Summary In today's episode, I tackle the top question sales professionals ask about generative AI — whether it can create hot leads on its own. Here's what this means for you. You'll see why buying is an emotional task AI cannot replicate, and how to use AI as a powerful tool rather than a magic…
Chris asks, “What are your suggestions for improving demand generation, especially for a B2B brand?” Can’t see anything? Watch it on YouTube here. Listen to the audio here: Download the MP3 audio here. Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for watching the video.…
Summary In today's episode, I break down how to strengthen demand generation for a B2B brand by separating it from lead generation and walking through the three layers of demand that drive buyer interest. Here's what this means for you. You get a diagnostic framework that shows exactly where your demand is thinnest so you…
Summary In today's episode, I break down the concept of demand interception and explain why it outperforms traditional demand generation for most marketers. Here's what this means for you. You get a practical framework for capturing demand that already exists rather than spending time and money convincing people they have a problem they may not…
Summary In today's episode, I walk through how to develop a winning strategy for targeting larger clients by understanding their purchasing process. Here's what this means for you. You'll discover that mapping your tactics to how buyers actually make decisions beats any one-size-fits-all approach. You'll also learn these concepts: how informal and formal procurement systems…
In our Analytics for Marketers Slack Group yesterday, one of our members was asking who should own Google Analytics, the web manager or the demand generation manager. That raised the interesting question, what exactly does a demand generation manager do? What is a demand generation manager? For that matter, what is demand generation? To answer…
Summary In today's episode, I break down the four fundamental types of content that work best at the middle of the marketing funnel for turning aware prospects into qualified leads. Here's what this means for you. You gain a clear framework for matching your content to the specific kind of demand your audience brings so…
Summary In today's episode, I walk through how marketers can pivot from canceled in-person conferences to digital tactics that still drive sales pipeline. Here's what this means for you. You'll discover how to map each conference benefit to a digital equivalent so you can hit your pipeline goals without live events. You'll also learn these…
Summary In today's episode, I share a digital advertising strategy for solar companies that lost their canvassing teams and need to generate virtual consultation leads online. Here's what this means for you. You can replace door-to-door efforts with smarter, targeted digital ads that reach the right buyers instead of boosting posts aimlessly. You'll also learn…
Summary In today's episode, I walk through how to replace in-person trade shows and conferences with virtual lead generation strategies when physical events disappear. Here's what this means for you. You can redirect that conference budget into sponsorships, webinars, and community-based marketing to reach new audiences without leaving your desk. You'll also learn these concepts:…
