In this exclusive, invite-only event, Chris discusses Revenue Forecasting and Planning principles to use for goal setting and planning He goes in depth on: The 10 step process to complete this modeling Key mistakes he sees organizations make and how to avoid them How to use this expert guidance to set achievable revenue targets The slides that accompany this event are only available to customers and Vault waitlist members. If you'd like to get on the waitlist for the Vault, visit www.refinelabs....
Nov 09, 2022•50 min
This week, Chris sat down to answer some big picture questions from a CEO perspective on the direction of the Revenue Vitals podcast, setting yourself and your business up for success, staying adaptable, and how to balance spending in a thoughtful way. If you have a question for Chris, you can join his TikTok Lives on Tuesdays, 2pm central, or submit your questions here ! Questions include: - How to build routine to set yourself up for success - Why it's important to spend time on yourself as a ...
Nov 05, 2022•20 min
In the 20th installment of our Tuesday open office hours on TikTok Live, Chris describes some key details from the midst of 2023 planning. As always, we also opened the show up to Q&A and covered topics including: - How to build a valuable community - How to set goals that aren't about money - Thoughts on combining Product Led Growth with Enterprise Sales Motion - The formula to figure out customer acquisition costs - and more...
Nov 02, 2022•1 hr 1 min
In the 19th installment of our Tuesday open office hours on TikTok Live, Chris shows you the 2021 Refine Labs Profit and Loss Statement and how finances affect strategic decision-making at the executive level. As always, we also opened the show up to Q&A and covered topics including: - How to get a promotion if there are some gaps in your resume - The benefits of full salaried sales teams - Paid vs free communities - Tips on utilizing your CS team for marketing initiatives - and more......
Oct 26, 2022•47 min
We've been going live every Tuesday on Tiktok for the past 18+weeks now answering real-time questions from the audience. In this episode, we pulled some of our favorite questions including: - Any tips to improve CMO/CRO Alignment? - What are your thoughts on boosting posts/putting media spend behind organic content? - Is there any truth behind the criticisms that attribution vendors have against self-reported attribution? - Any advice to make sure our website is capturing the demand we're creati...
Oct 22, 2022•23 min
Buyers are spending more time on LinkedIn. They’re spending more time on TikTok. Communities. Podcasts. They’re spending more time on channels where they can access information from peers that is trustworthy. This is universal across all industries. Less people are going to Google to search for “the best xyz” and more people are learning about what they need through social channels or word of mouth. This is why your content strategy needs to look beyond what is easily trackable and move into wha...
Oct 19, 2022•53 min
Category creation is something a lot of people talk about, but few execute it well. To truly create a category, you must move out of a category that the industry currently tries to place you in. In this episode, Chris and Dave Gerhardt discuss exactly how they think about category creation, how to build one, and how the category of Revenue R&D is going to change how go-to-market programs are executed.
Oct 16, 2022•45 min
In this exclusive, invite-only event, Chris discusses Pipeline Sources - a key concept to improve planning accuracy and GTM team alignment. With this concept and by listening to this episode you’ll learn: Forecast & Planning Structure - Implement Pipeline Sources as an alternative to department-specific goals that lead to GTM team misalignments. How to Analyze 2022 Performance - Measure your baseline performance for 2022 to use as a starting point in 2023 planning 2023 Planning & Project...
Oct 14, 2022•58 min
This week's CEO Office Hours on Tik Tok Live brought about some timely questions around year end planning and 2023. Some viewers were curious about the future of AI in B2B and content creation. Will a machine ever be able to make the same qualitative insights a human can? Chris then goes into figuring out the CS, Sales and Marketing alignment trifecta. Through mindset and the right goals & metrics, it's definitely possible to get everyone on the same page. Join us each week @chriswalker171 o...
Oct 12, 2022•56 min
When the economy is uncertain and budgets are being cut left and right, how do some companies continue to grow while others don’t? What’s the unlock to adapting to the market in difficult times to avoid being in the latter group? “When the economy is tough, being an undifferentiated SaaS vendor is the easiest way to go under.” - Sahil Mansuri In this episode, Chris and Sahil break down the recent economical events affecting venture-backed SaaS businesses and how companies can adjust their go-to-...
Oct 10, 2022•51 min
Chris is back on our regularly scheduled programming of CEO Office Hours at 2PM CT, 3PM ET @chriswalker171 . Moving forward he'll be bringing more business and executive-level topics to these Office Hours while still leaving time to answer your wide ranging questions. This week's segment is about revenue-based financing; with the right cashflow and profitability, is it a viable option for your business? Some later questions focused on how to challenge yourself as a high performer, sticking to ro...
Oct 05, 2022•1 hr 1 min
Chris has returned with another round of CEO Office Hours on Tik Tok Live. This weekly installment brought a wide variety of questions from career advice to revenue growth. Some questions were: What was the one piece of career advice that really stuck with you? If you were a one-person marketing team, what would your tech stack look like? What's the best way to use social media to scale your business? Get your question answered each week on Tuesdays, 3pm EST, on Tik Tok Live @chriswalker171 Join...
Oct 01, 2022•31 min
A key component of Revenue R&D is the Pipe™ Go-To-Market Framework. The framework is focused on empowering independent buying journeys at qualified accounts as they come directly to you and actively engage their buying process with you. In this Vault leak from the private event, Chris goes over key measurement stages and definitions, a new approach to revenue attribution, and simple guidelines to integrate the Pipe™ into your GTM mix. Join the waitlist for The Vault Beta access: www.refinela...
Sep 28, 2022•1 hr 9 min
In this private event to Refine Labs customers and Vault waitlist members, Chris lays out the groundwork for his new Revenue R&D framework. He went through each of the five-step process to launch new programs to drive revenue the same way you drive new product innovation: Step 1 - Experimentation New experiments are launched into market with proper data collection and analytics Step 2: Positive Signals Collect quantitative and qualitative data as early indicators of success, including correl...
Sep 24, 2022•1 hr 9 min
Most companies have a very methodical approach to the way they roll out product features. However, when it comes to their go-to-market strategy, they don't have any structure in place to generate revenue. Everything is expected to work immediately, otherwise, it gets terminated. In this private event that Chris did for ABMLA, he talks about the new revenue R&D playbook and how to create a scientific process of advancing revenue-generating programs from concept to fully integrated programs in...
Sep 21, 2022•1 hr
Chris joined Cameron Brain on the Social at Scale Podcast (by EveryoneSocial) to talk through: Determining where you should be focusing resources as a marketing org, Evaluating your own intent when approaching a social content distribution strategy, Refine Labs' process for stacking growth, Dark social, and The Revenue R&D process
Sep 16, 2022•43 min
Nick Bennett (Director of Evangelism & Customer Marketing @ Alyce) joined Chris live in the Boston studio last week to talk through what's changed with field marketing and in-person events. They talked through: optimizing your events for content, owning your own events, delivering an elevated experience by raising the bar, why marketers should make commission, and the state of evangelism.
Sep 11, 2022•38 min
Daniel Murray (Head of Media @ Sales Impact Academy and Founder @ The Marketing Millennials) joined Chris live in the Boston studio this week during Hubspot INBOUND. They talked through what the current state of LinkedIn is, how to make a company page work better than a personal profile, current pulse on live events, repurposed distribution, and what’s working right now on TikTok.
Sep 09, 2022•53 min
Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. This week, he talked for an hour on some higher-level and business-growth topics including LinkedIn being the new resume, customer research changing the course of marketers' careers, building a distributed workforce, being a generalist vs. a specialist, and why marketers need to focus on revenue. Join us every Tuesday to ask your question on TikTok by following @chriswalker171...
Sep 07, 2022•51 min
Today's episode features a recording from Erin Balsa's The Notorious Thought Leader podcast. What is a thought leader? Someone with a large audience that speaks on a niched-down topic? That's basically what the definition has come to mean in most circles. And that's why we've come to dislike the term. It's not uncommon for "Thought Leaders" nowadays to not even be the practitioners of the things they are preaching. In our mind, to be a true thought leader in a subject matter, that job has to be ...
Sep 04, 2022•51 min
Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. This week, he went deep for over an hour on some high-level topics like developing your personal brand, what the ideal sales team looks like, and tactical advice for creating your revenue engine. Join us every Tuesday to ask your question on TikTok by following @chriswalker171
Sep 02, 2022•1 hr 4 min
On this episode, our host Chris Walker sat down with Heather Osgood on the Podcast Advertising Playbook. They broke down every obstacle of today's modern marketer. From everyone's obsession with attribution to the best ways to gain customer insights, no topic was off limits. If you're looking to overhaul your revenue engine, then this is not an episode to miss.
Aug 31, 2022•44 min
Friend of the program, Dave Gerhardt , joins Chris and Megan on what feels like a Demand Gen Live throwback. The driving discussion is about self-reported attribution and how it's a key component in using your marketing as a two-way communication channel. They spend the second half of the discussion answering tactical questions from the audience.
Aug 27, 2022•56 min
Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 12th installment: 3:18 - What is Revenue R&D and Why Companies Should Care 5:37 - Stacking Growth 7:53 - Difference Between Inbound Marketing and Demand Generation 9:50 - Should Marketing Be Accountable for a Revenue Number? 13:19 - Is B2C marketing more creative because of lack of Sales? 14:31 - Convincing the C-Suite to Invest in Revenue R&D Strategy 21:30 - How to Build a Digital Community ...
Aug 24, 2022•41 min
Chris joined the Sales Leadership Podcast this past week to talk through how organizations can drive revenue in a more predictable way. He covered: What the true definition of demand is, Removing friction in the buying process, making sales easier, Aligning sales and marketing by measuring HIRO pipeline, Nuances between capturing demand and creating demand, How the buyer journey has evolved and what that means for the sales org, and The buyer experience...
Aug 20, 2022•47 min
Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 11th installment: 00:34 - Manufacturing Revenue & Demand 2:38 - Difference between HIRO and Total Pipeline 7:30 - Creating demand in an industry where the market doesn't know about your solution 9:35 - Root cause of the Demand Deficit 12:22 - Role of SDRs 16:27 - How does ABM Fall Into the Overall Demand Strategy 18:14 - Differentiating in a Saturated Category Join us every Tuesday to ask your que...
Aug 18, 2022•28 min
Chris Walker hosted an invite-only event to share our proprietary Hybrid Attribution Framework, and we are leaking the audio here on the State of Demand Gen podcast. With this framework, you’ll be able to: Properly measure, attribute and quantify ROI for Demand Creation programs like podcast, social media, communities, word of mouth, and more, Continue to use your set up with attribution software to measure Demand Capture Get a continuous stream of insights directly from your prospective custome...
Aug 14, 2022•1 hr 9 min
Today's episode features a recording from Dave Gerhardt's Exit Five Podcast . Chris and Dave talk about articulating a company POV, refining your marketing strategy, a framework for demand generation, self-reported attribution, what's going on with LinkedIn, B2B ad creative, and building community.
Aug 12, 2022•47 min
Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 10th installment: Self-reported attribution - 1:00 The role of RevOps - 2:50 Create Demand & Capture Demand - 6:00 Key Opinion Leaders - 15:45 Does your website effectively capture the demand you are creating? - 18:50 Qualitative and Quantitative Insights - 20:15 Evaluating the SDR function - 23:00 What's Next For DGL? - 26:00 Make Buying Easier for Your Customers - 34:00 Top Tips for Starting a D...
Aug 10, 2022•49 min
Chris Walker joined Jacob Zangel on his soon to be released podcast to talk through not just manufacturing demand, but manufacturing revenue. It's time we stop differentiating between marketing and sales, and start looking at go-to-market strategies through the lens of creating demand vs. capturing demand. This requires new definitions and new terminology. Instead of looking at marketing through the lens of lead gen vs. demand gen, marketers need to break their marketing strategies into create d...
Aug 05, 2022•1 hr 22 min
