DemandGen Radio by David Lewis
|Catch the latest episodes of the DemandGen Radio where CEO & Founder David Lewis covers a range of trending topics across the Martech and Salestech segment with leading industry thought-leaders.|
- #231 An Agile Guide to Marketing Your (Free) Content w/ Trey Shenemanby DemandGen on November 16, 2021 at 8:00 am
Free or gated? To be honest, most of us are stingy with the free content that we share. That’s not at all the way today’s guest approaches to content. Trey Sheneman, Executive Director of Marketing at Ramsey Solutions, has hit company goals by providing valuable content for free instead of relying on the paywall. Listen as we discuss: How Trey app [...]
- #230 Invaluable: How to Create Opportunities for Career Advancementby DemandGen on November 9, 2021 at 3:03 pm
Where do you want to go in your career? It’s an essential question to answer because it’s the first step in getting there. After all, no one gets handed career advancement on a silver platter. It takes hard work and truly taking ownership of your career to climb the ladder, and according to today’s guest, there are certain skills that can help you along the way. In this episode, David interviews Maya Grossman, Founder of Maya Grossman Consulting[...]
- #229 The Ideation from Problem to Product to Platform ft Sangram Vajreby DemandGen on November 3, 2021 at 8:00 am
Less than .04 percent of companies ever make the $10M mark. Most of them die in the early transformation stages, in the proverbial Valley of Death, before they ever undergo true transformation. If you don’t know what stage of the business you’re in, you won’t be able to figure out what your next move should be. Which stage of the three Ps are you in? That’s problem market fit, product market fit, or platform market fit. In this episode, David interviews Sangram Vajre, Chief Evangelist and Co-Founder at
- #228 Mutual Trust Between Sales & Marketing ft Ken Naritaby DemandGen on October 28, 2021 at 9:53 am
If you as a marketing leader aren’t knocking on sales’ door from the moment you enter an organization, you’re missing an opportunity to give your marketing programs a head start. What would it take to create so much trust and transparency that “sales and marketing” becomes one word? In this episode, David interviews Ken Narita, VP of B2B Marketing at Ooma, about how marketing can build a relationship of trust and transparency with [...]
- #227 The 4 Traits of Modern CMOs ft Drew Neisserby DemandGen on October 19, 2021 at 8:51 pm
Do you have the four traits (courageous, artful, thoughtful, and scientific) of a successful CMO? Do you need all four traits to be successful today? Actually, yes. In this episode, David interviews Drew Neisser, Founder & CEO at Renegade, about the traits of the more than 450 successful CMOs that he interviewed as research for his latest book, Renegad [...]
- #226 How Financial Services Deploys Digital Transformation ft. Bill Topelby DemandGen on September 14, 2021 at 3:14 pm
Three main factors have an influence over how today’s financial services are adjusting to digital modernization: low interest rates, market disruption from fintech startups, and the hybrid work environment. In this episode, I interview Bill Topel, National Financial Services GTM Leader at BDO USA, about the financial services market today and how to deploy digital transformation to create a seamless customer experience. Join us as we discuss:[...]
- #225 What It Takes to Have an Incredible Career Journey ft. Brooke Bartosby DemandGen on August 4, 2021 at 10:00 am
A career in marketing can be incredibly daunting and challenging at times. However, in this episode, Brooke Bartos, Director of Marketing Operations and Analytics at Invoice Cloud, shares how to define and forge a rewarding career path. Listen as Brooke opens up about her personal career story, gives advice for seizing new opportunities (even if you don’t have the right qualifications), and reveals how to find balance between work and personal life. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book:
- #224 Managing Burnout: An Open Discussion on Balancing Your Career and Mental Healthby DemandGen on July 27, 2021 at 10:00 am
Like many career-driven professionals, Megan Lueders spent many years tirelessly climbing the corporate ladder. After experiencing burnout, Megan made the tough decision to take a six-month sabbatical. In this episode of DemandGen Radio, Megan shares the importance of taking a break, how to “stay relevant” while on a sabbatical, and lessons learned on how to temporarily step away from your career for those who are also struggling with burnout. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book:
- #223 Handling a Marketing Team Member Resignation ft. Justin Chormicleby DemandGen on July 20, 2021 at 10:00 am
In the era of what the media is calling “The Great Resignation”, it’s going to happen; a valued team member is going to resign. In this real life, completely unrehearsed exit interview, I say farewell to one of our own, Justin Chormicle. Tune in as we discuss his reasons for leaving, his perspective on the importance of company culture, the benefits of working on a small, agile marketing team, and his valuable feedback for me as a business leader. You’ll also learn my approach to giving him a “hug on the way out” and how I leave the door open to joining the team again in the future. Whether you’re a manager or planning to resign, you’ll no doubt take away some good learnings. Check out these other resources! DemandGen Resources Hub: [...]
- #222 A 3-Step Exercise for Becoming a Master Storyteller ft. Norman Bellby DemandGen on July 13, 2021 at 10:00 am
Norman Bell, author of The Story-Powered Speaker, joins the show to talk about the importance of developing the art of storytelling. Tune in as Norman shares tips and tricks for becoming better at capturing the attention and emotion of others. Tune in to learn: Which stories you should have in your story bank Why people are more likely to remember stories How to use Norman’s 3-step exercise for uncovering your own personal stories For a copy of Norman’s book, reach out to him at: firstname.lastname@example.org Check out Norman’s podcast, Hell Yes Life, here: https://hellyeslife.com/ Check out these other resources! DemandGen Resources [...]
- #221 The Difference Between Marketing to the Mid-Market vs. Enterpriseby DemandGen on July 6, 2021 at 10:00 am
Joe Paone, Senior Director of Worldwide Commercial Marketing, joins DemandGen Radio to talk about his initiatives around growing pipeline within Splunk’s mid-market segment. Tune in as Joe shares how he’s structuring his demand generation function internally, the tools and technologies that his team are relying on, and advice to those looking to make a career move. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book: https://bit.ly/37zkhVw
- #220 A Peek into The Revenue RAMP ft. Lisa Coleby DemandGen on June 29, 2021 at 10:00 am
Lisa Cole recently released her new book, The Revenue RAMP. In this episode of DemandGen Radio, Lisa shares how you can use the framework outlined in the book to transform your marketing functions while accelerating revenue growth. Lisa also shares her process behind writing the book, how marketing leaders can avoid burnout, and the importance of organizational alignment. Tune in to learn how you can get a free copy of The Revenue RAMP. Learn more about The Revenue RAMP here: https://store.bookbaby.com/book/the-revenue-ramp Looking for a way to visualize your modern marketing organization? Check out our demand center poster: https://resources.demandgen.com/work [...]
- #219 Building a Frictionless Sales Experience ft. James Hendersonby DemandGen on June 22, 2021 at 10:00 am
James Henderson, CEO of Exclusive Resorts, knows the importance of delivering remarkable experiences. Part of that experience involves supporting a positive and frictionless buying process for prospects as they consider making a purchase. Listen as James shares the importance of designing a smooth and efficient sales process, along with his top tip for helping sales teams drive business and enhance customer satisfaction. Learn more about Exclusive Resorts here: https://www.exclusiveresorts.com/ Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV:
- #218 How to Establish a Personal Brand on LinkedIn ft. Claire Bahnby DemandGen on May 21, 2021 at 10:00 am
Anyone in business should be focused on developing their personal brand on LinkedIn. In this episode, Clair Bahn shares how to uncover opportunities with your personal branding, how to create and share content that people will find useful, and how to achieve high engagement on LinkedIn and other social platforms. Check out Claire’s personal branding content here: https://clairebahn.com/blog/ Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book:
- #217 The Next Generation of Account-Based Sales and Marketing ft. Latane Conantby DemandGen on May 11, 2021 at 10:00 am
Latane Conant, CMO of 6sense, joins the podcast to talk about various topics derived from her book: No Forms. No Spam, No Cold Calls. Listen as Latane opens up about her journey into the role as head of marketing, reveals her 4-step recipe for personalization, and shares what the future of account-based sales and marketing looks like. Read more about Latane’s book here: https://6sense.com/no-forms-no-spam-no-cold-calls/ Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing D [...]
- #216 The D3 Methodology: How to Transform Your Customer Experienceby DemandGen on May 4, 2021 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In this episode, we talk about the importance of customer expansion and maintaining a strong customer experience. Listen as we share what B2B and B2C companies can learn from each other, how you can evaluate and redesign your buyers journey, and more. Check out The D3 Methodology here: https://bit.ly/3aOjwYz Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV:
- #215 The History of Marketingby DemandGen on April 23, 2021 at 10:00 am
From print advertising as far back as the 1400s to telemarketing and television commercials in the 1900s, tune in as I take you through the history of marketing. Join me in this episode as I share how marketing has evolved over the centuries, leading up to the type of digital-driven, modern marketing that we know today. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book: https://bit.ly/37zkhVw
- #214 A Product Marketer’s Perspective: Onboarding in a New Role, Knowing Your Customer, Collaborating with Internal Teams, and Moreby DemandGen on April 8, 2021 at 10:00 am
Ryane Bohm recently joined Gong as their new Director of Product Marketing. In this episode, Ryane shares what her onboarding experience has been like, along with lots of great insight related to product marketing. Listen as Ryane dives into how to be effective when leading product marketing, how to know and understand your buyers, and how to best collaborate with product, marketing, and sales teams. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book: https://bit.ly/37zkhVw
- #213 ABM Trials and Tribulations ft. Moira van den Akkerby DemandGen on March 23, 2021 at 10:00 am
Moira van den Akker joins DemandGen Radio to talk about her journey and the obstacles she’s faced while leading the account-based marketing initiatives at Trimble. Tune in as we explore how to overcome many of the common roadblocks on the way to ABM, including how to get sales and the executive team onboard, how to decide which accounts to target and what technologies you need to implement, how to gain a full understanding of your buyers and their propensity to buy, and more. Check out our updated demand center poster here: https://resources.demandgen.com/worksheets/demandfactorytemplate *** Check out these other resources! DemandGen Resources Hub: ht [...]
- #212 The Birth of DemandGen ft. Jill Rowleyby DemandGen on March 16, 2021 at 4:35 pm
Jill Rowley joins me in this podcast episode as we reflect on our partnership and the impact we’ve had on the marketing industry over the last decade. Jill was there when DemandGen was founded and it’s only fitting that she joins me in this episode on the day that DemandGen officially becomes BDO Digital. Listen as Jill and I share how our partnership formed, how we’ve supported each other throughout our careers, and what the future looks like for both of us. Watch the video version of this podcast episode on DemandGen TV: https://youtu.be/LEq8s8V3p4w Additionally, give this podcast a listen on the PartnerUp Podcast where Jill discusses creating partner categories and ecosystems as she did with David/DemandGen:
- #211 The Importance of Knowing Your Customer ft. Ash Parikhby DemandGen on March 9, 2021 at 10:00 am
Ash Parikh, Global Head of Marketing at Informatica, joins the podcast to talk about the importance of knowing your customer. In this episode, Ash shares why you need to create buyer personas, how to identify key decision makers, and how to best leverage your content to support prospects through their buyer’s journey. Tune in to learn how to gain a better understanding of your buyers, how to develop an effective content mix, whether or not you should still be gating your content, and more. Links mentioned in this episode: Manufacturing Demand Book: https://bit.ly/37zkhVw [Video] BDO Digital Acquires DemandGen: https://bit.ly/2MXTpbU Ash’s latest blog post on CMO Council:
- #210 DemandGen will be joining BDO Digital. Here’s the story behind the acquisitionby DemandGen on March 3, 2021 at 9:07 pm
Yesterday we announced that DemandGen will be joining BDO Digital. In this podcast episode, I share the full story behind this acquisition, what the future looks like for DemandGen, and how joining BDO Digital will help us grow and better serve our clients. Read the full press release here: http://bit.ly/3raipvo Watch the video version of this podcast here: https://youtu.be/DTXyR4PPpww
- #209 The Evolution of MarTech ft. Bruce Lehmanby DemandGen on March 2, 2021 at 4:00 pm
Bruce Lehman, Director of Marketing Operations at Hitachi Vantara, has spent much of his career within the world of marketing operations. In this episode, Bruce and I catch up to talk about the evolution of the marketing operations function as well as the current state of the marketing technology space. Listen as we share how to evaluate your tech stack, how vendors should be pitching their products and services to marketing operations professionals, compare leading tech vendors, and more. Plus, at the end of this episode, I share exciting news regarding the future of DemandGen. As mentioned in this episode, check out this video of Sendoso on DemandGen TV: https://youtu.be/sRQN0pKl-kY Check out these other resources! DemandGen Resources Hub [...]
- #208 How to Excel as a New Marketer ft. Audrey Lewisby DemandGen on February 23, 2021 at 10:00 am
After completing her first year in marketing, Audrey Lewis joins the podcast to share her experience so far as a new and aspiring marketer. For those early in their marketing careers, tune in as Audrey shares valuable lessons around how to best learn and grow as a marketer. For managers and those responsible for onboarding and training new marketing professionals, Audrey highlights how you can best support new team members and the importance of creating a strong team culture. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book:
- #207 Implement The D3 Methodology Within Your Organization to Maximize Growthby DemandGen on February 16, 2021 at 10:00 am
In this series, David Lewis and Carlos Hidalgo take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. Join David and Carlos as they share how the methodology has helped various marketing organizations so far and the kinds of results that these teams are seeing from aligning all of their demand generation efforts. Tune in as David and Carlos also highlight which initiatives marketers are most focusing on these days, how to improve your funnel conversion rates, and how to effectively create, manage, and expand your demand. Book time with Carlos to discuss how you can improve your demand generation efforts: http://bit.ly/2Zj1evl [...]
- #206 What the Future of Customer Experience Looks Like ft. Don Peppersby DemandGen on February 9, 2021 at 10:00 am
Don Peppers returns in this episode of DemandGen Radio for a discussion on how the buying and engagement experience has changed over the last year. Tune in as Don shares how the era of COVID can be an opportunity for your organization, the importance of collecting feedback to improve your products and services, his prediction for the future, and more. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book: https://bit.ly/37zkhVw
- #205 The D3 Methodology: How to Integrate Sales and Marketing for ABMby DemandGen on February 2, 2021 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In this episode, we talk about the importance of integrating sales and marketing to unite on ABM initiatives. Listen as we share various frameworks and models for approaching account-based marketing, how to put an ABM strategy into place, and how to align sales and marketing for maximum revenue growth. Check out The D3 Methodology here: https://bit.ly/3aOjwYz Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog:
- #204 How to be an Ambassador for Change within Your Organizationby DemandGen on January 26, 2021 at 10:00 am
Every business evolves over time and in order to remain successful, marketers must act as agents of change that support and drive new strategies and initiatives. Ed Peterson is one of those marketers. In this episode, Ed shares his story on how he led massive change at Fleetcor while bringing the company through digital transformation. Listen as Ed details how to be an ambassador for change within your own organization, how to get all internal stakeholder to support that change, and other lessons he’s learn along the way. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly [...]
- #203 What B2B and B2C Marketers Can Learn From Each Otherby DemandGen on January 19, 2021 at 10:00 am
With experience in both the B2B and B2C space, Bill Snider has learned how to combine the best of both worlds to deliver very personal and highly targeted marketing experiences. Tune in to this episode as Bill shares: His journey from the retail industry into the financial services industry How he made the internal business case for undergoing digital transformation and pursuing new avenues for connecting and engaging with prospects and customers How he and his team were able to develop a better understand their buyer’s journey, enabling them to send the right marketing communications at the right time How Clearview Federal Credit Union has increased their cross-sell ratios and revenue as a result of their marketing efforts Check out these other resou [...]
- #202 How to Prove Marketing’s Impact Using Attribution ft. Michael McKinnonby DemandGen on January 12, 2021 at 10:00 am
As VP of Global Revenue Operations at LogRhythm, Michael McKinnon knows the importance of demonstrating marketing’s impact. In this episode, Michael returns to share why attribution is crucial for the growth and security of all marketing teams, the difference between attribution and and contribution, and how to go about setting up an attribution model within your own organization. Take a look at the Michael’s marketing attribution slides here: http://bit.ly/38oOI2Q Check out this video on DemandGen TV: https://bit.ly/396Oaxu Download the digital version of Manufacturing Demand here: http://bit.ly/37zkhVw *** Check out these other resou [...]
- #201 How to Build a Strong Marketing Operations Function in 2021 ft. Naomi Marrby DemandGen on January 5, 2021 at 10:00 am
If you haven’t already committed to building a robust and full-fledged marketing operations function within your organization, then this is the year to do so. In this episode, Naomi Marr, Senior Director of Global Marketing Operations at Datto, shares why 2021 is the year to invest in marketing operations. Listen as she details how the marketing operations function has evolved over time, what marketing operations priorities you should be focusing on, and how to get started with analytics and reporting so that you can convey the impact of your marketing team’s efforts. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV:
- #200 What Your Colleagues in Marketing are Doing in 2021 ft. Rob Bonhamby DemandGen on December 29, 2020 at 10:00 am
In this final DemandGen Radio episode of 2020, Rob Bonham joins me to share reflections on what it was like to be in marketing this year and what marketers are doing to prepare for 2021. Tune in as we talk about how marketing teams everywhere had to reconfigure their go-to-market strategies this year due to COVID, how sales and marketing are becoming more dependent on each other now more than ever, and what your colleagues in marketing are doing in order to make 2021 a successful year of growth! Check out these other resources! The D3 Methodology: http://bit.ly/2E7n2TP DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen [...]
- #199 Choosing to be Extraordinary ft. Mark Sanbornby DemandGen on December 22, 2020 at 10:00 am
Mark Sanborn is the author of “The Fred Factor” — A best-selling book that reveals how finding passion in your work can turn an ordinary life into an extraordinary one. In this episode, Mark shares the story behind “The Fred Factor”, what it takes to be a strong leader, and how to find passion in your work so that you can begin leading an extraordinary life. Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS Manufacturing Demand book: https://bit.ly/37zkhVw
- #198 How the “Modern Seller” Sells ft. Vincent Matanoby DemandGen on December 15, 2020 at 10:00 am
Vincent Matano is a young and hungry sales professional with a prosperous career ahead of him. In this episode, Vincent shares what led him to landing in a sales role and how he’s managing to be successful as an Account Executive at Demandbase. Tune in as we further dive into the importance of have a strong personal brand, how Vincent creates viral content, and the top sales techniques that close deals. Vincent’s Usher video: https://bit.ly/2KuQdmI Vincent’s World’s Hottest Chip challenge video: https://bit.ly/2WicjeJ Check out the world’s hottest chip here: https://amzn.to/2W594r1
- #197 A Fireside Chat with an Award-Winning Marketer ft. Letitia Rodleyby DemandGen on December 8, 2020 at 10:00 am
Letitia Rodley is an award-winning marketer that knows how to scale an effective marketing organization that delivers results. In this episode, Letitia shares how to build a seamless user experience that removes friction from the buying process, while also maintaining a high level of conversions (keeping sales happy!). Tune in as we also cover how to develop SLA’s with sales, how to choose the right organization to be successful as a marketer, and how to build a united and passionate team.
- #196 Meagen Eisenberg on Marketing During the Pandemic, Building a Strong Team, and Being an Effective CMOby DemandGen on December 1, 2020 at 10:00 am
Like all marketing leaders right now, Meagen Eisenberg is constantly looking for new ways to build pipeline — especially during this era of no in-person events. Tune in as Meagen shares how her marketing budget has shifted this year to prioritize digital channels, recommendations for building a strong team, career advice for those wanting to be CMO, and more.
- #195 Spotlighting Marketing as the New Primary Revenue Driver ft. Gretchen Hoffmanby DemandGen on November 24, 2020 at 10:00 am
Gretchen Hoffman is a revenue-driven marketing leader that understands the importance of transforming marketing into a revenue engine. In this episode, Gretchen joins me for a conversation on why having a revenue focus is so important and how marketing may soon surpass sales as the new primary revenue driver. Tune in as we talk about how to align and integrate sales and marketing around their common goal, how to increase revenue contribution from your install base by improving your customer experience, and how to plan your marketing programs for strong revenue growth in 2021. Resources mentioned in this episode: Guide to High-Performance Marketing: https://bit.ly/3pKaxjT [Video] Learn The D3 Methodology for Maximizing Revenue:
- #194 Recipes for ABM Success ft. Lisa Hornerby DemandGen on November 17, 2020 at 10:00 am
Lisa Horner has been leading AppFolio’s go-to-market strategy for targeting and engaging key accounts, and, in this episode, she shares her recipes for ABM success. Tune in as we talk about how to approach ABM as you consider adding it to your 2021 marketing roadmap, key tactics for successful account engagement and activation, advice for those just getting started on the journey to ABM, and more.
- # 193 Building a Full-Fledged Demand Center ft. Steve Barnardby DemandGen on November 10, 2020 at 10:00 am
Steve Barnard is a true agent of change that knows and understands the importance of driving demand and growing revenue. Throughout his career, Steve has specialized in transforming marketing functions into robust demand centers. Tune in to this episode as Steve shares his recipe for evolving marketing into a centralized demand center, how to align your marketing team more closely with sales in order to become more revenue-centric, and how to make an impact in your organization as a new marketing leader. Check out The D3 Methodology here: https://bit.ly/2E7n2TP Tune in to DemandGen TV here: demandgen.tv
- #192 A Conversation with One of the World’s Most Influential CMOs ft. Alicia Tillmanby DemandGen on November 3, 2020 at 10:00 am
Alicia Tillman, one of the world’s most influential CMOs, was responsible for reimagining SAP’s brand and leading the major technology company into a new era. In this episode, Alicia shares how she managed to get the whole company onboard with the rebrand, how she developed both an internal and external narrative that was widely supported, and how she aligned SAP’s rebrand with creating more value for customers while making the world a better place.
- #191 The Future of Revenue Depends on You and Adobe ft. Stephen Friederby DemandGen on October 27, 2020 at 10:00 am
With everything that has happened this year, we’ve seen first-hand how important marketing really is when it comes to delivering digital experiences and supporting revenue growth. Stephen Frieder, President of the Americas at Adobe, joins the podcast to dive into why marketing’s contribution is more important than ever, especially during the COVID era. Tune in as Stephen and David talk about how far Marketo has come since the acquisition by Adobe almost two years ago, what B2B marketers can learn from B2C marketers, and what’s on the roadmap for Adobe as they continue to support marketers in crafting end-to-end experiences.
- #190 Orchestrating Marketing as a CMO ft. Susan Beermannby DemandGen on October 20, 2020 at 10:00 am
Susan Beermann has spent her career rising the ranks in marketing. After leading marketing and taking on CMO roles at various companies, Susan has many lessons to share with those both wanting to make it to the pinnacle of marketing and those that are wanting to do it successfully. Tune in as Susan shares her background and what it took to reach the CMO level, how to demonstrate marketing’s value to your organization and your company’s board members, and how to lead a team like a well-trained orchestra.
- #189 Proving Marketing’s Contribution with Analytics and Reporting ft. Mary Bermelby DemandGen on October 13, 2020 at 10:00 am
Mary Bermel, VP of Global Marketing Operations and Analytics at LogMeIn, has played a huge part in developing the measurement framework that allows her marketing team to prove their effectiveness and contribution to the organization. In this podcast episode, Mary shares her approach to getting started with marketing analytics and reporting, how to establish KPIs and identify important marketing goals, important tools and key roles needed for getting analytics right, and more.
- #188 How This CMO Finds and Trains Highly Successful Marketers ft. Nicolas Dracaby DemandGen on October 6, 2020 at 10:00 am
Nicolas Draca has lead many marketing teams during his time as a marketing leader and has trained and coached many of today’s highly-successful marketers. In this episode, Nicolas shares his playbook for onboarding and supporting new talent and growing a team. Listen as Nicolas highlights how to set goals for new team members, how to empower people to take risks and solve problems, and, ultimately, how to build a passionate team of successful marketers.
- #187 How to Evaluate and Select New MarTech Tools ft. Jennifer McAdamsby DemandGen on September 29, 2020 at 10:00 am
Jennifer McAdams, Vice President of Demand Generation and Field Marketing at Progress, shares her process for evaluating and selecting new MarTech tools. Tune in as Jennifer shares where her passion for technology comes from, which tools comprise her tech stack, and how she vets technology vendors. Check out the Progress Stackies submission here: https://resources.demandgen.com/demandgen-radio-podcast/progress-stackies-awards To see how Progress is pulling together their virtual events, here is a link to their digital showcase: https://www.progress.com/campaigns/digital-experience-showcase Tune in to Deman [...]
- #186 How the CMO Role is Evolving ft. Judy Ashby DemandGen on September 22, 2020 at 10:00 am
Judy Ash, CMO of Certent, joins the podcast to shed light on what it’s really like to be head of marketing in today’s modern marketing era. Judy shares how the CMO role is evolving and becoming more technical, but at the same time more rewarding than ever. Listen as we talk about the role and responsibilities of the modern CMO and what it takes to be a successful marketing leader.
- #185 First Year as CMO ft. Julie Knightby DemandGen on September 15, 2020 at 10:00 am
Julie Knight took over as the Chief Marketing Officer of Unit4 just over a year ago and has been leading many major initiatives since. In this episode, she shares what that first year has been like and what it takes to drive change as a new CMO. Tune in as we talk about how marketing has evolved during the COVID era, where to start when appointed as a new head of marketing, and what it takes to rebrand a company.
- #184 From Bootstrapped to Billions ft. Henry Schuckby DemandGen on September 8, 2020 at 10:00 am
As CEO of DiscoverOrg and now ZoomInfo, Henry Schuck has achieved many major milestones. From starting DiscoverOrg at the age of 23 to later acquiring ZoomInfo and now taking it public, Henry has experienced and lead all the different stages of growth that can take place within an organization. Tune in as Henry shares his lessons for growing highly successful companies, what it’s like running a public company for the first time, and his vision for ZoomInfo in 10 years from now.
- #183 Bringing Automation to the Hospitality Management Industry ft. Cheryl Chavezby DemandGen on September 3, 2020 at 10:00 am
After many years of managing products at companies like Marketo and Engagio, Cheryl Chavez is now joining Duetto as Chief Product Officer. With a strong background in bringing automation to companies, Cheryl is a perfect fit for Duetto — a company that helps hospitality revenue professionals automate pricing. In this episode, Cheryl shares her plans for growing and evolving Duetto’s revenue optimization platform, why automation in all industries is key for success, and the importance of strong communication between product/engineering teams and marketing teams.
- #182 Leadership Lessons from a Team-Focused CMO ft. Jim Bellby DemandGen on September 1, 2020 at 10:00 am
As CMO at Glint, Jim Bell has built a team centered on trust and communication. In this episode, Jim shares his most valuable leadership lessons and what it takes to develop a strong team culture. Tune in to learn about how to structure your team according to different personality types and how to inspire and motivate a team.
- #181 How This BDR Is So Successful ft. Anna Benderby DemandGen on August 27, 2020 at 10:00 am
Anna Bender has been having great success as a new Business Development Rep at Adobe. In this episode, Anna and I reconnect and reflect on all the personal and professional growth she’s experienced so far at a young age. We talk about how she has overcome adversity and developed leadership skills, what life is like as a new BDR at Adobe, and what methods she is using to be one of the top-performing reps.
- #180 The Blueprint for High-Performance Marketing ft. Melton Littlepageby DemandGen on August 25, 2020 at 10:00 am
Through years of experience in various senior marketing roles, Melton Littlepage has discovered what it takes for teams to be highly impactful and effective. And, he’s combined his lessons onto a single blueprint that outlines exactly how to do it. Tune into this episode as Melton and I talk about the early years of demand generation, how digital marketing has evolved, and how you can use Melton’s blueprint for high-performance marketing. Check out the blueprint here: https://bit.ly/31kacdL
- #179 Using Sendoso to Delight Prospects and Customersby DemandGen on August 18, 2020 at 10:00 am
Sending a simple gift to someone can create a deep connection. For sales and marketing teams, Sendoso makes sending items to prospects and customers easier than ever. In this episode, Nick Casale shares why direct mail is so powerful, what kinds of gifts you should be sending, and how you can use Sendoso to begin delighting your prospects and customers. Here’s my gift to you! Connect with me on LinkedIn and I’ll send you a free poster of The Demand Factory — A framework that maps out how to acquire and convert customers, measure impact and expand reach within your customer base. Or, download the digital version here: https://bit.ly/31YMZNf
- #178 The Art of Asking: Turning Your Dreams into Your Destinyby DemandGen on August 11, 2020 at 10:00 am
Asking questions is the key to achieving your dreams and learning how to architect the life you want. In this episode, Mark Victor Hansen, author of over 300 books, and Crystal Dwyer Hansen, entrepreneur and certified life coach, talk about the power of asking. Listen as Mark and Crystal share why now is the time to start questioning anything and everything about your life. And, in doing so, a lot of things will be revealed. Interested in Mark and Crystal’s new book? Sign up for their book club here: askthebookclub.com
- #177 Taking Risks and Performing at a High Level ft. Michelle Killebrewby DemandGen on August 4, 2020 at 10:00 am
Michelle Killebrew climbed to a high level within marketing leadership by taking risks and stepping out of her comfort zone to build new skills. In this episode, Michelle shares how her career path evolved, how she got started with writing and public speaking, and why it’s important to constantly be challenging yourself. Listen as Michelle shares the importance of self-growth and how to start performing at your highest level.
- #176 The D3 Methodology: 10 Crucial Demand Management Initiativesby DemandGen on July 28, 2020 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In episode 6 of this series, we dive into Demand Management. Tune in as we talk about the 10 initiatives required for successfully managing demand, from developing a strategy and implementing a demand funnel to rolling out lead scoring and nurturing programs. Slide deck on Demand Management concepts from this episode: https://bit.ly/3g07LlgBlog post on The D3 Methodology: https://bit.ly/2WTfaLM Full D3 Methodology Deck here: https://bit.ly/3aOjwYz Fre [...]
- #175 The D3 Methodology: The 5 “C’s” of Marketing Analyticsby DemandGen on July 21, 2020 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In episode 5 of this series, we talk about the importance of proving marketing’s contribution through the use of analytics. Tune in as we talk about the 5 “C’s” of marketing analytics, how most marketing teams feel when it comes to measuring and analyzing their impact, and how to properly communicate marketing’s contribution to the rest of your organization. Check out The D3 Methodology here: https://bit.ly/3aOjwYz
- #174 Guy Kawasaki on Building Evangelism for your Productby DemandGen on July 14, 2020 at 10:00 am
Guy Kawasaki is an author, entrepreneur, and now Chief Evangelist at Canva. In this episode, we start off by talking about our early days as evangelists for Macintosh and how our careers evolved. Throughout our conversation we dive into the importance of evangelizing your product, the role of a chief evangelist, and even the ins and outs of Canva.
- #173 The D3 Methodology: Essential Elements of Demand Creationby DemandGen on July 7, 2020 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In episode 4 of this series, we talk about the essential elements of creating demand. Tune in as we talk about how to develop buyer personas, how create content that aligns with the needs of your customers, and how to discover and solve the pain points of your buyers. Check out The D3 Methodology here: https://bit.ly/3aOjwYz
- #172 How to Build a Successful ABM Program ft. Bruce Eidsvikby DemandGen on June 30, 2020 at 10:00 am
Bruce Eidsvik is the SVP of Global Revenue Marketing at Genesys and has been leading the company’s shift towards account-based marketing. Tune in to hear how Bruce ended up in marketing after pursuing a career as a physicist, how Genesys builds and manages their tech stack, and how they’ve scaled their programmatic approach to targeting accounts. Take a look at Genesys’ guide to making ABM a core go-to-market strategy here: https://bit.ly/3dQn5PO
- #171 How The ScienceLogic Marketing Team Crafted a Phenomenal Virtual Experienceby DemandGen on June 23, 2020 at 10:00 am
The team at ScienceLogic was six weeks away from hosting their annual user conference, one of their biggest sales and marketing initiatives of the year. Despite months of planning and budget commitment, they decided to make the event virtual due to concerns of COVID-19. Tune in as Murali Nemani and Mattie Weber share what it was like to make this decision, how they managed to pivot the conference from an in-person event to a virtual event in such a short amount of time, and how the event ended up being a massive success.
- #170 Why Demandbase Acquired Engagioby DemandGen on June 16, 2020 at 1:00 pm
On this episode, David interviews Jon Miller, Founder and CEO of Engagio, along with Gabe Rogul, CEO of Demandbase, to provide you with the inside story on why Demandbase acquired Engagio. Hear how the deal came together, why the companies are merging, the vision for product integration, and what the union means to their mutual customers and employees.
- #169 Top 3 Skills Needed to Succeed in an Operations Role ft. Brian Knaupeby DemandGen on June 9, 2020 at 10:00 am
Sales and marketing operations are overlapping more and more these days and these two functions are now uniting to become what’s known as revenue operations. Brian Knaupe, Sr. Director Revenue Marketing at NetApp, joins the podcast to talk about his prior experience in both sales and marketing operations roles and how his background has prepared him to lead up a revenue operations team. Listen as we talk about the top skills needed to succeed in an operations role, why revenue operations is now an essential function, and how to unite both sales and marketing.
- #168 How to Lead a Major Marketing Automation Migration with Naomi Liu of EFIby DemandGen on June 2, 2020 at 10:00 am
Migrating to a new marketing automation system requires proper planning and orchestration, especially if you’re at a very large global company and have a tight timeframe. Since Naomi Liu and her team at EFI just successfully completed their major move to Marketo, I invited Naomi onto the podcast to reflect on the project and to celebrate the successful completion of it. Listen as she shares how she got into marketing operations, the process behind the migration, advice for anyone thinking about moving to a new system, and her initiatives for 2020.
- #167 The D3 Methodology: Building Strategic and Technical Skillsby DemandGen on May 26, 2020 at 10:00 am
In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In episode 3 of this series, we talk about the importance of building both strategic and technical skills for yourself and for your team. Listen as we share how to align skillsets with your evolving tech stack, how to build up your expertise, and why having the right amount of strategic and technical skills on your team is essential for driving revenue. Check out The D3 Methodology here: https://bit.ly/3aOjwYz
- #166 The D3 Methodology: Building a Strong Organizational Structureby DemandGen on May 19, 2020 at 10:00 am
A strong organizational structure is key to maximizing revenue growth. In this series, Carlos Hidalgo and I take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. In episode 2 of this series, we’re diving into the importance of building the right teams and eliminating organizational silos. Tune in as we cover why now is the time to really focus on transforming and redefining how your teams operate, why it’s essential for sales and marketing to be aligned, and how to design an organizational structure focused around your buyers and their needs. Take a look at these resources mentioned in the podcast: The D3 Methodology: htt [...]
- #165 How To Lead Through Authenticity ft. Anna Croweby DemandGen on May 12, 2020 at 10:00 am
Anna Crowe is the CEO of Crowe PR and author of Get Real, a bestselling book on the power of leadership and authenticity. In this episode, Anna shares how to be a powerful leader and how to build a strong company culture. Tune in to learn how to be a good communicator, how to transform yourself into a more genuine and authentic person, and how to evolve your sales and marketing strategies during the pandemic.
- #164 How to Remove Friction in Marketing ft. Roger Dooleyby DemandGen on May 5, 2020 at 10:00 am
Roger Dooley is widely known for his books and research on the topics of neuroscience and removing friction from the customer experience. In this episode, we dive into both topics, uncovering what it takes to attract buyers and seamlessly convert them into customers. Tune in as we talk about ways marketers can eliminate friction, why some friction may actually be useful depending on how you leverage it, and share some of the best frictionless strategies that many of the most successful companies on the planet are using.
- #163 The D3 Methodology: A Holistic Model for Maximizing Revenueby DemandGen on April 28, 2020 at 10:00 am
It’s vital for marketing executives, marketing operations professionals, and demand generation marketers, to provide an overall vision that explains what marketing needs to do within their organization to maximize revenue. A great way to do this is by using The D3 Methodology for B2B marketing that we unveil in this episode. Tune in to Part 1 of this new series with Carlos Hidalgo as we dive into this methodology, how it works, and how you can apply it within your own organization. Join us as we explore how this methodology will help you redefine how you do demand generation and how to maximize your revenue output. Check out The D3 Methodology here:
- #162 What it Takes to be an Agent of Change ft. Linda Hauryby DemandGen on April 21, 2020 at 10:00 am
Linda Haury was responsible for leading the major marketing transformation that took place at Tyco. In this episode, she talks about how she was able to bring the company into the digital world, turning marketing into a data-driven department, integrating and deploying new systems, and aligning marketing with sales. Linda shares how the need for digital transformation became apparent, how she was able to prove ROI to Tyco’s CEO, and why she decided to enlist DemandGen for some additional support.
- #161 How Intent Data is Revealing Buyer Behavior During Covid-19 ft. Erik Matlickby DemandGen on April 14, 2020 at 10:00 am
In this episode with Bombora Founder and CEO Erik Matlick, we discuss what intent data is revealing about buyer behavior in the era of COVID-19. We unpack how intent data works, and how sales and marketing teams are using intent data to discover which companies are in research mode for your products or services. Check out Bombora’s recent study on how COVID-19 is impacting B2B research trends here: https://bombora.com/covid-19-b2b-intent-data/
- #160 Ramping Up Marketing During a Downturn ft. Rob Boisby DemandGen on April 7, 2020 at 10:00 am
Marketing at CARFAX has changed dramatically over the last year, shifting away from blast-and-batch methods to adopting more effective marketing strategies. And the person leading this change is Rob Bois, Head of Dealer Marketing. Listen as Rob shares the initiatives he and his team are working on and how they’re striving to achieve maximum value from their new instance of Marketo, despite obstacles being presented by the pandemic. Rob shares how CARFAX is adjusting to the current situation, how their go-to-market strategy has changed, and what sales and marketing are doing to set themselves up for future success.
- #159 Being Contextual in Marketing ft. Mathew Sweezeyby DemandGen on March 31, 2020 at 10:00 am
Marketing has entered a new era fueled by media and driven by context. As outlined in his new book, “The Context Marketing Revolution,” Mathew Sweezey shares why context is so important and how to craft your branding and messaging to be successful in our modern world. Listen as we talk about how marketing has evolved, which brands are getting context right, and how to win customers by being authentic and contextual.
- #158 Profiling a High-Performing Sales Professional ft. Frannie Danzingerby DemandGen on March 24, 2020 at 10:00 am
Frannie Danzinger is one of the rare sales professionals that really knows and understands how to connect with people in order to help them solve their problems. Tune into this episode to learn how Frannie has excelled in a sales role and what she does to remain successful. Listen as she shares how she got started in sales, what channels and strategies she leverages to maximize engagement, and how she adds value to the people she works with.
- #157 Leaving a Legacy ft. Courtney Wilsonby DemandGen on March 17, 2020 at 10:00 am
Courtney Wilson has been at CloudFactory for over 5 years and was instrumental in building the marketing infrastructure, programs, and team that transformed the company from its early startup days into what it is now. However, there comes a time when we must pursue other opportunities in order to grow and evolve. Listen as Courtney reflects on the work he’s done at CloudFactory, the legacy he will leave behind, and what the future looks like.
- #156 The Importance of Building a Strong Team Culture ft. Teresa Almarazby DemandGen on March 10, 2020 at 10:00 am
Culture plays such a vital role in building and maintaining a strong team. Tune into this episode as Teresa Almaraz, Director of Engagement Marketing at Glassdoor, joins me for a conversation on the importance of building trust with your team and becoming a powerful leader. Listen as we share what it takes to coach people and how to be a valuable mentor, why delivering feedback is so important, and how to build a strong team culture in which everyone feels empowered and impactful.
- #155 Isn’t Sales and Marketing the Same Thing? ft. Max Altshulerby DemandGen on March 3, 2020 at 10:00 am
The skillsets of both sales and marketing are overlapping more and more these days and it’s essential that these two teams come together to work towards shared goals. Listen as Max Altshuler, VP of Marketing at Outreach, joins me for a conversation around sales and marketing alignment. We dive into why marketers need to step into the shoes of a salesperson, how marketing can benefit from listening to the conversations that sales has with customers, and how these two teams can better support each other for mutual success.
- #154 From Barista to Badass Marketo Champion ft. Chelsea Kikoby DemandGen on February 25, 2020 at 10:00 am
Chelsea Kiko has quickly transformed her career from being a barista at Starbucks to now a Marketo Champion. Tune into this episode as she shares how she discovered Marketo and how it paved the way for her career, advice for someone just getting started with Marketo, and tips and tricks for getting the most success from the platform.
- #153 The Power of Marketing in Driving Revenue ft. David Eldredby DemandGen on February 18, 2020 at 10:00 am
Far too often Marketing’s efforts are not directly associated with driving revenue. Worse yet, when the economy slides, Marketing budgets are often slashed to protect profits. Only after the damage is done by these cuts, and top-line revenue growth is impacted, do companies try to market their way back on top. However, that is not the case at Rivermark Community Credit Union where Marketing is seen as a revenue driver. Imagine if you were regularly asked, “if we gave you more money, how would you drive more revenue?” Asked and answered! In the episode, you’ll learn how David Eldred, Director of Marketing and Digital Experience at Rivermark Community Credit Union brought in Marketo and other marketing technology tools to turn Marketing into a Revenue Center with incredible results. Listen as David shares where his passio [...]
- #152 Demand Creation Done Right ft. Carlos Hidalgoby DemandGen on February 11, 2020 at 10:00 am
Too often Marketing fails to prove it’s value within organizations. To help you convey marketing’s contribution, and articulate what needs to get done, consider using the Demand Generation Framework that we discuss in this episode. The Demand Generation Framework is a holistic model for driving revenue across three dimensions: Demand Creation, Demand Management, and Demand Expansion. In episode one of our three-part series, Carlos Hidalgo and I share why successful Demand Creation is essential for your success. Listen as Carlos highlights the importance of creating buyer personas, why you need to be enriching and cleansing your data, and we provide actionable tips for creating demand during your upcoming events. Learn more about the Demand Generation Framework here: https://www.demandgen.com/how-t [...]
- #151 Changing the Narrative: How to Reposition the Discipline of Marketingby DemandGen on February 4, 2020 at 10:00 am
Marketing is in the midst of an identity crisis. Most marketing teams and marketing leaders are still struggling to define what they are doing, why they are doing it, and what they have accomplished. In this episode, I take you on a journey through the history of marketing and technology and how the discipline of marketing has evolved into what it is today. More importantly though, I share why it’s essential for the marketing function to now once again change its narrative and reposition itself. And, for that reason, I end this episode by introducing a new framework, known as the Demand Generation Framework - a holistic model for driving revenue growth across Marketing, Sales, and Customer Service.
- #150 How to Get Your Data Clean and Pristine with Gaea Connaryby DemandGen on January 28, 2020 at 10:00 am
Data fuels every marketing program and plays a major role in the performance and cost of all marketing campaigns. Yet, data is often a last priority for marketers. In this episode, Gaea Connary shares why data is commonly neglected, what it takes to get your data up to speed, and how much inaccurate and dirty data is actually costing you. For those who need a little help getting their data clean and pristine, checkout DemandGen’s data services here: https://www.demandgen.com/data-services.
- #149 Fireside Chat with Marketo Champion Darrell Alfonso, Amazonby DemandGen on January 21, 2020 at 10:00 am
Darrell Alfonso is a Marketo Champion and leader in the marketing automation community. Tune in to learn how Darrell’s career landed him at Amazon and why he’s so passionate about technology and marketing. Listen as he also shares some of his career lessons, such as how to quickly have an impact in a new role, along with his advice on why you should constantly be evolving, accelerating your learning, and striving for big wins. Plus, in this episode, Darrell shares what marketing operations at Amazon is like and how they manage such a complex and sophisticated deployment of Marketo.
- #148 Inside Marketing Operations at DemandGen with Sabrina Killianby DemandGen on January 14, 2020 at 10:00 am
Sabrina Killian joins the podcast to talk about how DemandGen does demand gen. Tune into this episode as Sabrina reveals how we run marketing operations internally and the strategies, programs, and tools that she is responsible for implementing and executing. Listen as Sabrina talks about DemandGen’s recent marketing automation migration, dives into our tech stack and the tools we use, and outlines many of our marketing operations best practices and upcoming initiatives.
- #147 2020: The Year of Digital Transformation with Rob Bonhamby DemandGen on January 7, 2020 at 10:00 am
Rob Bonham is back on the podcast to talk about the world of demand gen and the trends taking place in marketing as we move into 2020. Tune into this episode as we talk about what digital transformation looks like, how to excel at sales and marketing collaboration, the best approaches for driving demand creation, and the importance of achieving technology and systems alignment. And, as an added bonus to our listeners, you can reach out to us for a free copy of Sangram Vajre’s new book, “ABM is B2B”.
- #146 Using AI to Automate Key Marketing Functionsby DemandGen on January 1, 2020 at 10:00 am
Few marketers are leveraging AI as much as Byron O’Dell and his team at IHS Markit. In this episode, Byron shares which artificial intelligence technologies he’s finding the most value from and how those tools are being used to automate sales outreach and marketing programs. Listen as we talk about the different applications for AI in marketing and what marketers can expect from artificial intelligence in the future.
- #145 Why SDRs Should Report to Marketingby DemandGen on December 30, 2019 at 10:00 am
Kyle Lacy is the VP of Marketing at Lessonly and is also responsible for managing a team of sales development reps. In this episode, we dive into the hot topic of whether SDRs should report to Sales or Marketing and you’ll hear Kyle’s passion for why SDR’s should be an extension of marketing. Kyle shares why SDRs should be closely aligned with Marketing in order to maintain a cohesive strategy across top-of-funnel efforts. We also talk about the compensation models and quotas for SDRs and cover how to onboard and train a successful SDR team in your own organization.
- #144 Driving Pipeline with ABMby DemandGen on December 28, 2019 at 10:00 am
ABM has developed into a proven strategy for helping marketers identify and target named accounts that are most likely to contribute to pipeline goals. In this episode, Pat Oldenburg of ServiceMax shares why his team made the pivot towards being more account-focused and how this has led marketing to be more accountable when it comes to pipeline contribution. Listen as Pat goes into detail on how he and his team defined and implemented an ABM strategy, how it has better enabled sale reps within the organization, how they’re keeping their data clean, and more.
- #143 How Marketo Does Demand Generationby DemandGen on December 26, 2019 at 10:00 am
Have you ever wondered what marketing might look like inside one of the world’s leading marketing technology companies? If so, you’ll want to tune into this episode as Michael Madden shares how Marketo does demand generation. Listen as Michael talks about his favorite Marketo features and functionalities, what tools comprise the company’s tech stack, and what marketing programs and initiatives he’s most focused on.
- #142 Career Lessons From an Accomplished CMOby DemandGen on December 24, 2019 at 10:00 am
Throughout our careers and personal lives, we are forced to make many major decisions and tradeoffs. Heidi Melin, CMO of Workfront, is an accomplished CMO with great insight, advice, and stories to share around career development and finding the right work-life balance. Listen as Heidi and I talk about how to know if you’re at the right company and whether or not it’s time to move on.
- #141 10 Things Marketers Should Know Before Getting into SaaS Marketing ft. Dan Frohnenby DemandGen on December 17, 2019 at 10:00 am
Dan Frohnen, CMO of Sendoso, has worked in SaaS marketing for many years and he’s learned a lot of lessons throughout his career. In this episode, Dan shares the top 10 things he wishes he would’ve known when he got started in technology marketing. From building a strong team and putting revenue first to knowing your customers and understanding your strengths, tune in to learn how to excel as a marketer in the technology space.
- #140 An Open Discussion on the Future of Marketing with Jon Millerby DemandGen on December 10, 2019 at 10:00 am
The world of marketing is changing continuously and new trends are forcing us to fundamentally rethink the core beliefs of B2B marketing. In this episode, Jon Miller and I talk about the future of marketing and share many of our predictions for 2020 and beyond. Tune in as we reflect on the early years of marketing automation, explore what email marketing and ABM will look like in the coming years, debunk some misleading marketing myths, and more.
- #139 How to Lead a Major Marketing Automation Migration with Naomi Liu of EFIby DemandGen on December 3, 2019 at 10:00 am
Migrating to a new marketing automation system requires proper planning and orchestration, especially if you’re at a very large global company and have a tight timeframe. Since Naomi Liu and her team at EFI just successfully completed their major move to Marketo, I invited Naomi onto the podcast to reflect on the project and to celebrate the successful completion of it. Listen as she shares how she got into marketing operations, the process behind the migration, advice for anyone thinking about moving to a new system, and her initiatives for 2020.
- #138 How ABM has Become Synonymous with B2B Marketingby DemandGen on November 26, 2019 at 5:30 pm
Account-based marketing has become synonymous with B2B marketing these days. That’s why Sangram Vajre’s latest book is titled, “ABM is B2B”. In this episode, Sangram and I highlight why companies need to be doing ABM, we dive into Sangram’s ‘TEAM framework’, and we also have a little fun in the form of Family Feud-styled ABM trivia questions.
- #137 How to Build a Successful Demand Generation Strategyby DemandGen on November 19, 2019 at 10:00 am
Joe Paone joins this episode of DemandGen Radio to talk about the demand generation strategy he’s built at Splunk. From planning and budgeting to choosing tech and implementing programs, Joe shares how he keeps his demand generation efforts running like a well-oiled machine. Tune in as we share how to properly budget and identify gaps in your demand gen strategy, whether or not marketing’s performance should be tied to revenue, and more.
- #136 Finding Happiness in Your Personal and Professional Lifeby DemandGen on November 12, 2019 at 10:00 am
It’s been proven that when you’re happy, you have a better life, you live longer and healthier, and you even earn more money. But often times, many of us struggle to find happiness. Dr. Elizabeth Lombardo is an expert psychologist known for her work around helping people find happiness and, in this episode, she shares how increasing the amount of happiness we have can transform our lives. Listen as Dr. E dives into the psychology of being happy, how to develop the skills required for building and maintaining happiness, and how to find passion and purpose in life.
- #135 How to Operate as a Lean Marketing Teamby DemandGen on November 5, 2019 at 10:00 am
Sheena Christensen joins the podcast to talk about her journey into her role as Marketing Manager and the initiatives she is focusing on at SGK. Being one of five members on the marketing team at an organization of 7,000 people, Sheena must operate as efficiently as possible when it comes to producing content, executing email campaigns, and driving strategy. Listen as she shares what it’s like being on a lean marketing team, how she depends on DemandGen, and what her top marketing priorities are.
- #134 Flex Marketing: A New Model for Maximizing Marketing Spendby DemandGen on October 29, 2019 at 10:00 am
Erich Ziegler managed a $320 million marketing budget when he worked for Netflix. Needing to optimize that budget and ensure it was being placed into the right demand gen channels, Erich came up with a concept he calls ‘Flex Marketing’ - a model for adjusting marketing spend to support top-performing channels. Since then, Erich has successfully applied this model at both B2C and B2B companies, including his current company, CircleCI. Listen as Erich and I dive into this model and how it works, the importance the proving ROI in marketing, and more.
- #133 Applying B2C Influencer Marketing for B2Bby DemandGen on October 22, 2019 at 10:00 am
Danielle Wiley, CEO of Sway Group, joins this episode to talk about influencer marketing and how brands are using it to generate more demand for their products and services. Listen as Danielle and I dive into how influencer marketing works, why more and more companies in the B2B space are adopting it, and how you can win over customers with the power of story-telling.
- #132 Video Marketing Tips, Trends, and Strategiesby DemandGen on October 15, 2019 at 10:00 am
Vidyard just released their annual Video in Business Benchmark Report which reveals the top trends taking place in video marketing as well as secrets for successfully leveraging video. In this episode, Tyler Lessard joins to share some of his video marketing expertise and to cover some of the findings from the report. Tune in as we talk about how to build a video content strategy, why video is such an effective channel, and where to find the resources needed to help you get started with video.