Chris Walker Returns - Demand and Revenue Generation - 245
In this episode, Mike talks with Chris Walker about marketing, sales, and revenue operations. Chris is the Founder and CEO of Refine Labs.
Key Takeaways:
- It’s the mindset of the executives at the highest level that drive everything down.
- The first tree to plant is a ridiculously intimate understanding of your customers.
- It’s often marketing on the hook for continued growth.
- Figure out your logical benchmark conversion rate that you should be aiming for. Is there a gap?
- Focus long-term on brand, not sales.
- The failure of marketing comes in 2 buckets:
- The CMO doesn’t know what they are doing
- The metrics created force the CMO to operate in a certain way.
- Strategy:
- Capture existing demand. Do they find you when they are looking?
- Create new demand. Do this in a targeted way that drives product consideration and product awareness.
- Focus on organic brand marketing.
- People don’t set-up the environment to tell you the truth. Go into it objectively.
- Center everything around customer intimacy.
Show Links:
- Chris on LinkedIn
- Refine Labs website
- State of Demand Gen Podcast
- Episode 206 of The Catalyst Sale Podcast with Chris Walker
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