In this episode of What’s Wrong With Revenue?, we did a deep dive on the demand generation vs. inbound marketing argument.
It’s become a fairly significant conversation starter. Where do you fall? Inbound marketing, demand generation or both?
My guest for this show was Joe DeRosa, the CRO at SAFEbuilt. Joe had some very insightful comments on the differences between inbound marketing and demand generation.
I covered some of the contexts around inbound, how it came to be, why it worked well during the recession and the state of inbound today.
Joe and I had a lively conversation about the prospect’s buyer journey and how some demand generation tactics work well for some stages of that journey and how inbound tactics work well for different stages of today’s buyer journey.
This led to some gated vs. non-gated discussions and a general consensus that today’s marketers should be using some combination of both in a measured and applied manner.
Metrics still drive the show and the results from both sets of tactics should, in the end, decide which approach gets more time, energy and budget.
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