490 episodes

Welcome to the new B2B Revenue Vitals podcast, formerly State of Demand Gen. On this podcast, you’ll learn how to build a high-growth company from Refine Labs' CEO, Chris Walker. From proving new revenue programs to identifying and scaling programs that work, to training your team to operate at scale, you will understand what it takes to create a predictable pipeline of revenue innovation that drives compounding gains. Through interviews, AMAs, and invite-only events, we give you a sneak peek into the data-backed insights we are executing for the fastest-growing SaaS companies in the world.

B2B Revenue Vitals B2B Refine Labs

    • Business
    • 4.9 • 195 Ratings

Welcome to the new B2B Revenue Vitals podcast, formerly State of Demand Gen. On this podcast, you’ll learn how to build a high-growth company from Refine Labs' CEO, Chris Walker. From proving new revenue programs to identifying and scaling programs that work, to training your team to operate at scale, you will understand what it takes to create a predictable pipeline of revenue innovation that drives compounding gains. Through interviews, AMAs, and invite-only events, we give you a sneak peek into the data-backed insights we are executing for the fastest-growing SaaS companies in the world.

    RV157 - 5 Daily Habits to Upgrade Your Mindset

    RV157 - 5 Daily Habits to Upgrade Your Mindset

    Chris joined Timy Van Roy to discuss his career trajectory and the decisions that paved his path from engineering to entrepreneurship. Chris sheds light on the motivations and mindset behind his progression. The episode delves into Chris’ move to Austin, the cultural dynamics of the city, and how the change in environment has positively impacted his life and work.

    After outlining his journey from an engineer writing code in a lab to running and growing companies, Chris shares eye-opening perspectives on the roles within a business and the importance of aligning one’s skills with the tasks at hand. He candidly speaks about the emotional roller coaster of entrepreneurship, his key learning experiences, and what it means to truly embrace success.

    The conversation with Chris captures invaluable lessons on resilience in the face of business obstacles and the personal growth that comes from such experiences. He highlights the crucial act of aligning ambition with action and speaks to the power of experiencing - and learning from - business setbacks.

    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 1 hr 3 min
    RV158 - Signal Based Selling Continued | Go To Market Live Episode 9

    RV158 - Signal Based Selling Continued | Go To Market Live Episode 9

    In this week’s event, Chris hosts a dynamic conversation about the rapidly evolving concept of signal-based selling and its impact on the sales and marketing landscapes. The discussion uncovers the shifting paradigms in customer engagement, highlighting the importance of capturing and utilizing buyer signals to refine and optimize go-to-market strategies.

    As the episode unfolds, Chris Walker and other contributors offer a deep dive into the life cycle of category development, emphasizing the journey from defining a category to reaching its maturity in the market. This episode specifically marks the relevance of being in the early stages of signal-based selling, exploring its nuances and potential as an untapped dimension of sales data. By examining practical scenarios and underlining the contrast between traditional and innovative approaches, listeners are guided through understanding the criticality of intent alongside account fit.

    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 49 min
    RV157 - Rethinking B2B Event Marketing

    RV157 - Rethinking B2B Event Marketing

    Chris joined Kelsey Voss to talk about B2B event marketing with insights on its evolution post-pandemic. The conversation blends expert opinion and research to dissect the effectiveness of in-person events, the undeniable rise of digital alternatives, and the best practices for measuring go-to-market strategies. 

    Chris challenges the traditional B2B marketing playbook, pointing out the emotional versus rational decision-making that often drives substantial investments in trade show booths. He emphasizes the importance of scrutinizing marketing strategies with data-driven insights to identify true ROI. Additionally, he discusses the transformative power of direct relationships with customers, bypassing third-party mediums to increase margin and scale.

    Throughout the dialogue, a key refrain surfaces: the need for foundational consumer insights to inform compelling content that genuinely resonates with B2B customers. Chris passionately argues for a shift towards standardized go-to-market reporting and the significant potential of recurring, high-value digital events to eclipse expensive physical trade show presences.

    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 27 min
    RV156 - How B2B Buying Behavior Is Evolving | Pulse

    RV156 - How B2B Buying Behavior Is Evolving | Pulse

    Chris joined Julian Walls on an episode of Pulse, to zero in on the transformation of B2B buying behavior and what this means for businesses trying to stay ahead. The discussion illuminates how businesses can adapt and thrive amidst these transformations. Chris shares his extensive experience and knowledge, unpacking how companies can effectively reach their target audiences using modern go-to-market strategies.



    Over the course of the episode, Chris emphasizes the shift in B2B buying patterns in recent years and introduces the concept of 'dark social' - channels where B2B customers gather information that doesn't generate traditional intent data or trackable metrics. He provides valuable insights into how buyers now favor these platforms for their trustworthy content over traditional sales approaches. Chris also differentiates between buyer enablement and self-service in B2B, arguing that companies need robust strategies to provide buyers with the necessary information to make independent purchasing decisions.



    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 57 min
    RV155 - Signal Based Selling | Go To Market Live episode 8

    RV155 - Signal Based Selling | Go To Market Live episode 8

    In this week’s event, Chris and Sidney dive into the advancing horizon of B2B go-to-market strategies, highlighting the shift towards a more integrated and data-driven approach. They share invaluable advice on how organizations can effectively align their sales and marketing departments, prioritize account-based management, and most importantly, harness the power of signal-based selling.

    The conversation pivots around the need for businesses to transition from a linear lead-based progression to a more dynamic signal-based model. Chris emphasizes the significance of tracking and analyzing buyer intent signals within CRM systems as a key driver for engagement and sales efficacy. The pair also discuss upcoming events and feature guest appearances by industry experts who are set to share their specialized knowledge on various aspects of marketing and sales operations.



    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 1 hr 4 min
    RV154 - “The Largest Issue in B2B Go-To-Market is DATA” | Demand Decoded

    RV154 - “The Largest Issue in B2B Go-To-Market is DATA” | Demand Decoded

    Chris joined Dan Stillgoe and Phil Vallender on the Demand Decoded podcast to to decode modern B2B go-to-market strategies.

    As an innovator in B2B go-to-market, Chris shares an inside look at his journey to developing a modern approach to demand gen.

    He dives into the biggest problems plaguing B2B marketing today, including where companies waste budgets and where they should strategically invest more. Chris highlights a major opportunity for forward-thinking marketers to make an impact right now and shares some honest thoughts on the role of outbound marketing in an effective go-to-market engine.

    Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

    • 59 min

Customer Reviews

4.9 out of 5
195 Ratings

195 Ratings

okhateeb ,

The only B2B podcast worth subscribing to

Chris Walker redefined demand gen and took it to another level. He’s my go to on all things B2B and this podcast is absolutely fire.

chi-town Pete ,

SVP sales

Marketing is not my primary job and these podcasts are really helping me learn about demand generation and marketing strategy. This is also helping me to be a better partner to marketing and I am so grateful to leverage this as a part of my perpetual learning.

smakcakoa10@$ ,

One of my favorite podcasts!

The content Chris and his team put out is invaluable. I’ve learned so much in such a short amount of time!

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