#239: B2B Go To Market Strategy: Why Your Lead Gen Is Broken (and how to use the 5 BEs Framework)

B2B Go To Market Strategy: Why Your Lead Gen Is Broken

Your lead gen program is filling a CRM and burning your market at the same time.

In episode one of The 15 Minute GTM Fix, a miniseries with our friends at Dealfront, George Coudounaris and Kevin Chen break down why so many B2B go to market programs quietly fail. If you run marketing in a small team and you are stuck firefighting instead of building, this one is for you.

We pull apart the gated ebook play every marketer gets asked to run, why it destroys buyer trust before sales ever picks up the phone, and what to do instead. Then we walk through the Five BEs framework - the flywheel we use to move a go to market motion from reactive chaos to something that scales.

Tune in and learn: + Why traditional lead gen produces MQLs that never convert + What 95% of your market is doing while you chase the other 5% + The difference between capturing demand and shaping future demand + How brand marketing and demand marketing work together + The five stages of the BEs framework and how they compound

If you are a marketer in a small B2B team being asked for leads with no time, no budget, and no strategy behind it, start here.

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00:00 95% of Your Market Is Not Ready to Buy 00:32 Welcome to the 15 Minute GTM Fix 01:00 Why Lead Gen Is Broken in B2B Right Now 01:20 Vanity Metrics and MQLs That Never Convert 01:40 The Sales and Marketing Tension Nobody Fixes 01:55 How Lead Gen Burns Your Own Market 02:10 The Gated Ebook Play Every Marketer Gets Asked to Run 02:35 What Happens When Sales Calls a Cold Ebook Download 02:50 The Playbook That Keeps Destroying Buyer Trust 03:05 Capturing Demand vs Shaping Future Demand 03:25 Only 5% of Buyers Are In Market Today 03:45 The Five Stages of Awareness Explained 04:00 Brand Marketing vs Demand Marketing 04:30 Why Holistic B2B Marketing Needs Both 05:00 The Chaos Small Marketing Teams Live In 05:30 Reactive Marketing Is Killing Your Pipeline 06:00 Why Fundamentals Beat Tactics Every Time 06:30 Five BEs Framework: Be Ready 07:00 Be Helpful - Earning Trust With Content 07:30 Be Seen - Amplifying to Your Dream Customers 08:00 Be Better - Optimising With Data 08:20 Be the Best - Future-Proofing Your Strategy 08:40 Why Every Great Framework Is a Flywheel 09:00 What to Expect From This Miniseries

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