Episode #17 of the Data Center Go-to-Market Podcast comes from the webinar Data Center Lead Generation 101.
- Learn strategies to modernize your lead generation approach for the data center industry
- Discover how to provide incentives that attract prospects throughout their buying journey
- Overcome sales stigma and position your team as trusted advisors
- Collaborate across departments on effective lead generation campaigns
- Accelerate your sales cycle by anticipating prospects' needs
- Focus your resources on the most impactful lead generation offers
- Continuously measure and improve your lead generation performance
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
N/A
Joshua Feinberg emphasizes the importance of adapting lead generation strategies to changing consumer behavior and technology advancements. He highlights the need for empathy and personalization, investment in video content, and alignment of internal teams and stakeholders. Feinberg also stresses the limitations of tracking cookies and the growing value of first-party data, and offers case studies and webinar programs as effective lead generation strategies.
Action Items
- Assess current coverage of touchpoints in the buyer's journey.
- Prioritize primary, secondary, and tertiary buyer personas.
- Collaborate across functions to build a thought leadership team. (Sales, marketing, product, customer success)
- Map calls to action throughout the journey from each lead source.
- Continuously measure lead sources and conversion performance.
Outline
Lead generation strategies for the data center industry.
- Buyers now research and compare options before meeting sales teams, presenting opportunities for early adopters.
- Learn strategies to grow leads, sales opportunities, and new clients throughout the buyer's journey.
- Shares insights on differentiating in the data center industry.
Modernizing lead generation strategies for data centers.
- Outlines modern lead gen strategy, focusing on data-driven approaches.
- He addresses common challenges, such as the stigma around sales and the vendor box mentality.
- AI growth powers the data center ecosystem, with $1 trillion in forecasted spending.
- Michael Dell predicts a 100-fold increase in data center demand over the next 10 years.
B2B marketing strategies for reaching decision-makers in the digital age.
- Discusses strategies for B2B companies to cut through the noise in a digital-first world.
- He emphasizes the importance of understanding buyer personas to develop effective marketing strategies.
- Highlights the importance of understanding the 28 touch points between awareness and decision in the purchase journey.
- He emphasizes the need to cover more than just the decision stage, focusing on awareness and consideration as well.
Lead generation strategies for businesses.
- Discusses modernizing lead generation strategies.
- Emphasizes the importance of aligning on lead lifecycle stages.
Lead generation strategies for data center industry professionals.
- Emphasizes the importance of understanding target audience needs for effective lead generation.
- Advises balancing form fields with conversion rate to avoid over-asking for information.
- Focus on providing remarkable, persona-driven premium content to build trust and establish yourself as a teacher, trusted adviser, or consultant in the data center industry.
- Collaborate with other departments within your company to share knowledge and resources to create successful lead-generation campaigns.
Lead generation strategies for companies.
- Emphasizes the importance of lead generation offers that cover the full buyer's journey and prioritized buyer personas.
- Suggests involving marketing and sales teams throughout the buyer's journey to establish expertise and generate revenue.
- Suggests a "video first" approach to lead generation, repurposing video content into various formats.
- Collaboration between product, customer success, account management, sales, marketing, and channel teams can help build a thought leadership team.
Modernizing lead generation strategies for data centers.
- Highlights the importance of lead generation offers and CTAs in the sales cycle acceleration.
- Encourages the audience to prioritize their most impactful lead generation channels and offers to maximize conversions.
- Discusses modernizing lead generation strategies, measuring effectiveness, and overcoming sales stigma.
- Provides actionable ideas for accelerating sales cycles and improving lead generation measurement.
Lead generation strategies for the data center industry.
- Focus on understanding the ideal client profile and building relationships with key individuals.
- Lead generation strategy should be about educating and building trust through content.
- Product/market fit crucial for data center lead generation
- Aligning marketing, sales, customer success, and product for growth
Guest Resources
- Subscribe to the Data Center Sales and Marketing Newsletter
- Learn About Joshua Feinberg
- Connect with Joshua Feinberg of DCSMI on LinkedIn
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