The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

From high school arts teacher to a successful career leading B2B marketing teams, Jen Spencer shares her unique journey to the top

Episode Outline

[04:39] Jen’s background

[07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy

[10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners

[11:18] Why great communication leads to great partnership

[12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness

[14:34] Habits to be great at sales and marketing that can never go wrong

[16:35] How to embrace a more diverse set of perspectives at the decision making table

[17:04] How Jen sees the trends in the future

[19:22] Use empirical evidence to decide what, what the best option is moving forward

[23:17] How to ensure there is right technical architecture, technical infrastructure to support these efforts

[26:28] The skills to know what the buying process is on their end


Jen's inspirations:

Trish Bertuzzi


Connect with Jen

LinkedIn

Twitter

SmartBug Blog

The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

In this episode, Elias Rubel is joined by Andrew Ettinger, an entrepreneurial and truly elite level sales executive helping best of breed technology companies scale, grow and succeed in the marketplace.

Andrew is a true, born and bred modern executive sales leader who leverages an astute business mind to deliver systems to organizations such that significant business outcomes are realized by the customer. He implements and firmly believes in the modern approach of measuring the Key Moments. They are pain, conversations (not pitch!), diagnose, trade, orchestrate, impact, and grow. A 10% improvement in this simple process over these 7 moments can deliver a 2x increase in ARR and a 10x increase in realized impact for the customer.

Episode Outline

[02:39] Andrew’s background

[04:16] Flexibility in mindset and not getting stuck in your ways

[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.

[10:22] List of regulations from California

[11:18] On developing self awareness, self reflection, and deep introspection

[12:04] Technical evangelism and doing deep workshops that benefit the organization

[14:34] Privacy as a first class citizen and why that matters

[16:35] What works to instrument the workflows into production processes

[17:04] Navigating the turbulent waters of the enterprise

Andrew's Inspirations

Scott Yara

Jo Otto

Jill Rowley

Mark Roberge


Connect with Andrew

LinkedIn

Twitter

Ready to drive efficient demand?

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