About the Hosts:

 

Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.

 

 

About the Guest(s):

 

Jarod Greene is the Chief Marketing Officer (CMO) at Vivun. With over two decades of experience in the tech industry, Jarod has held various product marketing roles at software companies such as Cherwell Software, Apptio, and Highspot. Prior to his current position, he worked as an analyst at Gartner. Jarod brings a wealth of knowledge and expertise in marketing and has a strong focus on understanding buyer behavior and creating effective marketing strategies.

 

 

Summary:

 

In this episode, Jamie Shanks interviews Jarod Greene, the CMO of Vivun, about the common mistake of jumping on leads too early. Jarod shares his insights on how buyers today are more informed and further along in the buying process than ever before. He emphasizes the importance of understanding buyer intent and not confusing browsing with purchase intent. Jarod also discusses the challenges faced by CMOs in meeting revenue targets and the need for a balanced approach to lead generation. He suggests focusing on existing customers and creating targeted marketing campaigns to reach the right audience. The conversation also touches on the concept of self-sourcing leads and the role of marketing in supporting sales teams.

 

 

Key Takeaways:

 

• Buyers today are more informed and further along in the buying process than ever before. It is important to recognize that intent does not always mean the buyer is ready to make a purchase.


• Rather than focusing solely on generating a high volume of leads, marketers should prioritize targeting the right audience and creating personalized content that addresses their specific needs.


• Existing customers present a significant opportunity for revenue growth. By ensuring customers are fully utilizing the product and providing exceptional service, companies can increase customer loyalty and drive additional sales.


• The traditional model of attributing lead generation to specific departments (e.g., marketing, sales, partners) may not be effective. Instead, a collaborative approach that holds each department accountable for their contribution is recommended.


• Content marketing and hosted events are effective channels for engaging with prospects and customers. Creating valuable content that educates and disrupts the status quo, as well as hosting events that provide face-to-face interactions, can help build strong relationships and drive conversions.

 

 

Connect with Jamie and Jarod Greene

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/


• Jarod Greene: https://www.linkedin.com/in/jarodgreene/

 

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