The Dave Gerhardt Show (from Exit Five)

In this episode, Dave and the Exit Five team celebrate the end of the year with a holiday party for the Exit Five community. They share insights, lessons, and highlights from their growth and events in 2024, play a game show with Ding Zheng, sales rapper and co-founder of EventShark, and provide a sneak preview of what's in store for 2025.Dave and the team cover:2024 stats: How treating community as a product drove nearly 80% growth this yearThe hottest content topics in B2B marketing in 2024What's ahead for the Exit Five community in 2025Timestamps(00:00) - - Intro to the Exit Five Team (12:12) - - Exit Five’s Year in Review (14:10) - - Community Growth Stats (18:04) - - Exit Five Content Strategy (20:08) - - Community Awards (26:50) - - Gameshow with Ding Zheng (44:35) - - What’s in store for 2025 (51:47) - - Closing remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Gurdeep Dhillon, CMO of Contentstack. Gurdeep has built an impressive career leading marketing at some of the biggest names in enterprise software, from SAP to Adobe, Marketo to Zoura. Now at Content Stack, he's challenging conventional B2B marketing wisdom in rethinking how enterprise companies should approach demand generation and brand building. In this conversation, Dave and Gurdeep dive deep into why marketing is ultimately a game of memory and reputation, not just lead generation.Dave and Gurdeep cover:The role of Demand Gen in 2025 (and what's changed)Why Brand and Reputation should be prioritized over Lead GenerationProven strategies to create urgency and close sales deals in enterprise marketsA glimpse into ContentStack’s team structure and how they plan for growthTimestamps(00:00) - - Intro to Gurdeep (07:57) - - Brand and Audience Marketing (09:09) - - How the Role of Demand Gen is Changing (13:19) - - Brand and Reputation > Lead Generation (18:09) - - How Contentstack is Doing Demand Gen (20:47) - - How to Create Urgency to Win Sales Deals (22:28) - - Making a Good Offer in B2B Marketing (23:44) - - Why Being Bold and Taking Risks is Important in Marketing (29:39) - - Selling Your Vision to Leadership (32:20) - - How Contentstack Has Over 10,000 Global ICP Accounts (37:03) - - Team Structure at Contentstack (42:01) - - Running Marketing and Operating a High-Performing Team (44:17) - - Setting Effective Annual Plans (46:32) - - AI’s Role in Marketing (50:06) - - Closing Thoughts Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes—no fluff, just practical insights.Matthew Carnevale, Marketing Manager at Exit Five, shares a game-changing mental model for marketers: the GM vs. Player mindset. Inspired by a sports analogy, Matthew explains why thinking like a General Manager—hiring resources and creating leverage—will help you tackle big opportunities without waiting for bandwidth.Learn how shifting your mindset from “doing the work” to “making the plays happen” can unlock faster results, level up your career, and drive impact for your business. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Peter Mahoney, Chief Commercial Officer at GoTo, and author of The Next CMO, shared strategies for building and leading high-performing marketing organizations.Peter covers:10 Guidelines for building (or re-building) a marketing organizationRunning marketing: how to build your CMO operating system5 strategies for effectively leading an organizationTimestamps(00:00) - - Intro to Peter (05:48) - - Are there requirements for being a CMO? (10:46) - - Do you really want to be a CMO? (11:15) - - How CMOs spend their time (11:58) - - 10 Guidelines for building (or re-building) a marketing organization (13:45) - - 1. Align to your marketing strategy (14:45) - - 2. Ensure the financial model supports your organization (16:40) - - 3. Make it simple (17:15) - - 4. Build in clear accountability (18:31) - - 5. Resist layers (20:11) - - 6. Do not design around the individual (22:25) - - 7. Clearly define what is a service center and what is an outcome center (23:03) - - 8. Build the smallest organization necessary (24:14) - - 9. Make a hiring decision as difficult as laying someone off (25:14) - - 10. Define your full-time vs. part-time vs. outsource strategy (28:02) - - Running marketing: Building your CMO Operating System (29:25) - - 5 strategies for leading marketing (32:12) - - Q&A (39:38) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

When done right, paid spend is like throwing gasoline on the flames of what’s working in your marketing. Done wrong – it’s just a huge waste of time and money.In this episode, Dave Gerhardt hosts an live session with John Short, CEO of Compound Growth Marketing (CGM), and Kym Parker, SVP of Media Strategy at CGM, who walk through tried and true strategies they’ve built from managing over $50 million in paid spend.They also cover:How to choose which strategy is best for you and exactly how to target the right ICPThe three keys to successful paid media, like setting up actionable reportingHow to identify how much you can spend for leads/account at each stage of the sales and marketing funnelTimestamps(00:00) - - Intro to John and Kym (08:09) - - Choosing the Perfect Paid Media Strategy (12:37) - - The $100 CPL Myth (16:12) - - Three Keys to Successful Paid Media (18:50) - - Qualification Is Critical in ABM Success (20:28) - - How You Should Think About Bidding Algorithms (23:12) - - Prospect Experience: The Campaign Funnel (24:52) - - Using a Multi-Channel Approach (29:42) - - Mid-Intent Funnel Examples (33:14) - - Executing on a Paid Acquisition Strategy (39:23) - - Tailoring Your Messaging for Buying Committee Engagement (43:57) - - Balancing Funnel Strategies (46:38) - - Justifying Higher Costs (50:53) - - Channel Testing and Target Comparison (52:18) - - How to Master Paid Media in Enterprise Marketing Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes.Matthew Carnevale, Marketing Manager at Exit Five, breaks down the story behind the best ad he’s ever created—one that generated $77,822 in MRR over two years. Spoiler: it wasn’t fancy production or clever wordplay. The secret? Raw, undeniable social proof.Matthew shares why raw social proof, like screenshots, before-and-after results, and authentic testimonials, outperforms polished case studies or logos. By the end, you’ll know how to gather and use social proof effectively to make your marketing efforts stand out and drive real results. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, Exit Five's first-ever in-person event for B2B marketers in Burlington, Vermont. Ross Simmonds, Founder of CEO at Foundation & Distribution.ai , hosted a session on creating and distributing B2B content that drives real results.Ross covers:Why "create once, distribute forever" should be your mantra for content marketing.How to blend educational, engaging, entertaining, and empowering content to captivate your audience.Tactical approaches to dominate distribution channels like LinkedIn, Reddit, and niche communities.Timestamps(00:00) - - Intro to Ross (03:35) - - Content Creation Mistakes (06:29) - - Thinking Like a Modern Media Company: Distribution Strategy (10:02) - - Crafting and Distributing Engaging, Impactful Content (14:59) - - How to Continuously Engage Your audience (17:50) - - Optimizing Strategy through Reddit and Niche Communities (24:17) - - Tactical Content Distribution Tips (30:04) - - Embracing AI and Automation (33:48) - - Framework: Research, Create, Distribute, Optimize (35:25) - - Creative Strategies for Engaging Your Online Audience (36:53) - - Write Casually: Communicate Like a Friend (41:40) - - The Power of Reusing Stories in Content Creation Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Sylvia Lepoidevin, CMO of Kandji, a leading platform for managing and securing Apple devices in the workplace. Sylvia shares her journey from employee #4 to CMO at Kandji, driving the company’s growth to a $850M valuation. She talks about her experience building efficient marketing teams, leveraging AI, and creating impactful brand experiences.Dave and Sylvia cover:How AI is reshaping marketing roles and enabling smaller, more efficient teamsStrategies for internal marketing that align and energize cross-functional teamsProduct launches and creative campaigns for brand-driven growthTimestamps(00:00) - - Intro to Sylvia (06:03) - - From 1st Marketing Hire to CMO (10:48) - - Understanding Equity and Financial Outcomes (13:30) - - Wealth and Career Growth (16:10) - - Why It’s Important to Have a Clear Career Narrative (21:02) - - Mastering Storytelling in Team Meetings (25:41) - - How to Engage Your Team (26:17) - - Leveraging Feedback Loops to Build a Successful Team (31:48) - - AI Is Enabling Smaller, More Efficient Teams (35:31) - - AI’s Impact on Marketing (38:31) - - How Kandji Is Expanding Their Team (41:22) - - Achieving 10x Growth Through Product-Led Strategies (45:02) - - Leveraging Competitor and Apple-Specific Keywords (48:26) - - Minimizing Hiring Risk: Test Roles First Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes.Matthew Carnevale, Marketing Manager at Exit Five, introduces the "Billboard Test," a mental model to evaluate whether your marketing copy can grab attention in an instant. Inspired by how billboards must captivate drivers at full speed, this test helps you refine your ads, social posts, and emails for today’s audience.Matthew shares three key elements of the Billboard Test—concise messaging, eye-catching visuals, and memorability through creativity—and explains how to apply them to make your marketing impossible to ignore. By the end, you’ll know how to capture attention and hold it, even in the busiest of feeds. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This is a re-run of one of our top episodes, where Dave is joined by Kyle Coleman, CMO at Copy.ai. Kyle went from Individual Contributor to Senior Director at Looker and Director to CMO at Clari. During his time there, he helped both companies 10x their revenue.In this episode, they chat aboutThe importance of leadership team alignment and why the CRO & CFO should be your best friendHow marketing can impact pipeline and the standard it should be held toWhy you should build a marketing calendar around the product roadmapTimestamps(00:00) - - Kyle's exposure to B2B marketing and strategy (07:31) - - Gaining expertise in marketing metrics and standards (12:09) - - Balancing Efficiency and Creativity in Sales Outreach (15:48) - - Importance of an Internal Partnership with the Sales Team (18:28) - - Aligning marketing goals with revenue generation (20:11) - - Co-creating Qualified Opportunities with ICP (25:16) - - Importance of Sales and Marketing Collaboration (30:28) - - How CROs and CMOs can balance long-term vision and short-term outcomes (35:38) - - The lightning strike strategy (36:31) - - "Marketing Moments:" Calendaring significant events to drive business goals and team performance (39:47) - - Using Shield analytics to identify and repost popular content (47:23) - - How to simplify complex questions to extract key insights (50:50) - - Building a networking resource for professional growth (53:53) - - Closing thoughts Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In today's challenging business landscape, marketers face the daunting task of not only crafting an efficient marketing plan, but implementing it quickly, proving its value, and continuously adapting the plan on the fly. The ever-changing macroeconomic environment adds an extra layer of complexity, making success even harder to achieve.In this episode, Rowan Tonkin, CMO at Planful, and Dave Gerhardt, Founder of Exit Five, lead you through the essential steps to building your plan, getting it approved, and unlocking the full potential of your marketing efforts.They cover:Tips to build a powerful marketing plan that aligns with your business objectives.Strategies to gain plan approval from executives and board membersBest practices and practical approaches to flawlessly execute your marketing plan, turning ideas into measurable results.Insights into the advantages of scenario planning and how it can prepare your marketing team to adapt to the ever-changing economic landscape. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Devin Reed, Founder of The Reeder and expert in content strategy, shared a session on building a strong personal and company presence on LinkedIn.Devin covers:Identifying your “one word” to own and dominate a category on LinkedIn.Why your content strategy should focus on personal LinkedIn profiles for max reach and engagement.A step-by-step framework for producing and distributing CEO or executive-led LinkedIn content.Timestamps(00:00) - - Intro to Devin (06:51) - - How to Build Trust at Scale (12:44) - - 10 Undeniable Reasons B2B Leaders Should Get Active on LinkedIn Right Now (14:56) - - Pick Your “One Word” to Guide Your Content Category (20:10) - - How to Narrow Your Audience (26:38) - - How to Pick Content Pillars & Topics (31:05) - - Outlining Your Production Process (32:59) - - How to Measure & Iterate LinkedIn Success (37:58) - - Using Company Pages vs Personal Pages (38:39) - - Communicating with Your CEO (39:51) - - How to Get Your Whole Team Involved in LinkedIn (40:32) - - Niching Down with Your “One Word” (42:01) - - Prioritizing Engagement on LinkedIn (43:12) - - Applying This Framework to Other Channels (43:28) - - Revising Your Voice and Tone (45:23) - - How to Pick Your “One Word” (Revisited) (47:28) - - Reach Versus Teach Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Andrew Davies, CMO at Paddle, a company providing complete payments infrastructure for 4,000+ software businesses globally. Prior to Paddle, he was VP of Corporate Marketing at Optimizely, following the acquisition of his startup. Dave and Andrew talk about the marketing strategy at Paddle, managing a team of 30 marketers, the fundamentals of effective B2B marketing, and their mission of being the most helpful brand in their space.Dave and Andrew also cover:The importance of first principles in B2B marketingHow to structure and scale a marketing teamHow to differentiate in a crowded marketTimestamps(00:00) - - Intro to Andrew (08:41) - - From Startup Founder and CMO to Head of Marketing (14:16) - - Starting Out at Paddle (17:02) - - First Principles for Building Out Marketing (19:40) - - Positioning and Messaging in a Crowded Market (20:55) - - Leading a 30-Person Marketing Team at Paddle (26:09) - - The Key to Being an Effective Leader (28:38) - - Distributing and Prioritizing Tasks on the Marketing Team (34:05) - - Marketing Strategy at Paddle (35:46) - - What is Your Marketing Team NOT Doing That is Considered a Best Practice for Every Other Company? (39:18) - - AI in B2B Marketing (42:11) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes—no fluff, just practical insights.Matthew Carnevale, Marketing Manager at Exit Five, discusses the difference between goals, strategies, and tactics—a framework every marketer needs to plan effectively.Matthew explains why strategy is the guiding principle behind your plan, how it keeps your team focused, and shares real-world examples of aligning tactics with strategy. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Natalie Marcotullio, Head of Growth and Operations at Navattic, shared strategies on how to say “no” when faced with competing priorities in marketing.Natalie covers:How to establish a marketing framework that simplifies decision-making and helps you say no effectively.A three-step process for communicating priorities with your CEO and leadership team.Quick-win productivity hacks that offer simple ways to say “no.”Timestamps(00:00) - - Intro to Natalie (06:15) - - The “stress spiral” at work (08:07) - - How to stop the stress spiral and decide what’s most important to work on (10:04) - - Natalie’s marketing framework: Unique + Valuable (11:12) - - Examples of creating a unique and valuable marketing framework (13:02) - - Why having a framework works (15:49) - - Step #1 of saying “No”: Ask the Why (18:56) - - Step #2 of saying “No”: Swap it out (21:02) - - Step #3 of saying “No”: "Let’s experiment with it" (23:56) - - Small ways to say “No” (30:05) - - Natalie’s weirdest ask she’s received (and had to say no to) (31:07) - - How to know you need to get better at saying no (32:05) - - Giving context and rationale when saying yes (32:55) - - How to get your team to think with a marketing mindset and actively bring ideas to you (34:03) - - Teaching the “yes/no” framework: How does it play out when your team uses your own tricks on you? Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Priscilla Barolo, former head of comms at Zoom (for nearly 10 years, including the pandemic) and current Head of Marketing at Neat, an Oslo-based video tech company. Neat’s tech is used around the world from major enterprises like Atlassian to the White House. With a decade-long career at Zoom, including during its hypergrowth through the pandemic, Priscilla is a expert in communications and B2B marketing leadership.Dave and Priscilla cover:The path from communications to marketing leadershipThe unique challenges of marketing a physical product in the B2B tech spaceBuilding and scaling a global marketing team at a high-growth, remote-first company Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Lashay Lewis, Founder of Authority Plug, hosted a session on making the transition from in-house marketing to building a solo business.Lashay covers:How to niche down by focusing on one problem for one ideal customer profile.Why it’s important to develop a strong point of view to stand out in your category.How to create a repeatable, results-driven process that builds trust and sells your serviceTimestamps(00:00) - - Intro to Lashay (07:02) - - When Change Outweighs Pain Of Staying The Same (10:40) - - Step One: Narrow Your Job Description (13:17) - - Step Two: Develop a Strong Point of View (16:03) - - Step Three: Use the L.O.C.K Formula (21:40) - - Step Four: Let the Process Sell Itself (25:42) - - Niche Consultants vs. Agencies Are The New Normal (28:38) - - “Live Your Dash” (31:32) - - How to Approach Selling Your Brand vs. Your Name (32:53) - - How to Figure Out Your Niche (35:49) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Pranav Piyush, Co-Founder & CEO of Paramark, hosted a session on one of B2B's biggest challenges: measurement and attribution.Pranav covers:Why attribution models like first-touch and last-touch are outdatedHow to prove the incremental impact of marketing channels, including search, social, email, podcasts, billboards, and brand.How to present marketing's value to the CFO and CEOTimestamps(00:00) - - Intro to Pranav (07:29) - - Marketing IS Measurable (08:12) - - What Does Attribution Mean? (11:27) - - Do Search Ads Drive Incremental Sales? (12:44) - - How To Find Cause From Search > Impression > Click > Conversion (14:37) - - Google’s Conversion Lift (16:04) - - Do Social Ads Drive Incremental Sales? (17:30) - - Tracking Demo Bookings vs. LinkedIn Impressions (19:45) - - Do Emails Drive Incremental Sales? (22:15) - - Do Podcasts Drive Incremental Sales? (24:36) - - Do Billboards Drive Incremental Sales? (27:00) - - How Do You Measure Brand? (31:55) - - Why You Should Experiment to Understand Attribution (34:05) - - The Long Term Impact of Brand Equity (35:50) - - How to Measure the Impact of Videos and LinkedIn (37:03) - - Impressions vs Results (40:13) - - Impressions vs Demos (44:10) - - Wrap Up Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes—no fluff, just actionable insights.Matthew Carnevale, Marketing Manager at Exit Five, breaks down a core copywriting skill that every marketer needs: crafting a hook that grabs attention right away. Too often, marketers "bury the hook" by failing to get to the point, leaving potential customers scrolling past.Matthew shares the top three elements of a strong hook, why questions don’t work as well as statements, and real-world examples of hooks that have proven to be irresistible. By the end, you’ll know how to create concise, clear, and compelling hooks that keep people engaged from the first word. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Taylor Udell, Head of Growth at Champify, a sales intelligence platform that helps B2B sales teams identify key contacts for more effective outreach. With experience at companies like Twilio and Heap, Taylor shares the marketing strategies she’s used to drive growth in sales-led organizations.Dave and Taylor cover:How Champify drives awareness through events, LinkedIn organic, and thought leader adsWhy they stopped doing direct response ads and are seeing better results with high-value content assetsWhy cold calling is an effective channel in Champify's sales-led approachWhy they chose to stop hiring freelancers and agencies and instead opted to build expertise in-houseTimestamps(00:00) - - Intro to Taylor (04:48) - - How to Build Product Awareness (09:22) - - Why Thought Leader Posts Are a Better Approach Than B2B Ads (11:40) - - How To Measure LinkedIn Effectiveness (15:39) - - Areas Where Taylor Hopes to Drive Revenue Growth at Champify (19:44) - - Why Cold Calling Works at Champify (21:27) - - Measuring Success Between Sales and Marketing (23:28) - - Why Champify Stopped Using Direct Response Ads and Is Seeing Better Results with High-Value Content Assets (27:13) - - Driving Higher Intent with Content Assets (29:34) - - Why Champify Stopped Outsourcing Until They Had a Definition of “Good” (32:22) - - Measuring Success Without Gating Content or Generating MQLs (35:14) - - Advice for New Marketing Leaders (38:47) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is a guest on the We're Not Marketers podcast, hosted by Zach Roberts (Founder of Break Into Product Marketing), Eric Holland (current Product Marketer at Klue), and Gab Bujold (Founder at Press X to Market). They sit down to talk about Dave’s journey in B2B marketing—from marketing manager to CMO—hosting a podcast for B2B marketing, and organizing Exit Five’s first-ever in-person event, Drive in Burlington. Plus, Dave answers one important question: Are product marketers actually marketers?We’re Not Marketers and Dave also cover:One way “frameworks” might hurt your product storytelling.Why you can’t just start a podcast in B2B without this obvious skill?What Dave said is “the most important role in B2B marketing”.Don’t tell sales “what to do”. They almost never listen. Do this instead.Why “messaging by committee” sucks.Good news! The "80% difference" to great B2B marketing, uses two common PMM skills.How can we (product marketers) simplify B2B marketingTimestamps(01:05) - Dave's Journey and Podcasting Tips (06:33) - The Importance of Product Marketing (08:31) - Early Stage Marketing Strategies (15:44) - Building Trust and Influence in Startups (22:39) - Positioning and Messaging Challenges (26:57) - Addressing the Decline in Win Rate (29:00) - Importance of Executing Positioning (29:33) - Casual Conversation and Personal Interests (30:34) - Messaging Torture Chamber (31:07) - Marketing Strategies: Brand vs. Content (32:50) - Event Marketing Insights (34:35) - Simplifying B2B Marketing (38:14) - The Role of Podcasts in B2B Marketing (44:59) - Conclusion and Upcoming Events Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, we’re delivering another B2B marketing lesson in under 10 minutes—no fluff, just actionable insights.Matthew Carnevale, Marketing Manager at Exit Five, dives into a fundamental principle every B2B marketer should understand: you can't fake urgency. Real urgency isn’t something you create from thin air - it’s something that’s baked into your go-to-market strategy.Matthew shares examples from Exit Five’s playbook, like driving urgency through limited event tickets and exclusive launch discounts, and explains how to adapt these techniques for any B2B setting. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Dave hosts a marketing leadership panel with Peter Mahoney, CCO of GoTo, Tara Robertson, CMO at Bitly, and Amrita Mathur, Head of Marketing at Zapier. These marketing leaders open up about their experiences and share actionable advice to help you lead, manage, and set goals for your marketing team. Dave, Peter, Tara, and Amrita cover:Why business literacy is so important for marketing leadersHow to set goals for your marketing teamEach panelists biggest career risks — what worked, and what did notPractical frameworks for managing short-term demands while staying committed to long-term goalsTimestamps(00:00) - - Intro to Peter, Amrita, and Tara (07:42) - - One Piece of Advice for Marketing Leaders (15:10) - - How to Set Goals For Your Team (24:21) - - Framework for Short-Term vs Long-Term Pipeline Goals (26:55) - - Budgeting for Short-Term vs Long-Term Goals (29:25) - - How to Work with a Difficult Counterpart (31:48) - - Panelists’ Biggest Career Risk That Worked (35:42) - - Panelists’ Biggest Career Risk That Did NOT Work (38:18) - - How to Lead your Team When You’re in a Leadership Rut (46:39) - - How to Navigate a New Leadership Role (50:03) - - Making Uncomfortable Decisions as a Leader (53:16) - - Does CEO = CMO? (54:59) - - When to Reconsider Your Strategy (58:24) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Sean Lane, Founding Partner at BeaconGTM and RevOps expert, to talk about scaling RevOps in B2B. With over a decade of experience at Drift and other B2B SaaS companies, Sean shares actionable tips for marketers looking to align operations with business goals.Dave and Sean cover:How to build alignment between sales, marketing, and opsWhy early-stage companies must align operational complexity with their growth maturityHow continuous planning helps marketing and ops teams stay agile as business challenges come upTimestamps(00:00) - - Intro to Sean (07:38) - - Going From Founder Led Sales to Having A Professional GTM (10:19) - - How Ops Bridges Business Goals (14:09) - - How To Align Sales, Marketing, and Operations (18:18) - - Why You Need A Clear Marketing Strategy (20:44) - - How To Build A Partnership Between Marketing and Operations (27:08) - - Guidelines For Long Term vs Short Term Budgeting And Planning (32:32) - - Marketing's Role At The Bottom Of The Funnel (37:27) - - How To Get “Hand-raisers” For Your Product In The Customer Journey (41:19) - - Do Engaged Accounts Measure The Success Of Marketing? (43:09) - - Sean’s Podcast ROI (45:25) - - AI Use Cases In Ops (50:27) - - How To Hire A Good Ops Person (53:55) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this special episode format, we’re testing out and delivering a B2B marketing lesson in under 10 minutes. No fluff—just practical, real-world insights based on what we’re learning each week here at Exit Five.This solo episode features Matthew Carnevale, Marketing Manager at Exit Five, who discusses a key lesson every B2B marketer needs to know: why every marketing email should have just one call to action. Matthew shares the psychology behind decision-making, including Hick's Law, decision fatigue, and Fogg’s Behavioral Model, and explains why simplifying your emails can lead to higher conversions. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave Gerhardt sits down with Mason Cosby, a leader in account-based marketing (ABM) strategy and founder of Scrappy ABM. Dave and Mason unpack how to simplify ABM, create meaningful engagement, and build personalized campaigns that drive real business results.Dave and Mason cover:Why companies should crawl before they walk or run” with ABM by starting with re-engagement programs instead of complex tech stacks.Why you need to track key signals of engagement and align marketing efforts to warm up prospects before sales outreach.Why you should be treating sales as an integrated marketing channel.Timestamps(00:00) - - Intro to Mason (06:26) - - Should you be using ABM? (09:22) - - Breaking down the process — awareness to acquisition (12:40) - - Why you should be treating sales as a marketing channel (17:25) - - Insights and data you need for effective ABM (22:06) - - Distribution strategies (26:09) - - When to adjust your outreach strategy (27:51) - - Awareness, engagement, and high-intent follow-up strategies (32:08) - - Re-engagement vs awareness for ABM (35:09) - - Why your story and positioning drive marketing success (36:24) - - Mason’s framework for ABM programming (40:06) - - Learn before scaling ideas (crawl, walk, run) Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Matthew Carnevale, Marketing Manager at Exit Five, welcomes back Tas Bober, Founder of Delphinium and expert in landing page optimization. Tas recently audited 40 B2B landing pages submitted by members in the community, and in this episode, she and Matt break down her biggest takeaways and share everything marketers should know about B2B landing pages. Matt and Tas cover:Why you should separate homepages from landing pages to maintain data integrity and make sure your messaging is optimized for campaigns.Why website speed, ADA compliance, and accessible design are critical in 2024—and how to address these.Avoiding buzzwords and feature-dumping by telling compelling product stories and focusing on the value customers receive instead of jargon.Timestamps:(00:00) - - Intro To Tas (03:56) - - Landing Page Teardown In The Exit Five Community (07:54) - - Content Is King, Design And Experience Is Queen (12:21) - - ADA Compliance for Websites (16:21) - - How To Optimize Website Speed (18:40) - - Why You Should Use Separate Landing Pages for Targeted Feedback (22:27) - - The Best CTAs For Decision Fatigue (26:08) - - Why Simplified Writing Is Often Better For Engagement (29:08) - - How To Tell A Story About Your Product (32:04) - - Adding A Problem Block To Your Home Page (37:47) - - How to Craft Unique Language to Differentiate Your Brand (41:11) - - Why You Need Testimonials On Your Site (44:50) - - Why You Need FAQs On Your Site (47:56) - - Prioritize Value Before Requesting User Engagement (51:58) - - Niche Services Are A B2B Differentiation Strategy (55:01) - - Simplifying Demos (58:50) - - Tools For Optimizing Landing Pages (01:00:57) - - Closing Remarks Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave sits down with Kira Federer, VP of SMB Marketing at Paramount Advertising, and formerly at companies like Reddit and Glassdoor. Kira shares her journey from sales to product marketing and the lessons she’s learned along the way.Dave and Kira discuss:How to align marketing and sales through co-creation to ensure your sales team uses the content you createThe value of a strong messaging framework and how it drives consistency in B2B marketingWhy you need to time your product launches and ensure that marketing resonates with both your team and the market at the right momentTimestamps(00:00) - - Intro to Kira (07:09) - - Kira’s Career Journey From Sales Enablement to Product Marketing (10:23) - - Challenges of Building Community / Getting Connected with Exit Five (18:00) - - How To Get Sales To Use Content from Marketing (20:35) - - How to Align Marketing and Sales Teams (26:41) - - Effective Messaging and Having a Core Company Narrative (31:49) - - Why You Should Identify What Differentiates Your Business (35:32) - - How To Create Strong Brand Positioning (38:17) - - Why You Need To Have A Clear Vision And Strong Point of View in Marketing (40:01) - - “The Risk Of Insult Is The Price Of Clarity” Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Madhav Bhandari, Head of Marketing at Storylane, a tool that helps companies build interactive product demos. Madhav shares the strategies that helped Storylane scale its website traffic from 25,000 to over 220,000 monthly visitors in just six months, using unique approaches to SEO and demand gen.Dave and Madhav discuss:Leveraging Demo-Led SEO for 10X website traffic growthHow targeting related product categories allowed Storylane to capture new audiences while building trust in their core marketHow AI is transforming workflows, enabling faster campaign execution, improving content creation, and driving innovation in marketing strategyTimestamps(00:00) - - Intro to Madhav (07:19) - - Building Brand Loyalty Through Content and Relationships (08:39) - - Building Brand Reputation in a Saturated Market (14:46) - - How To Strategize SEO By Capturing Existing Traffic (17:03) - - Why Interactive Demos Are So Important (21:38) - - How Madhav Executed Storylane’s Demo Page Project (27:06) - - Demo-Led SEO’s Impact on Brand Search and Signups (30:15) - - Why You Should Prioritize Website Articles Over Traditional Blogs (33:20) - - How To Create A Compelling Offer (38:38) - - Revenue Attribution (41:44) - - Storylane’s Ad Truck For Brand Awareness and Searches (46:37) - - Rethinking Email Marketing (50:09) - - Hiring a Dedicated Writer for Impactful Newsletters (50:53) - - Leveraging Engaged Audiences Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave sits down with Mychelle Mollot, CMO at Knak, a platform for creating, designing, and optimizing email and landing page content. Mychelle shares her wealth of experience, having led marketing efforts at IBM and various startups. She discusses her approach to leading marketing teams, scaling brands, and embracing AI in B2B marketing.Dave and Mychelle cover:How Knak built a brand and captured demand in a space without a known categoryThe balance between meeting short-term goals and dedicating some marketing budget to high-risk, high-reward experimentsHow AI is evolving from a standalone tool to being embedded in the core functionalities of marketing platformsTimestamps(00:00) - - Intro to Mychelle (06:46) - - Embracing Diverse Career Paths to Become a CMO (11:30) - - Leveraging Big Company Skills in Startups (12:21) - - Influencing Resources Without Ownership in Large Organizations (16:43) - - Weekly Team Meeting Tips (19:44) - - Mychelle’s OKR Framework (24:30) - - How Knak Creates and Captures Demand (26:02) - - How To Understand and Target Buyers (31:49) - - Having AI Discussions With Your Team (35:23) - - AI is Shifting from Core Component to Creative Assistant (36:45) - - Integrating AI into Core Tools (42:27) - - Sales and Marketing Alignment (45:49) - - Navigating Relationships as a CMO Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Danielle Messler, Head of Content at Exit Five, joins to talk about our first-ever virtual event: The Ultimate Roast of B2B Websites. It's a one day virtual event designed to help make your website better – with live teardowns of real examples submitted by B2B marketers just like you.She covers:What you'll learn if you attend The Ultimate RoastOur expert lineup of panelists who will dig into each essential section of a B2B websiteHow you can win prizes worth up to $80k in valueSign up for The Ultimate Roast here Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Will Hoekenga, seasoned copywriter and messaging consultant for B2B SaaS brands and founder of Six Words Studio. Will shares his expertise on crafting copy for high-value web pages, like homepages and product pages, that drive conversions and speak directly to customer’s needs.Dave and Will cover:The importance of clear positioning and how it can make or break the effectiveness of your web copy.Why collaboration between design and copywriting is critical for creating a customer-driven page structure that leads to conversions.How to write web copy that differentiates your brand from competitors using unique, customer-centric language, moving beyond generic industry buzzwords.Timestamps(00:00) - - Intro to Will (06:50) - - Why Having A Dedicated Copywriter Is Not A More Common Hire (10:39) - - How to Write Web Copy That Makes Your Brand Stand Out Among Competitors (15:22) - - Simplifying Product Positioning with the CUB Framework (Confusing, Unbelievable, Boring) (20:22) - Recognizing Your Product’s Differentiation (24:42) - - How To Enhance Positioning and Structure with Voice and Tone (25:41) - - 37signals' Example and Inspiration (33:30) - - How to Collaborate on Design With Your Team (35:33) - - Why You Should Optimize Copy with Social Proof (40:42) - - How To Ask Customers Deep Product Questions (45:28) - - How To Highlight Non-Negotiable Features When Outlining Product Benefits (50:58) - - Content Structuring (52:50) - - Embracing Imperfection in Writing (55:30) - - Tips For Getting Inspired Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Bruno Estrella, Head of Growth Marketing at Clay, a tool for data enrichment and sales automation. Bruno shares his experience from Webflow to Clay, where he’s leading a mix of product-led and sales-led growth strategies for B2B companies.Dave and Bruno discuss:Building a creator-led marketing program that encourages user-generated content and community involvementAligning marketing with product-led growth for self-serve modelsStanding out in a crowded market by focusing on unique brand positioning and flexible use cases for outbound and inboundTimestamps(00:00) - - Intro to Bruno (08:42) - - Tailoring Growth Marketing Strategies (10:43) - - Freelancer-Generated Content (13:29) - - Launching a Creators Program (19:37) - - Collaborative Product Integration (20:26) - - Quality Over Quantity in Influencer Marketing (24:42) - - SEO Tools Development with Clay and Webflow (29:36) - - How to Craft a Distinctly Unique Brand (30:13) - Customizing Outbound Strategies (33:32) - - Having a Strong Company Vision (37:49) - - In-House SEO vs External Agency Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Dave is joined by Kevin White, Head of Marketing at Common Room, a leading customer intelligence platform for go-to-market teams. Kevin shares insights from his experience helping teams capture and act on digital breadcrumbs to optimize their marketing and sales efforts.Dave and Kevin cover:How to be a good marketer even when you're not the Subject Matter ExpertSignal-based marketing and how it is transforming the buyer’s journey by focusing on the right actions instead of just clicksB2B influencer marketing plays that workTimestamps(00:00) - - Intro to Kevin (07:24) - - How to Be Good At Marketing When You're Not a Subject Matter Expert (10:02) - - Why You Should Stay Close to Your Customer (17:21) - - How to Manage a Marketing Team with Limited Resources (19:40) - - Eliminating Ineffective Marketing Efforts to Drive Real Results (25:59) - - Signups and Demos Boost From LinkedIn (27:05) - - How to Attribute ROI in Multi-Platform Marketing (31:15) - - Creating Authentic and Valuable Content (35:54) - - Generating Pipeline with Economic Buyer Signals (37:35) - - Increasing Digital Touchpoints (41:33) - - How To Maximize Actionability, Volume, and Conversion Rate (43:19) - - LinkedIn Measurement Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this Exit Five Live session, Dave is joined by Natalie Marcotullio, Head of Growth at Navattic, a leading interactive demo platform for B2B marketing. Natalie is an expert in optimizing the B2B buyer journey with innovative demo solutions and data-driven strategies.Dave and Natalie cover:Why accessible, usable, and transparent websites is important in improving the buyer experienceHow to incorporate interactive demos to accelerate the sales cycle and increase conversion ratesPublic pricing and how it affects buyer trust and decision-making in B2B salesTimestamps(00:00) - - Intro to Natalie (07:27) - - Why Marketing Requires Full Company Alignment (11:54) - - Why You Should Have a Transparent Pricing Page (14:21) - - Improving Sales Automation, Pricing Pages, and Interactive Demos (17:08) - - How To Secure Buy-In (19:23) - - Why Sales Responds Well to Demo-ing Benefits (20:41) - - Commsor Teardown (27:42) - - Andimol Teardown (33:29) - - Directus Teardown (38:08) - - Firstbase Teardown (41:26) - - TeraLeap Teardown (44:29) - - Q&A Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Matthew Carnevale, Marketing Manager at Exit Five sits to talk about our New Marketing Leadership Accelerator Program - an 8 week live program to help you advance your skills and grow your career as a B2B marketing leader.He coversWhy structured learning tracks are a good bet for Exit FiveWhat's included in the program and why you should joinWho will benefit from the acceleratorHow much it costs and where to sign upJoin The Accelerator Here Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Ari Yablok, Head of Brand at Island, to share his approach to creating a brand in the cybersecurity space. Ari shares his journey from agency life to leading the brand narrative at Island, where he helped build the concept of the "enterprise browser."Dave and Ari Cover:The key differences between category creation and strategic positioning, and why it matters for B2B marketersThe steps to building a brand story that resonates with both your internal team and your target audienceHow focusing on the last 20% of branding efforts can elevate your company above the competitionTimestamps(00:00) - - Intro to Ari (05:39) - - Rapidly Growing Enterprise Browser Company Secures $375M in Series D Funding (09:48) - - SEO Strategy vs Branding (15:15) - - How Brand is an Art and a Science (20:30) - - Challenges in Cybersecurity Branding (22:14) - - Early Stage Marketing (30:30) - - Cognitive Behavioral Branding (35:39) - - How Ari Manages Projects with the Brand Team (37:49) - - Comfortable vs. Uncomfortable Approaches to Brand Strategy (42:07) - - What Founders Really Want to Do (47:13) - - Balancing the Day-to-Day with Visionary Goals Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This week, we're sharing a recording from an Exit Five Live Session with Natalie Marcotullio, Head of Growth and Operations at Navattic. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.In this episode, we coverWhy buyers are switching to a more "self-service" model of buyingHow interactive demos stack up against traditional marketing education like videos or adsTips to create a product story with your interactive demo that gets you a 30% CTRThe most common questions marketers have about interactive demosTimestamps(00:00) - - Introduction (11:41) - - Statistics on Product Demos (15:44) - - Gating vs. not gating product demos (18:03) - - Emails and personalized follow-ups post-demo (18:59) - - Where to place the interactive demo on the website (27:55) - - Interactive demos with complex products (32:56) - - How to budget for interactive product demos (35:48) - - Implementing interactive product demos in LinkedIn ads (37:26) - - Platform recommendations for interactive product demos (41:20) - - Use of interactive demos in the sales cycle (42:56) - - Tracking activity and attribution in interactive demos (44:35) - - Personalized demos for each prospect (47:34) - - Post interactive demo conversion best practice (52:16) - - Closing thoughts Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave is joined by Ruth Zive, CMO at LivePerson, who shares her journey in marketing leadership across tech and nonprofits. Ruth talks about aligning marketing and sales teams and navigating enterprise marketing.Ruth and Dave cover:How to align marketing and sales teams by focusing on shared goals and accountability for pipeline outcomesThe best-performing marketing channels for driving enterprise pipeline — including SEO, email, and eventsInbound and outbound strategies in enterprise sales and how they work together to build a successful pipelineTimestamps(00:00) - - Intro to Ruth (07:05) - - Work-Life Balance as a CMO (21:19) - - How to Balance Cost, Volume, and Conversion Rates in Channel Optimization (23:56) - - Optimizing Enterprise Sales (29:11) - - Why You Need to Align Sales and Marketing Leadership (32:18) - - Budgeting and Measuring Brand Initiatives (35:10) - - How to Plan for Future Revenue (38:38) - - Quarterly and Monthly Marketing Strategy Execution (40:44) - - Creating Weekly Leadership Priorities and a Problem-Solving Document (46:01) - - How To Make a Good Hire Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave is joined by Jared Fuller, Partner and COO of OpenEd.co. Jared talks about his career journey and building businesses in B2B, and shares his expertise in partnerships and the role they play in B2B growth.Jared and Dave cover:How to integrate partner voices into your marketing strategy to create lasting influence and trustShifting from traditional co-marketing to "Nearbound" marketing, leveraging relationships for omnichannel impactUsing partnerships as a growth lever across departments, not just sales and marketingTimestamps(00:00) - - Intro to Jared (08:27) - - Jared’s Career Journey in B2B (09:10) - - Building a Multi-Million Dollar Business in Less Than a Year (14:47) - - Omnichannel Distribution and Virtual Events (16:30) - - The Story of Selling PartnerHacker (21:44) - - Book Recommendation: The Sumo Advantage (26:38) - - Why You Need to Grow Business Partnerships (29:03) - - The Three Types of Entrepreneurs (33:06) - - SaaS-Native vs Traditional Partner Models (33:53) - - The Role of Ecosystem Officer in Marketing (39:40) - - Why VC Firms Are Embracing Partner-Led Growth Strategies (43:49) - - How To Maximize Reach Through Podcasts, Multimedia, and Partnerships Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave is joined by Shane Murphy, CMO of Webflow, where he is scaling one of the most innovative companies in web technology. Shane shares his insights on integrating growth strategies across self-serve and enterprise funnels, building a powerful brand, and targeting diverse personas.Shane and Dave cover:How Webflow combined its self-serve and enterprise growth teams to streamline acquisitionTargeting broad personas and aligning messaging to meet unique needsBrand building in B2B marketing and leveraging creative campaigns for long-term growthTimestamps(00:00) - - Intro to Shane (07:56) - - The Three Pillars of Webflow’s Marketing Strategy (11:28) - - How to Sell to Multiple Personas (12:29) - - How to Position Your Solution on Your Website (18:22) - - Combining Brand and Product Marketing Strategies (21:21) - - The Art of Pricing and Packaging (23:36) - - Why You Should Clarify Decision-Making Roles (29:08) - - Managing Yearly Initiatives and High-Level Work Priorities (30:36) - - Implementing Monthly and Weekly Project Check-Ins (34:00) - - Building Trust (37:24) - - Dedicating Yourself Personal Development Time (44:32) - - Finding Your Career Fit Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Chelsea Castle, Head of Content and Brand at Close. Chelsea talks about her experience in B2B SaaS and shares how to build impactful content that resonates with your audience.Chelsea and Dave cover:How leveraging internal and cross-functional knowledge can create a content goldmineWhy it is important to repurpose podcast episodes, webinars, and other media into multiple forms of content to maximize their valueStrategies for integrating SEO with authentic, valuable content that resonates with your audience, beyond just ranking for keywordsTimestamps(00:00) - - Intro to Chelsea (07:15) - - LinkedIn for B2B (14:19) - - Chelsea’s Experience at Chili Piper (18:24) - - Improving Content for Podcasts (21:40) - - How to Maximize Search Impact (22:29) - - Driving Website Traffic Through Brand Content Strategy (28:41) - - Merging Brand and Keyword-Driven Content (32:47) - - Aligning Brand and Content Strategy with Your Goals (34:54) - - New Content Channels for B2B (38:58) - - How to Measure Content Engagement (42:34) - - Skyscraper SEO Content Strategy (43:43) - - How to Grow Using Gated Content (50:42) - - How to Craft a Brand Strategy Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Tommy Clark, founder of his own B2B social media agency, Compound, to talk about the ins and outs of social media strategy for B2B companies. Tommy shares his journey from running social for a SaaS company to building his agency and the lessons he’s learned along the way.Tommy and Dave cover:Why LinkedIn is the go-to platform for B2B brands and how to maximize its potentialThe importance of posting consistently to build a strong social presenceHow using video content on LinkedIn can accelerate trust-building with your audienceTimestamps(00:00) - - Intro to Tommy (08:20) - - Why You Should Focus on One Core Social Channel (10:33) - - LinkedIn Success Using Just Text (12:43) - - How to Get More Audience Data through Posting Frequently (15:48) - - The Best Niche Content for Target Audience Engagement (19:45) - - Why Honesty is Important in Building an Audience and Network (24:54) - - Podcast ROI Beyond Sales and Downloads (25:37) - - Balancing Evergreen and Timely Content (31:19) - - Challenges and Trade-offs of Scheduled Social Media Posts (33:53) - - How to Focus on Client Success (37:58) - - How to Grow Followers and Relevance on LinkedIn (40:50) - - How to Maximize Direct Response Marketing with Gary Vee's Strategy (45:22) - - How to Create Video Content for LinkedIn (49:04) - - Why Diverse Perspectives are Important in Business (50:01) - - How to Use Social Media for Business Growth Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Jen Allen-Knuth, founder of DemandJen. Jen shares her insights from her 15+ years in B2B Sales, from managing a quota to building great working relationships with marketing.Jen and Dave cover:Co-creating content with Marketing and Sales that drives better customer engagement and grows your pipelineHow Jen successfully built her audience using video on LinkedIn and leveraged it to start DemandJenHow companies should focus on genuine diversity efforts rather than superficial inclusivityTimestamps(00:00) - - Intro to Jen (07:06) - - Why You Should Have a Mentor and How To Get One (08:56) - - Sales Experiences and Becoming a Chief Evangelist (12:27) - - Making the Lead from Side Hustle to Full Time (16:54) - - Why Your Career Experiences Should Be Diverse (20:18) - - The Shallow Impact of Diversity Panels (24:25) - - How Jen Built Her Personal Brand (27:46) - - Creating Unscripted Content that’s Still Clear (31:18) - - Being Authentic in Marketing (36:13) - - Don’t Use Templates for Customer Conversations (42:35) - - Strong Relationships Between Product Marketing and Sales (43:22) - - Being Customer-Centric (48:44) - - Why You Need to be a Good Storyteller (50:33) - - Challenges of Data Analysis Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Danielle (Head of Content at ExitFive) to share a behind the scenes look at the content strategy driving ExitFive.Dave and Danielle cover:How to hire a “Head of Content” and what mistakes to avoidBehind the scenes of how ExitFive repurposes content (like this podcast!)The fun challenges of going from a solopreneur to team of fiveTimestamps(00:00) - - Intro to Danielle (06:36) - - Why we hired a Head of Content at ExitFive (09:46) - - How we write our newsletter (13:08) - - Content repurposing at ExitFive (19:40) - - Why you should repeat yourself as a marketer (24:37) - - How to create a culture where everyone can do their best work (27:34) - - Why your team needs a vision to work towards (32:27) - - Balancing Structure and Flexibility Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Jenn Herman, an expert in Instagram marketing, who shares the untapped potential of Instagram for B2B marketers. With over a decade of experience, Jenn has become a go-to resource for brands looking to leverage Instagram's vast user base to build brand awareness and foster long-term customer relationships.Jenn and Dave cover:Why Instagram is a goldmine for B2B marketers and how to capitalize on its 2 billion monthly active usersHow to create educational content for Instagram to build trustWhy you need to tailor your content for Instagram and your audience specificallyTimestamps(00:00) - - Intro to Jenn (06:51) - - Setting Goals for B2B Brands for Instagram (10:28) - - Adapting Content Strategy for Instagram (12:22) - - Focusing on Quality Over Quantity (15:28) - - Using Educational Content to Build Your Brand (20:20) - - TikTok Experts vs Short Form Video Experts (24:47) - - TikTok, Instagram, and Content Unique to Platforms (27:45) - - How to Use Instagram Carousels (31:11) - - How to Use Instagram Highlights (33:42) - - Strategies to Find Underpriced Attention (36:00) - - Aligning Brand Image with Social Media Presence (39:59) - - Understanding Reach Metrics (42:38) - - Revisiting and Optimizing LinkedIn and Instagram Strategies Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Knak Co-Founder & CEO Pierce Ujjainwalla, and SubjectLine.com Founder Jay Schwedelson, two experts in the B2B Email Marketing, for a one hour deep dive into what’s working in 2024.They cover:Subject line strategiesDesign do’s and don’tsWhat makes a truly great email in 2024This is a recording of an Exit Five Live session - to follow along with the examples, check out the deck here.Timestamps(00:00) - - Intro to Jay and Pierce (05:51) - - What Personalization Looks Like in 2024 (10:36) - - Using “Friendly Froms” to Increase Open Rates (14:49) - - How the Best Emails Are Designed (18:31) - - How Often Should You Send Emails? (19:35) - - Sending a Killer First Email (26:00) - - Your Reader Needs Context (27:45) - - Use First Person for Better Call-to-Action Buttons (30:43) - - How to Avoid Confusing Content (35:31) - - Why You Need To Focus On Building Trust (37:10) - - Writing for Engagement (44:46) - - Email Branding Trends in 2024 Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave is joined by Emir Atli, the founder and CRO of HockeyStack. Emir shares insights on his strategic content creation on LinkedIn to building a robust attribution platform that helps B2B marketers optimize revenue and understand customer journeys.Emir and Dave cover:How Emir and his team built a LinkedIn audience before launching their product and turned engagement into a strategic advantageUsing custom reporting and attribution to make better B2B marketing decisionsCreating data-driven content with HockeyStack Labs to build trust and establish thought leadershipTimestamps(00:00) - - Intro (05:58) - - Early Days at HockeyStack: Outreach and Launch (13:35) - - Scaling Content Distribution and Launching Podcasts (15:00) - - Transitioning to Event and Field Marketing (20:07) - - Transitioning from CMO to Media Company CEO (27:38) - - How to Build Trust at Scale (31:32) - - Content Marketing Benchmarks and Data (34:16) - - Sample Sizes, Metrics, and Context in Research Reporting (42:41) - - How to Actually Use Reporting Tools (43:58) - - Creating Custom Reports and Templates (46:38) - - Tracking Traditional Touch Points Digitally Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave is joined by Eliana Atia and Arielle Gordis from Monday.com, who drive the content strategy that powers one of the most recognizable brands in SaaS. Eliana, a seasoned content leader, shares how Monday.com’s content team evolved from a small, reactive unit into a strategic powerhouse. Arielle, who leads the thought leadership initiatives, reveals the secrets behind the wildly successful "Monday Insights" newsletter which has 3.7 million subscribers.They cover:How the content team at Monday.com acts as a strategic partner to departments across the businessThe unique "guild" structure they use that allows content managers to stay deeply integrated within various teams while maintaining a unified content strategyHow they use audience engagement and feedback to make better contentTimestamps(00:00) - - Intro (08:42) - - Content Strategy as a Career (11:14) - - Monday.com’s Messaging Strategy (13:01) - - Transitioning to a Multi-Product Brand (17:49) - - Using Content to Create Trust (26:35) - - How They Create Sales Enablement Content for Enterprise Accounts (29:17) - - Monday's Value-Based Thought Leadership Strategy (32:57) - - Behind the Scenes: Working With a Cartoonist (39:06) - - How Their Newsletter Has a 30% Open Rate (41:17) - - Getting Buy-in For Thought Leadership (43:06) - - Boosting Open Rates with Quality Sender Names (49:25) - - Transforming Job Stress into Meaningful Leadership (50:50) - - Successful Idea Testing on a Smaller Scale Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Dave sits down with Adam Goyette, founder of Growth Union and a former marketing leader at G2 and Help Scout. Adam shares his insights from leading growth at top B2B companies to launching his own agency that helps startups scale by integrating holistic growth strategies.Adam and Dave cover:How marketing can drive demos that aren’t qualified and how to fix itWhy MQLs aren’t efficient incentives for marketing teamsHow to use feedback from Sales to create better marketing contentTimestamps(00:00) - - Why Working With B2B Agencies is So Hard (07:39) - - Marketing in 2024 (11:35) - - How to Actually Test Your Marketing Campaigns (13:40) - - Organizing Your Marketing Team (16:35) - - Setting Aside Budget For Experiments (24:25) - - How to Ask Qualifying Questions (25:46) - - Balancing Brand Building and Conversion (30:21) - - Advocating for Marketing Strategy Internally (35:15) - - Using Feedback from Sales to Create Content (40:56) - - How to Test and Iterate Quickly (49:06) - - Adwords Keyword Optimization and Ad Copy (50:15) - - Marketing Leadership in SaaS at a Scale Up Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.Consensus - An AI-powered interactive demo platform that lets you put personalized, self-serve demos on your site to turn anonymous researchers into high-intent leads. Learn more at goconsensus.com/exitfive.Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive.Convertr - The enterprise lead data management platform that sits between your lead sources and your CRM, automatically validating, enriching, and standardizing every lead before it touches your systems. Check them out at convertr.io/exitfive.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more