The B2B Playbook

George Coudounaris jumped on the DiGGrowth  podcast to chat all things Demand Generation ---> make sure you tune in below!

Leadership that understand this about marketing will win BIG: Your marketing efforts today won't impact the business for 6 months Why? Research from Dreamdata shows the buying journey is on average 192 days. This gets longer as deals get larger They also measured it takes on average: + 62 sessions + >3 people involved in the deal ---- What does this mean for marketing? You need a deep understanding of the people involved in the deal AND You need an 'always on' strategy to generate demand and stay top of mind with future these buyers --- It should be common sense for leadership, but sadly it's not How can marketing possibly have a significant impact on the bottom-line NOW, when the buying journey is 6 months? --- If you're ready to get inspired to build your own Demand Gen engine, the CMO of Dreamdata shares how they built theirs on The B2B Playbook Check out the full episode below! #b2b #b2bmarketing #demandgen #demandgeneration  

I caught up with the CMO of Dreamdata to find out how they used DEMAND GEN to become a top B2B attribution platform. Here's what he said: 1️⃣ B2B Buying Journeys are LONG The average B2B buying journey takes 192 days. That's over 6 MONTHS of nurturing before you see results! You can't just chase 'quick wins' if you want to grow over the long term 2️⃣ Start at the Bottom of the Funnel + Focus on high-intent keywords + Leverage review platforms (G2, Capterra) 3️⃣ Create Content that Pulls Buyers In + Host weekly live events with industry experts + Repurpose content across multiple channels + Build a strong personal brand on LinkedIn 4️⃣ Balance exploitation and exploration + Double down on what's working + Continuously test new channels + Monitor impression share to avoid saturation --- The devil is (as always) in the details! Catch our full episode with Dreamdata's CMO and Co-Founder Steffen Hedebrandt on The B2B Playbook A huge thank you to him for being so generous with the details he shares in the full episode LISTEN, WATCH or READ the episode on your favourite platforms below! #b2b #b2bmarketing #demandgeneration #marketingattribution

We had 5 meetings with SQOs on Tuesday It took 2 years to get those meetings. Let me explain: Here's what most miss about the power of Demand Gen: Some had been following our company, The B2B Playbook for 1 month, others for 20 months. But in our meeting, they were all product aware, and keen to join. ↓ So why did it take some 1 month, and others 24 months to apply? Well, They were at different points in their own buying journey when they came across The B2B Playbook So here's how we influenced their decisions: + we mapped their buying journey to the 5 stages of awareness + we created content on it + we consistently distributed it to our Dream Customers We did this on a 1:many, 1:few, and 1:1 basis. And have been doing it for 2 years... ----- That means our potential buyers are able to find content that's relevant to them at each stage of awareness... ... and progress to the next (even sometimes without showing up in our CRM 😱) ----- If we'd started our Demand Gen journey 1 month ago, we'd only have 1 meeting If we'd started our Demand Gen journey 6 months ago, we'd have 3 meetings If we'd started our Demand Gen journey 18 months ago, we'd have 4 meetings But because we started it 2 years ago... ... we had 5 -------- The best time to start Demand Gen was 2 years ago The second best one? Today. Let me take you by the hand and show you how to do it in 12 weeks Check out our 12 week Demand Gen program, The B2B Incubator below #b2b #b2bmarketing #demandgen #demandgeneration

25% is the average attendance for a webinar 📉 I just learned why it doesn't matter if people turn up or not: If you're using Justin Zimmerman's webinar strategy: ✅ You've collected data on all registrants, not just attendees ✅ You understand where people are at in their buying journey ✅ You know who is in-market and what pains to talk to How do you get this information? Justin uses the registration form to ask a series of relevant questions So you collect the information PRE-EVENT Which allows you to run tailored, relevant follow-up POST-EVENT ---- Justin walks us through his strategy step-by-step on The B2B Playbook He shows you what to do: PRE-EVENT DURING-EVENT POST-EVENT Grab it below! #b2b #b2bmarketing #demandgen #demandgeneration  

This was such a great course! I learned some new techniques and met some really cool folks in the industry. I highly recommend the The B2B Playbook to newbies and veteran marketers who want to level up their skills 🤗 George Coudounaris #b2bplaybook #demandgen #marketing #b2bsaas

📊 Justin showed me his new webinar strategy and here's what happened... + 1300+ registrants. + 3 weeks of booked demos. + Zero late nights perfecting slide decks. Sounds too good to be true? I thought so too. But he showed us how to do it, step-by-step Here's how to transform your webinars from draining time-sucks to pipeline-generating machines: (1) Partner with influencers who already have expertise and an audience (2) Use a multi-step registration process to profile attendees and their pain points (3) Automate personalized follow-ups based on registration data The secret? Stop obsessing over attendance and start focusing on data collection. Kev and I show you how to turn webinars into a demand capture engine with Justin Zimmerman on The B2B Playbook . LISTEN, WATCH or READ episode 151 of The B2B Playbook on your favourite platforms below! #b2b #b2bmarketing #demandgeneration #webinarmarketing

Wondering if your content drives pipeline? Make sure it's doing these 3 things: //Step 1: Map Your Content to the 5 Stages of Buyer Awareness These are: + Unaware of their problem + Problem Aware but exploring + Solution Aware + Product Aware + Most Aware --- //Step 2: Make Your Ideal Customers' Lives Better Before They Buy Do this by: + delivering value to solve their key problems + position yourself as the expert Big Company Example: HubSpot and their killer content plus certifications. They help people get hired and do better even without being a customer Smaller Company Example: RIVET Work and their 'Construction is Hard' podcast (Created by their incredible CMO Alison Accavitti and guided by our Demand Gen program - The B2B Incubator) --- //Step 3: Distribute Strategically to get in Your ICP's Eyeballs 👀 + 1-to-Many: Ads, social, videos, forums, podcasts, newsletters + 1-to-Few: Webinars, events, associations + 1-to-1: Personal emails, calls, meetings ------ When you nail all 5 stages, your content bridges the trust gap. It convinces dream customers that: A) Their problem is worth prioritizing B) You're the perfect solution Don't just create content. Generate real demand with a mapped strategy. Kev and I show you exactly how to do this in our latest episode! ---- LISTEN, WATCH or READ episode 136 of The B2B Playbook on your favourite platforms below! #b2b #b2bmarketing #demandgeneration #contentmarketing #demandgen

One of our favourite techniques to find more potential customers? The Dream 100 💤💭 ----> here's how it works: Well, your Dream Customers are already hanging out somewhere, both online and offline. They might be gathering: (1) on someone else's podcast (2) in Facebook or LinkedIn groups (3) subscribed to industry newsletters (4) attending webinars of someone else in your vertical (5) following relevant 'how to' YouTube channels (6) attending industry conferences or events Your job is to make a list of the top places that your Dream Customers already gather. Each gathering place could have 100 potential customers of its own. Rather than just listing 100 potential clients, you can invest time or money in 100 communities, each containing potential clients. That's your Dream 100. **I know, 100 seems like a lot - start with 10 and add to the list as you go! ------ HOW TO DO IT YOURSELF ------ 1️⃣ Create your initial Dream 100 list with 10 high-value locations 2️⃣ Prioritize them based on existing connections and potential impact 3️⃣ Leverage these communities with a mix of organic relationship-building and paid engagement --- Check out our full guide on how to do it step-by-step on Episode 150 of The B2B Playbook podcast #b2b #b2bmarketing #demandgen #demandgeneration  

Simple is better when it comes to Demand Generation: ⛔STOP - scouring dashboards, guessing what's important to your customers ✅START - interviewing them and directly asking them ⛔STOP - getting freelancers to make different content for reports, social media, youtube, your blog ✅START - creating impactful content with subject matter experts, and repurposing to all other channels ⛔STOP - hoping you have all the content to match a buying journey ✅START - mapping existing content to The 5 Stages of awareness ⛔STOP - thinking about SEO, events, webinars, paid media as separate activities ✅START - viewing them as distribution of your content ----- Simple processes lead to consistency And consistency is what you need to stay top of mind for future customers... ... so they come to you when they're in-market to buy (That's Demand Generation) #b2b #b2bmarketing #demandgen #demandgeneration