AMA: OfferFit Director of Demand Generation, Jeff Jewett on Sales / Demand Gen Alignment

Lead scoring alignment breaks down when marketing builds the model and hands it to sales. Instead, start by sitting with sales leadership and a few reps and asking: what ...

The biggest risk in content strategy is building it around what marketing assumes buyers care about rather than what actually comes up in sales conversations. To close th...

This comes up in every demand gen role I've had. My starting point is always to treat it as a legitimate signal rather than a turf battle. If sales is saying leads aren't...

In my experience with B2B SaaS, this tension usually surfaces when sales has a shortfall and looks to demand gen to make it up within the quarter. My job is to be honest ...

My role in a new product launch or market entry is to plug demand gen into PMM and enablement's process early rather than run a parallel one. PMM owns positioning, enable...

First, Demand gen has to move on from anchoring around lead volume and MQLs. Those numbers can look healthy while pipeline misses badly. I focus the forecasting conversat...

Building on the forecasting model above, the metrics I care about most when measuring demand gen's impact on pipeline are: Marketing-sourced opportunity rate: what perce...