On today's episode Julia Beebe, Director of Growth at Toast joined me for a long-overdue discussion about the importance of constantly making optimizations for your funnel. It's no surprise that Toast has seen so much growth and success this year. They've IPO'ed, continued to grow headcount, and have given back to the restaurant industry after the industry has been severely impacted by the pandemic. And Julia has been at Toast through it all (6 years in fact). Definitely an episode worth...

Darryl Praill, CRO over at VanillaSoft joined me for today's pod. If you don't already know and follow Darryl (here he is – follow him, but then come back and listen to the episode). We go in depth on his rationale to make the switch from CMO to CRO, his philosophy behind the importance of all marketers also being sellers, and he might have spent a few minutes on his latest soapbox about marketing bots. (Isn't AI great all the time though? No way it could possibly provide an unauthentic...

RevOps is not your SFDC admin, your business systems, your IT department, or your help desk. So, what is it? Brad Smith the CEO and CoFounder of Sonar, and the beloved WizOps community joined us for today's episode to school us on all the things RevOps is not, so that he can help educate us on what the function actually is, how to scale it, when to implement the team, and the critical path to scale. Dive in! ✌️ Show Notes: Rosalyn Santa Elena, Vice President, Global Revenue Operations @...

On today's episode I got to join Edward Ford on The Growth Hub Podcast. This episode is lifting the lid on where the marketing playbook is going. I share my thoughts on how B2B SaaS companies should be gearing up for the future, we talk about the old playbook, the dark funnel, getting buy in, and measuring success. Dive in! I'll see ya on the other side. ✌️ Show Notes: Obviously Awesome by April Dunford: https://www.goodreads.com/en/book/show/45166937-obviously-awesomeAdvance B2B:...

On today's episode I finally got the chance to sit down with Ben! Ben Pollack is the Head of Growth Marketing over at ChartHop. If you don't know Ben yet, here's the TL;DR - he's a brilliant, forward-thinking marketer, with a knack (dare I say...obsession) for cutting out the crap and making an impact on the bottom line. We chat about his intolerance for getting stuck in an MQL purgatory, how they've prioritized nailing the product market fit for ChartHop, and that pesky misunderstood...

For today's episode I was joined by Jordan Woods, Director of Growth Marketing @ Cypress.io. We chat in depth about making the switch from marketing to marketers vs marketing to devs, the mindshift that happens, marketing activities that matter, and the benefits of leaning into a PLG growth model. Dive in. Happy listening! ✌️ Show Notes: Follow Jordan: https://www.linkedin.com/in/jordanjwoods/ Follow Kaylee: https://www.linkedin.com/in/kaylee-edmondson/ Learn more about Chili Piper:...

On today's episode I was asked to join Samuli Salonen's Sales and Marketing Talk Show for an episode all about demand gen. He's somehow made it 73 episodes in and hadn't yet covered DG. Wild. We cover what I'd consider to be a core part of our secret sauce, the power of building a brand and community (finding your tribe), and just giving prospects the damn demo. Seems straightforward, but qualification calls aren't helping your brand, or your conversion rates. See you on the other side....

On today's episode of DGC, I had the opportunity to chat with Hilary Kay, CMO at Wibbitz. Hilary dives into her transition from sales to marketing, and how deeply understanding sales is a cheat code for her role today. We also talk at length about the process Wibbitz went through to transition from a Sales Led org to Product Led, and what impact it has had on the business. See ya on the other side. ✌️ Show Notes: Follow Hilary: https://www.linkedin.com/in/hilarykay/ Follow Kaylee:...

On today's episode I joined Nick Bonfiglio, CEO of Syncari, for his Data Superheroes series. We get into my predictions for the future of demand gen, the important intersection of data and demand, and how recent shifts in data privacy should impact your GTM strategy. Let's dive in. ✌️ Show notes:  The company I mention that's been forward thinking in implementing a no cookie policy is Thoughtbot. Here's an article they wrote about their stance:...

On today's episode, I was joined by the pepper connoisseur himself, Craig Handy. Craig is currently the Head of Post Sales / Evolution – Global Revenue Technology & Operations at Shopify. We recognize his title is intriguing so we cover the ins and outs of his responsibilities, and how that plays into the merchant first mentality, innovating for the future, and maintaining a critically important culture at scale. Show Notes: Follow Craig: https://www.linkedin.com/in/craigjhandy/ Follow...

Join me as I share my hot take on moving away from MQLs being marketing's north star, and how doing so can create better alignment between sales and marketing. This is a quick and potentially controversial episode, but I hope it can provide some inspiration to maybe think differently about MQLs in your organization! Show Notes: Follow Kaylee: https://www.linkedin.com/in/kaylee-edmondson/ Learn more about Chili Piper: https://www.chilipiper.com/ Demand Gen Chat is a Chili Piper podcast...

In today's episode, we sat down with Metadata's VP of Marketing, Jason Widup, and Director of Growth, Mark Huber to chat in-depth about their framework for crafting their strategic narrative, the benefits of failing fast, and how a team of 2 gets more done than a marketing team of 80+. Jason and Mark are transparent about their strengths, and even their weaknesses and provide tons of actionable insight you could leverage in your org today. Show Notes:Jason Widup:...

In today's episode we sat down with Salesloft's CMO, Sydney Sloan to chat about brand vs demand, changing market perception, and supporting a double funnel. Sydney has been with Salesloft for 3 years and has seen a lifetime's worth of change so we cover it all.Shownotes:Salesloft: https://salesloft.com/ Jon Miller: https://www.linkedin.com/in/jonmiller2/ The Clear & Complete Guide to Account-Based Experience (ABX):...

In today's episode of Demand Gen Chat, I had the opportunity to chat with Randy Frisch the co-founder and CMO at Uberflip. We talk about going deeper on personalization. 10 years ago, "knowing" someone's first name was enough, but we have to continue to evolve. The buying experience is also critical, it will set you apart from your competitors. Show Notes:  Uberflip - https://www.uberflip.com/ Snowflake - https://www.snowflake.com/ Amber Bogey - Degreed -...

In this episode, I'm mixing it up a bit. Join me as I share my hot take on Inbound SDRs and how we are optimizing that inbound handoff process for handraisers. It's quick. It's controversial. It's bound to leave you considering how you can optimize your speed to lead. Show Notes: Chris Walker's State of Demand Gen Episode: https://podcasts.apple.com/us/podcast/state-of-demand-gen/id1511588213?i=1000523544158 Dangerously MisLeading eBook - How Some Companies Drive More Pipeline Without Inbound...

In this episode, we chat with Jay Desai, Founder of Swpely. We cover his approach to activating marketing influencers to help saturate the market, the impact appropriate giveaways can have on moving the needle for your business, and scaling through simplicity.Show Notes:Swpely: https://www.swpely.com/Swpely's Season Pass: https://www.eventbrite.com/e/swpely-season-pass-season-1-am-and-pm-available-tickets-148227052103Chili Piper's first NFT:...

Using “Dead” Channels to Deliver Massive Opportunities with Jesse Williams by Demand Gen Chat

Tim is the CMO and Product Advisor at Ahrefs, makers of tools to help you grow search traffic. Not only has Tim helped grow Ahrefs to over $40m ARR, they've done it with a 10 person marketing team and a total company headcount of less than 50 people. Nuts. Here are some of the highlights from the episode: -Why Tim attributes a lot of his success at Ahrefs to handling customer service in the early days, and why if you want to join Ahref's marketing team you first have to go through...

At this point, there's probably not a single B2B marketer who hasn't heard of Drift. They created a category, have thousands of raving fans, and dominate everyone's LinkedIn feed every month or so. By anyone's measure, they're a hypergrowth company that's not slowing down. So how did they start and build traction around their now well-known movement? What strategies have helped them become such a fast-growing company? Today's guest has been one of biggest catalysts for Drift's growth -...

SEO, advertising, copywriting, analytics... All things we want to master as marketers. But one of the least talked about skills that marketing leaders have to learn is how to hire and develop a high performing team. During your career (if you choose to manage people), you'll hire people who work out and people who don't. You'll coach people who keep growing and others who hit plateaus. And over time, you'll improve your ability to spot talent, even if someone is early in their...

LucidChart has over 14 million users (and counting) of their software. With that many users, LucidChart has the challenge (albeit, a great problem to have) of figuring out which of their users are the right fit to talk to sales. Our guest today is the person who is tackling a lot of those challenges - his name is Tyler Bench and he's the Director of Demand Generation at LucidChart. Tyler's been at LucidChart for over 4 years now. During that time, he's helped the marketing team's headcount...

Every company is creating content, but few are creating a community around it. To have people who look forward to your new content, who share almost every new article you publish, and tell their peers that they NEED to get on your email list... that's what we all want to build. But much easier said than done. The companies who are doing it the best find unique ways to blend story and information. And that's what John Bonini (Director of Marketing @ Databox) and his team are doing. On...

If you’ve been working in B2B for a while, you know it’s super common for marketers to write boring copy with absolutely no personalty. And it’s a shame because your personality and positioning are actually a really effective way of standing out. So that’s what today’s episode is all about - we’re talking about how to inject some personality and humor into your copy with Lianna Patch. If you don’t know Lianna, she's the owner of Punchline Copy where she’s helping SaaS and eCommerce...