Episode 121: The Importance of Demand Generation in Driving Sales with Eric Stockton of Constant Contact

Eric Stockton, VP of Demand Generation at Constant Contact, shares his career journey that has led to his expertise in revenue generation. 

He also talks about the timeless tug-of-war between sales and marketing. It’s essential for any business leader to steer both toward revenue for the company. Marketing should be solid in determining the ideal customer profiles and driving meetings toward sales. It’s also essential that sales is given materials and support that relate and speak the target customer language.

Stockton also shares that the best marketing ideas come from conversations had directly with customers. It’s vital to listen to those conversations and interact with customers to know about the market — it will help you know what messaging to put together.

Stockton is a huge advocate of sales and marketing working symbiotically toward success. He thinks that sales teams shouldn’t be pressured to be too pushy and force a close. Finding a customer with the right problems to solve with your solution is imperative. He thinks marketing should be able to provide a large enough pool and the right messaging to find this.

Listen to this 40-minute episode, which feels like a full postgraduate crash course in marketing. The insights from this conversation are simply amazing.

• LinkedIn - https://www.linkedin.com/in/ericstockton/

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