Signals Podcast Network

Daniel Priestley, Founder of Dent Global. Daniel spoke at  the Demand Gen Summit, bringing to light opportunities of generating demand by utilizing a waitlist. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps: 

2:55 - The importance of demand generation and its relevance in economics.

9:06 - Promote the waiting list as a powerful marketing strategy.

10:01 - Launch a waitlist for access to upgraded features and events.

14:27 - Use simple templates for creating a waiting list campaign.

15:54 - Simplify the use of templates and gain information from the waiting list campaign.

20:07 - Closing Remarks. 

Jen Allen-Knuth, Evangelist Partner at Lavender. This speaker from the Demand Gen Summit discuss how to overcome the buyer's mental spam filter. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps:

2:48 - Personalized emails compared to automated ones and have a much higher rate of reply. 

6:42 - Explore slack communities for CXOs. Observe how people learn in these communities.

7:06 - Understanding the questions, words, and trade-offs customers are making, and using virtual conferences to gain insights. 

7:29 - Analyze conference agendas and topics to understand what attracts customers and how to align solutions with these interests.

9:21 - The challenge of influencing informed buyers and the opportunity to shape demand in favor of one's solution.

9:48 - Ensure content is buyer-centric and not self-focused.

11:09 - Craft effective cold emails, including simplicity, personalization, and avoiding overt selling.

13:56 - Tips for writing crisp, mobile-optimized content at a third to fifth grade reading level to increase reply likelihood.

16:33 - Closing Remarks. 

Thomas Helfrich, CEO of Instantly Relevant. This speaker from the Demand Gen Summit discuss what strategies to use on LinkedIn to enhance revenue. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps: 

3:17 - There's necessity of various phases for success and execution on LinkedIn. 

4:04 -Set up a good intentional foundation to support other phases, establishing relevance, credibility, and understanding the ideal customer profile

4:58 - Understand the importance of a LinkedIn profile and how it should focus on what the individual does for others and why they should act

6:01 - Become known, liked, and trusted through engagement, dialogue, and call to action.

6:58 - Actively engage on LinkedIn. Don’t solely rely on AI.

9:18 - Many ways to nurture customers, such as through podcasts, articles, and gifts.

11:43 - AI has an accelerator in business and content strategies.

13:47 - Take time to think through systems and offer help with content or business development strategies.

15:00 - Enhance brand perception and value.

15:25 - Closing Remarks. 

Mark Kilens, CEO & Co-Founder of Tack. Mark spoke at the Demand Gen Summit, discussing how companies can take back control of their go-to-market strategies to drive more revenue. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps:

1:18 - There is a need for businesses to adopt a different GTM approach. The concept of “people-first” is introduced.

6:06 - Increase competition for the attention and explosion of data generation. 

10:22 - Emphasize a people-first approach to marketing and create memorable experiences.

16:00 - Examples of how events can act as catalysts for creating engagement, fellowship, and leads.

20:01 - Trends are observed in the data. 

21:57 - There is a lot of richness in first-party data. It has a large role in event-led growth.

27:43 - Closing Remarks. 

Matthew Ward, Managing Director and Partner at Boston Consulting Group. Scott Rhodes, Associate Director at Boston Consulting Group. These speakers from the Demand Gen Summit will talk about how to create more alignment between your marketing and sales teams by speaking the same language. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps: 

1:34 - Introduction.

4:01 - Building connectivity between marketing and sales. 

5:29 - Challenges around leads and marketing-sales handoff. 

7:18 - Finger pointing and lack of relationship between teams. 

10:15 - Discussion on trust building and data trust. 

15:12 - How to analyze deal closures, messaging effectiveness, and historical data in sales

21:50 -Ensure there is a proper flow of opportunities for marketing and sales. 

22:50 - Have clear definitions of client interactions. 

26:10 - Address customer churn and the importance of evolving insights and data views. 

31:34 - Closing Remarks. 

Vladimir Blagojevic, Co-Founder of FullFunnel.io. Vlad spoke at the Demand Gen Summit, discussing the best ways to blend ABM and Demand Gen in order to drive more revenue. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps: 

00:17 - Introduction to ABM and demand generation. 

2:38 - How to build a customer journey map to build demand. 

5:27 - Understand missed opportunities.

6:33 - Identifying common misses in company strategies. 

14:53 - What is first-party intent data and account interest?

20:52 - Different ABM playbooks and engagement strategies. 

21:29 - Target the buyers’ research hypothesis testing.

22:40 - How to work on content co-creation.

23:47 - ABM Efforts.

24:52 - Personalized direct mail campaigns.

27:03 - Engage in niche communities for technical audiences.

27:42 - Closing Remarks. 

Jonathan Bland, Co-Founder of OmniLab Consulting. Jason Steele, Co-Founder of OmniLab consulting. These two speakers from the Demand Gen Summit will discuss how to utilize LinkedIn to create more revenue. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps:

00:40 - Introducing different marketing philosophies. 

4:38 - What are the differences between direct responses vs. brand awareness campaigns?

5:22 - Have consistency in naming and tracking structures. 

5:48 - Overview on tracking mechanisms and data normalization.

18:41 - How to manage campaign planning and audience expectations. 

19:08 - Clarity over cleverness in messaging. 

22:02 - How do you organize your content and create focus areas?

23:55 - Connect headlines with content. 

24:41 - High-level pointers for marketing. 

27:01 - How to create content for audiences to understand.

27:50 - Closing Remarks. 

Mason Cosby, Founder of ScrappyABM. Mason, a speaker from the Demand Gen Summit, will discuss how to take the first step of ABM so it won't fail. To stay current on our latest events, follow us on Linkedin.

Useful Timestamps:

4:15 – What are some challenges of implementing new technology? 

6:53 - Missed meeting playbook.

7:49 – Description of activation plays and complementary products. 

9:40 - Outbound sequences and tech gaps. 

14:38 - B2C and B2B business examples. 

17:43 - Experimenting with sequence messaging and handoffs. 

19:39 – What is the sales team's role in sourcing pipeline? 

23:17 - Closing Remarks.

Kelly Hopping, CMO at Demandbase. John Eitel, CRO at Demandbase. These speakers from the Demand Gen Summit discuss 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: 

5:42 - What is leadership and synchronization in sales and marketing?

6:57 - Address how the dynamics between marketing and sales are changing and the need for continuous evolution.

8:05 - What are the various gaps that can arise and how they can lead to tensions between teams?

12:35 - Description of the role of technology in marketing and sales alignment. 

13:25 - Go-to-Market meeting dynamics. 

13:48 - Overview of the challenges in pipeline and funnel review meetings. 

14:09 - What are unhealthy dynamics and posture change? 

14:32 - Identify breakthrough moments that have helped team dynamics. 

15:16 - Acknowledge there is a positive work environment. 

16:38 - There is a need for continuous interactions between marketing and sales, rather than a one-time handoff. This includes the importance of shared metrics and ongoing collaboration.

19:05 - The ongoing dialogue and engagement required for effective marketing and sales alignment.

20:40 - There is an interdependence of sales and marketing for successful outcomes.

31:29 - Closing Remarks 

Jon Miller,  CMO at Demandbase, and Billy Bateman, Co-Founder & VP of Operations at Signals, recognize that there are many questions that surround the world of AI. These speakers from the AI Revenue Summit bring to light how AI generated tools are incredibly efficient at content transformation. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps:

1:17 - How has your team at Demandbase been using AI?

1:40 - Resource: What's Happening in AI by Chris Penn

3:39 - "T" in GPT stands for transformer, not creator

6:00 - Examples of how Demandbase utilizes ChatGPT to automate information

8:43 - Interview tactics to understand candidate through use of ChatGPT

11:27 - Tuning the algorithm

15:48 - What AI can do vs what the human can do

17:35 - Machine learning is a type of AI

20:47 - Future of Demandbase and their use of AI

24:56 - Companies with the best data is doing to deliver the best AI. Companies with poor data is going to lead to poor data output. 

27:23 - Concluding Remarks

Brian Christensen, Founder of AllThe.AI, brings to light the incredible evolution of AI. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

1:15 - AI has the ability to innovate and evolve every other industry vertical

1:31 - Where we're at

2:19 - Difference in quality regarding prompts

3:31 - Surveillance, propaganda, control

4:31 - Personalized tutoring through AI

5:20 - Burst of productivity enhancement

6:18 - Use of Autonomous agents to streamline workflow processes

7:59 - Closing Remarks

Steve Error, Sales Director at Signals, Jordan Crawford, Founder of Blueprint, and Dan Baird, Co-Founder & Product Lead at Wrench.ai, bring to light the different uses ChatGPT offers. These speakers from the AI Revenue Summit discuss winning campaign ideas and how AI can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

3:53 - AI and Key Concepts

6:31 - GPT's explained

10:41 - Campaign ideas and custom instructions

12:50 - Who are the three musketeers that can help me? 

18:42 - Spend time tuning GPT to automate exactly what you want

22:21 - Subject line ideas using GPT

26:32 - Introduce something that's surprising to make it memorable

32:01 - What data matters?

33:32 - Additional risks and pitfalls

35:18 - Prompt designs & engineering examples

37:49 - Tree of Thought Example - ChatGPT Splitter

38:48 - Introduction of custom instructions

39:42 - Behavioral insights and traditional data

46: 28 - Wrench.ai OFFER

47:12 - Blueprint OFFER

50:00 - Closing Remarks

Somya Kapoor, CEO & Co-Founder of TheLoops, discusses how to grow your business by either acquiring new customers or retaining existing clients. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

0:44 - McKenzie and Co. reference

0:48 - GTM's & post sales roles

3:10 - Survey: Where GenAI is applicable

3:35 - How do you align all teams around this new way of AI? 

5:33 - How data impacts revenue

5:59 - Generative AI is not the only AI out there

8:37 - How would your GTM change with accurate, actionable, AI-driven insights from support? 

9:50 - AI-driven efficiency and accuracy image

14:04 - You don't have to wait for human interaction to make things happen, use AI-assisted element

15:58 - Support insights for success and product

18:19 - Don't stay in Silos and expect GTM/customer lead growth to fix itself

19:21 - Concluding Remarks

Martin Miranda, Founder & CEO of Eventstack, discusses how his bootstrapped startup has used AI to promote and sell faster than before. This speaker from the AI Revenue Summit brings to light how AI has been used efficiently within his business. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

2:19 - Current practices involve Eventstack and Spaghet.ai

5:35 - When you utilized AI in the proper way within your organization, you are able to create more control. 

7:47 - What has changed in the last 6 months that makes AI so beneficial? 

8:00 - Opportunity: low code/no code, LLM's, API management tools, dynamic websites

10:00 - Tool called Prstpct.ai 

13:12 - Tool called SpotMail

17:27 - Concluding Remarks

Lauren McCormack, VP Demand Gen Leader at Revenue Pulse, . This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

1:48 - What is demand gen? 

2:01 - Analogy of a lemonade stand 

4:39 - Demand Gen is  art and science. 

5:27 - Don't over-invest in tech, invest in your people. 

5:43 - How do you structure the engine itself?

6:25 - Cross-sell and up-sell potential is lost if you don't think about hourglass funnel (image presented) 

9:16 - NIHITO: Nothing Important Happens In The Office

9:55 - What is an ICP: Ideal customer profile

12:10 - AI Experiment  #1

13:36 - Defining your true ICP with GPT

14:05 - Data preparation: running cluster analysis on a CRM data export

15:30 - Original results interesting, but not great. How could we refine things further? Tell GPT more about our company

16:11 - Refining dataset by chatGPT generating a list of companies 25 times over based on clusters. Kept top 3 companies and dropped bottom 2 companies. Results blew them away. Results matched desired ICP.

17:26 - Find who the decision makers are. What their pain points are relating to their positions? 

18:02 - Results: it took 3 days to build this process. Got a complete list of companies GPT defined as ICP's, which included many current clients. 

19:01 - Concluding Remarks

Jeff Crane, Founder of AIIncubated, brings to light three key principles to utilize when identifying AI companies to get involved with. This speaker from the AI Revenue Summit breaks out how to determine whether you should participate with or invest in certain AI companies. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

2:40 - Hundreds of AI companies are surfacing

3:12 - Three principles that relate to getting involved with AI businesses

3:33 - #1: Principle of the Jockey - find someone who can lead, guide, and manage efficiently.

4:01 - #2: Take a look at the environment - which category are you looking at? Are you looking to invest in a business or service?  Is there a budget

5:04 - #3: Get involved with events. Invite companies that are going to teach you new things

6:06 - Number one problem with most small businesses is under capitalization

6:46 - Work, results, and access create a brand

7:57 - If you cheat in one, the other two will change. 

9:16 - 5 personality traits: Attractor, Believer, Connector, Doer, Everybody

13:18 - Have some value propositions in your back pocket. What do you associate with? 

15:14 - Concluding Remarks

Udi Ledergor, Chief Evangelist at Gong, and Dan Morgese, Senior Manager of Content Strategy at Gong, bring to light the productivity that is created by utilizing AI. These speakers from the AI Revenue Summit discuss GTM strategies, seller activity, improving customer experience, and more. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

2:16 - What are the perceived benefits or the realized benefits of implementing AI in GTM processes?

4:10 - Automating Seller Activity

7:20 - Write follow-up emails 10X faster

8:12 - Guiding sellers' next steps

8:56 - Timing plays a critical role in sales

12:14 - Informing GTM strategy

14:41 - Tracking adoption in real time through product like Gong

15:38 - Adapt strategies in real time

19:38 - Improving the Customer Experience

21:25 - Account knowledge for every team

23:54 - Key considerations for selection: Understanding, Accuracy, Data Protection

24:59 - Closing Remarks

M. Nadia Vincent, Executive Advisor at Digital Transformation Leaders, brings to light 5 specific and key strategies to use when utilizing AI in your workflow. This speaker from the AI Revenue Summit explains in detail these 5  strategies and how they can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

0:32 - First Strategy: Have a specific goal

0:52 - Second Strategy: Have a 360 degree business strategy

2:33 - Third Strategy: Use different types of AI

4:46 - Fourth Strategy: Use a combination of AI and digital technologies

6:01 - Fifth Strategy: Use field specific AI and Generic AI

7:55 - Concluding Remarks

Nishit Asnani, Co-Founder of Sybill, and Ben Sternsmith, Chief Revenue Officer at Sybill, recognize that there are many unspoken truths regarding AI. These speakers from the AI Revenue Summit discuss the truths about what AI is and how your companies can start implementing AI to generate Revenue. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

1:01 - Myth #1: AI is a FAD

3:55 - Myth #2: AI cannot replace sales reps

8:33 - Myth #3: AI cannot make decisions for me

12:49 - Demo of Sybill within Slack

15:20 - Showing how to view record of call in CRM system

18:06 - Myth #4: Change management with AI is hard

23:50 - Concluding Remarks

Gabe Larsen, CMO at Kustomer, brings to light the many AI platforms that can be utilized to help companies generate more revenue. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. 

Useful Timestamps: 

2:00 - ChatGPT: Engaging, seamless, versatile

2:48 - Fireflies: Effortless, easy, actionable

3:37 - Favorite feature of fireflies: AI summaries for meetings

4:14 - Midjourney: Access to AI-generated images

5:28 - Superhuman - Efficient email management

7:17 - Scalenut - AI-powered content creation

8:02 - Murf: High-quality voiceovers

8:44 - Pictory: High-quality videos

9:39 - Jasper.ai: Time-saving content creation

10:36 - AdCreative.ai: AI-generated ad creatives

11:12 - Perplexity.ai: Accurate and relevant search results

12:53 - Closing Remarks