Revenue Talks with Katie Foote & Justin Keller: Recent Episodes
Drift
How businesses make money is changing. It’s not all sales. It’s not all marketing. Revenue is everyone’s business now. Join Drift’s Katie Foote (CMO) and Justin Keller (VP of Revenue Marketing), as they sit down with experts across sales, marketing, and customer success to talk about what it really takes to accelerate revenue as a go-to-market team. In just 40 minutes, you’ll hear how different organizations use conversations, technology, and cross-functional alignment to build better pipeline and drive expansion. Because if there’s one thing GTM leaders know, it’s that revenue talks.
Marketers, we get it. You feel like you're constantly moving in a thousand directions, you don't know what your true North star metric is, and it feels impossible to make everyone happy.
This marketing therapy session is for you.
In this episode of Revenue Talks, Neil Cohen, a self-proclaimed marketing therapist, talks with Justin about the biggest problems he sees in sales and marketing teams today. The two debate if sales and marketing teams should report to the same leader, discuss how to balance a sales team's asks with market research, and why branded editorial is the future of content marketing.
You can connect with Justin and Neil on Twitter at @justinkeller and @DriftPodcasts, and Neil on LinkedIn.
Listen to your customer is the advice all marketers and sellers receive, but who really understands them best?
If you ask David Malmborg, the Vice President of Marketing, Community & Partnerships at Nivati, it comes down to macro and micro levels of communication.
On this episode of Revenue Talks, Justin and David discuss what building brand affinity looks like in practice, how to create messaging that customers will resonate with, and how to ensure the entire company is using that same messaging.
You can connect with Justin and David on Twitter at @justinkeller, @davidmalmborg, and @DriftPodcasts.
See who Drift's other Marketers to Watch are: https://drift.ly/MarketerstoWatch
Read more go-to-market best practices: https://drift.ly/GTMBook
Humans, humanity, and how we are wired: those are the three components that lie at the heart of marketing according to PAR Technology's CMO, Seth Temko.
Seth has been involved with internet marketing since the internet first became commercialized in 1995. Seeing its evolution over the years has caused Seth to have a unique outlook on technology's role in marketing, which he shares on this episode of Revenue Talks.
In the episode, Seth explains how he thinks about the value of each piece of technology in his marketing tech stack, how technology can work alongside the essential humanity of marketing, and what the balance of the art and science of marketing looks like at PAR Technology.
PLUS he shares his number one book recommendation for all marketers.
You can connect with Justin and Seth on Twitter at @justinkeller, @SethTemko, and @DriftPodcasts.
Read more go-to-market best practices: https://drift.ly/GTMBook
Lisa McClure (Regional Vice President, Revenue Cloud (SMB West), Salesforce) spends her day selling to people just like her - salespeople.
While this means Lisa understands the persona, it also means that she knows the roadblocks preventing a deal from getting done.
In this episode, Lisa talks with special host Armen Zildjian (Drift's VP of Mid-Market Sales) about how her sales team overcomes these roadblocks. She explains what it's like to sell an "add-on" component of the larger Salesforce product, how she leads a start-up sales function, and the key characteristics that constitute a strong startup seller.
You can connect with Armen on Twitter at @Azildj and @DriftPodcasts, and Lisa on LinkedIn.
Read more go-to-market best practices: https://drift.ly/GTMBook
*Note: This episode was recorded when Lisa was the Regional Vice President of SMB West at Salesforce Revenue Cloud. She is now the Director of Sales Development - Commerce for Salesforce
Data, not drama. That's the motto of The RepTrak Company's marketing team.
RepTrak's marketing team uses data to inform the majority of decisions they make, but that doesn't mean they don't take risks.
Ali Jawin, The RepTrak Company's Vice President of Marketing, believes strongly in leveraging data to justify marketing spend.
In this episode, she explains how her team balances data with creativity, how she communicates the ROI of big brand plays (even when the results don't come until months later) to her broader go-to-market organization, and how, despite operating in countries all over the globe, all of RepTrak's go-to-market teams are able to stay aligned on the end goal.
You can connect with Justin on Twitter at @justinkeller and @DriftPodcasts, and Ali on LinkedIn.
See who Drift's other Marketers to Watch are: https://drift.ly/MarketerstoWatch
Read the study on the importance of brand to revenue: https://knowledge.wharton.upenn.edu/article/when-the-going-gets-tough-the-tough-dont-skimp-on-their-ad-budgets/
Learn more about the Forrester New Wave™ Report: https://drift.ly/ForresterWave
When it comes to digital experience and design, you can't think of one without another.
No one knows this better than Mike Impelluso, the Vice President of Marketing, Brand and Digital for CentralReach.
In this episode, Mike explains how he aligns CentralReach's brand and digital teams to work towards the same goal, how he thinks about the ROI of brand plays, and what he considers as "must-haves" for a positive website experience.
You can connect with Justin and Mike on Twitter at @justinkeller, @MImpelluso, and @DriftPodcasts.
See who Drift's other Marketers to Watch are: https://drift.ly/MarketerstoWatch
Learn more about the Forrester New Wave™ Report: https://drift.ly/ForresterWave
What do B2B SaaS and lobstering have in common?
More than you think.
Jess Meschino is the SVP of Customer Services at Workable, but she's also a lobsterwoman on the side. Jess uses this side hustle to inform her 9-5 work, and that's just one of the topics Justin and she explore on this season premiere of Revenue Talks.
In this episode, Justin and Jess, alongside special guest Armen Zildjian (VP of Sales at Drift), discuss how Jess's team scales the 1:1 customer experience, what the sales --> post-sales hand-off looks like at Workable, and what the biggest blockers are that prevent go-to-market alignment at many organizations today.
You can connect with Justin and Armen on Twitter at @justinkeller, @Azildj, and @DriftPodcasts, and Jess on LinkedIn.
Learn more about the Forrester New Wave™ Report: https://drift.ly/ForresterWave
Sales and marketing (mis)alignment. A tale as old as time, but a tale Justin Keller, Drift's Vice President of Revenue Marketing, is tired of hearing.
That's why for Season 2 of Revenue Talks, Justin sits down with leaders across sales, marketing, and customer success to find out how they're aligning go-to-market teams to accelerate revenue at their organizations.
Listen to leaders from companies like Workable, Salesforce, and Nivati talk about how they measure success, how they hold teams accountable, and how they create campaigns that scale.
The first episode airs Monday, 10/17. Make sure to subscribe, so you don't miss it.
Because if there's one thing Justin knows for certain, it's that revenue talks.
You can connect with Justin on Twitter @justinkeller and @DriftPodcasts.
Ask your sales team what it means to "win." Now ask your marketing team the same question. Are their answers the same?
Joe McNeill, the Chief Revenue Officer of Influ2, a person-based advertising platform for B2B companies, would bet on no, and it's this discrepancy that he believes is the key blocker for sales and marketing alignment at companies today.
That's why Influ2 created Buying Group Marketing (BGM) - a new way to focus on all the people that matter in a sales process. On this episode of Revenue Talks, Joe tells Katie what exactly Buying Group Marketing is, how it can improve a company's go-to-market alignment, and he explains how BGM can co-exist with, and enhance, an ABM strategy.
Like this episode? Let us know by leaving a review! You can connect with Katie on Twitter @KatieJfoote, @DriftPodcasts, and Joe on LinkedIn.
"Best in class" "Cheapest" "Fastest"
All of these "-est" words seem great to win in the moment. But that's all they are: momentary wins. If you really want to win as a B2B brand today, you need to create a relationship with your customers - one that survives on the longevity of the emotional connection you create by solving a pain point your customers have. People have a lot of different pain points, so how do you pick just one, and what differentiates your solution, or brand, from the others?
If you can answer these questions, Sally Hogshead, best-selling author and world-class branding expert, believes you'll be better than the rest.
In this episode of Revenue Talks, Sally explains the logic behind her newest book, Different is Better. She explains why B2B marketers shouldn't fear being different (in fact, why we should embrace it), why marketing can be a lot like online dating, and she physically draws out the chart that will help you decide what stage of differentiation your brand is in, and where you need to go, in order to win, in the Revenue Era.
Like this episode? Let us know by leaving a review! You can connect with Justin and Sally on Twitter @justinkeller, @SallyHogshead, and @DriftPodcasts.
It's no secret that on this podcast we believe revenue is the responsibility of all go-to-market teams. But that begs the question, how do we think about attribution for sourced revenue?
Christy Marble, the current CMO of Pantheon - a WebOps platform that empowers marketers and developers to create, iterate, and scale websites - has been thinking about this question for years, and she always comes back to the same answer: Marketing's job is to delight and deliver value to their customer's at every aspect of their business.
In this episode of Revenue Talks, Christy explains what exactly delighting customers and delivering value at every aspect of the business looks like at Pantheon. She and Katie discuss leveraging automation to find out what buyers want and need, and they reminisce on direct mail - is it really dead?
Like this episode? Let us know by leaving a review! You can connect with Katie and Christy on Twitter @KatieJfoote, @MarbleChristy, and @DriftPodcasts.
Banks, software, even groceries. It doesn't matter the business - trust in the brands where we invest our money is a key reason for why we make the decisions we do, and it's why former Vice President of Customer Success at Liferay, Fred Tsai, believes trust is the core to every successful business.
In this episode of Revenue Talks, Fred explains why he believes building trust with buyers is crucial to a company's long-term success, how Liferay builds trust with its buyers, and how the Liferay customer success team aligns and works alongside the marketing team in a way the benefits both them and their customers.
NOTE: At the time of this recording, Fred led the Liferay customer success team. He has since moved on to Checkr, where he served as the Vice President of Customer Success.
Like this episode? Let us know by leaving a review! You can connect with Justin and Fred on Twitter @justinkeller, @fhtsai, and @DriftPodcasts.
Pipeline - is it the responsibility of sales, or marketing? And even before deciding that, how do you define "pipeline"?
Scott Berg, Vice President of Global Revenue and Field Marketing at Hitachi Vantara - an IT service management company - says that there are two definitions to pipeline, but both are the responsibility of both sales AND marketing.
In today's go-to-market landscape, Scott believes that for marketing to build trust with sales, sales and marketing teams must first align on the definition of pipeline, and marketing must be measured on outcomes (revenue), not actions (clicks).
In this episode of Revenue Talks, Scott explains what go-to-market alignment looks like at Hitachi Vantara, how his go-to-market processes scale globally, and he and Katie predict what marketing will look like in five years.
Like this episode? Let us know by leaving a review! You can connect with Katie and Scott on Twitter @KatieJfoote, @ScottBerg, and @DriftPodcasts.
Growing upmarket as a company means more than just hiring account executives to sell into new territory.
Lauren Weinberg, Global Head of Marketing and Communications at Square, a financial services and digital payments company, knows this first hand.
Before sales teams can even start selling, extensive research needs to be done in order to understand who the personas are in the new market and how they think and operate differently from the personas that reps may be used to selling to. It means tapping into the marketing channels you know they're in and creating content that will resonate with them, all while fighting to get ahead of a noisy digital market.
But more than anything, growing upmarket means increasing your brand's awareness not just of one product, but of your entire suite of solutions.
During this episode of Revenue Talks, Lauren explains how she's worked over the past four years to increase Square's brand awareness to help the company grow not only upmarket but also internationally.
Like this episode? Let us know by leaving a review! You can connect with Katie and Lauren on Twitter @KatieJfoote, @WeinbergLauren, and @DriftPodcasts.
Treat humans like humans. Practice empathy, and even if you don't know the answer, just try to help. These are the simple messages that get back to the basics of go-to-market relationships, and they're the messages Allison Carroll, SVP of Customer Success at Avalara -- a software company for automated tax compliance - uses to help her global company experience hypergrowth amidst a global pandemic.
In this episode of Revenue Talks, Justin hosts our first customer success guest, but Allison wasn't always on the post-sales side of the house. The now SVP of Customer Success has a long history in marketing, and she uses this background to create strong cross-functional alignment at Avalara. Over the course of 25-minutes, Allison shares how she makes sure the back-to-the-basics messaging carries across every team and country.
Like this episode? Let us know by leaving a review! You can connect with Justin on Twitter @justinkeller and @DriftPodcasts, and Allison on LinkedIn.
Right people, right accounts, right time. That's the philosophy Kyle Coleman's go-to-market team at Clari, a revenue operations platform, follows in order to increase buyer efficiency at every stage of the funnel.
On this episode of Revenue Talks, Justin and Kyle get into the details of what buyer efficiency really means. They clarify that increasing buyer efficiency does not, and should not, be separate from revenue generation, and Kyle breaks down how to apply account-based marketing across the entire customer journey.
Like this episode? Let us know by leaving a review! You can connect with Justin and Kyle on Twitter @justinkeller, @kyletcoleman, and @DriftPodcasts.
Artificial intelligence (AI)—the term everyone in tech talks about. But how many of us actually know what artificial intelligence means? And how many of us actually know how to use artificial intelligence to deliver better website experiences for our buyers? In this pilot episode of Revenue Talks, Drift’s CMO, Katie Foote, sits down with Quantcast’s former CMO, Ingrid Burton, to explore these questions.
Ingrid shares her three tips for optimizing AI, why she thinks no one should fear artificial intelligence, and her take on the “cookie conundrum.” Get ready to finally demystify AI.
Like this episode? Let us know by leaving a review! You can connect with Katie and Ingrid on Twitter @KatieJfoote, @ingridvdhburton, and @DriftPodcasts.
Revenue. It's everyone's business now. This brand new podcast from Drift invites leaders in sales, marketing, and customer success to share what's working when it comes to driving pipeline and accelerating revenue — and what's not.
New episodes drop every other Monday. Subscribe now so you don't miss out.
Rosie Guest, CMO of Apex Group, joined the fintech company when there were 300 employees and no marketing structure.
Fast forward seven years, and she now leads a team that's part of an 8,000-person company, that has endured 21 acquisitions in four years, and that has become one of the biggest asset management companies in the world.
A lot has changed for Rosie and the Apex Group in the past seven years, so in this episode, she shares how she's used the power of being a commercially creative marketer to establish marketing's role as a critical function in the company.
Like this episode? Make sure to leave it a ⭐⭐⭐⭐⭐⭐ review and hit subscribe, so you never miss when a new episode drops.
What's it take to go from a good to great marketer in the Revenue Era? Creating demand for your brand.
In this episode, Dave sits on a panel alongside Box's CMO, Chris Koehler, and TigerConnect's CMO, Wendy White. They talk about how the Revenue Era has shifted their go-to-market strategy, how they lead their teams in a digital-first world, and why all marketers should be revenue-focused.
Like this episode? Make sure to leave it a ⭐⭐⭐⭐⭐⭐ review and hit subscribe, so you never miss when a new episode drops.
Alignment, flexibility, and prioritization. These three focus points proved critical to 15Five's pipeline generation in the past 6 months.
For this episode of Pipeline, Dave sat down with 15Five's CRO, Brad McGinity, and CMO, Julia Stead. They covered everything from what Julia's first few days at 15Five looked like, to the breakdown of 15Five's pipeline forecast matrix.
But one of the biggest takeaways (and one of Dave's favorite as Drift's Chief Brand Officer)?
Brand campaigns matter, and they're instrumental to driving pipeline for your business.
Like this episode? Make sure to leave it a ⭐⭐⭐⭐⭐⭐ review and hit subscribe, so you never miss when a new episode drops.
"One of the biggest misconceptions in content marketing is that content is the most important and only thing that matters in our space."
Ross Simmonds, founder and CEO of Foundation Marketing, a content marketing agency for B2B and enterprise companies, doesn't hold back from hot takes on this episode of Pipeline.
Over the course of 50 minutes, Dave and Ross dissect all the elements that go into developing a B2B content and social media strategy. By the end of the episode, you'll know everything you need to know about distribution, attribution, hiring, and training to build a brand that generates trust from your audience, and in turn, pipeline for your business.
Like this episode? Make sure to leave it a ⭐⭐⭐⭐⭐⭐ review and hit subscribe, so you never miss when a new episode drops.
What does it take to get the CRO saying that marketing is knocking it out of the park?
In this pilot episode of Pipeline, Validity CRO, Don Williams, lets you know.
SVP of Marketing, Kate Adams, reports up to Don at Validity. Dave interviews them together to better understand how this unique company structure leads them to drive more revenue for their business.
Like this episode? Make sure to leave it a ⭐⭐⭐⭐⭐⭐ review and hit subscribe, so you never miss when a new episode drops.
Sales and marketing leaders, we get it. You're busier than ever, and your job is getting harder and harder. That's why we're launching Pipeline, a weekly podcast hosted by Dave Gerhardt. Tune in every Monday for no-fluff conversations with CROs, CMOs, and other leaders across B2B sales and marketing.
In this short episode I'm talking about why I don't like when subject lines turn into gimmicks and how to actually improve your email open rates.
Get more marketing knowledge at davegerhardt.com or submit future questions to questions@davegerhardt.com
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Hey it's me with a mailbag episode, taking some questions from DGMG Community members and answering on the podcast this week on creating content for multiple personas, working with subject matter experts and how to get content out of them, what to do as the first marketing hire.
Get more marketing knowledge at davegerhardt.com or submit future questions to questions@davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Ross Simmonds (@thecoolestcool) is the Founder & CEO of Foundation, a B2B content marketing agency. On this episode we talk about Venmo, Jack Dorsey & Jay-Z, Marc Benioff, the power of staying top of mind, why you need to replay the hits, PGA Tour advertising, commenting as a strategy, is Clubhouse dead? ranking our top social media channels, why Building an audience on social media is a cheat code for business, and more.
Get more marketing knowledge at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Asia Orangio (@asiaorangio) is the CEO of DemandMaven & helps founders of early-stage startups get their first 100 customers. We talk about the role of demand gen, the difference between lead generation and demand generation, the five stages of awareness, how to be more strategic, how to generate sales ready leads, and why you need to stay curious if you want to get ahead.
Get more marketing knowledge at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Scott Holden is CMO at ThoughtSpot and previously VP Marketing at Salesforce. Scott joined ThoughtSpot when the team was just three marketers and helped grow the team to 36 marketers today and from 0 to $100M in ARR. We talk about that journey, how the team has changed and evolved, guerilla marketing in the early days, why you need to build an analytics foundation, why he doesn't believe in having a demand gen team, his team structure, direct reports, weekly meetings, how his CEO thinks about marketing, and why marketing should always be proving it's worth.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Guillaume Cabane (@guillaumecabane) is Co-Founder and GP @ HyperGrowth Partners & Ex VP Growth at Segment and VP Growth at Drift. We talk about what the B2B SaaS playbook looks like for 2021, what investors are expecting out of SaaS companies today, product-led growth, spending $150,000/month on B2B lead gen, how to manage skyrocketing CAC, how to generate free leads to your sales people, and more.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
On this quick episode of the DGMG podcast I'm sharing a few thoughts on the power of branding, how to build yours, why reputation matters, and why it pays to be an expert.
Get more content at davegerhardt.com
Martin Gontovnikas (@mgonto) is Co-Founder and GP @ HyperGrowth Partners & Ex SVP, Marketing & Growth at Auth0.
Autho0 was acquired by Okta for $6.5B in March 2021.
We talk about the differences between a growth team vs. marketing team (he managed both at Auth0), when to bring on growth, why buyer personas matter for your marketing strategy, how to market to developers, why he hired engineers to write for the Auth0 blog, product-led growth, why demand gen. is just about tapping into habits, where brand and PR fit in the puzzle, why his first two hires where a data person and a content person, growing to $25M ARR through inbound, multi-touch vs. first-touch and more.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Kyle Lacy (@kyleplacy) is CMO at Lessonly. Prior to this he served as VP of Marketing at OpenView Venture Partners, Director, Global Content Marketing at Salesforce, and Senior Manager, Content Marketing at ExactTarget. We talk about his 40 person team at Lessonly, breakdown of inbound and outbound marketing strategy, SDR vs BDR, career paths in marketing or sales, the role of customer marketing, why community always wins, splitting the budget 70/30 demand and brand, lessons growing the team from 8 to 40, hiring for product marketing, what great product marketing looks like, the importance of finding business outcomes, and more.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Dave Woodward is CEO of ClickFunnels. Since 2014 ClickFunnels has grown to $137M in ARR with 100,000 customers using their marketing automation products. I wanted to have Dave on because ClickFunnels bootstrapped their way to the $100M+ ARR mark and they don't do marketing like typical B2B companies. Instead of spending to acquire customers, they have thousands of customers spending money to get in their funnel. We talk about customer acquisition, creating sales funnels, creating a break-even funnel, the power of being an expert in marketing and more.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Sara-Beth Anders is VP of B2B Marketing at Guild Education and was previously Director of Product Marketing at LinkedIn and Director of Product Marketing at Greenhouse. We talked about goal setting, OKRs, how to get better at hiring marketers with the case-study method, why marketing needs QBRs like sales, the modern ABM playbook, making full-time hires for engagement and community, presenting to the board, and how she's spent her first three months at a new company as VP of Marketing.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Chris Walker is CEO at Refine Labs and host of Demand Gen Live. We talk about wasting B2B marketing budget, understanding how people buy, how to think about the ROI of your podcast, short term vs long term marketing, why not all MQLs are created equal, and how to drive more inbound demand.
Learn more at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Patrick Moran (@patrickmoran) is CRO at Calendly and previously CMO and Chief Customer Officer at Quip (acquired by Salesforce) and CMO at New Relic. We talk about his path to Calendly, building a relationship with the CEO, build a remote-first team, marketing lessons from Marc Benioff and more.
Join the DGMG community: https://dgmg.davegerhardt.com/offers/gQBScr7j/checkout
Learn more at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to go to find B2B marketing jobs you’d actually want.
Marcus Andrews (@marcus_andrews) is Director of Product Marketing at Pendo.io. Before Pendo he was at HubSpot and Google. We talk about design narratives, go-to-market strategy, and product launches.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Dave Rigotti (@drigotti) is CEO of a new product-led growth (PLG) startup in the marketing technology space. He was VP of Marketing at Bizible, Head of Enterprise Demand Generation & ABM at Marketo, and Director of Acccount-Based Marketing at Adobe. This was a live Q&A we did for DGMG U. members on ABM and marketing ops.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Ursula Ayrout is CEO at Measure and Former marketing leader at Pantheon, Salesforce, and SAP. We talked about how to create a marketing plan for the year, what a revenue-focused positioning rollout looks like, managing up, working with the CEO.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. You can checkout Ursula's marketing template she walks through during this episode (and download for your own use) inside of DGMG University.
Iris Shoor (@IrisShoor) is Founder & CEO at Oribi. She's a marketer turned CEO, and after two successful startups started Oribi (backed by Sequoia & TLV partners) to try and solve the marketing attribution and analytics problem for good.
We talk about her path from marketing leader to CEO, what the CEO wants from marketing, why Oribi doesn't have a blog, why the marketing analyst is one of the most important early hires, how to manage a freemium funnel and an enterprise sales motion, and why their best marketing channels have been Facebook, YouTube, and Instagram and why yes, they do work for B2B.
Here's a link to one of the YouTube videos we mentioned: https://www.youtube.com/watch?v=dVYKqYOUsbA
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Josh Allen (@joshmallen) is CRO at Owl Labs. He was CRO at Drift, SVP of Sales at CarGurus, VP of Sales at LogMeIn. We talk about the relationship between sales and marketing, life in a product-led growth world, who should own SDRs and BDRs (and the differences between the two), who should own the sales deck (what it should be), and whether or not the CRO should own marketing.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Tara Robertson (@taraerobertson) is CMO at Teamwork. Before that she was Head of Customer Marketing at Sprout Social, VP of Marketing at Hotjar, and VP Marketing & Creative Services at TSL Marketing.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Robin Daniels (@robin_daniels) is CMO at Matterport. Prior to this he was CMO at WeWork and held marketing leadership roles at Box, Salesforce, and LinkedIn.
Some highlights from this episode:
- The 3 things marketing has to deliver on
- How to improve the relationship between marketing & sales
- Building a team as a remote CMO last year
- Why you need to goals to quantify the marketing team
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs -- the place to go to find B2B marketing jobs you’d actually want.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
April Dunford (@aprildunford) is a globally recognized leader in positioning and author of the book Obviously Awesome.
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Devin Bramhall (@devinemily) is CEO at Animalz. Animalz is the content marketing agency behind some of the best B2B SaaS brands today. Their clients include Google, Amazon, Clearbit, Intercom, GoDaddy, Privy, Zendesk, Appcues, Airtable, Profitwell, Wistia, Zuora.
We talk about content marketing, how to measure content, B2B content strategy, how to grow your career in content, and more.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
Ross Simmonds (@thecoolestcool) is the Founder & CEO of Foundation, a B2B content marketing agency. On this episode we talk about B2B content marketing, influencer marketing, social media strategy, re-thinking the role of social media manager, content promotion, and more.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
This episode is from an interview I did with Chris Walker from Refine Labs for Demand Gen Live. Chris hosted it and we had 300 people on a Zoom call and he was nice enough to let me share the audio with you all here.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
So often in B2B you are selling a chance - a transformation. Getting people to go from an old way way of doing things to a new way of doing things. And not only does one person have to believe this - but often times a whole company does (welcome to B2B marketing).
Marketing is about getting people to change. Forget the tools and technology for a minute -- because this might be the real reason your funnel isn't converting. Here's how to get people to change.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
A quick rant (out for a walk) on what I think are the fundamentals in marketing. Do you know them? Does your team know them? This is a quick one but should be one that you write down and print out.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
Hey. We're back :) On this episode I break down how I think about B2B creative (ads, videos, landing pages, design, you name it). And I'm sharing five tips to help you break through the noise and -- most importantly -- do B2B creative that doesn't look like B2B creative.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
Just because you sell to the enterprise or are doing B2B marketing doesn't mean your stuff has to be boring. In fact -- if it's boring, you'll never get the right people to pay attention. And if they don't pay attention they will never get to know you. And if they don't get to know you, they will never trust you. And if they don't trust you, they will never buy from you.
SO. Watch this video. And then stop doing B2B creative like everyone else. You'll see what I mean.
The five tips I share in this video are: don't use stock photos, use raw, real iPhone video, rely on PROOF, don't rush through the copy.
Lauren Vaccarrello is CMO at Talend and previously VP Marketing at Box and Sr. Director and Head of Digital Marketing at Salesforce. On this episode we talk about:
- Her routines and rhythm's running 100+ person marketing org at Talend
- Running digital marketing at Salesforce
- The difference between Demand Gen. and Digital (and why she has VP of Demand and VP Digital)
- The two funnel approach to marketing -- generating demand in SMB and Enterprise segments
- Why marketing should own pipeline
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Sara Varni (@saravarnibright) is CMO at Twilio. On this episode we talk about:
- Managing a 250+ person marketing team
- The key metrics Twilio marketing reports on (and why you should simplify your metrics)
- The 4 Horseman of Pipeline
- The marketing team planning process
- Her path to CMO as a product marketer (and the different ways to come up as CMO)
- Working with the CEO as CMO and how to get on the same page
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Peter Mahoney is CEO at Plannuh and the former CMO at Nuance Communications where he spent 12+ years. Follow him on Twitter @nerdCMO. In this episode we cover:
- Managing up to the CEO, the board, and Peter's 5 keys for doing it right
- How to work with CEO's/investors/board members who don't entirely understand what marketing does
- What to present in a board meeting
- How to get the CEO involved in marketing
- And more, of course :)
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Leela Srinivasan is CMO at SurveyMonkey. Before that she was CMO at Lever, VP Marketing at OpenTable, and Director of Marketing at LinkedIn. Follow her on Twitter @leelasrin.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with guests like Leela.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Heidi Bullock is CMO at Tealium. Before that she was CMO at Engagio, and VP of Marketing at Marketo where she led demand gen for the SMB and Enterprise business units, content, and events globally.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with guests like Heidi.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Bill Macaitis is the former CMO at Slack, CMO at Zendesk, and SVP of Marketing at Salesforce.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Christopher Lochhead is a #1 charting Apple podcaster and #1 bestselling Amazon author. His books two books “Play Bigger” and “Niche Down” and two podcast “Follow Your Different” and “Lochhead on Marketing” have won countless awards and become cult classics for entrepreneurs and marketers in Silicon Valley and beyond.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with Christopher.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Tom Wentworth is the CMO at Recorded Future. We discuss:
- What is your role?
- What does your company do?
- What is the company’s marketing strategy?
- What is the handoff between marketing and sales?
- What are the marketing channels you’re using today?
- What metrics do you report on?
- How many people are on your team?
- Who are your direct reports?
- What regular “rhythms” do you have as a marketing leader?
- What is your marketing budget?
- Do you have marketing goals?
- What are the biggest marketing challenges you have?
- Do you work with any agencies? If so who?
- What tools are you using? What is your martech stack?
- If you had one wish and could solve any one marketing problem, what would it be?
- How do you explain to your family what you do?
- What one other marketing leader should we have on?
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with Tom.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Udi Ledergor is CMO at Gong. We discuss:
- What is your role?
- What does your company do?
- What is the company’s marketing strategy?
- What is the handoff between marketing and sales?
- What are the marketing channels you’re using today?
- What metrics do you report on?
- How many people are on your team?
- Who are your direct reports?
- What regular “rhythms” do you have as a marketing leader?
- What is your marketing budget?
- Do you have marketing goals?
- What are the biggest marketing challenges you have?
- Do you work with any agencies? If so who?
- What tools are you using? What is your martech stack?
- If you had one wish and could solve any one marketing problem, what would it be?
- How do you explain to your family what you do?
- What one other marketing leader should we have on?
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with Udi.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Allison MacLeod is EVP of Global Marketing at Flywire. We discuss:
- What is your role?
- What does your company do?
- What is the company’s marketing strategy?
- What is the handoff between marketing and sales?
- What are the marketing channels you’re using today?
- What metrics do you report on?
- How many people are on your team?
- Who are your direct reports?
- What regular “rhythms” do you have as a marketing leader?
- What is your marketing budget?
- Do you have marketing goals?
- What are the biggest marketing challenges you have?
- Do you work with any agencies? If so who?
- What tools are you using? What is your martech stack?
- If you had one wish and could solve any one marketing problem, what would it be?
- How do you explain to your family what you do?
- What one other marketing leader should we have on?
Join The DGMG Community
Want more marketing content like this?
Join 1,500 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with Allison.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.