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Author David Lewis on Unbreakable Principles of Lead Management

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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." 

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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:

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SiriusDecisions Executives Justify the New Demand Unit Waterfall with David Lewis

 Listen as Cunningham and Flaherty defend the need for a change to the new Demand Unit Waterfall

  Why is there a New Demand 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.
 
Cunningham-Flaherty-DemandGen-Radio-David-LewisThe 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?

Sangram Vajre and David Lewis On ABM:Closed won is not to be confused with closed done

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Sangram-Vajre-DemandGen-Radio-David-Lewis-V2During 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.

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Dayna Rothman of BrightFunnel with David Lewis on DemandGen Radio

 

What does it take to fast track your career from Content Marketer to Vice President of Marketing in just four years?

How can you turn just three people into a content marketing machine? Bf2017_logo

Listen to Dayna Rothman on this episode of DemandGen Radio.

Dayna-Rothman-DemandGenRadio-David-LewisDayna is now VP of Marketing at BrightFunnel, and just 4 years ago she was at Marketo cranking out “lead bait” as the Senior Content Marketer under the leadership of Jon Miller.

Dayna has also authored several of Marketo’s Definitive Guides, and wrote Lead Generation for Dummies published by Wiley in 2014. She’s also a content contributor to Lynda.com. It’s no surprise that this “Wonder Woman” reveals that she has a super power when it comes to content creation, which she shares with you all. But her passion for crafting modern marketing content and demand generation tools are not her only secrets for scaling the ranks of marketing.

Why it Matters:

Dayna shares sage advice for women about confidence, being fearless, speaking your mind, showing results, and having a strong work ethic. She also talks about her experience working at Marketo, her mentors, the pressure there, and what she loved most about the team.

You might also like to listen to:  Marketo's CEO Steve Lucas

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Emerging Trends with Chief MarTech Scott Brinker on DemandGen Radio with David Lewis

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.
 
Scott-Brinker-DemandGenRadio-David-LewisThe 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: 

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The Reinvention of Content Marketing: DemandGen Radio with Randy Frisch of Uberflip

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Randy-Frisch-DemandGenRadio-David-LewisJoin DemandGen Radio host David Lewis and his guest Randy Frisch, Co-Founder of Uberflip, as they discuss Uberflip’s innovative platform for content marketing that dramatically improves conversion.  This platform also enhances the experience for prospects by mimicking the NetFlix® content model so visitors end up “binge watching” (your) content.  How cool is that?

If you’re like most demand generation marketers, you’re trying to convert website visitors into leads by publishing various pieces of content scattered about your website.  You hope to aggregating them in a resources area so visitors select and download your “lead bait” one at a time.  This traditional method of content publishing has certainly been effective for generating leads, but the team at Uberflip reimagined what the experience should be like­ – just as Uber® reimagined the transportation business. 

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DemandGen Radio with David Lewis - Why Video Should Be In Your Marketing Mix

 
ITyler-Lessard-DemandGenRadio-David-Lewist 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.

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The State of Marketing Automation with Jen-Horton on DemandGenRadio with David-Lewis

                                          

                                                                                  

Listen to Jen Horton, Sr. Research Director at SiriusDecisions, as she joins DemandGen Radio host David Lewis to reveal the 4 themes around marketing automation usage derived from the research SiriusDecisions conducted and presented at the 2016 SiriusDecisions TechExchange in Austin, TX in November. Jen discusses how marketers are less focused on scaling adoption and more on maximizing value from their investments in marketing automation. 

Jen-Horton-DemandGenRadio-David-LewisKey finding from the research:

  • 4 themse around Marketing Automation useage
  • Organizations that are very satisfied with the value they receive from marketing automation systems are outsourcing a greater number and variety of projects and tasks to vendors due to the lack of internal expertise
  • Best practice knowledge, and resource constraints.
  • Also discussed is the surprising number of firms (50%) that plan to migrate from their current system to another system in 2017.

 

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Marketing Automation Adoption Trends & Insights: Thomas Terry of DemandGen


 Thomas-Terry-DemandGenRadio-David-LewisThomas Terry, one of DemandGen’s Solutions Architects joins DemandGen Radio host David Lewis to discuss the trends taking place in the adoption of Marketing Automation across DemandGen’s client base. Thomas serves as the lead architect for many of DemandGen’s enterprise and mid-market clients using Marketo and he discusses the growing popularity in connecting Marketing Automation systems to backend databases as well as using systems like Marketo for transactional email programs.

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