Time for a Demand Generation Revolution

The best BDR teams I’ve ever worked with sat on the marketing team, not sales.

Notice how I call them BDRs… not SDRs.

There’s nothing more annoying as a prospect than downloading a single ebook and getting pinged by some 21-year-old just out of college that more than likely knows nothing about my business.

Here’s MY demand generation strategy…

GIVE IT AWAY

GIVE IT AWAY

GIVE IT AWAY… NOW!

Literally… ungate your shit.

It’s a waste of time and resources to require a form fill for content just to have your calls blocked and your “nurture” emails to be ignored.

If your content educates, engages, and inspires, prospects will seek you out when they’re ready.

Then your BDRs can go to work answering product questions and qualifying BANT.

You seriously have no need for endless nurture sequences.

Once a prospect gets in touch, ask them if you can send them emails… but keep it to newsletters, product updates, and promos for high-value content.

I’d like to think I just coined the term “Passive Demand Generation” but I just Googled it and it’s already a thing.

Regardless, we as marketers have to push back on the pissing contest that is modern B2B demand gen.

Quality > Quantity

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