104 episodios

It’s not enough to start a category or even a community. You need to start a movement. Hosted by Refine Labs, our mission with the Stacking Growth podcast is to help you create an unfair competitive advantage by breaking down how B2B companies dominate categories and unlock growth through a go-to-market strategy built for the way customers buy today. Together, we will build your brand, grow your business, delight your customers, and crush your competition.

Stacking Growth | The B2B Go-to-Market Podcast Refine Labs

    • Economía y empresa

It’s not enough to start a category or even a community. You need to start a movement. Hosted by Refine Labs, our mission with the Stacking Growth podcast is to help you create an unfair competitive advantage by breaking down how B2B companies dominate categories and unlock growth through a go-to-market strategy built for the way customers buy today. Together, we will build your brand, grow your business, delight your customers, and crush your competition.

    S2 E71 - Back to the Basics | Stacking Growth Live

    S2 E71 - Back to the Basics | Stacking Growth Live

    There’s no better way to start the year than by setting intentions and resolutions for the year ahead. Most people do this in their personal lives, but we find it pretty affirming for work as well. Today, we’re excited to chat through just a few of the actionable things you can do to refocus and reset priorities for the year ahead.

    • 34 min
    S2 E70 - Building Revenue Programs to Nail your 2023 Goals | Stacking Growth Live

    S2 E70 - Building Revenue Programs to Nail your 2023 Goals | Stacking Growth Live

    Companies today don’t have a process for executing research and development (R&D) within their revenue system. There’s a lack of structure and internal common ground between teams on defining and understanding what programs are working for new business acquisition. It results in chaos.

    Today we’re going to chat through 3 things you can start working on today, to make a meaningful impact on structuring your revenue programs to nail your 2023 goals.

    • 54 min
    S2 E69 - 5 Ways Sales Can Help Marketing

    S2 E69 - 5 Ways Sales Can Help Marketing

    Cassidy has gone on record stating that marketing-sales alignment is largely a marketing problem. However, let's not drop all the blame on marketing. In this episode, Cassidy and Carl go over 5 ways sales leaders can demonstrate leadership in aligning marketing with sales.

    1 - Quality over quantity

    If the leads "suck" - it's as much on sales as marketing. Stop insisting on lead volume when the leads don't convert to pipeline and revenue. Instead, empower marketing to focus on high-quality leads.

    2 - Encourage building awareness

    It's not news to anyone that it's easier to sell when prospects know who you are and what you stand for as a company. The best sellers I know are huge advocates for building awareness and are pushing marketing to be more innovative. 

    3 - Invite marketing into the sales process

    There is no better place to learn about what works/doesn't work than in the sales process. Explain the sales process and how deals are done. Get your marketing team licenses to your call recording software. Invite product marketing to sales calls. Take time to structure your learnings so they are actionable.

    4 - Align outbound sales with inbound marketing

    There is a good chance that your outbound sales efforts are fishing in the same pond as your marketing efforts. Therefore, spend time sharing learnings and aligning campaign efforts, so the positioning and messaging are consistent with prospects.

    5 - Lead by example & don't let sales off the hook

    Leaders don't make excuses. If marketing isn't carrying its weight, get in the game and help. If your sales team isn't following through, take your team to task. When you show that your goal is the company's success and not the success of one organization over another, you are a leader others will respect.  


    Join Stacking Growth Live every other Wednesday at 1:00 PM ET by Registering here.

    • 1h 6 min
    S2 E68 - POV Before Product: Designing a New Category | with Jenn Davis

    S2 E68 - POV Before Product: Designing a New Category | with Jenn Davis

    "How in the world are you getting rockin' and rollin' building a new category here?" 

    Carl Ferreira doesn't waste any time kicking off this conversation with Jenn Davis, Co-Founder and Head of Marketing at Gradient Works. Jenn has been instrumental in designing and building the Dynamic Books category, a new way to handle sales territories. In this episode, Jenn takes Carl and Cassidy through:

    - Identifying when/if a new category is needed

    - Doing research to get "message-market-fit" prior to building out a product

    - Creating a strategic narrative around that new category and building it out

    - and much more.

    • 1h 1 min
    S2 E67 - 3 Steps To A Successful First 90 Days When Switching to Demand Gen

    S2 E67 - 3 Steps To A Successful First 90 Days When Switching to Demand Gen

    "What would the first 90 days look like if you were tasked with implementing a demand gen and content strategy in an effort to move beyond the traditional lead gen approach?"

    So you want to move beyond traditional lead generation and start creating demand in 2023…But you don’t know how to kick off those efforts?

    The first 90 days are critical because if you’re not able to show some early signs of success, there’s a good chance your program will get axed before it ever has a chance to get going. In this episode, Sidney and Sam talk about the 3-step process they recommend to companies that are switching from lead gen to demand gen for the first time.

    The three steps they go over include:

    1. Knowing your historical data

    2. Laying out a foundation

    3. Building a content engine to support the framework



    Join Stacking Growth Live every other Wednesday at 1:00 PM ET by Registering here.

    • 27 min
    S2 E66 - 4 Major Pitfalls To Avoid When Doing a Revenue Performance Analysis

    S2 E66 - 4 Major Pitfalls To Avoid When Doing a Revenue Performance Analysis

    It’s that time of year when 2023 planning is in full swing and part of planning for a successful start to the next year is doing a Revenue Performance Analysis. But first, what is an RPA?

    Simply put, a Revenue Performance Analysis allows you to identify and amplify key sources of HIRO pipeline and revenue.

    We’ve become experts at these analyses and have identified the top four mistakes teams make when executing them independently and that’s exactly what we’re going to go through today.



    Join Stacking Growth Live every other Wednesday at 1:00 PM ET by Registering here.

    • 35 min

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