Home The SLMA Join the SLMA 20 Women to Watch SLMA Radio SLMA Sponsors 40 Most Inspiring 50 Most Influential
Why its Important
"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail. It can be prevented.”
It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again. They buy software and assume it is solved. They train salespeople and assume it is solved. It appears to be solved until it isn't; forecast flop, sales lag and sales managers fail. It can be prevented.
This week we have a rare instance of a host being a guest the same day. Starting at 9:30, David will be tackling, "How to Implement a Demand Funnel" He says, "In this episode I take you on a deep dive
While you Work
Why it Matters
"You can have the best lead scoring system, the best algorithm, the best predictive system, but if you don't get sales adoption... your efforts are wasted."
David Lewis Tweet This
In this episode, David Lewis shares the key principles of successful lead management from his book Manufacturing Demand which now has over 10,000 copies in circulation.
This interview includes:
Listen as Cunningham and Flaherty defend the need for a change to the new Demand Unit Waterfall
Unless you were abducted by aliens, you’ve seen the tweets, LinkedIn posts, and other coverage by the media, thought leaders, and demand generation experts about the new Demand Unit Waterfall introduced by Sirius Decisions at their annual conference in Las Vegas on May 16 – 19th 2017.
The initial feedback to the unveiling has been mixed with both excitement and skepticism. David invites Terry Flaherty and Kerry Cunningham, two of the Research Directors @siriusdecisions behind the new framework to answer questions around its’ purpose and implications including:
- What has the reaction been to the new waterfall?
- Why did SiriusDecisions update the demand waterfall?
- What's a Demand Unit and why does it matter?
- What's a Demand Map and what value does it deliver?
- What are the major changes/differences that Sirius introduced in this version of the waterfall?
- What are some of the major things to consider when implementing the Demand Unit waterfall?
Listen while you work!
During this live program and podcast with Sangram Vajre on ABM, Icould hear Biggie Smalls lyrics [aka The Notorious B.I.G] echoing in my ears “…it’s like the more money we come across, the more problems we see.” Why? Well just moments before we kicked off the podcast, Terminus announced the closing of $10.3 million round of Series B funding.
Listen while you work!
It’s was the official start of the B2B MarTech tradeshow season with both Marketo and Oracle having their annual user conferences.
Scott Brinker sat down with DemandGen Radio Host David Lewis to talk about Scott’s journey into marketing from his roots in computer science and video gaming to becoming the industry's self proclaimed “Chief MarTech.” David asks Scott about what’s in store of this year’s MarTech Conference, and Scott also shares an update on his book Hacking Marketing – along with a discussion on the rise of marketing operations as a role and function.
The two also geek out on what’s happening across the marketing technology landscape and discuss other emerging innovations including AI and virtual reality which will no doubt give marketers new ways to target and engage audiences.
The program wraps up with Scott sharing some insights about ABM and other trends he’s seeing in the MarTech landscape. You can also pick up some tips on the process for submitting your MarTech stack for the 2016 Stackie Awards at the MarTech Conference in San Francisco. Bonus: There’s also a discount code for registering at the end of the podcast!
You may also like:
It was only a few years ago that the need to become “a content marketer” showed up as a priority for demand generation teams. While that priority hasn’t gone away, marketers now face the additional challenge of “creating more engaging content” to rise above all the content noise.
There is no better way to do that than by adding video to your marketing mix. What was once a very expensive and time consuming media is now inexpensive and easy. We’ve entered the “Vigital” age for interacting with prospects and buyers. In this episode of DemandGen Radio, David talks with Tyler Lessard, CMO of Vidyard about how to get started in video creation and the benefits of using a platform like Vidyard for creating, publishing, personalizing, and tracking the impact of your video content.