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 Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected] Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit