly small ones, are immensely satisfying and rewarding.Tune into this week’s episode for more!Links To Mentioned Resources:https://twitter.com/randfishhttps://sparktoro.com/You can find more helpful content and resources at theb2bplaybook.com. Sign up to our newsletter for the latest news and summary of the best content.If you enjoy the podcast. Would you kindly consider leaving a short review? It takes only a minute and helps make a big difference in getting those amazing guests! We also love getting your insights by reading the reviews!

Explore the power of building an education ecosystem and discover how leading brands like HubSpot and Segment have mastered this approach. Learn about the Five B Framework and how it can transform your marketing strategies. As we get into further areas of study, one such area to look further into is education ecosystems.Why do companies invest so much time into building an education hub? What are the benefits, and what are examples of good and bad ones?In this episode, we’re exploring those questions as well as how to go about building one for yourself.It’s the next level up on being helpful with your content. And one that has a lot of impact. But only if it’s right for your business!-----------------------------------------------------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: Building an Education Ecosystem01:00 The Five B Framework Overview02:00 The Role of Education in Brand Building03:00 AI's Influence in Modern Marketing04:20 Real-world Examples: SAS Platform05:10 HubSpot and Segment as Leading Examples06:40 The Pain Points in B2B Marketing07:50 The Power of an Education Ecosystem13:30 Automating Knowledge for Business Growth14:50 The Benefits of an Education Ecosystem----------------------------------------------------👥 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://theb2bincubator.com/-----------------------------------------------------S05 E106 - The B2B Playbook-----------------------------------------------------#b2b #b2bmarketing #digitalmarketing#b2bsaas

In this episode, we sit down with Adrian Fagerlund, co-founder of Linkby, to explore how his revolutionary ad-tech platform is changing the game for brands and publishers. Linkby connects brands with the world's most prestigious publishers in record time while focusing on performance and measurability.Learn how Linkby has scaled globally, their approach to trusted advisor sales, and why their reverse pitching feature is a game-changer.Tune in and learn:+ How Linkby helps brands scale content across major publishers+ The role of communities and referrals in driving growth+ Why trusted advisor sales lead to long-term successThis episode is a must-watch for marketers looking to stay ahead in content and PR innovation.-----------------------------------------------------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: Meet Adrian Fagerlund and Linkby03:00 What Is Linkby? Revolutionizing Content and Advertising06:00 Overcoming the Chicken-and-Egg Problem in Startups09:00 Redefining Sales: Trusted Advisors, Not Just Sellers12:00 The Role of Team Alignment in Scaling Rapidly15:00 Lessons from Pedestrian.tv: A Foundation for Linkby’s Success18:00 Linkby’s Global Team Bonus System: Driving Collaboration21:00 The Power of Communities and Referrals in Marketing24:00 Performance PR: Working with Agencies and Affiliates27:00 Exploring Linkby’s Reverse Pitching Feature30:00 Feedback Loops: Improving Targeting and Aligning Teams33:00 What’s Next for Linkby: Products and Innovations38:00 Key Takeaways from the Conversation with Adrian Fagerlund-----------------------------------------------------👥 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 E166 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #outbound #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

We’re thrilled to have Ryan Reisert on this episode of The B2B Playbook! Ryan is an outbound sales coach, go-to-market consultant, and author of "Outbound Sales, No Fluff." He shares the secrets behind Phone Ready Leads—a revolutionary system that increases connect rates while saving time.In this episode, we explore Ryan's journey, the math behind sales success, and how to align sales and marketing for greater efficiency. Ryan also breaks down his famous “buckets” process for prioritizing leads and how to catalogue your market to maximize results.Tune in and learn:+ Why connect rates matter and how to improve them+ The importance of shifting from lead gen to demand gen+ How to align sales and marketing for long-term growthThis episode is a must-watch for B2B marketers and sales teams ready to level up their outbound game.-----------------------------------------------------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: Solving the Connect Rate Problem02:00 Ryan’s Journey into Sales and Marketing04:50 The Birth of Phone Ready Leads07:30 Understanding Sales as Math and Strategy10:20 Building Effective Lead Scoring Systems13:00 The Role of Technology in Outbound Success15:40 Shifting from Lead Gen to Demand Gen18:30 Navigating the Buyer’s Pyramid21:20 Aligning Sales and Marketing for Better Results24:00 The Power of Personalization in Outbound26:40 Training Reps for Consultative Outbound29:20 Cataloging the Market: Strategies for Success32:00 Creating a Unified Funnel for Sales and Marketing35:00 How to Build Trust Through Quality Conversations38:00 Final Thoughts 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🔹 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 E165 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #outbound #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

In this episode, we explore whether Reddit can truly serve as a powerful demand generation channel for B2B marketers.We dive into the potential of Reddit, why it’s gaining momentum in B2B, and how marketers can make the most of its unique community-driven platform. We also share real-life examples, common pitfalls, and strategies to test the waters on Reddit.Tune in and learn:+ How to determine if Reddit is right for your audience+ Why Reddit’s organic reach is exploding+ Practical tips for building trust and providing value on RedditThis episode is a must-watch for marketers who want to stand out and connect authentically with their dream customers.-----------------------------------------------------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: Can Reddit Drive Demand Gen?03:00 The Five B's Framework Overview06:00 Why Reddit is Gaining B2B Momentum09:00 Evaluating Reddit for Your Dream Customers12:00 How to Be Genuine on Reddit15:00 Testing Messaging and Audience Alignment18:00 Reddit as a Resource for Marketers21:00 Organic Visibility and Longevity on Reddit24:00 Consultative Selling on Community Forums27:00 Common Mistakes Marketers Make on Reddit30:00 The Role of Self-Reported Attribution33:00 Real-Life Examples of Reddit Success36:00 Overcoming Reddit Ads Challenges39:00 Key Takeaways for B2B Reddit Strategies42:00 Closing Thoughts: Experiment and Learn-----------------------------------------------------👥 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 E164 - The B2B Playbook#b2b #b2bmarketing #demandgeneration #demandgen #b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing