The Dave Gerhardt Show (from Exit Five)

#232: Sales | 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 (08:25) - – Why you should have a mentor and how to get one (10:15) - – Sales experiences and becoming a Chief Evangelist (13:46) - – Making the leap from side hustle to full-time (18:13) - – Why your career experiences should be diverse (22:58) - – The shallow impact of diversity panels (27:02) - – How Jen built her personal brand (30:23) - – Creating unscripted content that’s still clear (33:55) - – Being authentic in marketing (38:50) - – Don’t use templates for customer conversations (45:12) - – Strong relationships between product marketing and sales (45:59) - – Being customer-centric (51:21) - – Why you need to be a good storyteller (53:10) - – 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

#230: Messaging | In this episode, Matt sits down with Talia Wolf, founder and CEO of GetUplift, to unpack what’s really wrong with most B2B websites – and how to fix it. After reviewing 100+ member-submitted sites from the Exit Five community, Talia shares what she sees over and over again: messaging that’s too focused on the product, poor design flow, and a lack of real customer understanding.Matt and Talia cover:Why most B2B sites focus too much on features and not enough on buyer emotionHow to use emotional targeting and customer research to write copy that convertsThe biggest design mistakes B2B marketers are making (and how to fix them)How to get stakeholder buy-in for website changesWhy great websites start with strong product marketingTimestamps(00:00) - – Intro to Talia (04:19) - – Why most B2B websites fail to convert (06:45) - – The common thread across 100+ website reviews from Exit Five members (09:30) - – Why focusing on features instead of emotion kills conversions (12:18) - – What is emotional targeting (and how to actually use it)? (15:33) - – The power of customer research in website optimization (18:55) - – How to apply emotional triggers to your homepage copy (22:24) - – Mistakes B2B companies make with above-the-fold content (25:26) - – Why you should write copy before designing the site (30:04) - – Structuring your site around buyer intent and behavior (33:21) - – How to get internal buy-in for messaging and UX changes (36:38) - – The difference between product marketing and “just copywriting” (39:54) - – The role of hierarchy, visual flow, and CTA placement (43:20) - – When to simplify and when to educate on B2B websites (46:42) - – Final takeaways and practical steps to start improving your site 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

#229: Marketing Leadership | In this episode, Dave sits down with Megan Lueders (CMO at Sonatype), Ido Mart (CMO at Manychat), and Kimberly Storin (CMO at Zayo) for a live CMO panel discussion at Exit Five’s Austin marketing meetup. These marketing leaders share what’s working what’s not in B2B marketing today and how the role of the CMO is evolving.Dave, Megan, Ido, and Kimberly cover:What every new CMO needs to know about leading a marketing orgHow to align with CEOs, CFOs, and key stakeholders to drive business impactThe biggest marketing shifts happening right now (and what’s no longer working)How to prove marketing’s impact in the era of efficiencyTimestamps(00:00) - – Introduction to the CMO panel (04:27) - – The evolving role of the CMO in 2025 (07:53) - – The biggest challenges marketing leaders face today (11:00) - – How to align marketing with CEOs, CFOs, and key stakeholders (14:35) - – What every new CMO needs to know when stepping into the role (18:10) - – The marketing strategies that are working right now (and what’s not) (21:57) - – Why B2B marketing is more emotional than most people realize (26:44) - – How to prove marketing’s impact in a data-driven, efficiency-focused era (30:26) - – The shift from demand gen to brand-led growth (33:51) - – The role of storytelling and positioning in B2B marketing success (38:06) - – Building a high-performing marketing team and the skills CMOs need today (41:46) - – Key takeaways and final advice for marketing leaders 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

#228: LinkedIn Strategy | Anthony is one of the nine LinkedIn Certified Marketing Experts in North America. He’s also the Managing Director of Speedwork, a B2B LinkedIn Marketing Agency, and hosts the LinkedIn Ads Radio Podcast.He and Dave discussLinkedIn Ad Creative & Consistent BrandingThought Leader Ads & Organic ReachNiche Audiences & Custom ContentNurture CampaignsExpert LinkedIn Ads TipsTimestamps(00:00) - - Intro to Anthony Blatner (09:35) - - Focusing on LinkedIn and Future Expansion (13:00) - - Effective Social Media Advertising and Organic Content (16:24) - - The Overlooked Importance of Creative Content in Advertising (18:32) - - Targeting Personas with Top-of-Funnel Ads (25:05) - - Creating Unique and Targeted Content: Pros and Cons (26:21) - - Lead Generation Strategies for Small Budgets (30:34) - - Effective Funnel Strategies for Small Budgets (34:03) - - Using Paid Advertising and Lead Magnets to Grow Your Newsletter (38:56) - - Building Long-Term Memory with Consistent Branding in Marketing (41:17) - - The Power of Narrow Focus for Audience Growth (44:24) - - Content Planning Based on Sales Cycle Length (46:13) - - Connecting with Anthony Blatner on LinkedIn 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

#227: Events | In this episode, Dave hosts a live Exit Five session with Zuddl and panelists Stephanie Christensen (Event Marketing Leader) and Kristina DeBrito (Director of Strategic Events at Iterable) to break down how B2B marketers should be thinking about events in 2025. From small VIP dinners to large customer conferences, events are making a big comeback—but without a solid strategy, they can be a massive waste of budget.Dave, Stephanie, and Kristina cover:The key metrics to track to prove event ROI in 2025How to get executive and stakeholder buy-in for your event strategyWhat’s working in B2B events right now (and what’s not)How to follow up post-event to drive engagement and pipelineTimestamps(00:00) - – Intro to Stephanie and Kristina (04:30) - – Why events are making a big comeback in B2B marketing (07:57) - – The biggest mistakes marketers make when planning events (10:45) - – How to align your event strategy with business goals (13:30) - – The key metrics to track for proving event ROI (16:42) - – How to get buy-in from executives and key stakeholders (19:55) - – What’s working right now in B2B events (and what’s not) (24:11) - – The role of micro-events, VIP dinners, and executive meetups (28:46) - – Sponsoring vs. hosting your own event — how to decide (33:06) - – The importance of post-event follow-up and engagement (36:48) - – Virtual events: lessons learned and how they fit into 2025 strategies (40:41) - – Live Q&A: Expert answers to audience event strategy questions (46:06) - – Final takeaways on making B2B events worth the investment 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

#226: Messaging | In this episode, Dave sits down with Diane Wiredu, messaging expert and founder of Lion Words, a consultancy that helps B2B tech and SaaS companies achieve message-market fit so they can stand out, market more effectively, and sell more. Diane breaks down why most B2B messaging falls flat, how to fix it, and why messaging is more than just copy—it’s the bridge between positioning and execution.Dave and Diane cover:The difference between positioning and messaging (and why both matter)How to create a messaging strategy that actually resonatesWhy most B2B messaging sucks and how to fix itHow to structure homepage messaging for maximum impactHow to get the most value from customer research for copywritingTimestamps(00:00) - – Intro to Diane (04:25) - – What is message-market fit and why does it matter? (07:39) - – The biggest messaging mistakes B2B companies make (10:05) - – The difference between positioning and messaging (and why both matter) (13:33) - – How to create a messaging strategy that actually resonates (16:50) - – Signs your messaging isn’t working and how to fix it (20:24) - – The role of customer research in B2B messaging (23:57) - – How to structure a homepage message hierarchy that converts (29:32) - – What makes a great value proposition vs. a generic one (32:06) - – How to test and validate your messaging with real customers (35:50) - – Why messaging needs to be clear, not clever (39:21) - – Common struggles B2B teams face when implementing new messaging (42:57) - – Final takeaways 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

#225: Q&A with Dave | In this episode, Dave joins Ross Hudgens on Content and Conversation: Organic Growth Insights from Siege Media to break down content strategy, brand building, and why organic marketing is the foundation of great B2B marketing. Dave shares his journey from marketing leader to building Exit Five and explains why community-driven content is the key to sustainable growth.Dave and Ross cover:How organic content and SEO fit into a modern B2B marketing strategyThe power of LinkedIn, podcasts, and community for long-term brand growthHow to turn content into a flywheel that drives awareness, engagement, and revenueTimestamps(00:00) - – Intro to Dave (07:57) - – Why organic content is the foundation of a great marketing strategy (10:25) - – The role of SEO in B2B marketing (13:40) - – How brands can balance paid marketing with organic content (16:52) - – The power of LinkedIn and why marketers should prioritize personal branding (20:24) - – Why podcasts are an underrated channel for brand-building (24:05) - – How to build an audience and turn content into a long-term flywheel (30:08) - – The connection between community and content marketing (33:47) - – How Exit Five grew into a marketing community (37:41) - – The biggest mistakes B2B companies make with content marketing (41:58) - – How to measure content success beyond just traffic and rankings (45:46) - – Advice for marketers looking to build influence in their industry (49:03) - – Final 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

#224: Website Teardown | In this episode, Danielle (Head of Content at Exit Five) hosts a panel with top SEO and content marketing experts: Rita Cidre, Head of Academy at Semrush; Ross Simmonds, CEO at Foundation & Distribution.ai; and Tom Whatley, CEO of Grizzle.Together, they break down real B2B websites, exposing the biggest SEO mistakes and sharing data-driven strategies for improving rankings, content, and conversion rates.Danielle, Rita, Ross, and Tom cover:The most common SEO mistakes B2B marketers are making right nowWhy ranking for the wrong keywords is hurting your pipelineHow to optimize content for scanners, search intent, and conversionsTimestamps(00:00) - – Introduction to Rita, Ross, and Tom (04:46) - – Why SEO has changed and what marketers are getting wrong in 2024 (07:47) - – The impact of AI on SEO and why standing out is harder than ever (09:29) - – Case study: How Pipedrive increased signups by 33% with bottom-of-funnel SEO (11:55) - – The difference between top-of-funnel and bottom-of-funnel content strategies (14:22) - – Why glossary pages aren’t enough and what to do instead (16:58) - – The biggest homepage SEO mistakes (live website teardown) (21:41) - – How to structure product and category pages for better rankings (24:35) - – The problem with keyword stuffing vs. real search intent optimization (29:41) - – Why internal linking and URL structure matter for SEO success (34:17) - – How backlinks, brand authority, and digital PR impact rankings (38:11) - – The role of content quality, readability, and formatting for scanners (41:36) - – Common mistakes in blog strategy and how to fix them (46:06) - – Why getting to the point faster improves rankings and engagement (48:42) - – Final SEO takeaways recommendations 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 Melton Littlepage, CMO at 1Password, to discuss how he’s transforming a well-known consumer brand into a B2B category leader in cybersecurity. With decades of experience in SaaS marketing, Melton shares insights on category creation, demand generation, and the intersection of brand and product marketing—and why being the leader in your space matters more than perfect attribution.Dave and Melton cover:Why category leadership is critical and how to position your company as #1How enterprise marketing, brand-building, and demand gen work together to drive growthHow 1Password is expanding beyond password management to create a new categoryTimestamps(00:00) - – Intro to Melton (07:06) - – The evolution of marketing from demand gen to category creation (10:15) - – The balance between data-driven marketing and brand-building (11:49) - – Why attribution alone won’t make your company “hot” (12:22) - – The importance of category leadership and market perception (14:34) - – How 1Password is shifting from password management to Extended Access Management (XAM) (16:58) - – How COVID changed the cybersecurity landscape (19:11) - – Why legacy security tools aren’t enough for modern businesses (21:41) - – The role of category creation in defining 1Password’s future (22:56) - – Naming and positioning a new category (Extended Access Management) (24:35) - – The risks and rewards of category creation vs. competing in an existing space (26:39) - – Why CISOs are hesitant to be early adopters—and how to shift buyer perception (29:41) - – The strategy behind creating demand for a new category (31:38) - – Lightning strike moments and big brand plays for category awareness (34:17) - – Structuring a marketing team to support both enterprise and self-service growth (38:11) - – Balancing B2B and consumer marketing (41:36) - – Why 1Password invested in sports sponsorships (44:33) - – The power of emotional marketing and brand trust in enterprise sales (47:20) - – Thought leadership and analyst relations in shaping a category (48:42) - – Final takeaways 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

#222: Website Teardown | Do your product pages actually tell potential customers what they need to know—or are they just a list of features they’ll ignore? In this session from the Ultimate Roast of B2B Websites, Madhav Bhandari, Head of Marketing at Storylane, joins Robert Kaminski, Co-Founder at Fletch PMM and Dan Murphy, COO at Exit Five to tear down real B2B product pages, exposing what works, what doesn’t, and how to fix it.They also cover:The biggest mistakes B2B marketers make on product pages (and how to fix them).How to structure a product page that drives trials and conversions.The role of interactive demos, videos, and CTAs in guiding prospects to the next step.Timestamps(00:00) - - Introduction to Madhav, Robert, and Dan (03:29) - - Why most B2B product pages fail to convert (05:04) - - The five biggest mistakes companies make on product pages (07:41) - - The importance of clear messaging over a list of features (09:59) - - Should you use videos, screenshots, or interactive demos? (12:30) - - How to structure a product page that actually drives trials (14:22) - - Breaking down the role of CTAs and conversion flow (16:35) - - First product page teardown: What works and what doesn’t (23:21) - - Product gifs vs. static images (25:48) - - Second product page teardown: Fixing common UX mistakes (29:06) - - When and where to use customer testimonials (32:31) - - Why gating product demos might be hurting your conversions (35:16) - - Third product page teardown: CTA placement and messaging (37:46) - - The biggest takeaway from testing hundreds of product pages (40:51) - - Quick wins to improve your product pages today (43:58) - - Final takeaways 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

Episode #221: Strategy | In this episode, Matt Carnevale sits down with Drew Giovannoli, founder of Buried Wins, to dive deep into Win/Loss analysis and how product marketers can use it to drive better sales, positioning, and competitive strategy. Drew shares how he helps B2B companies turn customer insights into revenue-driving decisions, plus the three key changes every product marketer should make to get promoted.Matt and Drew cover:Why you shouldn’t obsess over lost deals - and how to focus on winning more of the right customers instead.How competitive intelligence can shape your positioning and sales strategy.How to structure Win/Loss programs to influence product, sales, and marketing strategies.Timestamps(00:00) - - Introduction to Drew (05:04) - - What is Win/Loss analysis and why it matters (07:41) - - Why companies obsess over lost deals (and why that’s a mistake) (09:59) - - The real value of analyzing won deals instead of just losses (12:30) - - How to identify your best customers and find more like them (14:22) - - The power of competitive intelligence in shaping positioning and sales (16:35) - - How to ethically gather insights from former competitor employees (19:45) - - Common mistakes companies make when running Win/Loss programs (22:00) - - How to structure a Win/Loss interview for maximum insights (25:48) - - The key questions to ask during Win/Loss interviews (29:06) - - Why sales and marketing alignment is critical for Win/Loss success (32:31) - - How Win/Loss analysis can influence product roadmap decisions (35:16) - - The best way to present Win/Loss findings to executives (37:46) - - How to turn insights into action and drive real business impact (40:51) - - A step-by-step guide to launching a Win/Loss program (43:58) - - Final takeaways and advice for product marketers 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, Head of Community at Exit Five, introduces AI Playbooks, a new on-demand training program packed with expert-led tutorials and ready-to-use templates designed to help you drive better results with AI.No fluff, no theory—just real playbooks from 15 B2B marketers showing exactly how they use AI for ICP research, personalization at scale, cold email automation, marketing video creation, SEO, and more.If you’re tired of the AI noise and want actionable tactics you can use immediately, this course is for you. Learn more and sign up at exitfive.com/ai-playbooks. 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

Episode #220: Website Teardown | In this session from the Ultimate Roast of B2B Websites, Dave Gerhardt teams up with Diane Wiredu, messaging strategist and founder of Lion Words, and Lee Reshef, Head of Product Marketing & Retention at Fiverr, to break down what makes a high-converting B2B homepage. They critique real B2B homepages, analyzing messaging, design, and user experience to highlight what works, what doesn’t, and how to fix it.Dave, Diane, and Lee cover:The biggest homepage mistakes B2B companies make (and how to fix them).What belongs above the fold to grab attention and drive action.How to balance messaging for multiple personas without overwhelming visitors.If your homepage isn’t converting (or is the subject of endless internal debates), this episode is packed with actionable insights to help you optimize it.Timestamps(00:00) - - Intro to Diane and Lee (04:39) - - Common homepage mistakes that kill conversions (05:53) - - What belongs above the fold and why it matters (07:32) - - The role of messaging in homepage clarity and engagement (09:13) - - Balancing multiple personas without overwhelming visitors (10:27) - - Homepage copywriting do’s and don’ts (15:00) - - The importance of A/B testing and user feedback (17:21) - - Homepage layout best practices for conversion (19:45) - - Homepage roast: Amplemarket (25:10) - - Homepage roast: Chattermill (31:48) - - The role of trust indicators and social proof (34:16) - - Common design mistakes that reduce homepage effectiveness (37:46) - - Homepage roast: PrimePay (42:41) - - Messaging clarity vs. overcomplicating the value prop (46:06) - - Final 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, Dave sits down with Trinity Nguyen, CMO at UserGems, to discuss her journey from first business hire to CMO, the role of product marketing in B2B, and how AI is transforming outbound sales. Trinity got started at UserGems’ by building their first website for free, then got hired as Head of Marketing and has shaped the company’s ABM strategy and demand generation playbook.Dave and Trinity cover:Why every startup should hire a product marketerHow to develop a strong vision and align with product teamsScaling outbound with AI-driven ABM and sales engagementTimestamps(00:00) - - Intro to Trinity (08:22) - - Why product marketing is the foundation of great B2B marketing (09:59) - - The importance of positioning and messaging in a competitive market (12:08) - - How Trinity rebuilt UserGems’ website for free before joining the company (13:25) - - Negotiating your role and setting the foundation for marketing (15:01) - - Why marketing should own SDRs and outbound prospecting (16:42) - - The early days of building demand gen at UserGems (18:20) - - Differentiation and positioning in a crowded market (20:25) - - Aligning marketing with product teams and company vision (23:36) - - Developing ICP and refining target accounts (26:21) - - Why outbound was the first major pipeline driver for UserGems (28:11) - - Transitioning from a startup to a growth-stage company (30:26) - - How UserGems runs ABM at scale (32:40) - - The AI shift in outbound marketing and its impact (35:52) - - AI for sales outreach and improving outbound efficiency (39:16) - - Why Trinity was initially skeptical about AI in outbound (41:59) - - Cutting spend while increasing pipeline with AI-driven outbound (44:43) - - The role of brand and inbound marketing in a demand gen playbook (46:55) - - Why traditional inbound marketing didn’t work for UserGems (48:41) - - Creating engaging demand gen campaigns (50:36) - - Final takeaways 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

You work hard to drive traffic to your landing pages – they’re the backbone of lead generation and conversion.In this session from our Ultimate Roast of B2B Websites, Tas Bober, Founder of The Scroll Lab, Gabi Sellam, Conversion Specialist at Fiverr, and Will Hoekenga, Founder of Six Words Studio and expert copywriter, sit down to discuss how to nail your B2B landing pages. The panel breaks down real B2B landing pages, highlighting common mistakes, best practices, and live optimizations that can increase conversions and improve user experience.Danielle, Gabi, Tas, and Will cover:Why clarity, user intent, and strong CTAs are crucial for high-converting landing pages.The biggest design and messaging mistakes B2B marketers make.How to structure a landing page that captures attention and drives action.Timestamps(00:00) - - Introduction to Tas, Gabi, and Will (04:20) - - What makes a landing page high-converting? (06:08) - - The difference between landing pages, homepages, and blog posts (07:51) - - Why user intent matters in landing page optimization (09:28) - - Why you need clear headlines and strong CTAs (11:55) - - Common mistakes that kill landing page conversions (14:22) - - Why mobile optimization is critical for discovery and first impressions (16:52) - - The role of trust elements: testimonials, reviews, and credibility badges (19:27) - - Live landing page roast: VC3 (32:18) - - Live landing page roast: Mira (48:34) - - Live landing page roast: Metal 3D Printing Forming Page (50:48) - - Why B2B landing pages must prioritize clarity over creativity (53:40) - - How accessibility and contrast impact user engagement (55:51) - - Final takeaways on what makes a great B2B landing page 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, Matt Carnevale sits down with Jessica Andrews, VP of Marketing at Copper, a CRM built specifically for agencies, consultancies, and media companies, designed to help relationship-driven businesses find ideal clients, win new business, manage projects, and nurture customer relationships. The two discuss Jessica’s journey from Senior Product Marketing Manager to VP of Marketing, how she’s navigated imposter syndrome, and her strategies for leading a successful marketing team.Matt and Jessica cover:Strategies for shifting from IC to a marketing leadership roleWhy product marketing is the foundation of great marketingHow product marketers can position themselves for leadershipTimestamps(00:00) - - Introduction to Jessica (02:59) - - Transitioning from product marketing to VP of marketing (06:56) - - Dealing with imposter syndrome and learning to trust your instincts (09:39) - - The shift from execution to strategy in a leadership role (11:21) - - Why taking time to think is crucial for marketing leaders (12:44) - - The power of networking and learning from other marketing leaders (14:45) - - How talking to agencies helped shape Copper’s marketing strategy (16:04) - - Why product marketing is the foundation of great marketing (17:43) - - The importance of cross-functional alignment in marketing leadership (20:21) - - Understanding the mindset of sales teams and how to collaborate effectively (23:15) - - The challenge of getting buy-in for product marketing initiatives (28:02) - - Balancing being a strategic partner vs. an order taker (30:42) - - How to respond to last-minute requests and set expectations (33:04) - - Strategies for building strong relationships with sales and product teams (36:16) - - How to become T-shaped and prepare for marketing leadership (38:34) - - Learning demand gen and paid ads (40:44) - - Why marketing leaders need to understand revenue and business impact (42:52) - - Advice for product marketers who want to grow into leadership (43:38) - - Closing thoughts and final takeaways 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

Is there anything more terrifying for a marketer than having to work on the pricing page? How do you handle packaging, listing out features, and deciding whether to put the actual price, or “contact sales”?In this session from our Ultimate Roast of B2B Pricing Pages, Emily Kramer (Co-Founder & Advisor of MKT1), Bill Wilson (CEO & Founder of Pace Pricing), and Karan Sood (Director Sales Operations at Rakuten Kobo) share their secrets to a killer B2B pricing page. Then, they do a live teardown of real pricing pages that you can learn from.Emily, Bill, and Karan also cover:How to make your pricing page clear and transparentThe most common mistakes SaaS companies make with pricingHow to structure pricing tiers and communicate value effectivelyTimestamps(00:00) - - Introduction to Bill, Emily, and Karan (03:31) - - Why pricing pages are critical to conversions (05:44) - - The FAST framework (07:42) - - The four key functions of a pricing page (11:35) - - Common mistakes companies make with pricing page clarity (14:50) - - The role of social proof and risk reversal in building trust (17:03) - - Should B2B companies display pricing on their website? (19:37) - - How to structure pricing tiers for clarity and conversion (21:54) - - Live pricing page roast: Mention (34:14) - - Live pricing page roast: Flagsmith (42:27) - - Live pricing page roast: Contact Monkey (45:41) - - Why request pricing forms create unnecessary friction (48:02) - - Should you display pricing if your competitors don’t? (50:04) - - The importance of value-based pricing in B2B (54:30) - - Final takeaways and recommendations 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, Matt Carnevale sits down with Kanika Sharma, a conversion page copywriter and Founder of Copywriting Teardowns. Kanika audited over 100 LinkedIn profiles in the Exit Five community and shares her biggest takeaways on how marketers can optimize their profiles to attract the right audience and drive conversions.Matt and Kanika cover:Why your LinkedIn profile should be treated like a landing pageThe biggest mistakes B2B marketers make with their LinkedIn presenceHow to structure your profile for visibility, engagement, and inbound opportunitiesTimestamps(00:00) - - Intro to Kanika (04:18) - - Why optimizing your LinkedIn profile is so important (08:06) - - Your LinkedIn profile functions like a landing page (09:59) - - Optimizing your LinkedIn cover image (11:41) - - Common mistakes in LinkedIn profile branding and messaging (13:01) - - The role of social proof and credibility in your LinkedIn profile (14:45) - - How to craft a compelling LinkedIn headline (21:27) - - How to use personalized CTAs and custom LinkedIn buttons (32:56) - - Why business leaders should prioritize their LinkedIn presence (36:09) - - Balancing strong copy and good design for credibility (38:00) - - Optimizing the LinkedIn Featured section (44:57) - - How to turn The Experience section and About section into a conversion tool (50:29) - - How often should you update your LinkedIn profile? (53:07) - - Final takeaways 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 solo episode, Dave shares his POV on marketing with answers to a bunch of burning questions, including:Balancing Brand vs. DemandWorking with the sales team vs. serving customersHow to inject personality into your brandThe most successful marketing campaigns Dave was a part of in his careerHow to plan and brainstorm good marketing ideasThe biggest mistake marketing teams makeHow to structure a marketing teamHow did you know it was the right time to start your own company?How to best differentiate in a crowded competitive market with similar feature offeringsTimestamps(00:00) - - Intro to Dave (05:04) - - Balancing brand, demand, and customer-centricity in marketing (07:42) - - Infusing personality into marketing (12:02) - - Most successful marketing campaigns and why they worked (19:24) - - The concept of marketable moments and creating momentum (22:47) - - Marketing at Drift and Privy (24:41) - - How to plan and brainstorm campaign ideas (27:42) - - Biggest mistakes marketing teams make (29:14) - - Structuring marketing teams for different business needs (30:01) - - The journey to starting Exit Five as a company (32:24) - - Brand marketing versus demand marketing for scaling startups (35:02) - - Differentiating positioning in a crowded market (38:28) - - 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

This episode is from the Direct podcast hosted by Corrina Owens (Fractional ABM consultant) and Taylor Young (Director of Strategy, Professional Services at DemandScience). Corrina and Taylor sit down with Exit Five’s Head of Community, Matthew Carnevale, to discuss his journey in scaling the Exit Five community to over 5,000 members. They dive into engagement strategies, fostering connections, and creating value-driven programming for B2B marketers.Corrina, Taylor, and Matthew cover:How to seed a community with experts and drive engagementThe role of events and content in fostering member participationBalancing long-term community growth with short-term winsTimestamps(00:00) - - Intro to Matt (03:15) - - Defining community and the difference between building community and a community (05:15) - - Why Exit Five moved to a gated Circle community (07:15) - - How Exit Five engages members and drives meaningful engagement (10:15) - - Scaling community management with member contributions (14:15) - - Balancing digital and in-person community strategies (16:15) - - Advice for teams without a founder-led social presence (17:15) - - Creating audience-first media assets to build community (20:36) - - Balancing short-term wins with long-term community goals (25:36) - - Tracking engagement and measuring community success (28:36) - - First steps for starting a community (33:36) - - Closing advice 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 Michael Cole, SVP of Marketing at Everflow, a partner marketing platform that helps companies manage referral and affiliate programs. Michael discusses his journey from being Everflow’s first marketing hire to leading a marketing team of 16, and shares strategies for building a marketing function from the ground up.Dave and Michael cover:How Everflow turns happy customers into referral partnersWhat it’s like to be a first-time marketing leaderBuilding a marketing function from scratchTimestamps(00:00) - - Introduction to Michael (06:52) - - Michael’s journey to marketing leadership (11:39) - - Understanding company growth before developing your strategy (14:43) - - Turning happy customers into referrals (18:48) - - Scaling a successful team (25:29) - - Referrals vs. paid ads (29:46) - - Organic vs. paid strategies (32:13) - - Growing organically and spreading through word-of-mouth (33:59) - - Finding complementary business partnerships (40:12) - - Enhancing content creation (43:12) - - Delegation and accountability in a strong team (44:11) - - Strategizing for growth (47:21) - - 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 Chris Walker, CEO of Passetto, and a prominent voice on LinkedIn, where he has been pushing the boundaries of B2B marketing for years. Chris shares actionable insights and tactics on social media strategy, what has changed in marketing over the last five years, and how to build effective feedback loops and flywheels.Dave and Chris also cover:The future of GTM and the evolving role of the CMOWhy sustainable growth is the only path forwardThe transformative role AI will play in B2B marketingTimestamps(00:53) - - Intro to Chris Walker (04:55) - - Managing different perspectives on social media (09:27) - - The ROI of podcasts and social media engagement (14:50) - - Why real-time feedback loops are valuable (20:25) - - Shifting from "growth at all costs" to sustainable growth (26:15) - - Rethinking marketing measurement and ROI (33:46) - - Splitting marketing teams: strategy vs. pipeline creation (40:51) - - How AI is reshaping B2B marketing teams (48:56) - - Chris’s approach to creativity and focus (53:41) - - Predictions for the future of B2B marketing (55:19) - - Outro 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 the team at Tenon to go behind the scenes of B2B marketing. They talk about the marketing operating system -- specifically: how to organize your 2025 campaigns, align your team, and stay laser-focused on what matters most. You’ll learn how top marketers are using work management tactics to simplify the complexity, free up time for high-value work, and boost team performance—all while showing your boss the real impact of marketing.Dave and the Tenon team cover:The importance of aligning marketing goals with overarching business objectives to drive meaningful resultsHow to create a marketing operating system that prioritizes clarity, efficiency, and flexibilityPractical frameworks and templates for planning campaigns, managing tasks, and adapting to company needs and changesTimestamps(00:00) - - Intro to the Tenon Team (06:12) - - How to Think About Your Marketing Strategy Challenges (12:08) - - Framework for Building a Marketing Operating System (16:46) - - Why You Should Align Marketing with Business Goals (19:40) - - How to Ensure Campaign Alignment with Marketing Goals (24:07) - - Why Proactive Planning Is Key (30:19) - - How to Simplify Your Marketing Processes (37:21) - - Leadership Strategies (41:47) - - Tenon’s Tools for Success (46:02) - - Aligning Brand Goals and Business Objectives 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 Ross Simmonds. Ross is the Founder & CEO of Foundation, a content marketing agency that strategizes, distributes, and optimizes content for some of the most successful SaaS companies in the world and works as partners for multiple publicly traded cloud companies that have redefined entire industries. They share lessons they both learned on their content journeys and discuss things like:Prioritizing search as a distribution channelWhy social followers are not a vanity metricUsing and enabling the sales team for content distributionHow to repurpose your most popular contentTimestamps(00:00) - - Intro (02:16) - - Underrated Content Strategy for B2B (02:31) - - SERP and Mindshare Domination (02:31) - - ChatGPT and Closing Thoughts (02:36) - - Search as a Distribution Channel (02:36) - - Why We're Doubling Down on X (02:51) - - Adjusting Your Tone with the Times (02:56) - - Why Followers Aren't a Vanity Metric (02:57) - - How to Repurpose Popular Organic Social Content (03:11) - - An Easy Content Distribution Tactic (03:12) - - The Sales Team as a Distribution Channel 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. Dan Cmejla, B2B Community Expert and former VP of Community at Apollo and Chili Piper, shared actionable frameworks and three phases for building impactful B2B communities that drive brand growth and customer engagement.Dan covers:How community marketing transforms brands by turning customers into primary distribution points for your story.Why it’s important to map influence spaces and leverage customer relationships.Strategies to build a scalable advocacy journey that turns customer love into measurable business outcomes.Timestamps(00:00) - - Intro to Dan (07:27) - - Community Marketing Transforms Brands (10:35) - - Defining “Community” and “Community Marketing” (12:15) - - Community Phase 1: Build Baseline Presence Across Spaces that Hold Relevant Influence (23:15) - - Community Phase 2: Differentiate Presence Everywhere by Building more Brand Distribution Points (36:06) - - Community Phase 3: Build Amazing Spaces That Hold Influence (37:06) - - How to Determine your Community Strategy? (37:36) - - How to Evangelize Across Communities? (38:36) - - 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

Dave is joined by Jason Lemkin. Jason is the founder of SaaStr, the world’s largest community of SaaS executives, founders, and entrepreneurs. Before SaaStr, Jason founded EchoSign, which was sold to Adobe in 2011.They discuss:Why Jason started SaaStrWhat makes a great VP of Marketing in SaaS and how to hire oneHow tech and SaaS have changed since 2020CROs vs CMOsImportance of alignment between the CEO and marketing teamTimestamps(00:00) - - Intro (07:50) - - Understanding the Importance of Revenue Goals (11:14) - - Evolving Motivations and Changing Perspectives (15:20) - - From Solopreneur to Founder: The Journey of Exit Five (19:16) - - The Challenge of Transitioning from Solopreneurship (21:15) - - Insights into Jason's Content Creation Process (23:59) - - Efficiency in writing: a five-minute rule (30:28) - - LinkedIn: A Haven for Text-Based Writers (31:54) - - LinkedIn's Good Community and Marketing Potential (36:30) - - Importance of Building Relationships in Business (41:15) - - Marketing Essentials: Brand, Field, Demand, Growth (43:52) - - Finding the Right Fit: Aligning Marketing Roles with Company Vision (46:57) - - Finding Alignment: The Role of Marketing in Company Leadership (51:09) - - CROs and Marketing (53:58) - - Balancing Heads: Sales, Marketing, and Post-Sales in SaaS Leadership (57:18) - - Event Planning (59:13) - - SaaStr: Connecting Founders and Revenue Professionals 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. Kyle Coleman, CMO at Copy AI and former SVP of Marketing at Clari, hosted a session on leveraging AI to create a $0 CAC strategy that drives demand generation. With a career spanning leadership roles in B2B SaaS, Kyle brings a wealth of experience in building high-performing teams and transforming go-to-market strategies.Kyle covers:Why developing a provocative point of view is critical to differentiate your brandHow to build a content flywheel that aligns operations, drives consistency, and improves velocity.Strategies to reduce “go-to-market bloat” and streamline processes for sustainable growth.Timestamps(00:00) - - Intro to Kyle (06:27) - - Content is strategy, but most companies have bad content (07:38) - - Force a choice, not a comparison (10:40) - - Book recommendations for thinking about your company differently (13:35) - - Identifying core problems and target audience (16:54) - - What is GTM Bloat? (20:58) - - Beat the friction out of your process (23:02) - - How to create a demand flywheel (29:05) - - Non-negotiable content types (30:28) - - Real thoughts from real subject matter experts (35:12) - - Harness the power of the internet (37:05) - - Always-on ways to capture the demand you create (40:23) - - 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

Amanda Natividad is VP of Marketing at SparkToro. She's also a contributor for Adweek, a Le Cordon Bleu-trained chef, and a former journalist. Dave and Amanda catch up after Amanda's return to work after having her second child, talk about trends they are seeing in B2B marketing today and what Amanda's seen work at SparkToro (including email strategy and LinkedIn). Plus they talk about the path to CMO - and why Amanda enjoys being a team of one.Timestamps(00:00) - - Webinar Promotion Without Links and Returning to Work After Maternity Leave. (08:19) - - The Emotional Impact of Parental Leave. (10:55) - - Navigating Career Paths in Marketing. (14:25) - - SparkToro's Audience Research Tool and Growth Strategy. (16:46) - - VP of Marketing at SparkToro: Managing Top-of-Funnel, Organics, and Events. (21:26) - - Rethinking the pursuit of status in business. (24:25) - - Contemplating financial gains and their true value. (26:46) - - Prioritizing time over extra income for happiness. (33:02) - -Transitioning from Consulting to Content Business: The Evolution of Exit Five. (35:37) - - The challenges and potential rewards of solopreneurship. (37:52) - - Navigating Hiring and Trust in a Small Team (41:41) - - Strategic Email Marketing at Sparktoro: Balancing Frequency and Impact. (44:42) - - Sparktoro's Email Strategy: Quality over Quantity and List Management Tactics. (46:44) - - The challenge of balancing marketing strategies. (52:01) - - Optimizing LinkedIn Strategy: Pinning Comments and Zero-Click Content. (54:08) - - Embedding Webinar Links in Blog Posts for Engagement (56:29) - - 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, 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