The B2B Playbook

We show B2B marketers how to build a Demand Engine in 12 weeks It's in our top-rated course, taken by 260+ Demand Gen marketers Here's the feedback we've got so far from past students: 1. They love having a documented system and can point to the strategy, process, and how to scale it     2. The templates allow them to immediately apply what they're learning to their company     3. The strategy and templates save them time, and means they don't have to start from scratch     4. The group sessions were great for feedback, networking and motivation to commit to the program It removes the guess work. It FORCES you to pull this together (or audit and improve your existing demand gen processes) And it's why some marketers are now driving us much as 70% of pipeline for their business after going through it. __________________________________________________________ Let's face it - Figuring out how to build a demand engine is hard 😰 You'll waste time: → figuring out what to do → following LinkedIn thought leaders trying to piece it together → getting tips from Hubspot's blog → reading books from authors like Joe Pulizzi and Russel Brunson And then try to work out how it fits into your overall strategy, how to measure its success, and how to get buy-in from leadership The good news? 🛠️ There is a process for creating, launching and measuring demand engines that drive revenue for your brand We give it to you in our program - The B2B Incubator (🔓 and applications are open to join!) _________________ It's for: - small b2b marketing teams - who want the strategy, tools, and templates - to grow sustainably and drive more revenue with their marketing _________________ It's no fluff, all actionable The outcome? ✔️better opportunities✔️faster sales cycles ✔️more customer loyalty And the CONFIDENCE to know you're executing a long term marketing program that works. 🕺 You also get live consultations with Me _________________ We've had: - demand gen marketers - heads of marketing - marketing managers - content leads All go through the program and are now following and executing the plan they made _________________ 👇 Apply to be part of our next cohort Check below to: - see the full program outline of what you'll learn - apply now! #b2b #b2bmarketing #demandgeneration

Our favourite content framework for Demand Generation!

93% of buyers say video is key to building trust. Yet most B2B companies still aren’t using it effectively. If you want to drive demand and build real connections with your buyers, you need a Video-First Distribution Strategy. Luckily, Lindsay McGuire shared 5 killer ways to make video work for you - ranked from easiest to hardest to execute. Steal these ideas and start putting video to work: 👇 IDEA 1 - USE EXISTING CONTENT Most of you should have subject matter experts speaking in webinars. Identify key moments and repurpose into shorter clips to use and distribute where your buyers hang out IDEA 2 - SME SOLO THOUGHTS Prepare questions for your SME over Zoom (burning questions you KNOW your dream customers have) and record their responses IDEA 3 - PRODUCT HIGHLIGHTS Film yourself alongside your screen to record a product review, walkthrough or commentary on a new feature or functionality (bonus points if you can get a customer or influential person in your industry to do this for you) (hot tip - tools like Screen Studio make it quick and easy) IDEA 4 - EMPLOYEE UGC Get your employees to film short snippets you can weave together into a fun video. Employee advocacy can be a great way to highlight your brand's people and get in front of new audiences IDEA 5 - MAN ON THE STREET Interview experts during an in-person event. Offer a few topics they can choose from, then ask 2-4 questions to create content for reels/shorts etc. (pro tip - do this with prospects too - featuring them on your socials as an expert is a great way to kick off a relationship) --- Lindsay shares with us how to execute each of these AND then how to write posts on LinkedIn to share the top video moments AND how to turn the engagement from this into real business impact (check it out below!) #b2b #videomarketing  

Just had our first Live Q&A with our latest Demand Generation Course cohort - and WOW - there are some top notch marketers sharing great advice in there already I like to make it clear in our first Live Q&A that everyone in the program is there for similar reasons Either: + to build and document their demand engine + audit an existing one + upskill in dg I'm there to answer questions, but the marketers in the cohort have experience across industry, which is very helpful to see how others do it We're into week 2 of 12, and so far they are: → identifying their best customers with 80/20 analysis → aligning with leadership on top segments to focus on → preparing to interview and mine insights from these best customers This is all part of the foundations they're building to DEEPLY understand their Ideal Customers, how they fit into their world, and map their buying journey This is the hard work that marketers WANT to set aside time for, but things just keep getting in the way --- If you'd like to see the 12 week roadmap of what they're learning and implementing, I'll drop it in the comments (You can check it out in our 'courses' section The B2B Playbook too) Thanks for a great and energising first session team! *Pictured is just some of our cohort! Sorry to those I left out, but I hit a point where I felt 'that's enough 😅) #b2b #b2bmarketing #demandgen  

This is the final step in market segmentation that EVERYONE misses (not click-bait - if you're doing this, please let me know in the comments) It's not new It's not magic You don't need Clay or Apollo or to be a 'GTM Engineer' ↓ It's called 'cataloguing the market' That means: (A) Taking your ICP (B) Naming the accounts that fit into it (C) Contacting them to find out who is in-market, vs out of market and finding out the recipe for success to win their business the goal is NOT to book a meeting ↓ Here's how it works: Divide up these contacts to your BDRs. Their goal is to get into contact with the target company - not to book a meeting - but to 'catalogue' and find out: + who their current service provider is + what they love/hate about it + what they pay + when their contract ends + permission to circle back This information is crucial because (A) you know when someone is coming into-market (so you know when to time your next outreach) and (B) they've given you the recipe for success and what's important to them and (C) you have PERMISSION to circle back and approach them when they're coming back into market That's a lot more information than someone saying "no thanks I don't want to book a meeting" ↓ Adem Manderovic has been doing this across industry sector for 20+ years. It's not new. It's not magic. It was common place pre-tech And now it desperately needs to make a comeback as a very efficient and effective way to go-to-market ----- We have people in our Chief Revenue School landing mid-market and enterprise deals that started with 'cataloguing'. I'll share our introduction to it if you'd like to learn more below #b2b  

The B2B Incubator included as a ‘must have’ from all-star Jess Cook!! Proud to have you in our demand Gen course Excited for the next 12 weeks 💪

You can spend $0 on Martech and get a list of: + which of your ICP are in-market vs out + who their current service provider is + what they like / hate about it + when their contract is expiring + how much they pay AND permission to circle back before their current contract ends It's not a new fancy tool that does this It's not a new 'trick' or magic fairy dust So where does this information come from? It's from BDRs / SDRs contacting your ICP accounts, NOT to sell or book a meeting - but to 'Catalogue' --- Cataloguing your market is nothing new - it was common practice across industry prior to the Predictable Revenue takeover and spray and pray from B2B SaaS I've seen this first hand from Adem Manderovic And it's a marketer's DREAM having that information --- It gives marketers: → who in your ICP are coming into market → what educational gaps and objections they need to overcome → if they are a good fit for your business Normally you have to wait until a prospect books a meeting and gets to a discovery call before you get that information This is a far more efficient and effective go-to-market method And not just because marketing can focus on 'real marketing' instead of no-intent lead gen BUT because sales can go back, with permission, at the right time and saying the right things to those accounts that have been catalogued --- It sounds like magic But we've got people in Chief Revenue School closing mid-market and enterprise deals doing this And it's not There's plenty of companies doing it with great success here, they're just not shouting about it on LinkedIn -- I'll drop a l ink below where we cover Cataloguing with Adem Manderovic if you're interested! Or - you can keep buying blackbox data from 6Sense and Bombora

Welcome Patrick Schüller from Dealfront to our Demand Gen cohort! We’re excited to have you for the next 12 weeks 🔥

Whenever I meet a lonely B2B marketer in AU/NZ, I tell them to join Generate - The B2B Marketing Community in ANZ started by axel sukianto It started as just a few people sharing advice in a slack channel And has now evolved into a thriving community of 800+ members They: + host IRL meetups + launched a fantastic event + even have sponsors --- I caught up with Axel to find out: 1/ How do you build a community people care about? 2/ What ground rules do you need to set? 3/ What does it take to run something like this? --- We also spoke about the challenges of working inhouse at a B2B company (which Axel did at the time of recording). It's Axel's first hand experience that no doubt helped him build such a great community -- Watch, Listen or Read our chat with Axel on The B2B Playbook below #b2b #b2bmarketing #b2bcommunity

Win a Sponsored Spot in the Top-Rated Demand Generation Course! 🎓 At Dealfront, we know that great demand generation drives pipeline. That’s why we’re giving away 1 sponsored spot (worth $2,500!) for The B2B Playbook’s Demand Generation Course. This 12-week program is designed by The B2B Incubator for B2B marketers who want to build or refine their demand gen engine—and start driving real pipeline results. Who’s it for? ✅ Demand Gen Marketers ✅ B2B Marketing Managers ✅ VPs of Marketing/CMOs at smaller companies What you’ll get: 🎥 Weekly on-demand materials 💡 6x Live Q&As (3 PM EST) with your US/Canada cohort 📂 Exclusive templates & tools to build your demand gen strategy 🏅 A Certificate in Demand Generation 🔹 Why it matters: 💡 250+ marketers have completed the program, calling it a "Master’s degree in Demand Gen" 📈 Teams have gone from supporting sales to driving 70% of the pipeline ✅ Gain clarity, confidence, and alignment with sales Want to win? Drop a comment and tell us why you should get the spot ⬇️ We've put more details about the course in the comments below. 📢 Winner will be announced this Friday at 5PM CET! #B2Bmarketing #demandgeneration #marketingstrategy #giveaway