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Ep. #69 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast
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In episode #69 of the Data Center Go-to-Market Podcast, you’ll learn the strategies and tactics needed to modernize your data center lead generation efforts. You'll discover how to avoid the "vendor box" and position your team as trusted advisors, the importance of cross-functional collaboration on game-changing campaigns, and proven methods for measuring and iterating your lead gen programs over time.
Feinberg also shares insights on leveraging LinkedIn to reach key decision-makers, involving your sales team in content creation, and prioritizing accounts based on economic value.
Whether you're a seasoned data center marketer or sales professional, or just getting started, this episode is packed with actionable advice to help you generate higher-quality leads and accelerate the sales cycle.
0:00 Welcome to Day Two of Data Center Go-to-Market 2025 Jumpstart
0:39 Recap of Day One of Data Center Go-to-Market 2025 Jumpstart
2:02 Agenda for Day Two of Data Center Go-to-Market 2025 Jumpstart
3:14 Introducing Joshua Feinberg, CEO at DCSMI
4:55 Data Center Lead Generation 101
5:05 What's your biggest lead generation challenge?
5:43 Agenda for Data Center Lead Generation 101
7:15 Modernize Your Lead Generation Strategy
15:22 Provide the Right Kinds of Incentives
20:33 Overcome the Sales Stigma and Escape from the Vendor Box
22:23 Collaborate on Game-Changing Lead-Generation Campaigns
27:23 Accelerate the Sales Cycle
31:01 Focus Your Attention on the Most Impactful Lead-Generation
35:06 Measure What’s Still Measurable and Iterate
36:56 What's your biggest takeaway from Data Center Lead Generation 101?
39:59 Special Bonus Section Break
41:17 Brandon Peccoralo, VP of Sales, Voltage Park (formerly Head of BDR at DataBank) (The Future of Data Center Sales)
48:05 Cecilia Hjertzell, Chief Sustainability and Marketing Officer, T.Loop (The Future of Data Center Marketing)
54:16 What's your biggest takeaway from Brandon Peccoralo and Cecilia Hjertzell?
54:55 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales)
55:05 What’s your biggest challenge with getting to decision-makers and larger sales?
56:33 Agenda for Data Center Lead Generation 201
57:02 Get Your LinkedIn Profile and Company Page Ready for Decision Makers
59:38 Grow Your LinkedIn Connections at Your Target Accounts
62:56 Spread Your Thought Leadership at Your Target Accounts
67:16 Attract the Decision-Making Committee for Larger Sales
75:20 Improve Lead Generation from Your Target Accounts
86:11 Close Larger Sales from the Decision-Making Committee
90:05 Expand Your Relationship with Decision Makers at Your Target Accounts
93:47 What’s your biggest takeaway from Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales)?
94:24 Special Bonus Section Break
95:14 Jonathan Evans, Director, Total Data Centre Solutions (Future of Data Center Sales, Marketing, Conferences)
100:55 Inese Pētersone, Data Center Product Line Manager, Delska (The Future of Digital Infrastructure Product Management)
103:54 What’s your biggest takeaway from Jonathan Evans and Inese Pētersone?
104:18 Data Center Lead Generation 301
104:28 What’s holding you back from crushing your lead generation goals?
104:52 Use the Right Terminology: Leads vs. Sales Opportunities
107:13 Transform Strangers into Known Leads
110:02 Reboot Your Positioning
112:08 Exchange Value (Deposit Into the Relationship Account)
114:14 Turn Your Website Into a Lead Generation Factory (For the AI Factory Era)
118:22 What’s your biggest takeaway from Data Center Lead Generation 301?
118:48 Recap of Day Two of Data Center Go-to-Market 2025 Jumpstart?
119:07 Preview of Day Three of Data Center Go-to-Market 2025 Jumpstart?
119:18 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)
#datacentergtm #dcsmi #datacenters #datacenterleads #datacentermarketing #datacentersales
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