Signals Podcast Network

Renata Centurion, Managing Partner, Director at Winning by Design. This speaker from the Demand Gen Summit discusses what Winning by Designs' go-to-market strategies are. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:05 - Importance of cloud infrastructure and internet SaaS. 6:25 - Principles of go-to-market. 9:18 - building sustainable growth. 11:33 - CRM information workload, test results, and building a machine for effective CRM. 12:22 - Importance of common language and standardized data. 17:35 - principles for market strategy, growth building, cost, quality, and implementation. 18:19 - Closing Remarks.

Ollie Whitfield, Marketing Team Lead at VanillaSoft. This speaker from the Demand Gen Summit discusses how to strategically plan out webinars that maintain engaging structures for audience members. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:19 - Attention retention strategies are presented. 3:24 - 3 points of view, segment planning for webinars. 5:03 - Dive into specific topics on how to engage webinar audiences. 6:05 - Content planning for follow-ups. 8:09 - Different modes of video content. 10:11 - Maximizing content output by repurposing webinar content. 10:44 - Utilizing video clips for social media 13:21 - Leveraging user-generated content. 15:26 - How to structure webinar content to maintain flow and engagement. 19:24 - Resolving disagreeing points of view. 22:18 - Closing Remarks.

Peter Strohkorb, Founder & CEO of Peter Strohkorb Sales Advisory. This speaker from the Demand Gen Summit discusses how salespeople can effectively engage with executive level prospects. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:53 - Introduction. 2:50 - Ineffective communication strategies like pitch slapping and spamming. 10:36 - Identifying interests of the target audience, where they hang out online or in person. 18:14 - Ways of engaging with senior executive buyers, discussing business opportunities and risks. 25:31 - How to improve the sales process. 27:24 - strategies for presenting proposals to gain advantage. 31:53 - How important is consistency in business? 33:48 - Sales funnel checklist, identifying gaps, and strategies for engaging buyers. 35:38 - Closing Remarks.

Christopher Engman, Co-Founder & Managing Partner at Megadeals. This speaker from the Demand Gen Summit discusses how Megadeals performs in the enterprise Saas space. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:06 - Market volumes and the dominance of certain companies. 2:14 - Cross-functional decisions, complex offerings, and complex customer organization structures. 8:34 - Understand top companies in specific industries. 11:26 - Key initiatives of top companies. 13:36 - Challenges faced by salespeople in unproven categories. 14:09 - High win rates in finite markets. 15:58 - Focus on mimicking normal behavior in social selling. 22:34 - Closing Remarks.

Kris, Revenue Growth Leader at WINsights. This speaker from the Demand Gen Summit discusses how sellers can better align to close more deals and win. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:00 - insights into the evolving B2B buyer's journey. 12:03 - the percentage of sellers who are reactive versus proactive in the B2B buyer journey. 16:19 - The power of intent data in positioning oneself proactively in the B2B buyer journey. 18:53 - Identify buyer footprints and align, influence, and win over buyers. 19:48 - Use sales intelligence and account-based marketing campaigns on metrics like open rates, reply rates, and meeting bookings 26:36 - Strategies for shrinking sales cycles. 28:59 - The importance of data analytics and evolving unique strategies. 32:05 - Closing Remarks.

Lorena Morales, Director of Global Digital Marketing at JLL. This speaker from the Demand Gen Summit discusses how to drive more growth through RevOps . To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:00 - B2B buyer’s journey is constantly evolving. 10:22 - Buyers rely on secondary research, review ratings, webinars, and white papers to educate themselves on solutions. 12:53 - The late stage of buyer engagement by sellers and the importance of influencing and engaging buyers early in their journey. 15:27 - How buyers leave digital footprints and the use of intent data from third-party providers like Bombora to make proactive moves in sales. 18:53 - Identify buyer footprints and align sales strategies. 19:48 - Use sales intelligence and intent data on open rates, reply rates, meetings booked, and qualified opportunities. 20:18- Closing Remarks.

Amarpreet Kalkat, Founder & CEO of Humantic AI. This speaker from the Demand Gen Summit discusses how artificial intelligence is utilized throughout sales. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:20 - What is the role of AI in sales? 4:21 - The significance of generative AI and it’s impact on sellers. 5:02 - Analysis of the current state of sales, challenges faced by revenue leaders. 7:56 - The state of sales in 2023, challenges faced by CROs, and the impact of market trends on sales performance. 10:11 - Insights into the lack of understanding of AI among technology leaders, revenue leaders, and revenue ops leaders, and its implications for sales. 19:20 - Identify pressing issues for company development. 20:25 - Understand whether issues are personal perceptions or validated by the team. 24: 46 - Companies that are involved in AI, the humanization aspect of selling. 28:46 - AI rollouts, the importance of leadership alignment. 30:56 - Groundbreaking impacts of AI in sales. 35:52 - Closing Remarks.

Chris Frank, Head of Marketing at Lumos. This speaker from the Demand Gen Summit discusses what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:18 - Focus on the human side of go-to-market strategies. 7:55 - There can be negative financial impact from not tracking or estimating time effectively in companies. 9:32 - Insights into email nurture tracks for engaging people and the challenges faced, particularly with an IT audience's response to marketing efforts. 11:44 - Mindset shifts on challenges and the impact on work efficiency. 14:23 - The importance of creating a safe space for employees. 17:09 - Approaches to SEO and content creation from different mindsets, including growth mindset and status quo mindset. 19:20 - Steps for company development. 21:02 - Closing Remarks.

Hana Jacover, Leadership & Executive Coach at The Hype House. This speaker from the Demand Gen Summit discusses how to unlock time management and prioritization secrets. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 3:19 - Build protocols that incorporate both external and internal elements for a holistic view of productivity focused on wellbeing. 5:18 - There are challenges that relate to burnout and productivity. 7:55 - There is significance in time management and the impact of not tracking or estimating time effectively, leading to financial losses for companies. 10:37 - Addressing the 'nerds' in the room, exploring lesser-known tools essential for productivity, and discussing harnessing internal power for productivity. 22:54 - Track energy levels and urges throughout the day to work with natural rhythms. 27:16 - Be intentional about tracking energy and brainwaves and pairing internal processes with external tools for productivity. 28:36 - Closing Remarks.

Vladislav Podolyako, Founder & CEO of Belkins. This speaker from the Demand Gen Summit discusses how marketers and sales executives gain a customers' trust in just 7 seconds. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 6:18 - different types of emails, focusing on the importance of trust-building through text in emails, and the use of various tools in modern email communication. 7:21 - email marketing strategies, the importance of personalization in emails, and the effectiveness of emails that save time and show effort. 9:55 - The importance of content quality, transparency in pricing and company identity, and building trust with clients through various channels like emails, calls, and social media. 11:56 - building a foundation of trust from the first interaction with clients and the significance of having a strong presence on LinkedIn and other social media platforms. 13:57 - The effectiveness of concise and informative newsletters like Morning Brew for saving time and providing valuable information. 17:15 - The role of personal and corporate branding in building trust, authenticity, reliability, and transparency with clients. 17:00 - The role of technology in trust-building, the use of data-driven tools for personalization, and the impact of AI in the digital era. 20:33 - Strategies for standing out in a competitive market, the importance of email as a communication channel, and the role of transparency and AI in fostering trust. 24:01 - The significance of showing professionalism and respect in client interactions, and the impact of enabling cameras during virtual meetings. 25:20 - Closing Remarks.

Garrett Mehrguth, President & CEO of Directive. This speakers from the Demand Gen Summit discusses how customer generation drives growth. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:03 - Move beyond leads, utilize multichannel marketing. 8:23 - The need for a clear North Star metric in software companies and different types of metrics for various types of companies. 9:59 - Set goals based on qualified pipeline, efficiency metrics. 11:10 - Strategies for investing in brand, mitigating waste, and understanding the impact of campaigns on other marketing efforts. 15:23 - Leverage different parts of distribution in brand video investment and building broader campaigns for brand articulation. 16:01 - Integrated performance marketing, direct response strategies, and generating SQLs and customers. 20:48 - Focus on brand building at the top of the funnel, and driving immediate meetings booked from review sites and ads. 23:12 -Build out Google campaigns and target specific software types for more relevant clicks. 30:19 - Closing Remarks.

Lianna Kinard, CMO at The Buckner Company. This speaker from the Demand Gen Summit discusses the science of marketing; how to understand important trends to consumer behavior. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:06 - Importance of understanding marketing trends and consumer behavior 3:15 - There is influence of neuroscience in marketing and sales. 8:01 - There is an abundance of data available that should be used to craft personalized marketing campaigns. 9:06 - Pay attention to consumer reactions to marketing campaigns and the role of data in personalization and targeting. 9:42 - Value in qualitative data for marketing. Identify trends and patterns in large datasets. 10:21 - It’s challenging to generalize from large datasets and the importance of predicting future market trends and customer preferences. 10:58 - Data-driven insights improve decision-making in marketing. 16:09 - Closing Remarks.

Julianne Martin, CMO at Above the Fold. This speaker from the Demand Gen Summit discusses how to drive performance through integrating programmatic with PPC and paid social. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:50 - The evolution of digital marketing and the importance of considering all campaign touchpoints. 3:40 - The role of programmatic in complementing search and social efforts. 5:57 - Craft a cohesive story across impactful channels and devices. 8:09 - Utilize third-party data in programmatic advertising and understand audience behavior. 8:42 - Diversify messaging and personalized, sequential conversations with the audience. 10:14 - Low funnel strategies, touchpoints, and the loss of transparent insights in social platforms. 11:52 - Measurement in digital advertising and the limitations of last-click attribution. 12:26 - Consider the entire consumer journey in the purchase process, especially in high-value B2B leads or high-cost software sales. 13:02 - The holistic impact of touchpoints and messages in the consumer journey and the advocacy for multi-touch attribution tools. 15:12 - Closing Remarks.

Mia Umanos, CEO of Clickvoyant. This speaker from the Demand Gen Summit discusses how to utilize Google Analytics 4, best practices, and simple use tools. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 4:17 - What are white paper downloads? 5:14 - Importance of behavioral data. 7:34 - Event parameters in Google Analytics. Yale and Harvard references. 12:38 - Analysis of user experience on websites. Focus on importance of understanding user needs and behaviors. 13:25 - strategies for website analysis. Create a spreadsheet for user experience features. 16:36 - Developing a custom event parameter list for GA. 18:38 - Closing Remarks.

Emily Franson, currently consulting, former VP at Nu Skin. This speaker from the Demand Gen Summit discusses what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:50 - What are some challenges faced by enterprises and individuals in the current environment? 1:26 - How to focus on radical reinvention; roles as a digital innovator. 2:42 - Journey of transformation following major life changes. 14:45 - The importance of clarity in organizational focus for creating significant change and innovation. 20:50 - Five lessons learned from Emily's experiences, leading to her second race car and the concept of radical reinvention. 21:28 - Key lessons for personal and organizational growth, including listening, patience, and understanding. 22:45 - Fail fast & with finesse, communication, accountability, and being present in the moment. 26:22 - Closing Remarks.

Kris Rudeegraap, CEO of Sendoso. This speaker from the Demand Gen Summit discusses the importance of full funnel marketing and 7 different gifting plays to add to your playbook. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:48 – What are the company’s user base and campaign stats? 9:10 – Invest in customer experience journey, community engagement, and advocacy. 13:58 – Strategies for driving new engagement with target accounts at the bottom of the funnel. 15:44 – Customer relationships phase strategies, increasing usage, and gifting plays. 16:23 – Celebrating customer lifecycle milestones and expansion play strategies. 18:03 – gifting strategies, personalized offers, and customized content offers. 19:53 – Closing Remarks.

David Dulany, Founder & CEO of Tenbound. This speaker from the Demand Gen Summit discusses how other individuals, Founders, CEO's, etc., build sales technology. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:26 - What are some of the issues with alignment of revenue engines, people, processes, technology, and the explosion in sales technology? 5:05 - Inefficiencies in the sales process before the digital age. 10:19 - Important you have online presence, narrowing down major players in the market, and exploring trusted communities. 12:20 - Buyers are looking for real advice in neutral spaces, shortlisting potential companies. 15:52 - Align your company with solutions and lifecycle of vendors. The impact on the buyer journey is incredible. 17:15 - What is the role of salespeople? 19:14 - ‘Shadow stakeholders' in the decision-making process. 28:44 - Establish a trusted advisor in sales. Gather a comprehensive list of sales technology tools. 31:13 - Closing Remarks.

Jeremy Sporn, President at Royce Brooks Media. Kristy Morris, Senior Marketing Leader at Big Tech. Mariah West, VP of Marketing at ViB. These speakers from the Demand Gen Summit discuss ABM and how to effectively utilize it within your company's evolving strategic plays. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 5:54 - Account-based marketing is a long-term strategy integrated with broader marketing plans, and how to get started with it. 7:02 - Emphasis on the importance of collaboration with sales leadership teams in the process of implementing account-based marketing strategies. 11:44 - Advice on incorporating familiar touchpoints into account-based management programs and avoiding complexity that hinders execution. 13:18 - How to balance account-based marketing (ABM) with other tactics and incorporating it into a larger marketing plan. 15:32 - Challenges and best practices when implementing ABM strategies. 17:09 - Focus on the role of content and personalized marketing in ABM and how to effectively target key accounts. 20:56 - There is a lot of importance with the collaboration between marketing and sales teams for ABM to be successfully executed. 24:45 - Start small with ABM, testing it out, showing success, and then gaining engagement across the sales organization. 28:55 - Understand the success of marketing efforts, focusing on timing and touchpoints, and monitoring them regularly. 29:52 - Strategies for tracking touchpoints at events and the importance of leading indicators towards success. 33:37 - Advice on starting simple with account-based marketing, learning from initial experiences, and gradually adding complexity. 34:06 - Closing Remarks.

Tim Hughes, Founder of DLA Ignite. This speaker from the Demand Gen Summit discusses the best strategies on how to increase the results of your cold outreach. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:31 - Author of “Social Selling”, available on Amazon. 3:30 - There is a changing landscape of sales and marketing, particularly focusing on the importance of social media and digital platforms. 7:03 - The average time spent on social media by individuals. 9:23 - Build relationships, trust, and understand the business for competitive advantage in sales and marketing. 10:26 - There’s a shift of clients to social media and the need for businesses to adapt to this change. 18:41 - Strategies are provided for securing meetings and the importance of a unique LinkedIn summary title. 24:39 - The role of conversations in creating sales and the impact of LinkedIn activities on one's network. 28:15 - Discussion on demand generation methods, social selling methodology, and data-driven insights on cold outreach effectiveness 30:44 - Presentation of data on the response to cold outreach and the effectiveness of different strategies, including insights from 10 months of data collection. 32:59 - Closing Remarks.

Andre Yee, Founder of Tiga.ai. Billy Bateman, Co-Founder of Signals. These speakers from the Demand Gen Summit discuss the best practices of AI in sales and marketing strategies. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 3:54 - Discussion on the effectiveness of sales engagement platforms and the varying opinions on mass market outreach. 6:07 - Outbound methods that work, focusing on personal and insightful outreach. 7:58 - Identifying the total reachable market through website visits and buyer committee engagement. 9:07 - The importance of repeated website visits as a strong sales signal and the need for deep research in large companies. 12:34 - Leveraging AI in mid-market sales and the introduction of Tiga AI. 13:40 - Using AI for creating targeted lists of companies and discussing its accuracy. 15:25 - Limitations of AI in providing current newsworthy events and the phenomenon of AI hallucinations. 16:00 - Challenges in using AI for creating lists and its limitations in generating large lists. 21:40 - The need for providing context in prompts when generating emails using AI and the challenges of personalization. 23:56 - The unrealistic nature of some AI-generated suggestions, particularly in negotiation scenarios. 27:32 - Autonomous execution of one-to-one prospecting conversations by AI and the challenges in replicating human sales conversations. 28:08 - What are the different types of sales conversations and what is the role of AI in facilitating these interactions. 30:32 - Closing Remarks.