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

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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??)

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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 E154 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

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

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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

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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

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

How do you go from 70 to 1000+ registrants for your webinar? How do you convert this to revenue? In this game-changing episode of The B2B Playbook, we dive deep into the world of webinar marketing with expert Justin Zimmerman. Justin reveals his innovative approach to webinars that's driving unprecedented results for B2B companies.

We explore a complete paradigm shift in webinar strategy, moving away from the traditional focus on attendance and content creation to a data-driven, partner-centric approach. Justin shares his secrets for consistently achieving 1000+ registrants, turning webinars into powerful lead generation and sales conversion tools.

Tune in and learn:

+ How to leverage partners and influencers to exponentially grow your webinar audience

+ The 6-step registration process that captures crucial lead data and drives conversions

+ Post-webinar strategies that turn no-shows into demo bookings and sales opportunities

This episode is a must-watch for any B2B marketer looking to revolutionize their webinar strategy, drive more leads, and achieve better ROI from their marketing efforts. Justin's insights will change the way you think about webinars forever!

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00:00 The Game-Changing Webinar Strategy You've Been Missing

02:19 Common Webinar Pitfalls: Why Most B2B Marketers Struggle

04:30 Revolutionizing Webinars: Focus on Data Collection, Not Attendance

07:09 Leveraging Partners and Influencers for Massive Webinar Growth

11:37 The 6-Step Registration Process That Drives Results

16:40 Curating Content vs. Creating: A Stress-Free Approach to Webinars

21:20 Structuring Your Webinar for Maximum Impact and Sales Conversion

26:29 Post-Webinar Strategies That Turn Attendees into Customers

31:30 The Power of Problem Awareness in Demand Capture

37:10 Automating Follow-Ups: Balancing Efficiency and Personalization

41:40 Ask More, Get More: Introducing a Revolutionary Webinar Tool

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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 E151 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen #webinar

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

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

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

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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 E148 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

#b2bsaas #revenuemarketing #MarketingStrategy #leadgeneration #b2bcontentmarketing

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

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

👥 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://theb2bplaybook.com/demand-generation-course

S06 E148 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

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

You've finally got your target customer to a meeting. It's taken even more touchpoints than research says it should. How do you make sure you don't screw it up?

How can you maximize your chances of winning their business?

And once you've won it, making sure it gets past legal, finance - and to make sure they stick around as a happy customer?

Today we're taking you through what you need to cover so you can nail your demo, live quoting day, or however else it is you're meeting with your target customer.

This is part of our mini-series with 7x ex-head of sales, Adem Manderovic. We're combining marketing and sales forces to build a revenue engine with total alignment. The outcome? A more efficient acquisition system that leads to sustainable growth.

Today we are sharing step 3 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.

Step 3 is all about maximizing your chances of winning a deal.

Tune in and learn:

+ Why mega deals are the gold standard for business growth

+ Essential components for deal success, including market cataloging and objection handling

+ How to adapt mega deal strategies for smaller contracts

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 Unlocking the Secrets of Mega Deals

02:10 Why Mega Deals are the Gold Standard

03:40 Essential Components for Deal Success

05:50 The Power of Live Quoting Days

07:20 Introducing Your A-Team to Clients

08:40 Aligning Expectations and Overcoming Objections

10:20 Navigating Legal and Credit Processes

11:50 The Commercial Pack: Sealing the Deal

13:20 Adapting Mega Deal Strategies for Smaller Contracts

14:40 Key Benefits of Partnership Alignment

15:30 The Importance of Customer Success Planning

16:10 Wrapping Up: Next Steps in the Framework

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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

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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 E147 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #demandgen

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