The B2B Playbook (Kevin Chen & George Coudounaris)

Is the line between B2B and B2C marketing blurring? In this episode, we dissect the convergence of B2B and B2C marketing strategies. We dive into the 5B's Framework and discuss how it's more relevant than ever in both contexts. Don't miss our key insights and actionable tips!

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00:01:19 - Unveiling the 5B's Framework: What You Need to Know!

00:02:21 - Why the 5B's Framework is Your Go-To Marketing Cycle

00:04:30 - The Secret Sauce of Effective Hooks in Marketing

00:05:28 - How Digital Noise is Changing B2B Interactions

00:09:00 - The Real Reason It's Hard to Stand Out in B2B

00:14:09 - Instant Results: The Power of Digital Tracking

00:16:48 - The Golden Rule: Value and Brand Loyalty in B2B

00:20:28 - The Universal Truths of B2B and B2C Marketing

00:22:31 - Evolving the 5BE's: What Needs to Change

00:27:10 - Don't Miss This: Final Thoughts and Next Steps

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

S05 E114 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas

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 thrive

Whether 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.

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00:00:00 Marketing Malpractice: The Shocking Truth About B2B Companies

00:05:10 The Importance of Voice of the Customer (VOC) Research

00:10:20 Taking an Outside-In Approach: Putting Customers First

00:15:30 The Right Way to Do Voice of the Customer Research

00:20:40 Why Surveys Alone Aren't Enough for VOC Research

00:25:50 The 80/20 Rule: Focus on Your Best Customers

00:31:00 A Practical Example: Helping a Company Enter the U.S. Market

00:36:10 The Power of Customer Obsession: Closing the Loop

00:41:20 Overcoming Objections: Why VOC Research Is Worth It

00:46:30 The Importance of Getting Buy-In from Customers

00:51:40 The 10-30-90 Rule: Continuous Customer Touchpoints

00:56:50 A Red Flag Example: Saving a Major Account

01:02:00 Key Takeaways: Customer Obsession Is the Path to Success

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E142 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing #voiceofthecustomer #voc #customerresearch

Events can be a GAME changer for your business 🚀

But the last thing we want is another online webinar!

We’re all thinking it. If you’re anything like us, some of these event invites get automatically filed away to some dark folder in Gmail to never be read, or deleted immediately!

But let’s challenge that and ourselves to do events differently. Because it’s still an amazing channel for B2B marketers. There’s nothing quite like it for quality time with some people you as marketers really need to be talking to!

Nick Bennett gives us the lowdown on why the old way of doing events just doesn't cut it anymore and how pivoting towards event-led growth can seriously boost your pipeline and revenue. He's all about the experience, engagement, and data when it comes to nailing those successful events. 🎯

We also chat about the cool concept of brand evangelism and when it's the perfect time for a business to bring a brand evangelist on board. Nick shares his wisdom on why quality beats quantity in event engagement and the secret sauce to keeping the conversation buzzing after the event. 🗣️

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Are you struggling to scale your B2B marketing efforts? Do you lead a small team and wonder how to make a big impact? In this episode of The B2B Playbook, we dive deep into the strategies, tools, and mindset you need to scale your B2B marketing function effectively. We cover everything from cross-functional collaboration to tech stack, data privacy and security practices and more!

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00:01:10 - Unlocking Career Growth in B2B Marketing

00:02:30 - The Golden Rule of Scaling: Fix It or Forget It!

00:06:00 - How to Add Value to Your Dream Customers

00:08:00 - Why Early Decisions Save Money in Scaling

00:10:50 - Not Legal Advice

00:13:50 - Mastering Cross-Functional Collaboration

00:15:00 - Ego vs. Teamwork: What Wins?

00:19:00 - Why Marketing is the Glue in Business

00:20:00 - The Secret to Effective Cross-Functional Teams

00:20:33 - Key Takeaways: Don't Miss This!

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

S05 E113 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas

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-informed

This episode is a must-watch for marketers ready to ditch old playbooks and embrace strategies that actually work.

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00:00:00 The Problem with Predictable Revenue

00:01:27 Meet Sam Kuehnle: VP of Marketing at Loxo

00:02:37 What is Loxo? Revolutionizing Talent Intelligence

00:05:01 Why Loxo Needed Brand Awareness, Not Just Demand

00:07:18 The Difference Between Brand Awareness and Demand Creation

00:09:23 The Obsession with Quantity Growth Strategies

00:12:06 Negative Touch Points: The Hidden Cost of Cold Outreach

00:16:10 Why Churn and Burn Tactics Are Unsustainable

00:18:20 Building a Consultative Marketing-Sales Relationship

00:22:03 Aligning ICPs and Segments Across Teams

00:25:20 Sharing Goals: The Secret to Team Collaboration

00:30:22 Data-Informed, Not Data-Driven: Shifting the Marketing Mindset

00:36:01 How Podcasts and Content Build Brand Affinity

00:42:12 Cutting Paid Search: Why Loxo Focused on Efficiency

00:47:17 The Power of Speaking to Problems, Not Products

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E167 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen #outbound

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Scale can be a problem in itself..

As your business grows, the mission gets fuzzy and the brand gets harder to explain.

That can happen internally and externally.

It makes it harder for your brand to stand out, and certainly makes your job as a B2B marketer harder!

If it’s hard for your team to remember the tagline, how will your customers remember what it is that you do and your potential customers to understand your value?

That’s where revisiting your storybrand comes in.

This week, we not only revisit what that’s all about, but also give you practical examples and tips on how you can use it at the Be Better stage of your B2B marketing journey.

Links Mentioned:

A Stanford study by Gordon Bower and Michal Clark in 1969

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.

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Another special episode this week.

And a timely one while we’re talking about being helpful!

This week we had a special guest who personifies being helpful.

Not only does he have his own podcast helping thousands of people out there with their marketing careers, he’s also sharing all this on LinkedIn on a more than regular basis!

And it’s doing wonders for his own career and the growth of his employer!

So you can have your cake and eat it too!

Tune in for a great episode where we dive into how being helpful looks in practice. Here’s a few quick quotes from an amazing “helpful” interview:

• “being bullish on kindness”
• Be “host of the party”
• “Learning in public”
• “Solve a periphery problem for your dream customers”

A final bit of encouragement: we’re all regular people and you can do it too. So get started!

Links:

Mason Cosby On LinkedIn

The Marketing Ladder podcast

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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!

Building a thriving community and life as an in-house marketer.

Being an in-house B2B marketer comes with unique challenges—tight budgets, small teams, and the constant struggle to prove impact. But what if there was a way to get support, learn faster, and grow together?

In this episode, we sit down with Axel Sukianto, former Marketing Director at UpGuard and co-founder of Generate, the go-to B2B marketing community in ANZ. We discuss what it’s really like working in-house, how Axel transitioned from law to marketing, and why he built a private Slack community that’s now thriving.

If you're tired of figuring it all out alone, this is the episode for you.

Tune in and learn:

+ The biggest challenges in-house B2B marketers face (and how to solve them)

+ Why community is becoming a MUST for B2B marketers

+ How Axel built Generate into a 300+ member strong B2B marketing hub

This episode is a must-watch for B2B marketers looking for real, practical insights on career growth, community, and the future of marketing.

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

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00:00 From Lawyer to Marketer: Axel’s Unexpected Career Pivot

04:00 What It’s Really Like Being an In-House B2B Marketer

07:30 The Challenges of Growing a SaaS Marketing Team

10:50 How to Work Effectively with Sales as a Marketer

14:20 The Realities of Building a Marketing Funnel from Scratch

17:40 Why Most B2B Marketing Strategies Fail

21:00 Live Events Are Back – But Should You Host One?

25:00 The Birth of the Generate Community

28:40 How to Build a B2B Community That Actually Works

32:30 The Power of Learning from Other Marketers

36:50 The Future of Generate and What’s Next for Axel

40:30 Final Thoughts: Why Community is the Future of B2B Marketing

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S07 E173 - The B2B Playbook

#demandgeneration #demandgen

#b2bmarketing #community #b2bcommunity

Happy Holidays everyone!

This week, we're bringing you one of our favourite episodes to comfort you in your food coma.

In this bonus episode, we talk about some great copywriting tips for your helpful content, but aligned with the 5 stages of awareness your potential buyers go through.

This will help you ensure you’re being helpful along the way!

So tune in to this week’s episode for some great tips to get going on your “be helpful” content journey!

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!

In our first interview ever, we had Kiarnii Tickle on the show!

She gives a great window into what B2B marketing is all about, from challenges to how to show ROI.

A dear friend of ours, Kiarnii is an exceptional marketer in general. She shows how some of the main concepts we’ve been talking about really deliver in her own experience at Altis Consulting.

Join us as we put it all together, seeing the theory in practice.

A special thanks to Kiarnii for joining us and her time, and Altis Consulting who are on an amazing B2B marketing journey!

Links:

Kiarnii’s LinkedIn

Altis Consulting

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!

This week we started well.

A surprise to both of us, George actually had a well executed segway into the topic of the episode.

Unsurprisingly he immediately derailed us into a discussion about his singing.

At least he realised about 5 minutes in and brought it back on topic!

This week we’re talking about what metrics to look at and report on to know your helpful content strategy is working.

It’s probably an episode that’s quite actionable, aside from being of immense interest to most of our listeners.

But we have a take on it that we think is a little different to most, which really gears you towards success!

Tune in to this week’s episode to find out what metrics should be tracked, which should be communicated, what success looks like, and importantly which ones to avoid!

Things Mentioned In The Show:

Clearbit, 6Sense, Zoominfo

Chili Piper, Phantombuster, Refine Labs, Gong

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/randfish

https://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!

Keeping George in line is never easy! If he had his way, this episode would be more about fifty shades of grey and blindfolds than marketing.

Thankfully we squeezed in a few tips about how to get the most bang for your buck out of your digital marketing for B2B businesses as well!

Links to things discussed during the episode:

Good To Great - by Jim Collins

The 4 Hour Work Week - by Tim Ferriss

Tribes - by Seth Godin Book

The B2B Playbook LinkedIn Page

The B2B Marketing Club - LinkedIn Group

You can find transcripts, 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!

Kev’s got some spare time and is careful not to spend it doom scrolling on social media!

Although not sure if his choice of activities to fill his time is much better!

While it’s good to get off social media for your mental health, you can help improve that feed for those that do go on it!

This week we’re talking about how you can use paid ads to be helpful and approach it very differently to demand capture.

By bringing your helpful content to the feed, instead of asking people to leave the feed, amazing things can start to happen.

Tune into this week’s episode for more!

Links To Mentioned Resources:

5 Stages of Awareness Episode (Ep 28)

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!

We've taken a quick break from 'Be Better' to bring you George Coudounaris' interview from the The LinkedIn for B2B Growth show.

It's not just because he loves the sound of his own voice...

... it's because he talks in-depth about:

• What is demand generation?
• What are the key benefits of demand generation marketing?
• Is demand generation marketing a short-term or long-term play?
• How can B2B Marketers build a demand engine?
• Tips for choosing the best format type and platform

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!

The theme of this episode is…

“High Value Content, Low Production Value.”

High Value Content: Being Helpful (NOT being annoying!)

Low Production Value: Kevin’s crumpled white t-shirts he likes to record in!

Despite the visual impression of being a little rough around the edges, we talk about a pretty important framework and steps to developing content that is highly engaging.

And it comes back to the overarching principle of Being Helpful with it.

It’s so important to do this because that’s how you’ll build the trust needed in the relationships you need to establish with your audience.

Tune into this week’s episode for more!

Links To Mentioned Resources:

The Content Marketing Institute - Joe Pulizzi

SaaS Businesses: Drift, Alyce, metadata.io

Chris Walker at Refine Labs

Dave Gerhardt

Metigy

Simo Ahava - “Manipulate Response Headers In Server-side Google Tag Manager” Article

Todd Clouser from Refine Labs

Sixt Sponsored Road Trip Article In TimeOut

You can find transcripts, 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!

Positioning is the ultimate tool for creating an outsized impact in your market. In this episode, we uncover how small B2B teams can use positioning to dominate their niche.

We discuss practical frameworks, highlight CRM market leaders like Salesforce and HubSpot, and share actionable steps to sharpen your positioning strategy.

Tune in and learn:

+ Why positioning matters more than ever in B2B

+ A 5-step framework to define and test your positioning

+ Real-life examples of positioning done right

This episode is a must-watch for any B2B marketer who wants to understand how to use demand generation to elevate their brand and drive revenue.

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00:00 Introduction: Key Ingredient for Outsized Impact

02:00 What Is Positioning and Why It Matters

04:00 Market Leaders and the Power of Positioning

06:30 Examples of Great Positioning: Salesforce and Pipedrive

08:30 How Positioning Shapes CRM Markets

10:00 Steps to Define Your Positioning

12:00 Leveraging the 80/20 Rule in Positioning

14:00 Testing and Validating Your Positioning

15:30 Lessons from the B2B Incubator

16:30 Aligning Positioning Across Your Organization

17:30 Leadership Buy-In and Scaling Your Positioning

18:30 Final Takeaways on Positioning

19:00 Closing Thoughts and Key Lessons

19:10 How You Can Support the B2B Playbook

19:20 Sign Off: Subscribe for More B2B Insights

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E163 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

You’ve probably tested LinkedIn ads, but not like this…

We’re speaking with a true expert on them this week. And as usual, we’ve zero’ed in on someone who’s being helpful with their expert content!

Justin Rowe takes us through his thoughts on how to make LinkedIn ads a success for any business, by thinking about it as an amplifier of your marketing ecosystem and not just another channel.

Who knows, you might just find that scale we’re all after these days!

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!

Your sales team responsible for outbound?

Wonder if it should sit within your marketing team’s remit?

Well we think they’re part of the same growth engine and should definitely sit together! Even if the division of labour isn’t as clean.

This week we have a helpful expert on outbound join us to discuss exactly what effective outbound looks like and how marketing and sales can and should work together to get it right.

At the end of the day, it forms an important part of the overall growth strategy of any business, particularly B2B ones!

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!

We’re finally starting to show some personality!

It’s harder than you think when you’re just talking to a screen with your podcast co-host who’s internet is lagging!

This week, we dive into what’s entailed in “Being Ready” to promote your B2B small and medium sized business successfully online.

We know you have questions like how do you build your brand, know your audience, dream 100 and how to get a website going as well as how to actually use that data everyone is talking about. Tune to hear the answers!

Links to things discussed during the episode:

Start With Why By Simon Sinek

Building A Brand Story By Donald Miller

The Small Business Big Marketing Podcast

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!

Are you overcomplicating Demand Generation? We've been in the B2B marketing game for a while now, and if there's one thing we've learned, it's that we marketers love to overcomplicate things. Demand generation is no exception.

But here's the truth: at its core, demand generation is about building relationships and solving real problems for your customers. It's not rocket science, but it does require a strategic approach.

Founder of The B2B Playbook George Coudounaris appears as a guest on The Marketing Woman Show to share the fundamentals of demand generation, cut through the jargon, and give you a actionable frameworks that you can start implementing today.

Tune in and learn:

+ What Demand Generation Is (in simple terms)

+ Our favourite Framework for creating your Demand Gen strategy

+ Tips for getting started with Demand Gen

Whether you're a seasoned B2B marketer or just starting out, understanding demand generation is crucial for sustainable business growth. So, let's dive in and demystify this often misunderstood aspect of B2B marketing.

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00:00:00 Welcome & Introductions

00:00:44 What is Demand Generation?

00:03:18 Demand Capture vs. Demand Creation

00:05:50 The Pitfalls of Lead Generation

00:07:40 The Role of Content in Demand Generation

00:10:17 Effective Content Mapping Strategies

00:12:52 Storytelling: A Powerful Demand Gen Tool

00:14:55 Building Trust Through Customer Advocacy

00:17:34 The 5 BEs Framework Overview

00:20:00 Be Ready: Understanding Your Customer

00:22:50 Be Helpful: Creating Relevant Content

00:25:45 Be Seen: Effective Distribution Channels

00:27:50 The Role of AI in Content Repurposing

00:31:09 Advice for New Marketers

00:35:20 ABM vs. Demand Generation

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E148 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

When Kevin signed on to do the editing for the podcast, he wasn’t expecting it to affect his relationship with his fiance. Fast forward a few months, and all he can hear is ums and uhs from his partner, as well as George and himself!

But for the most part it is just about keeping the podcast on track with the editing!

It’s another short episode packed with great frameworks and ideas on how to grow your business online.

We’re covering why doing a great website and getting it seen online is two very separate things.

We also give you a few short questions to help you understand any online advertising channel, whether that’s Google, Facebook or TikTok!

Once you understand that, you’ll be able to make the most out of these channels.

Next week, we’ll even guide you through picking the right channels for your business! So be sure to tune into part 2 of building basic visibility online for your business!

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!

If you're a B2B marketer with limited resources, in a small team and you're struggling to drive pipeline and revenue for your business - keep reading!

SEE THE PROGRAM: https://theb2bplaybook.com/the-b2b-in...

In this episode, we share the details of our 12 week program - The B2B Incubator.

It gives you:

- The strategy

- The templates

- The tools

AND live Q&As with B2B expert George Coudounaris

... all to drive more DEMAND for your brand.

See why B2B marketers like you love it: https://theb2bplaybook.com/the-b2b-in...

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 / @theb2bplaybook  

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-----------------------------------------------------

00:00 Building A Demand Engine For Increased Revenue In 12 Weeks

03:50 The Importance Of Building A Demand Engine For Business Growth

07:26 Driving Business Forward With A Firm Demand Generation Strategy

11:47 Interactive Learning And Q&A Sessions For Business Strategy Execution

13:49 Building A Helpful Demand Engine: Creating Relationships At Scale

18:15 The B2B Incubator: Honest Reviews And Money-back...

Sales and Marketing alignment is the holy grail for an organization. When the two work together, the business benefits enormously by having a much more efficient method of acquiring new customers.

But the reality of most organisations is the two teams are 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.

Today we're going to share (in our experience) a framework for how the two roles can become more aligned, and start work as one revenue team. We'll start by diving into some misconceptions as to how sales and marketing should work together. We'll then provide our framework and advice on how the two can collaborate better. Finally, we'll give you the metrics sales and marketing should share, and finish with some practical tips on how marketing can keep a closer working relationship with sales.

To illustrate these concepts, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.12 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ Where Sales and Marketing teams go wrong working together

+ How to define the roles of sales and marketing

+ Shared reporting for the two teams and a meeting agenda

This episode is a must-watch for any B2B marketer looking to level up their demand generation efforts and work closer with sales.

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-----------------------------------------------------

00:00 The Ultimate Guide to Sales & Marketing Alignment

03:32 Busting Myths: What Sales & Marketing Really Do

06:52 Why Marketing Isn't Just the 'Make It Pretty' Department

09:13 Aligning Goals: The Foundation of Success

11:10 Targeting Together: One Team, One Dream

13:11 Defining Roles: Who Does What in B2B

15:30 Closing the Loop: Real-World Insights Matter

17:30 Shared Metrics: The Key to Unity

20:40 Sales Enablement: Making Content That Converts

22:22 FAQs: Your Secret Weapon for Alignment

23:20 Weekly Meetings: Short, Sharp, and Productive

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E140 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

As you know listeners…

George loves to give Kev a good ribbing now and then.

This week though, the attention on George right off the bat. After a rather weak effort to start the show!

While first impressions like this can be pretty important, it’s equally important to have a great ongoing impression, particularly when it comes to ABM!

So this week, we’re talking you through what you need to do to ensure the sales team carries on your good work, how to continually improve your ABM approach, and even how to report on progress to the executive team. Because let’s be honest, they’re keeping the lights on for the whole ABM show!

Plenty of actionable things to do and look at. As always, nothing to be scared off and put off as a result!

Tune into this week’s episode for more!

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!

How can B2B marketers navigate and measure your impact on long, complex B2B buying cycles? This week we sat down with Dreamdata We sat down with Steffen Hedebrandt, Co-founder and CMO of DreamData. We explore the complexities of long B2B buying cycles, innovative strategies for demand generation, and how to measure marketing impact across the entire funnel.

Steffen shares invaluable insights from Dreamdata's own growth journey, discussing everything from early-stage marketing tactics on a budget to leveraging content collaboration and the rise of B2B influencers. We also delve into Dreamdata's unique approach to weekly live events and how they've become a cornerstone of their content strategy.

Tune in and learn:

+ How to navigate and measure success in long B2B buying cycles

+ Strategies for moving from bottom-funnel to full-funnel marketing

+ The power of content collaboration and B2B influencer marketing

This episode is a must-watch for any B2B marketer looking to drive sustainable growth and prove their impact on revenue. Steffen's practical advice and real-world examples make this a goldmine of actionable insights for marketing teams of all sizes.

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00:00 The Key to Sustainable B2B Growth

03:09 Unveiling DreamData: B2B Customer Data Platform

06:12 Navigating Long B2B Buying Cycles

09:30 Building Trust with Future Buyers: DreamData's Strategy

13:40 From Bottom of Funnel to Full-Funnel Marketing

17:28 Early Stage Marketing Tactics on a Budget

21:15 The Dual Approach: Exploit and Experiment

24:50 DreamData's Weekly Live Events Strategy

28:00 The Power of Content Collaboration

29:40 The Rise of B2B Influencers and Creators

32:30 Measuring Mid and Upper Funnel Activities

34:40 Qualitative Proof: Capturing Customer Feedback

36:00 Closing Thoughts and LinkedIn Connection

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E152 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing #attribution #b2battribution

George got a new mic! Can you hear the difference? Is it better for your ears?!

This week, we’re looking at how to “Be Helpful”. This is where you really start to show your expertise online! It could possibly be the most important step in growing your B2B business online.

Afraid of putting trade secrets out there? Not sure if you have anything worthwhile to contribute to an already noisy space? We’ll help you with such questions!

The way we look at it, it should be one simple process to follow to make sure it’s easy for you to get consistent with your content output. This will do wonders for how much content you put out and how far your business will go.

Links to things discussed during the episode:

Content Marketing Institute - Founded by Joe Pulizzi

The Boomerang Effect by Tim Reid

Tribes: We need you to lead us by Seth Godin

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!

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!

📺 The best B2B marketers collect and ACT on customer insights. But how do you actually do it?

In this episode, we show you first HOW to conduct a customer interview, and then how we use those insights to adjust our marketing strategy and tactics.

You'll also learn about how our demand gen program 'The B2B Incubator' has helped marketers in small teams.

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!

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 success

This episode is a must-watch for marketers looking to stay ahead in content and PR innovation.

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00:00 Introduction: Meet Adrian Fagerlund and Linkby

03:00 What Is Linkby? Revolutionizing Content and Advertising

06:00 Overcoming the Chicken-and-Egg Problem in Startups

09:00 Redefining Sales: Trusted Advisors, Not Just Sellers

12:00 The Role of Team Alignment in Scaling Rapidly

15:00 Lessons from Pedestrian.tv: A Foundation for Linkby’s Success

18:00 Linkby’s Global Team Bonus System: Driving Collaboration

21:00 The Power of Communities and Referrals in Marketing

24:00 Performance PR: Working with Agencies and Affiliates

27:00 Exploring Linkby’s Reverse Pitching Feature

30:00 Feedback Loops: Improving Targeting and Aligning Teams

33:00 What’s Next for Linkby: Products and Innovations

38:00 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E166 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen #outbound

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

🎯 Join us on a mission to create The Perfect B2B Marketing Campaign! 💼✨ We know that every great campaign begins with customer research, and that's exactly where we're starting! 📚

In this exciting video, our Customer Interview expert Ryan Gibson 👨‍💼 will take you behind the scenes as he interviews our Dream Customer, Monica, to uncover valuable insights that will fuel our next marketing campaign. 🤔💡

Get ready for a full extract of the interview, where Monica shares her thoughts and experiences. 🗣️💭

But that's not all! 🌟 Join us as we dive into Ryan's insightful analysis of the interview and discover how we're leveraging those precious insights to supercharge our marketing campaign. 📈✨

Don't miss out on this epic journey! 🚀

🔥 Click here to watch the video and witness the magic unfold: 🔗🎥 https://www.youtube.com/watch?v=ewEt-CfXQkM

SUBSCRIBE and follow the Journey: https://theb2bplaybook.com/the-perfect-b2b-marketing-campaign/

🎉 This part of our experiment is proudly sponsored by Dovetail 🚀 - your go-to hub for customer insights that empowers teams to build superior products! 🛠️💡

Don't forget to check them out 👉https://dvtl.link/43ud3hi

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-----------------------------------------------------

00:00 Introduction

02:00 Interview begins

42:00 Monica's Questions For Ryan

----------------------------------------------------

👥 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

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🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

-----------------------------------------------------

The B2B Playbook

-----------------------------------------------------

#b2b #b2bmarketing #digitalmarketing #youtubemarketing

Back for a second week? Thanks so much!

We’re sure your time investment with our podcast will return you in spades in your business revenue!

This week we give you the mountain top view of the whole playbook for selling business to business online.

What’s The 5 Be’s? How to utilise that to grow your business online? How do you even do digital marketing, and for a B2B small business?

We’ll answer these questions and more in this episode!

We’re so excited to share our knowledge and hopefully start helping all your deserving B2B small businesses to grow like they deserve!

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!

Sometimes, it’s important to get back to your roots.

That’s certainly a little journey we travelled on this episode on a personal level.

But also what we aim to do in these recent episodes where we talk about some topical discussions that have been coming up in the B2B space, particularly on LinkedIn recently.

We use first principles from our 5 Be’s framework to look at one such topic this week:

Should You Hide Your Content Behind An Email Gate?

You’ll get our take and why. And more importantly the ability for you to figure this out for yourself and how to approach it without burning the house down!

Tune into this week’s episode for more!

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!

Kev has finally recovered from a rough week in the trenches with a double ear infection. Sadly it means hearing George’s voice again..

And just in time for us to round out the conversation on Be The Best, the final section and the end of our summary episodes of each stage of The B2B Playbook framework!

It’s a great episode, packed with more tactics and hacks to get your B2B SME purring along!

Links to things discussed during the episode:

Experts Secrets - Russell Brunson

Blindsight - Matt Johnson and Prince Ghuman

Purple Cow - Seth Godin

The E Myth Revisited - Michael Gerber

The 4-Hour Work Week - Tim Ferriss

The B2B Playbook LinkedIn Page

The B2B Marketing Club - LinkedIn Group

You can find transcripts, 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!

Still struggling to keep up with content creation?

Even with a system in place, new channels and their content requirements can quickly blow out your workload.

We’re here to help, particularly you small business marketers!

We recap our content repurposing framework and process, but also give you some great tips on how to take it to the next level!

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!

Triggers and signals are all the rage in B2B marketing at the moment. We have website visitor identification companies like RB2B!, Clearbit, and Dealfront making plenty of noise. We have intent data vendors trying to sell you lists of people more likely to be ‘in-market’.

In this eye-opening episode of The B2B Playbook, we dive deep into the world of B2B signals and triggers. We explore what they mean for marketers, sales teams, and leaders, and how to use them effectively in your strategy.

Tune in and learn:

+ How to identify quality signals that actually indicate buying intent

+ The power of customer interviews in uncovering true buying triggers

+ Why tech platforms aren't the silver bullet for B2B signal success

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00:00 Unveiling the Power of B2B Signals and Triggers

01:24 The 5 B's Framework: Your Roadmap to B2B Success

02:34 Decoding Modern B2B Triggers: From Job Changes to Website Visits

03:44 Old School vs. New School: The Evolution of B2B Signals

05:20 Common Pitfalls: Where Marketers Go Wrong with Signals

06:51 The Art of Signal Interpretation: Quality Over Quantity

08:33 Lessons from the Past: Traditional B2B Signal Gathering

09:50 The Tech Trap: Why Platforms Aren't the Silver Bullet

11:05 Case Study: When Signal Tracking Goes Overboard

12:50 Nurture vs. Hard Sell: Striking the Right Balance

14:30 The Customer Interview: Your Secret Weapon for Signal Discovery

16:30 Uncovering Buying Triggers: Key Questions to Ask Your Customers

18:18 Cataloging Your Market: A Step-by-Step Approach

19:50 Putting It All Together: ICP, Triggers, and Cataloging

21:30 Key Takeaways: Mastering B2B Signals and Triggers

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E154 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

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!

Head over to Sessions.us and sign up for a 14-day free no strings attached free trial

https://sessions.us//?utm_source=podcast&utm_medium=body&utm_campaign=b2bplaybk

This week we have one of LinkedIn's very own marketers - Lucy Sonter - on the show to walk us through how the beast itself pulls together its own B2B go-to-market strategy.

Lucy shares stories and examples from successful product launches at LinkedIn. In her former life, Lucy also worked in Sales, so she's able to weigh in on how sales and marketing can work better together.

Tune in and learn:

+ how to leverages sales insights to enrich your marketing strategies

+ how LinkedIn changed everyone's mind about using their 'audience network'

+ what customer insights you need and how to gather them

Just like many of our listeners and viewers, Lucy's team is resource and time strapped - so she faces many of the same problems that you do.

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00:00:00 - Welcome & Introduction

00:06:00 - The Journey from Sales to Marketing

00:12:00 - Customer Insights: The Foundation of Strategy

00:18:00 - Participating in Customer Advisory Boards

00:24:00 - Hindi Ads Case Study: Overcoming Language Barriers

00:30:00 - LinkedIn Audience Network: A Global Perspective

00:36:00 - Sales and Marketing Alignment: A Personal Take

00:42:00 - Enhancing APAC Strategies with Local Insights

00:48:00 - Wrap-Up: The Importance of Measurement

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S05 E128 - The B2B Playbook

#b2b #b2bmarketing #demandgen

#b2bsaas #demandgeneration #marketingstrategy #linkedin

This week we have a 7x ex-head of sales - turned marketing expert on The B2B Playbook - Adem Manderovic!

He's combined his unique experience as both an 'old school' seller and a modern marketer to bring us an advanced, holistic Demand Generation framework that drives better commercial outcomes called Closed Circuit Selling.

Tune in and learn:

+ why marketers need to 'Catalogue the Market'

+ how and why you need to validate a channel before you begin

+ why marketers need to 'go backwards to go forwards'

And most importantly, the business acumen that has been lost by marketers and sales people alike that is now more important than ever.

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00:00 Welcome and Introduction to Adem Manderovic

05:00 Understanding Commercial Acumen in B2B

10:00 The Concept of Closed Circuit Selling

15:00 Addressing Sales and Marketing Disconnection

20:00 Effective Demand Generation Tactics

25:00 Enhancing Customer Journeys and Experiences

30:00 Marketing and Sales Alignment Strategies

35:00 Crafting Persuasive Sales Content

40:00 Future Trends in B2B Sales and Marketing

45:00 Wrapping Up: Key Insights and Takeaways

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S05 E120 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas #contentstrategy #demandgeneration

#B2BMarketing #DemandGeneration #MarketingStrategy #contentmarketing

In action packed episode of The B2B Playbook, we into the heart of effective B2B marketing with their innovative 5 B's Framework. This comprehensive approach is designed to help B2B marketers drive sustainable growth for their businesses.

From the initial stages of understanding your customers to optimizing your marketing workflow and leveraging advanced tactics like neuromarketing, the 5 B's Framework covers it all.

Join us as we recap the principles behind this framework, discuss why they created this podcast, and share who can benefit from it. Whether you're a seasoned B2B marketer or just starting out in the field, this episode is packed with insights that can transform your marketing strategy.

It’s been a while since we started the podcast.

Nothing like a quick end of season refresher as to why you’re even listening to us! And for those of you who have recently joined us, it’s a good episode where we can re-introduce ourselves.

While the framework hasn’t changed, we’ve certainly learned a lot in the last 90 episodes of doing the podcast. Our vision is a little clearer, and so is our message. So there’s still new things in this episode for our loyal listeners from the start!

Revision is always important in any case!

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00:00 Opening

01:50 Our 5 BEs Framework

03:53 Why We Call It Demand Generation

05:41 The Biggest Mistake B2B Companies Make

10:13 How To Create Demand - The 5 Stages of Awareness

12:41 The Difference Between Lead Generation and Demand Generation

16:52 The Emergence of Dark Social

22:09 Re-introducing our 5 BEs Framework

24:37 The Origin of Our 5 BEs Framework

31:32 Our Love for B2B Marketing

35:59 Our Strategy for Growing Our Business

37:49 Growing the Podcast

39:59 How to Grow By Listening to Our Podcast

42:32 The 5 BEs Framework and Demand Gen

----------------------------------------------------

👥 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??)

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🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

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S04 E93 - The B2B Playbook

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#b2b #b2bmarketing #digitalmarketing

#B2BMarketing #MarketingTips #MarketingStrategy #SalesAndMarketing #BusinessGrowth

Thanks for tuning into the first episode of The B2B Playbook. We (Kevin and George) introduce you to us, why and what The B2B Playbook is. And why we’re so excited to bring this to you!

You can find transcripts, 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!

In this episode, we dive deep into Google's massive search documentation leak and explore what it means for your SEO and content strategy - and how it plays into your wider Demand Generation strategy.

With over 14,000 potential ranking factors exposed, this is a game-changer for anyone serious about digital marketing. We break down key insights from industry experts like Rand Fishkin and discuss how this leak could impact everything from content quality to brand relevance.

Tune in and learn:

+ How to optimize your content based on Google's newly revealed ranking factors.

+ The importance of brand building in your SEO strategy.

+ Why user interaction and navigation boosts are now critical for ranking.

This episode is a must-watch for marketers looking to stay ahead.

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-----------------------------------------------------

00:00 Introduction: What Google's Leak Means for SEO & Content Strategy

03:00 Overview of Google's Search Documentation Leak

05:00 Key Insights from Rand Fishkin's Analysis

07:30 Google's New Focus: User Interaction Scores Explained

10:00 The Importance of Content Quality and Link Scores

12:00 Relevance and Quality Boosts: How They Impact Ranking

14:30 Optimizing for Navigation Boosts: Why Your Website Layout Matters

17:00 Consistency in Content Publishing: Why It's Essential

20:00 The Growing Importance of Brand in Google's Ranking

22:30 Niche Strategies: Why Focusing on Smaller Markets Wins

25:00 The Long-Tail Advantage: Competing with Big Brands

27:30 Expert-Led Content: The Key to Winning in Google Search

29:00 Building Trust: A Long-Term Strategy for SEO Success

31:00 Summary and Key Takeaways

32:00 Closing Remarks 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??)

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So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E153 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

A very common question we get: how do we show the value of marketing.

It comes up all the time in house.

For those of you who have dabbled with agency life, you’ll know this is one that’s not far from conversations with clients either.

Well let’s talk about how to do it effectively for B2B businesses, so as not to hamper growth!

Check out how the 3 tiered approach works and help you with exactly that.

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!

Are you wondering if demand generation is the right fit for your company? We bring out the whiteboard again in this video to explore which companies are suited for demand gen. We'll take into account different go-to-market strategies, industries, and business models.

We examine real-life success stories, from traditional manufacturing to cutting-edge SaaS businesses, demonstrating the power of demand gen across various industries.

Whether you're a sales-led organization struggling to connect with the right prospects or a marketing team seeking better alignment with sales, this video will provide you with valuable insights and a practical framework to drive sustainable growth for your business.

This is part.3 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ Why your go-to-market motion doesn't matter for demand gen success

+ How demand generation can impact companies in any industry

+ The right time and prioritization for implementing a demand gen strategy

If you're a B2B marketer or a leader exploring whether now is the right time to start investing in demand generation, this episode is for you.

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-----------------------------------------------------

00:00:00 Intro: What Companies are Suited for Demand Gen?

00:01:02 Defining Demand Generation

00:02:56 Does Go-to-Market Motion Matter?

00:05:20 Demand Gen for Inbound and Outbound Strategies

00:07:13 Demand Gen for Other Go-to-Market Motions

00:09:06 Demand Gen for Outbound Sales Teams

00:10:38 Why Industry Doesn't Matter

00:13:22 Demand Gen Complements All Go-to-Market Strategies

00:14:23 A Real-Life Demand Gen Success Story

00:17:18 Demand Gen Impacts All Industries

00:18:36 The Right Time and Prioritization for Demand Gen

00:19:27 Key Takeaways

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E131 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy

This week we’re continuing to analyse helpful content examples!

We’re dissecting the helpful content of Chili Piper this week, so you can see and understand why it’s a good piece of content that sits well in our “Be Helpful” stage of the 5 Be’s framework.

Our aim is to help you understand what’s good, what needs tweaking and how to recognise good content for yourself.

Chili Piper’s helpful content is a case study that’s being promoted as an ad on LinkedIn.

Chili Piper is a SaaS company that provides software which helps sales teams automatically schedule appointments with leads, instantly turning inbound leads into qualified meetings.

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!

Is Kevin really complaining about a free meal?!

What car brand is or isn’t sponsoring our podcast?!

What things do you really need to set up for your business from day 1 of having your website live?!

You’ll find the answers to these and much more in this week’s episode.

Part 2 of “Building Basic Visibility Online” for your business sees Kevin and George cover how to decide which channels are the best for your business and how to start testing them as well.

By the way, we’re kidding about the car sponsor. :)

Things discussed during the episode:

Episode 9 - Defining Your Brand

Onsite things to work on: sitemap, robots.txt, title links & meta descriptions

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!

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!

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-----------------------------------------------------

06:10 The Power of Triggers: Mother Turkeys' Instinct

13:10 Introduction: The Power of Reciprocity

14:00 Building Relationships through Giving

15:30 The Principle of Reciprocity in Action

17:00 Giving Value without Expectations

18:20 Commitment and Consistency in Marketing

19:50 Cognitive Dissonance and Consistency

22:20 Small Commitments Leading to Bigger Actions

23:50 Nurturing Relationships with Value

24:50 Moving Up the Value Chain

27:00 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??)

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So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

-----------------------------------------------------

S05 E107 - The B2B Playbook

-----------------------------------------------------

#b2b #b2bmarketing #digitalmarketing

#b2bsaas #behaviouralscience #neuromarketing

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/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

06:10 The Power of Triggers: Mother Turkeys' Instinct

13:10 Introduction: The Power of Reciprocity

14:00 Building Relationships through Giving

15:30 The Principle of Reciprocity in Action

17:00 Giving Value without Expectations

18:20 Commitment and Consistency in Marketing

19:50 Cognitive Dissonance and Consistency

22:20 Small Commitments Leading to Bigger Actions

23:50 Nurturing Relationships with Value

24:50 Moving Up the Value Chain

27:00 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

-----------------------------------------------------

S05 E107 - The B2B Playbook

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#b2b #b2bmarketing #digitalmarketing

#b2bsaas #behaviouralscience #neuromarketing

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 Profile

adconversion.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!

We’re here at the final BE of the 5 Be’s Framework and the 5th season of the podcast!

With just over 100 episodes under our belts, we still feel like we’re just getting started. And that’s the sort of optimism about B2B marketing that we hope to pass on in this season as well!

Here we cover some overarching themes to guide you in going forward with our framework, as well as some further areas of study that become more general in nature, but can still have a big impact on your B2B marketing workflow. And we round things off with some interesting topical themes and hopefully another series of great interviews with experts.

Looking forward to another great and HELPFUL season ahead for the podcast!

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-----------------------------------------------------

00:00 Different Definitions And Processes For Addressing Issues

01:32 Becoming The Best: A Framework For B2b Marketing Success

05:24 The Circular Evolution Of The Five Bs Framework

09:03 The Value Of Having A Framework

10:19 Cross-functional Examples For Success: Rethinking Sales Tactics

12:18 Adapting Tactics For Building Relationships With Dream Customers

15:00 Crafting An Irresistible Offer For Your Dream Customer

17:10 Building Educational Content To Attract Customers: Lessons From Hubspot And The B2B Playbook

18:19 Exploring The Importance Of Addressing Issues And Defining Broken

21:18 The Importance Of Framework Over Short-term Tactics

----------------------------------------------------

👥 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??)

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So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

-----------------------------------------------------

S05 E102 - The B2B Playbook

-----------------------------------------------------

#b2b #b2bmarketing #digitalmarketing

#b2bsaas

We're taking a quick break for 'Be Better' to bring you George Coudounaris' interview from the Levels podcast.

It's not just because he loves the sound of his own voice...

... it's because he talks in-depth about:

• Demand generation
• How small businesses can see if it's right for them
• How to get started
• How they can use our 5 BEs Framework to implement it in their business

Podcast hosted by Picup Productions.

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!

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 campaigns

This 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.

-----------------------------------------------------

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-----------------------------------------------------

00:00:00 Intro: Insights on Demand Generation

00:01:02 Steve Armenti: Google's Demand Gen Guru

00:02:55 Defining Demand Generation

00:05:10 Measuring Marketing's Impact: Revenue Marketing

00:08:00 The Importance of Sales & Marketing Alignment

00:12:20 Overcoming Roadblocks to Alignment

00:17:00 The 10-Step Sales & Marketing Alignment Workbook

00:21:10 Generative AI for ICP Research & Segmentation

00:27:00 High-Touch Account-Based Marketing (ABM)

00:32:30 The Art of Personalization in ABM

00:36:10 Leveraging AI for Account Targeting

00:40:30 Scaling Personalized ABM Campaigns

00:44:20 The Future of Demand Generation & ABM

00:48:00 Key Takeaways & Closing Thoughts

00:51:10 Outro: Subscribe & Follow for More

-----------------------------------------------------

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💰 Need to bring in more revenue for your company (so sales and your boss love you??)

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So you have everything you need to drive more revenue for your brand.

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Check out: https://theb2bplaybook.com/demand-generation-course

S06 E141 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Still struggling to keep up with content creation?

Even with a system in place, new channels and their content requirements can quickly blow out your workload.

We’re here to help, particularly you small business marketers!

We recap our content repurposing framework and process, but also give you some great tips on how to take it to the next level!

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!

All marketers should be thinking about their personal brands in 2023.

So we're reposting another special episode this week.

This week we had a special guest who personifies being helpful.

Not only does he have his own podcast helping thousands of people out there with their marketing careers, he’s also sharing all this on LinkedIn on a more than regular basis!

And it’s doing wonders for his own career and the growth of his employer!

So you can have your cake and eat it too!

Tune in for a great episode where we dive into how being helpful looks in practice. Here’s a few quick quotes from an amazing “helpful” interview:

• “being bullish on kindness”
• Be “host of the party”
• “Learning in public”
• “Solve a periphery problem for your dream customers”

A final bit of encouragement: we’re all regular people and you can do it too. So get started!

Links:

Mason Cosby On LinkedIn

The Marketing Ladder podcast

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!

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/3MHC6qP

In this episode, George Coudounaris appears as a guest on the Denave podcast to share the secrets behind sustainable B2B growth. You'll learn how to move beyond lead generation and build demand that scales.

We cover everything from aligning sales and marketing teams to implementing Account-Based Marketing (ABM) effectively and using AI to repurpose content efficiently.

Tune in and learn:

+ Why lead generation alone isn’t enough to grow your business

+ How to implement the 5 B’s Framework for demand generation

+ Common ABM mistakes and how to avoid them

This episode is a must-watch for B2B marketers looking to create sustainable, long-term growth while avoiding the common pitfalls that many teams fall into. Don’t miss out on the future of demand generation!

-----------------------------------------------------

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-----------------------------------------------------

00:00 Introduction to George and the B2B Playbook

03:00 The Great Divide: Misalignment Between Sales and Marketing

07:10 Overcoming Sales and Marketing Alignment Challenges

10:00 The 10-Step Guide to Sales and Marketing Alignment

13:00 Demand Generation vs. Lead Generation Explained

17:20 Why Short-Term Lead Generation Isn’t Enough

20:10 The Importance of Demand Creation for Long-Term Success

24:00 The 5 B’s Framework: Be Ready, Be Helpful, Be Seen

28:10 How to Optimize Your Demand Generation Efforts

31:00 The Rise of Account-Based Marketing (ABM)

34:00 Avoiding Common ABM Mistakes

38:10 Leveraging Technology in Demand Generation and ABM

42:00 How the B2B Playbook Uses Content to Drive Demand

45:00 Repurposing Content Efficiently with AI

50:00 The Future of Demand Generation and Marketing Trends

-----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E157 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#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 Profile

adconversion.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!

You can hear the hesitation in George’s voice as he talks about his weekend plans…

Thankfully there’s a lot less hesitation needed when you come to getting your helpful content going.

In this bonus episode, we talk about some great copywriting tips for your helpful content, but aligned with the 5 stages of awareness your potential buyers go through.

This will help you ensure you’re being helpful along the way!

So tune in to this week’s episode for some great tips to get going on your “be helpful” content journey!

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!

Welcome to another episode of The B2B Playbook Podcast! Today, we're diving deep into the challenges of scaling your B2B marketing team. We'll discuss how to identify and fix bottlenecks, why team dynamics matter, and the importance of having an All-Star Process. Tune in to discover actionable insights and strategies for scaling your B2B team effectively.

-----------------------------------------------------

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-----------------------------------------------------

00:05:20 The Crucial Moment to Fix Broken Processes

00:06:40 Streamlining Bottlenecks: A Game Changer

00:07:30 Why You Need Quarterly Reviews in Marketing

00:08:30 The Impact of Team Dynamics on Success

00:09:30 The Secret Sauce: All-Star Process Over All-Star Team

00:12:20 Building a Diverse Team: Why It Matters

00:13:40 The Learning Curve: Individual Preferences in Problem-Solving

00:14:50 Task Management: Prescriptive vs. Free-Form

00:21:50 Freelancers: The Extra Mile for Better Results

00:22:00 Key Takeaways: When to Fix and When to Let Go

-----------------------------------------------------

👥 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

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So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

S05 E112 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas

How did we go from performance marketers that nobody knew, to some of the most recognizable and leading voices in the Demand Generation community?

In this episode, we go deep into how we have applied our own 5 BEs Framework for Demand Generation to our own business, sharing the strategy and tools we used to help execute it. Not only do we share our wins, but our challenges, learnings, and the role of feedback in refining our approach. Get ready to be empowered with practical insights that can reshape your approach to B2B marketing and drive tangible results.

-----------------------------------------------------

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-----------------------------------------------------

00:00 - Introduction

05:00 - Transitioning to B2B Marketing

10:00 - Building the 5B's Framework

15:00 - Applying the Framework

20:00 - Insights and Mistakes

25:00 - Refining and Implementing Strategy

30:00 - Expanding Reach and Learning

35:00 - The Importance of Feedback

40:00 - Future Plans and Adjustments

45:00 - Conclusion and Key Takeaways

-----------------------------------------------------

👥 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:

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See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S05 E118 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas #contentstrategy #demandgeneration

#B2BMarketing #DemandGeneration #MarketingStrategy #contentmarketing

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!

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00:00 Introduction: Sales-Marketing Alignment

03:00 The Predictable Revenue Model: Why It’s Broken

06:30 Market Segmentation: Your Competitive Advantage

10:00 Why Narrow Targeting Drives Better Results

13:30 Scoring Your Best Customers Effectively

17:00 Firmographics, Psychographics, and Personas Explained

20:30 Permission-Based Creative: Standing Out to Buyers

24:00 Educating the 95%: Out-of-Market Strategies

27:30 Cataloging the Market: A Step-by-Step Guide

31:00 Building Feedback Loops Between Sales and Marketing

34:30 Final Takeaways: Better Go-to-Market Strategies

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E168 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

We’ve been referencing it for the last few episodes…

But the cat's out of the bag now!

The B2B Incubator Program is about to go on its maiden run!

The program is starting shortly with a group of 10 amazing B2B marketers.

We’ve set up a program with all the tools and templates to help B2B marketers and teams implement the 5 Be’s Framework in their businesses!

Taking the work that we do 1 on 1 with clients, we turned it into a more accessible cohort format that allows for group learning to strengthen the learning and implementation process and speed.

We’re really excited to see the great transformations the program will bring.

As that goes ahead, we’re also discussing how to pick the right ad channels for a business looking to Be Seen with paid advertising.

A quick framework to help you think through this so you make the right choice and get bang for your buck, the precious resources you have as a B2B marketer.

Tune into this week’s episode for more!

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!

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00:00 Introduction: Building an Education Ecosystem

01:00 The Five B Framework Overview

02:00 The Role of Education in Brand Building

03:00 AI's Influence in Modern Marketing

04:20 Real-world Examples: SAS Platform

05:10 HubSpot and Segment as Leading Examples

06:40 The Pain Points in B2B Marketing

07:50 The Power of an Education Ecosystem

13:30 Automating Knowledge for Business Growth

14:50 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

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S05 E106 - The B2B Playbook

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#b2b #b2bmarketing #digitalmarketing

#b2bsaas

We’re really getting into the flow now. George upgraded his fort and Kev’s on Salmon for dinner!

And we’re also chatting about Stage 3: Be Seen. How to amplify your efforts and really leverage free and paid channels to get your helpful content out there and to the right people!

We’ll give you a simple way to look at online channels, so you know which to go after first!

Links to things discussed during the episode:

The Ask Method - Ryan Levesque

You can find transcripts, 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!

How can you reach more ideal B2B Customers? In this episode of The B2B Playbook, we dive deep into the game-changing concept of the Dream 100 strategy. We explain how this powerful technique can help you identify and reach your ideal B2B customers more effectively than ever before.

We discuss the origins of the Dream 100, how it fits into our 5 B's framework for demand generation, and provide practical examples of how we've implemented it in our own business. From working your way into key communities to strategic sponsorships, we cover it all.

Tune in and learn:

+ What the Dream 100 really is (hint: it's not what you think!)

+ How to build and prioritize your own Dream 100 list

+ Strategies for working your way in vs. buying your way in

This episode is a must-watch for any B2B marketer looking to maximize their reach and connect with their ideal customers. Don't miss out on this game-changing strategy!

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00:00 Unlocking the Power of the Dream 100 Strategy

03:00 The 5 B's Framework: Your Roadmap to B2B Success

06:00 Decoding the Dream 100: What It Really Means

09:10 Building Your Dream 100 List: Online and Offline Tactics

12:40 Working Your Way In vs. Buying Your Way In: Strategies Revealed

16:30 The B2B Playbook's Journey: Our Dream 100 Experience

19:40 Collaborating with Influencers: Maximizing Your Reach

22:20 Prioritizing Your Dream 100 List: Smart Targeting Techniques

24:40 Sponsorships and Advertising: Making the Most of Your Budget

26:00 Overcoming Challenges: Implementing Dream 100 as a Non-Expert

28:40 Repurposing Content: Maximizing Your Subject Matter Experts' Time

29:40 Key Takeaways: Mastering the Dream 100 Strategy

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E150 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing #dream100

Why Your Thought Leadership Isn’t Working (And How To Fix It)

Most B2B marketers and founders are investing in thought leadership—but seeing zero results.

In this episode, we sat down with LinkedIn Ads expert Justin Rowe (Founder of Impactable) and SaaS marketing leader Rohit Srivastav (FleetPanda, S11s) to break down why your content isn’t landing—and what to do about it.

We get into the biggest mistakes brands make, how to build an audience that actually cares, and how to get your founders and team to consistently create thought leadership without it becoming a chore.

Tune in and learn:

+ Why most thought leadership fails before it even begins

+ How to build an audience of your ideal customers (from scratch)

+ The systems you can use to generate expert content every week

This episode is a must-watch for anyone trying to build brand, trust, and pipeline in 2025. Whether you’re a founder, a marketer, or just trying to stand out—this one’s packed with practical playbooks you can start using today..

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

SUBSCRIBE to our channel: / @theb2bplaybook

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00:00 Why No One’s Listening to Your LinkedIn Content

02:25 The #1 Mistake Marketers Make With Thought Leadership

04:00 Talk With, Not At: Building Real Audience Connection

06:15 How to Rebuild Your Audience From Scratch

08:10 Rohit’s 30-Minute a Day LinkedIn Growth Playbook

10:05 Justin’s 15-a-Day Strategy to Build a Dream Network

12:35 Why You’re Still Not Breaking Through the Noise

14:45 The “Pond vs Ocean” Content Strategy

16:25 Founders Who Hate Posting: How to Get Them Started

20:05 Should Founders or Brands Lead Thought Leadership?

22:15 Corporate Pages Are Dead… Or Are They?

26:35 How B2C Brands Are Crushing LinkedIn Creativity

28:45 Rohit’s Simple Playbook for Founder Content

32:10 What You Can (and Can’t) Outsource in Thought Leadership

36:00 Running Thought Leadership Ads That Actually Work

39:00 How to Measure Real Success in Thought Leadership

41:10 Beyond LinkedIn: Where Else to Build Thought Leadership

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-gen...

S07 E177 - The B2B Playbook

#demandgeneration #demandgen

#b2bmarketing #b2b #b2bmarketing #sales

How to Talk to Customers & Actually Learn Something (The Right Way)

Most B2B marketers THINK they’re doing customer research… but they’re doing it all wrong.

This week, we’re joined by customer research expert Ryan Paul Gibson to show you how to actually talk to customers and uncover golden insights that drive revenue.

Ryan has conducted over 2,000 customer interviews, and he’s going to break down exactly how to structure your conversations so you stop wasting time and start getting actionable data.

Here’s what we cover in this episode:

Why most marketers are FAILING at customer research

+ The simple process to run 1-on-1 interviews that reveal real insights

+ How B2B buyers actually make decisions (Hint: It’s NOT the funnel)

Tune in and learn:

+ The 4 types of customer interviews you NEED to be doing

+ The best questions to ask to uncover buyer motivations

+ How to get people to actually agree to customer interviews

This episode is a must-watch for any B2B marketer looking to level up their demand generation strategy and actually understand what their customers care about.

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

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00:00 How to Talk to Customers & Actually Learn Something

02:10 The Big Mistake Marketers Make with Customer Interviews

04:30 Why 1-on-1 Conversations Are the BEST Research Method

06:50 How B2B Buyers REALLY Make Decisions (It’s Not a Funnel!)

09:10 The 4 Types of Customer Interviews You Should Be Doing

12:00 How to Set Up a Customer Interview That Gets Real Insights

14:40 Who You Should Be Interviewing (And Who to Avoid)

18:20 The BEST Way to Get People to Agree to Customer Interviews

22:00 How to Ask Questions That Uncover Golden Insights

25:10 What to Do When People Don’t Want to Talk to You

28:40 The Secret to Getting Buyers to Reveal Their REAL Motivations

32:00 How to Analyze Customer Interviews & Turn Data into Action

36:00 Real-World Examples of Customer Research Transforming Businesses

39:30 How to Use Customer Research to Improve Marketing & Sales

42:00 Key Takeaways & Where to Start Today

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S07 E172 - The B2B Playbook

#demandgeneration #demandgen

#b2bmarketing #customerresearch #b2bjourney #buyingjourney

🎬 How do you create LinkedIn Ads that lead to pipeline and REVENUE? What if you don't have a very big ads budget to play with? What objectives should you use?

What about creative??

We only had $500 to play with, so we had LinkedIn Ads expert Justin Rowe come in and devise a plan to make us ROI positive as soon as possible.

This is part of our experiment to see if, along with 4 of THE BEST marketers in the business, we can create THE PERFECT b2b marketing campaign. 🚀

SUBSCRIBE and follow the Journey: https://theb2bplaybook.com/creating-b2b-landing-pages-that-convert/

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00:00 - Turning A Referral Fee Into A Lucrative Campaign: The Monica Experiment

05:38 - Utilizing Warm Audiences And Expert Positioning For Effective Advertising Campaigns

08:42 - The Power Of Organic Impressions And Combining Elements In Paid Ads

11:56 - Overview Of Creative Strategy For Cold And Warm Audiences

17:41 - Testing Strategies For B2B Demand Generation Marketing

25:45 - Prioritizing And Generating Demand From Dream Customers

28:50 - Addressing The Limitations Of Google Ads And The Need For Demand Creation

32:15 - Recommended Objectives For LinkedIn Ads

36:37 - Challenges And Strategies For Optimizing Ad Platforms

41:08 - Evaluating Campaign Performance And Testing Landing Pages

44:53 - Considerations For Audience Selection And Delivery Optimization In Advertising Campaigns

----------------------------------------------------

👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

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The B2B Playbook

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#b2b #b2bmarketing #digitalmarketing #landingpage #copywriting

Content marketing comes down to standing out and building trust.

But it’s easier said that done more than most things in our B2B marketing lives!

So this week we got a true expert in Jess Cook to tell us all about what successful content marketing looks like.

There’s so much value in what she says about how to start and where to go from there to keep scaling, even how to use those pesky AI tools that’s everywhere all of a sudden!

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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!

🎬 How can you create the PERFECT landing page for your B2B business? And what copywriting techniques can you use to help you convert MORE TRAFFIC into paying customers?

We've got copywriting and landing page wizard Jess Cook to show us exactly how.

This is part of our experiment to see if, along with 4 of THE BEST marketers in the business, we can create THE PERFECT b2b marketing campaign. 🚀

SUBSCRIBE and follow the Journey: https://theb2bplaybook.com/creating-b...

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 / @theb2bplaybook  

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02:40 Introduction and Setting Expectations

03:00 The Power of Customer Interviews

29:50 The Rule of Threes and User Behavior

30:20 Skimming and the Importance of Brevity

31:00 Customer Interviews and Identifying Problems

31:30 Discussing the Customer Interview Section

41:30 Feedback on the Application Form

42:00 The Placement of the Application Form

55:20 Discussing the "Homepages for Humans" Course

56:00 Conclusion and Next...

In this week’s episode, we explain why it’s all about entertaining George…I then grill him about what he really knows from a customer perspective!

All jokes aside, we do cover some amazing ideas big players are using for success. Which you can use today too!

With so many great things to cover in the summary of the last stage of the 5 Be’s, we’ve had to split “Be The Best” at B2B Marketing in 2! So you can look forward to even more great ideas and learnings next week as well!

Links to things discussed during the episode:

Webinar Funnel Template (slides)

Native Platforms - Taboola, Outbrain, Microsoft Audience Ads

You can find transcripts, 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!

Sales and marketing teams often feel worlds apart—competing priorities, clashing strategies, and constant miscommunication. But it doesn't have to be that way.

In this episode, we break down how sales and marketing can finally get aligned, collaborate effectively, and drive more revenue by working smarter—not harder. We reveal practical steps for modern B2B teams to bridge the gap, streamline their processes, and tackle today's toughest growth challenges together.

Tune in and learn:

+ The critical mistake keeping your teams misaligned

+ How to build a powerful sales & marketing partnership

+ Why modern sales and marketing alignment is your key growth lever

This is a must-watch episode for sales and marketing professionals who are tired of internal friction and want clear, actionable strategies for winning as one unified team.

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

SUBSCRIBE to our channel: / @theb2bplaybook

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00:00 Introduction: A Smarter Approach to Sales & Marketing Alignment

02:43 Why Sales and Marketing Still Clash Today

05:35 Identifying Internal Issues Holding You Back

07:13 How Demand Generation Fuels Alignment

09:44 Understanding Your Buyer’s True Journey

12:43 Aligning Incentives & KPIs Across Teams

16:50 How Marketers Can Support Sales Better

20:03 The Role of AI & Tech in Modern Alignment

23:25 Getting the Fundamentals Right First

26:56 Proven Ways to Integrate Sales & Marketing

33:00 Creative Compensation Structures that Work

37:00 Avoiding the SDR Revolving Door Problem

38:41 Breaking Down Internal Marketing Silos

44:29 Building an Aligned Content Engine

52:07 The 5-Step Framework for Smarter Collaboration

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-gen...

S07 E176 - The B2B Playbook

#demandgeneration #demandgen

#b2bmarketing #b2b #b2bmarketing #sales

You know listeners, as part time podcasters and full time B2B marketers, we really don’t get outdoors much.

We certainly enjoy our days in the sun, like last week when we met up to be part of Metigy’s podcast guest series.

But more importantly, when you’re getting out there in front of those lovely potential customers on your ABM hit list, you need to be careful about your positioning and messaging to make the most out of YOUR day in the sun!

So this episode we talk you through the process of how to make those interactions as powerful as possible with your ABM hit list by getting your UVP right and out there!

Also listeners, you may have heard of us talking about The B2B Incubator. This is a program we’ve put together to help you to level your B2B Marketing or train junior marketers to take over the running of demand generation in your business. We’re working on limited cohort intakes. Reach out to us on LinkedIn for more information!

Links:

Rand Fishkin (CEO & Co-Founder of SparkToro, ex-Moz CEO & founder)

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!

We've created demand for The B2B Incubator using our podcast and LinkedIn from the ground up. It's now delivering regular pipeline and revenue for us. But we want to prove that we can do it again, so we're starting from scratch on YouTube!

In this episode we show you how we're building our YouTube channel. We're just getting started, so we're sharing our results so far and our plan to grow.

Key to this episode is a framework for creating demand that you can apply to any channel. We talk about key principles like deeply understanding your customers, creating helpful content regularly, and how to scale it using internal and external resources.

Listen to the episode and learn:

• Why we chose YouTube
• Why it's the right time for us to explore a new channel
• Our results so far
• Mistakes we've made so far
• How we're using YouTube shorts and longer format videos
• How we're improving our content creation and production to be more platform native

Tune in!

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!

It’s all about 1% better a day.

Or is it?

Although we see the value of that work, even in our personal lives, we think you should be making bigger swings in B2B marketing to get the growth and scale you want.

Because chances are you don’t have the data in your growing B2B business to make the 1% worth the work.

HOWEVER.

If in applying the 80:20 principle, you determine it is worthwhile, then make sure to check out this episode where we go through how to go about doing things like CRO and A/B testing.

We cover why it’s important to build a process around such experimentation, how to approach it, where to get started including things to test or tools to use, and importantly ensuring you action the hard-earned learnings.

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!

Walk the walk!

We’re all about documenting our own journey in growing our B2B podcast and incubator, while we’re sharing the framework we’re using to do so.

The aim is to help you do the same!

This week, we’re covering how you can better leverage your data and tech stack to optimise your marketing practice.

We cover some common definitions before jumping into some common use cases and a key guiding principle you might be familiar with!

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!

No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

---

In this episode, we're sharing our proven 5 BEs framework for demand generation. This simple yet powerful framework has helped B2B marketers like you go from being in service of sales to consistently contributing up to 80% of pipeline.

We'll take you through each of the five stages: Be Ready, Be Helpful, Be Seen, Be Better, and Be the Best. You'll learn how to deeply understand your dream customers, create expert content that builds trust, amplify your content to reach the right audiences, optimize your processes, and implement advanced tactics.

This is pt.7 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to use our 5 BEs Framework to implement Demand Generation

+ A breakdown of each key step in the framework

+ Our shortcut to building and executing this Demand Gen strategy

This episode is a must-watch for any B2B marketer looking to drive more revenue for their business. By implementing the 5 BEs framework, you'll align with sales, contribute to pipeline, and position yourself as a trusted advisor in your industry.

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00:00 - Welcome to the B2B Playbook

02:00 - Introducing the 5 BEs Framework

05:30 - Why the 5 BEs Framework Works

10:30 - Be Ready: Understanding Your Dream Customers

15:20 - The 80/20 Rule for Customer Segmentation

20:00 - Be Helpful: Creating Expert Content

25:40 - Mapping Content to the Buyer's Journey

30:30 - Repurposing and Distributing Helpful Content

35:00 - Be Seen: Amplifying Your Content

40:20 - Using Paid Ads to Reach Your Dream Customers

45:10 - Account-Based Marketing Strategies

50:00 - Be Better and Be the Best: Optimization and Advanced Tactics

54:40 - Using the 5 BEs Framework as a Flywheel

58:20 - The B2B Incubator Program

01:02:00 - Final Thoughts and Outro

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S06 E135 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration

Another round of Facebook outages is a timely reminder.

Build Your Own Channel Of Direct Communication With Your Customers!

...and make sure you don’t say too many weird things on social media like when George was younger.

We’re only joking!

This week we’re talking about the roles that your website can play for your B2B business and one key theme to keep in mind as you go through and build, audit, or rebuild your business website.

Tune in for some great tips on this and whether we think it’s worth your while building your website yourself!

Links To Mentioned Resources:

Joe Pulizzi

Savvy Copy

Search Engine Journal

Dripify

Website Template

Jimmy at Digital Recipe

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!

This week’s analysis of helpful content has us chuckling to ourselves.

When we gave the example of a cyber security business in our discussions on helpful content, we didn’t expect to find such a business putting out helpful content for us to analyse! Or at least not targeting us!

But that’s exactly what we did find. So this week, we’re talking about OwnBackup’s helpful content on LinkedIn.

We discuss why their detailed blog has a great topic and shows good understanding of their dream customers, but also leaves a few key areas for improvement.

Links:

OwnBackup LinkedIn Post 

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!

We start this week’s episode with a kind word from a listener!

We don’t do it as an ego stroke, we just want to sincerely thank all our wonderful listeners, particularly those like this one, who have written into us with feedback.

Whether it’s positive or constructive, it’s all a big help for us. And we’re always so grateful for it. It’s why we keep doing what we do with the podcast!

So despite Kev’s monotone (he’s a bit shy with praise), we do sincerely thank you all and appreciate you all for joining us on the podcast journey!

This week we kick into what ABM entails.

We cover how you go about defining your ABM targets, and how to document them to use in future steps.

We answer all the practical questions about how to get the ABM work you’re doing on track and off to a great start!

Links:

Fullfunnel.io ICP template

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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!

This week we have B2B SEO strategy and execution expert Sam Dunning on the show to walk us through how B2B marketers can use SEO to capture more demand and drive pipeline while they sleep.

Sam shares his no nonsense strategies and frameworks that transform SEO from a mere traffic generator to a robust lead and revenue-driving machine. Learn about common pitfalls, advanced tactics, and the essential components of a successful SEO strategy tailored for the B2B landscape.

Tune in and learn:

+ the biggest mistakes you're probably making when it comes to B2B SEO

+ frameworks you need to use to make your audience AND Google love your content

+ how to drive qualified pipeline with SEO while you sleep

We love how simple and actionable Sam's frameworks are. They fit so nicely into our own 5 BEs Framework for demand generation. If you listen to this episode, you will be able to start executing his strategy straight away.

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00:04:00 The Biggest SEO Mistakes in B2B

00:08:00 Key Strategies for Effective B2B SEO

00:12:00 Utilizing Content for SEO Success

00:16:00 SEO Myths Debunked

00:20:00 Building a Strong SEO Foundation

00:24:00 The Role of Backlinks in B2B SEO

00:28:00 On-page SEO Techniques

00:32:00 SEO Tools and Resources

00:36:00 Measuring SEO Impact

00:40:00 Future Trends in B2B SEO

00:44:00 Integrating SEO with Other Channels

00:48:00 SEO Success Stories

00:52:00 Q&A with SEO Expert

00:56:00 Closing Remarks and Takeaways

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💰 Need to bring in more revenue for your company (so sales and your boss love you??)

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S05 E126 - The B2B Playbook

#b2b #b2bmarketing #b2bseo #demandcapture #demandgen

#b2bsaas #demandgeneration #marketingstrategy

You wouldn’t believe how crazy Kevin can be sometimes…

Clearing out photos and digital accounts on a regular basis is, according to George, the red flags to watch for!

Be that as it may, it doesn’t always hurt to review things. Particularly when it’s a helpful framework!

This week we’re discussing the framework for understanding ad channels, which we spoke about all the way back in season 1!

It’s an important step to take BEFORE jumping into getting your ads together. So make sure to come along as we talk about how to use this one framework to figure out any new or existing ad channel.

Tune into this week’s episode for more!

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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!

We’ve been talking for 60 odd shows!

All the way back in the first 2-3 episodes, we talked about why we started the podcast and how to get the most out of the format.

So now that we’ve wrapped up the details of the first 3 Be’s that form the foundation of the framework, we thought it’d be a good time to revisit why the podcast exists and do a quick overview of the whole framework. 

Links:

The B2B Incubator

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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!

We’re looking at how to actually start building a powerful brand for your business in this week’s episode.

But first, find out how Kev’s telling George subtly to zip it! Ah at least our lame jokes crack each other up :’)

This week we start by talking about why a powerful brand and story around that brand is more important for B2B businesses than B2C. And also a few quick exercises and frameworks to guide you towards building such a brand.

Tune in for a few great exercises to get to an effective brand and business pitch!

Links to things discussed during the episode:

Building A StoryBrand - Donald Miller

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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!

Unlock the secrets of scarcity and unity to drive more revenue for your business. In this episode, we dive deep into the psychology behind these powerful principles and how you can leverage them in your marketing strategy. Don't miss out on these game-changing insights!

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00:00:00 - Introduction

00:03:30 - Principles of Scarcity and Unity

00:07:00 - Real-world Examples

00:10:30 - Scarcity in Ticket Sales

00:14:00 - Scarcity in the Auto Industry

00:17:30 - Scarcity in Toy Industry

00:21:00 - Apple's Scarcity Tactics

00:24:30 - The Cookie Jar Experiment

00:28:00 - Summary and Takeaways

00:31:30 - Closing Remarks

----------------------------------------------------

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S05 E110 - The B2B Playbook

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#b2b #b2bmarketing #digitalmarketing

#b2bsaas #neuromarketing

Analysis Episodes!

Back by popular demand, this time we’re looking at what good Be Seen ads look like and how they stack up against those we’ve analysed previously!

This week we’re looking Monday.com’s LinkedIn ads and how well they’re built on a solid Be Ready and Be Helpful foundation, as well as addressing the 5 stages of awareness.

We hope that this series will continue to give practical and helpful guidance on how to apply our framework to level up your B2B marketing!

Tune into this week’s episode for more!

Links:

Link Ad Screenshots

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Being Helpful…

Sometimes it’s easier said than done!

But despite the occasional $400 bill, we still stick to going long on being kind!

This week, we take that same approach to product ads.

Although we give them a hard time, there’s still an important role for product ads to play. Just at the right time and place, and with the right approach.

And that’s what we’re talking about this week. We walk through what information you need and how to set up product ads to find the right spot to make their mark.

Tune into this week’s episode for more!

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!

It's the grand finale of Season 5 of The B2B Playbook, so we're giving you the TL;DL version! We show you what it means to 'Be The Best' when it comes to your demand generation marketing, exploring cutting-edge concepts like neuroscience in marketing and the burgeoning role of educational ecosystems.

This also means that we're at the end of our 5 BEs Framework for demand generation. We've been sharing it with you step-by-step now for 119 episodes - pretty crazy!

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-----------------------------------------------------

00:00:00 Introduction to Season Five Recap

00:03:40 Exploring 'Be the Best'

00:07:00 Neuroscience in B2B Marketing

00:10:30 Applying the 5 BEs Framework

00:14:10 Fun Tactics from Big Brands

00:17:00 Ethical Concerns in Marketing

00:20:30 Building an Education Ecosystem

00:24:00 Consistency and Success in Marketing

00:27:20 Challenges in Implementing Strategies

00:31:10 Future of Education Ecosystems

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S05 E119 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas #contentstrategy #demandgeneration

#B2BMarketing #DemandGeneration #MarketingStrategy #contentmarketing

Well it’s another special and exciting interview on the B2B Playbook.

This week we’re lucky enough to get the answers from an expert at her craft, Meryoli Arias!

She and the Chili Piper team are so good at it, it feels like each time we engage with them online, we’re talking to people, not a business.

Meryoli generously shares with us some great insights on how to build a feedback loop with an audience on social media, combine it with a wonderful process of engaging internal experts, and produce amazing content that serves the audience but makes them human in the B2B world at the same time!

Some key highlights:

• Start with company values with building brand personality.
• Don’t talk about yourself, talk about the general industry and how you add to that space!
• Create conversations. Don’t have a monologue. Actually listen to your audience. And the more organic it is the better.
• Empower your internal team to help you scale helpful content. Consistency is the most important thing. Be a cheerleader for your internal experts!
• Inject personality and make a brand feel like a person! This helps with the engagement that leads to social growth.
• Remember to be human, even in the B2B world. There’s just people on the other side!
• Don’t be boring! It’s good for the B2B industry!

Links:

Meryoli Arias

Chili Piper

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No more not knowing who’s coming to your website, convert more leads and get a free trial at Leadfeeder.com

Get your free Leadfeeder extended premium trial here ➡️ https://bit.ly/3UCaYOX

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Want a demand gen content framework that builds trust and pipeline from your future customers?

How can you then get it in front of your target audience?

How does this help build pipeline?

We're back with another episode of The B2B Playbook, where we're discussing the role of content in demand generation. In this episode, we'll clarify the confusion around content's role in driving demand and share a proven framework for creating content that maps to the buyer's journey.

We start by defining demand generation and explaining our five B's framework, a step-by-step approach to building intense desire in your dream customers to purchase from you. We then dive into our favourite framework for content creation: the five stages of awareness. This framework aligns your content with the different stages of the buying journey, ensuring you're speaking to your customers' needs at every step.

To illustrate the framework in action, we share a real-life examples - and plenty of drawings on the whiteboard!

This is pt.8 of our mini-series on Demand Generation, where we answer every question you could possibly have around the topic.

Tune in and learn:

+ How to create content that makes your dream customers' lives better, even before they become customers

+ The different channels for distributing your content (one to many, one to few, one to one)

+ The benefits of content in demand generation, including building trust and developing relationships with your target customers

+Our process for repurposing content to fuel your entire content engine

This episode is a must-watch for any B2B marketer looking to drive more revenue for their business through effective content marketing and demand generation strategies. We share practical tips, frameworks, and real-life examples to help you create content that resonates with your dream customers and moves them through the buying journey.

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00:00 Intro: What Role Does Content Play in Demand Generation?

03:02 Defining Demand Generation and the Five B's Framework

07:08 The Five Stages of Awareness: A Framework for Content Creation

12:12 A Real-Life Example: Purchasing Cybersecurity

20:17 Creating Content That Makes Your Dream Customers' Lives Better

24:41 Distributing Content: One to Many, One to Few, One to One

29:50 Benefits of Content in Demand Generation

33:38 Repurposing Content to Fuel Your Content Engine

36:00 Key Takeaways and Call to Action

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S06 E136 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

This week we sit down with B2B Social Media Marketing expert Meryoli Arias to share how she helped Apollo.io's social media grow 400% in 9 months.

She details the strategies she used to drive this rapid growth, and has set the foundations in place for a brand that continues to grow because people know, like and trust it.

Tune in and learn:

+ the importance of 'listening' and amplifying the voices of your audience

+ the '3 circles' you need to communicate with on social media to build a strong brand

+ how to get your colleagues to post more on LinkedIn (employee advocacy!)

This episode is a must-watch for marketers who want to build trust with the Dream Customers on social media.

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00:00 Intro: The Three Circles of Social Media

02:00 Apollo's Explosive Social Media Growth

04:20 Crafting Apollo's Social Media Strategy

06:50 Driving Apollo's Community Engagement

09:10 Harnessing Organic Conversations for Growth

11:30 Building Apollo's Brand Narrative

14:00 Leveraging Employee Advocacy for Organic Reach

16:20 Empowering Employees: The Power of Personal Brand

18:40 Maximizing LinkedIn for Brand Amplification

21:00 The Strategy Behind Apollo's Social Success

23:20 Keeping Social Media Management Agile and Organic

25:40 The Impact of Social Media Authenticity

28:00 Partner Takeovers: A Strategy for Expanded Reach

30:20 The Future: Innovating Apollo's Social Media

32:40 Conclusion: The Power of Community in Social Media

-----------------------------------------------------

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S05 E124 - The B2B Playbook

#b2b #b2bmarketing #socialmediamarketing #socialmediamanager #contentstrategy #demandgeneration

Well, how did we end up here?

George is on TikTok!

…and it has some interesting thoughts about what George might be interested in…

While he’s navigating that minefield, we manage to give you a quick overview of everything that’s to come this season:

• What can B2B marketers do to drive demand by being helpful?
• What’s involved in being helpful?
• Why does simply being helpful work?
• And how you can take that framework and apply it to the company you work in!

Tune in this week as we start to build the framework for getting your content working for you.

Links To Mentioned Resources:

The Boomerang Effect - Tim Reid

Template Questions For Getting To Know Your Customers

Apple Podcast Reviews - Scroll Down To “Ratings & Reviews”

You can find transcripts, 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!

Apple Podcast Reviews - Scroll Down To “Ratings & Reviews”

You put so much time, effort and money into winning new customers. But keeping them, preventing churn, and looking for expansion opportunities is what helps take your organisation to the next level.

Otherwise you’re just constantly trying to fill a bucket with holes in it.

So many organisations don’t have a smooth onboarding process to ensure the customer sticks around. Even fewer know how to look for expansion opportunities to win more revenue from existing customers.

Today we’re showing you how to do exactly that.

Tune in and learn:

+ How to setup customer success to reduce churn

+ The checklist you need prior to going ‘live’, and what to include in your commercial deal pack

+ How to look for opportunities for revenue expansion

This is the final 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.

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00:00 Creating an End-to-End Business Growth Engine

02:28 Recap: Building Your Growth Framework

05:14 The Importance of Live Quoting Days

07:10 Ensuring Commercial Viability in Deals

09:00 Streamlining the Onboarding Process

11:10 Leveraging Customer Relationships for New Opportunities

13:00 The Power of Referrals in B2B Growth

14:30 Bringing Back Common Sense in Business Development

16:00 Solving Sales, Marketing, and Customer Success Misalignment

16:31 Accessing the Full Mini-Series and Additional Resources

-----------------------------------------------------

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See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E148 - 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 marketing

If 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.

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00:00 Introducing the Mini-Series on Business Growth

01:10 Meet Adam Manderovic: 7x Head of Sales

02:10 The Gap in B2B Go-to-Market Strategies

03:40 Revolutionizing Sales Proposals with Animations

05:00 Aligning Marketing and Sales for Revenue Growth

06:40 What is a Business Growth Engine?

08:10 The Impact of Venture Capital on Marketing Metrics

09:50 The MQL Trap: Why Traditional Lead Gen Fails

11:30 Lost Marketing Fundamentals in B2B

13:10 The 5 Stages of Buyer Awareness

14:30 Targeting the 97%: Beyond Active Buyers

15:40 The Reality of Your Addressable Market

16:50 Why Only 0.6% of Your Market is Accessible

17:50 The Loss of Key Business Development Skills

18:40 Bringing Back Commercial Acumen to Marketing and Sales

-----------------------------------------------------

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💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

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So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E144 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing #salesandmarketing

Thinking of starting a B2B podcast for your company or personal brand? Or running one but you it's not achieving the goals you wanted it to?

With 130+ episodes in the bank and over $1million+ in pipeline generated from their podcast, hosts of The B2B Playbook Kevin Chen and George Coudounaris share all the things they wish they knew before getting started.

Because let's face it, it wasn't all sunshine and rainbows!

Many of these questions have been sourced directly from the audience - so it's likely your question has been covered!

Tune in and learn:

+ 5 essential steps to launch your podcast

+ how to make your audience fall in love with it

+ the process and equipment you need to run the whole show smoothly

This episode is a must-watch for B2B SaaS marketers who want a solid strategy to follow that's guaranteed to drive long term pipeline.

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-----------------------------------------------------

00:00 Kickoff: Why Your B2B Company Needs a Podcast

05:45 First Steps: Planning Your Podcast Strategy

11:30 Content Creation: Engaging Your Audience

17:15 Tech Talk: Essential Gear for Starting

22:50 Promotion Tactics: Increasing Your Reach

28:25 Guest Selection: Booking Impactful Voices

34:00 Analytics Deep Dive: Measuring Success

39:35 Monetization Strategies: Making Profit

45:10 Listener Engagement: Building a Community

50:45 SEO for Podcasts: Boosting Visibility

56:20 Future Trends: Staying Ahead in Podcasting

61:55 Case Studies: Real Success Stories

67:30 Challenges & Solutions: Overcoming Obstacles

73:05 Final Thoughts: Your Next Steps

-----------------------------------------------------

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S05 E127 - The B2B Playbook

#b2b #b2bmarketing #socialmediamarketing #b2bsaas #contentstrategy #demandgeneration

#B2BMarketing #DemandGeneration #MarketingStrategy #contentmarketing

Make an offer SO DAMN GOOD that your customer feels stupid saying ‘NO’ to it.

That’s the challenge we laid down to our B2B marketers in this episode of The B2B Playbook. Now, most marketers when they think about an ‘irresistible offer’ turn their minds to pricing, free trials, or overpromising with huge commercial outcomes.

But that’s not a sustainable approach. And here at The B2B Playbook, we’re all about long term b2b demand generation strategies that scale.

An ‘irresistible’ offer is about creating an offer so perfectly aligned with your customers’ deepest needs that they would find it irrational to decline. So today, through our easy to follow seven-step process, we’ll show you how you can transform your offer from ‘just another option’ to the obvious choice for your Dream Customer.

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00:00 - Introduction to Crafting Irresistible Offers

00:03:34 - Niching Down for Better Targeting

00:07:00 - Understanding Your Dream Customers

00:10:36 - Defining Unique Value Propositions

00:13:00 - Effective Positioning Strategies

00:15:20 - Determining Your Pricing Strategy

00:18:00 - Big Fish, Small Pond Positioning

00:21:00 - Crafting and Testing Your Offer

00:24:05 - Real-World Positioning Insights

00:27:20 - Crafting Irresistible Offers

-----------------------------------------------------

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💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

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See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/the-b2b-incubator

S05 E116 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing

#b2bsaas #demandgeneration

It’s a monumental episode!

We have such a special guest on the show this week.

The GODFATHER of helpful marketing. Someone who has provided a significant amount of inspiration to us in our own journeys.

This week we chat with Timbo Reid, as he shared with us what being helpful in marketing really means and how to go about it and stick at it.

There’s a few great stories in there and is a timely reminder to all of us the power of being helpful, even as we’re deep in the trenches figuring out how to further optimise our B2B marketing workflow!

Links:

YOUtility - Jay Baer

Smallbusinessbigmarketing.com

Timbo’s membership

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Scale can be a problem in itself..

As your business grows, the mission gets fuzzy and the brand gets harder to explain.

That can happen internally and externally.

It makes it harder for your brand to stand out, and certainly makes your job as a B2B marketer harder!

If it’s hard for your team to remember the tagline, how will your customers remember what it is that you do and your potential customers to understand your value?

That’s where revisiting your storybrand comes in.

This week, we not only revisit what that’s all about, but also give you practical examples and tips on how you can use it at the Be Better stage of your B2B marketing journey.

Links Mentioned:

A Stanford study by Gordon Bower and Michal Clark in 1969

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!

Community. Can’t live with them, can’t live without them.

And they’re a hell of a nut to crack to build a successful one in any case!

Thankfully we were able to get Katie Ray onto the show this week to give us a masterclass on all things community!

She shared with us some important foundations to put in place, as well as how to manage the unpredictability of growing a community.

It’s a very helpful episode for those of us in the business of building a community to help others!

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!

Ever feel like there’s a new paid channel to test every week?

Ever wonder if it’s ever possible to be on top of it and not feel like you’re falling behind with testing such channels and that you’re not missing out on the next big channel?

As we revisit the evergreen principles for getting ahead of new paid ad channels, we also discuss channel attribution modelling and some more interesting paid ads you could consider now that you’ve got a few paid ads successes and failures under your belt.

Links Mentioned:

Episode 47

Episode 48

Episode 49

ChatGPT

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!

Are you ready to transform your B2B demand gen marketing strategies? Dive into this episode of The B2B Playbook, where we unravel the most effective content framework for demand generation marketers.

Understand the intricacies of influencing buying journeys and discover how to utilize these insights to make a significant impact in your B2B space. From exploring the five stages of awareness to implementing practical, actionable strategies, this episode is a goldmine for anyone looking to elevate their B2B marketing game.

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00:00 - Introduction to B2B Playbook

03:50 - Understanding Demand Generation

10:00 - Uncovering the Five Stages of Awareness

15:30 - Addressing the Unaware Stage

21:10 - Tackling the Problem Aware Stage

27:40 - Exploring Solution Aware Content

34:00 - Delving into Product Aware Content

40:50 - Most Aware Stage: The Final Push

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👥 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

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bincubator.com/

S05 E117 - The B2B Playbook

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#b2bsaas #contentstrategy