B2B Marketing with Dave Gerhardt (Dave Gerhardt)

#234: Messaging | In this episode, Dave sits down with Emma Stratton, founder of Punchy, to break down what great B2B messaging actually looks like - and how to get it right. Emma has worked with hundreds of B2B tech companies to sharpen their positioning, eliminate vague copy, and train marketing teams to write with clarity and impact. They cover what makes messaging actually resonate and how to spot and fix abstract or weak copy. They also dive into Emma’s process for creating message-market fit, doing customer research, and working with execs and cross-functional teams.

And BONUS: they spend the last 20 minutes talking about personal development, productivity, journaling, and managing your mental energy to be a better marketer (and human).

Dave and Emma also cover:

• How to go from vague to punchy by writing with specificity and buyer empathy
• Why most B2B messaging falls flat and how to avoid the “sea of sameness”
• How to use customer interviews, sales calls, and concrete language to create strong messaging
• Why writing, meditation, and personal rituals are so important for creative energy

Timestamps

• (00:00) - – Intro to Emma
• (04:38) - – What makes B2B messaging actually good
• (08:20) - – Common messaging mistakes (and why "clarity > clever")
• (11:18) - – Positioning vs. messaging: what’s the difference?
• (15:31) - – Why it's hard to name great B2B marketing examples
• (17:55) - – How to sharpen weak messaging and fix vague positioning statements
• (21:03) - – Simplifying complex products without dumbing it down
• (25:17) - – How to write for buyers (not just execs)
• (28:49) - – Using customer interviews and research to build strong messaging
• (33:27) - – Standing out in a crowded, buzzword-filled market
• (36:11) - – How storytelling fits into B2B messaging
• (39:17) - – Messaging advice for early-stage founders and startups
• (42:32) - – How often should you revisit and update messaging?
• (44:42) - – Productivity, managing your energy, and staying focused
• (47:57) - – Journaling, mindfulness, and being intentional with your time
• (51:52) - – Final takeaways

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Just Dave on this short solo episode talking about constraints & guardrails.

If you want to make better marketing decisions and struggle with a blank slate, listen to this. Make constraints. Put in a guardrails. Sometimes you will have plenty already in place, like budget, deadlines, or what's technically possible. But even without obvious constraints like those, you can force yourself to have some to help guide the decision making process. Guardrails can help move you from being stuck on making decisions because of the infinite possibilities of channels and campaigns. This is also why so often the answer to many marketing strategy questions here are "it depends" or "tell me more about X."

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors. Go to demandwell.com/fomo to get your free SEO consultation today.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

Matthew Carnevale, Marketing Manager at Exit Five, welcomes back Tas Bober, Founder of Delphinium and expert in landing page optimization. Tas recently audited 40 B2B landing pages submitted by members in the community, and in this episode, she and Matt break down her biggest takeaways and share everything marketers should know about B2B landing pages. 

Matt and Tas cover:

• Why you should separate homepages from landing pages to maintain data integrity and make sure your messaging is optimized for campaigns.
• Why website speed, ADA compliance, and accessible design are critical in 2024—and how to address these.
• Avoiding buzzwords and feature-dumping by telling compelling product stories and focusing on the value customers receive instead of jargon.

Timestamps:

• (00:00) - - Intro To Tas
• (03:14) - - Landing Page Teardown In The Exit Five Community
• (07:12) - - Content Is King, Design And Experience Is Queen
• (11:39) - - ADA Compliance for Websites
• (15:39) - - How To Optimize Website Speed
• (17:58) - - Why You Should Use Separate Landing Pages for Targeted Feedback
• (21:45) - - The Best CTAs For Decision Fatigue
• (25:26) - - Why Simplified Writing Is Often Better For Engagement
• (28:26) - - How To Tell A Story About Your Product
• (31:22) - - Adding A Problem Block To Your Home Page
• (36:48) - - How to Craft Unique Language to Differentiate Your Brand
• (40:12) - - Why You Need Testimonials On Your Site
• (43:51) - - Why You Need FAQs On Your Site
• (46:57) - - Prioritize Value Before Requesting User Engagement
• (50:59) - - Niche Services Are A B2B Differentiation Strategy
• (54:02) - - Simplifying Demos
• (57:51) - - Tools For Optimizing Landing Pages
• (59:58) - - Closing Remarks

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Ian Faison is Founder and CEO at Caspian Studios. Caspian Studios manages 60+ podcasts and video series in a variety of industries and Ian hosts Remarkable, Demand Gen Visionaries, Often Imitated, CIO Classified, and Rise of RevOps. He's an Oakland native, former Army Captain, and West Point graduate and Co-founder of Mission.org and co-founder of VETCON. 

Ian joins Dave to talk about podcasting for B2B. Can it work? How do you think about ROI?

Ian also shares some of the behind the scenes from a recent show they created called Murder in HR - a narrative fiction podcast they created for the B2B SaaS brand Gympass - which reached #1 on the fictions charts in Apple podcasts and has over 1M listeners to date.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 John Short, Founder & CEO of Compound Growth Marketing. John spent a decade as a B2B SaaS marketer at LogMeIn, Yesware, and Workable before starting is his own full-funnel marketing agency in 2018. John is focused on helping companies find the right strategy in order to grow, as opposed to just blindly picking from a menu of marketing tactics. His company helps B2B marketers with everything from infrastructure (marketing ops and analytics), customer acquisition, funnel optimization, and scaling growth.

Thanks to Demandwell, our presenting sponsor for the Exit Five podcast.

https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 ICP
• The three keys to successful paid media, like setting up actionable reporting
• How to identify how much you can spend for leads/account at each stage of the sales and marketing funnel

Timestamps

• (00:00) - - Intro to John and Kym
• (07:27) - - Choosing the Perfect Paid Media Strategy
• (11:55) - - The $100 CPL Myth
• (15:30) - - Three Keys to Successful Paid Media
• (18:08) - - Qualification Is Critical in ABM Success
• (19:46) - - How You Should Think About Bidding Algorithms
• (22:30) - - Prospect Experience: The Campaign Funnel
• (24:10) - - Using a Multi-Channel Approach
• (28:43) - - Mid-Intent Funnel Examples
• (32:15) - - Executing on a Paid Acquisition Strategy
• (38:24) - - Tailoring Your Messaging for Buying Committee Engagement
• (42:58) - - Balancing Funnel Strategies
• (45:39) - - Justifying Higher Costs
• (49:54) - - Channel Testing and Target Comparison
• (51:19) - - How to Master Paid Media in Enterprise Marketing

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Kelly Gordon and Matthew Kanter are marketing recruiters at Creative People and join Dave to share some insider strategies to help you land your next marketing job and make your next big career move.

Creative People is a recruiting firm specializing in the Series A to Series D world and Matthew and Kelly bring in-depth knowledge of roles in B2B SaaS and marketing leadership. This conversation dives into advice on how to navigate the job search, understand your worth in the market, and effectively advocate for yourself during the hiring process. Topics include using LinkedIn for personal branding, negotiating job offers, researching compensation, and how (and why) to look without looking.

Matthew and Kelly share insights on the nuances of recruiting, the importance of building personal connections, and how recruiters should approach hiring for roles that might be new to an organization. Throughout the discussion, they stress the importance of being proactive about career development, being honest about one's own job preferences, and how to ensure a potential employer's values align with one's own.

Timestamps:

00:00 Maximizing Your Career Potential.
05:20 Navigating Career Transitions.
09:08 Smart Career Moves: Assessing Company Fit & Interviews.
11:24 Interviewing Insights: Evaluating Company Fit & Ideal Timelines.
14:23  Importance of Efficient Hiring Process for Role Success.
18:26 Candidates must embrace ambiguity and self-sufficiency.
21:36 Emphasizing relationship building in career advancement.
26:58 Career Focus and Motivation on LinkedIn.
29:44 The importance of honest self-assessment for job seekers.
31:05 Navigating Compensation Negotiations.
35:52 Importance of honesty and negotiation in job offers.
38:55 Importance of Effective Outreach in Job Recruitment.
40:51 Connect with Matt and Kelly on LinkedIn.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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:

1. The biggest homepage mistakes B2B companies make (and how to fix them).
2. What belongs above the fold to grab attention and drive action.
3. 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
• (03:57) - - Common homepage mistakes that kill conversions
• (05:11) - - What belongs above the fold and why it matters
• (06:50) - - The role of messaging in homepage clarity and engagement
• (08:31) - - Balancing multiple personas without overwhelming visitors
• (09:45) - - Homepage copywriting do’s and don’ts
• (14:18) - - The importance of A/B testing and user feedback
• (16:39) - - Homepage layout best practices for conversion
• (19:03) - - Homepage roast: Amplemarket
• (24:28) - - Homepage roast: Chattermill
• (30:49) - - The role of trust indicators and social proof
• (33:17) - - Common design mistakes that reduce homepage effectiveness
• (36:47) - - Homepage roast: PrimePay
• (41:42) - - Messaging clarity vs. overcomplicating the value prop
• (45:07) - - Final thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and guest Daniel Murray (The Marketing Millenials) share tips to help you grow your audience on LinkedIn. They talk about why LinkedIn is still underrated as a marketing channel for B2B companies, why types of content to create, how to get content out of the founder, how to figure out what's working / what's not, the biggest mistakes people make with LinkedIn, and more. It's an hour on organic LinkedIn strategy if you're into that kinda stuff.

Follow Daniel: https://www.linkedin.com/in/daniel-murray-marketing/
Follow Dave: https://www.linkedin.com/in/davegerhardt/

Be a part of the Exit Five B2B marketing community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Ok turning the tables on this one - Dave is the guest on this episode and chats with GTMFund's Scott Barker for their GTM podcast. Scott is a Partner and Co-Founder at GTMfund and formerly head of partnerships at Sales Hacker and through their acquisition by Outreach. Dave a Scott talk through:

• Behind Dave's career story and starting Exit Five
• Some personal philosophies and current goals and the different chapters of life
• Dave's systems, does he have an assistant or VA? How does he run his business today?
• How to successfully set yourself up as a one person team
• Evolving your strategy and goals as your companies goals change
• How to nail your companies messaging
• Effectively building a founder brand
• The importance of niching down to drive growth

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Kaltura. Say goodbye to snoozinars and hello to interactive sessions that offer live reactions, emojis, quizzes, leaderboards, certifications, announcements, and more tools that will let your viewers take part in the conversation. You can start your completely free 3-month trial right away and experience the magic of Kaltura's Webinar platform first-hand by visiting corp.kaltura.com/exitfive 

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 John Short (Founder & CEO of Compound Growth Marketing) to talk about why partner marketing is underrated, ABM tactics, marketing salaries, and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos. Get your free keyword feasibility assessment today at demandwell.com/keywords.

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Pranav Piyush, CEO and Co-Founder of Paramark. With 15 years of growth and marketing experience at companies like PayPal, Dropbox, Adobe, and BILL, Pranav is convinced that CMOs deserve better measurement solutions. That’s why he started Paramark, a tool to help Marketing leaders become more confident about how to invest their budget for maximum returns across all types of marketing—brand and performance, online and offline, paid and owned.

They discuss things like

• Why marketing attribution is hard
• The essential elements of predicting marketing results
• Which leading indicators to follow and how to tie them to revenue
• Correlation between reach metrics (like community members and subscriptions) and output metrics
• How to use and measure LinkedIn in B2B 

Timestamps

• (00:00) - - Intro to Pranav and Paramark
• (05:01) - - Identifying Market Needs through Research
• (10:07) - - Broken Measurement in Marketing
• (15:03) - - Importance of Email Audience Engagement
• (18:41) - - Audience Tracking
• (19:25) - - Technology's role in analyzing marketing metrics
• (26:03) - - Experimentation and Failure
• (27:27) - - Marrying Ideas and Measurement in Marketing
• (32:14) - - Connections for Startup Growth
• (35:16) - - Executing Ideas in Marketing Leadership
• (42:06) - - Focusing on Profitability and Product

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Yi Lin Pei is a 3x product marketing leader and former Director of Product Marketing at Teachable. Now as a career coach she helps high-achieving professionals land and grow in product marketing, marketing, and other no-code tech roles. She's spent time in marketing working with Series A startups to public companies and was named a Top 100 product marketing influencer and is a frequent guest speaker on the topic of startup marketing and product marketing.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Kaltura. Say goodbye to snoozinars and hello to interactive sessions that offer live reactions, emojis, quizzes, leaderboards, certifications, announcements, and more tools that will let your viewers take part in the conversation. You can start your completely free 3-month trial right away and experience the magic of Kaltura's Webinar platform first-hand by visiting corp.kaltura.com/exitfive 

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Why make an explainer video when you can make a rap anthem?

Created and produced by Ding Zheng, featuring Jeff Porter (two Exit Five members).

Learn more about Exit Five and join our community of thousands of B2B marketers:

https://www.exitfive.com/

Dave is joined by Emir Atli, the founder and CRO of HockeyStack. Emir shares insights on his strategic content creation on LinkedIn to building a robust attribution platform that helps B2B marketers optimize revenue and understand customer journeys.

Emir and Dave cover:

• How Emir and his team built a LinkedIn audience before launching their product and turned engagement into a strategic advantage
• Using custom reporting and attribution to make better B2B marketing decisions
• Creating data-driven content with HockeyStack Labs to build trust and establish thought leadership

Timestamps

• (00:00) - - Intro
• (05:16) - - Early Days at HockeyStack: Outreach and Launch
• (12:53) - - Scaling Content Distribution and Launching Podcasts
• (14:18) - - Transitioning to Event and Field Marketing
• (19:25) - - Transitioning from CMO to Media Company CEO
• (26:39) - - How to Build Trust at Scale
• (30:33) - - Content Marketing Benchmarks and Data
• (33:17) - - Sample Sizes, Metrics, and Context in Research Reporting
• (41:42) - - How to Actually Use Reporting Tools
• (42:59) - - Creating Custom Reports and Templates
• (45:39) - - Tracking Traditional Touch Points Digitally

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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
• (04:22) - - What is Win/Loss analysis and why it matters
• (06:59) - - Why companies obsess over lost deals (and why that’s a mistake)
• (09:17) - - The real value of analyzing won deals instead of just losses
• (11:48) - - How to identify your best customers and find more like them
• (13:40) - - The power of competitive intelligence in shaping positioning and sales
• (15:53) - - How to ethically gather insights from former competitor employees
• (19:03) - - Common mistakes companies make when running Win/Loss programs
• (21:18) - - How to structure a Win/Loss interview for maximum insights
• (24:49) - - The key questions to ask during Win/Loss interviews
• (28:07) - - Why sales and marketing alignment is critical for Win/Loss success
• (31:32) - - How Win/Loss analysis can influence product roadmap decisions
• (34:17) - - The best way to present Win/Loss findings to executives
• (36:47) - - How to turn insights into action and drive real business impact
• (39:52) - - A step-by-step guide to launching a Win/Loss program
• (42:59) - - Final takeaways and advice for product marketers

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Natalie Taylor, Head of Marketing at Capsule. Natalie shares her journey from getting laid off to finding her dream job through LinkedIn, and how she’s now building meaningful customer relationships through intimate in-person events at Capsule.

Natalie and Dave cover:

• The “intimate dinner strategy” Natalie is running and how it drives growth for Capsule
• Challenges to measuring influencer campaigns in B2B and her approach to choosing who to work with
• Her step-by-step process to a successful product launch

Timestamps

• (00:00) - - Intro
• (06:07) - - Natalie’s Marketing Career Path
• (10:14) - - Loving the Product Makes You A Better Marketer
• (13:08) - - Product Launches and Growth
• (15:07) - - Keys to a Successful Video Strategy
• (18:10) - - Coordinating Launch Projects with Marketing and Product
• (23:54) - - B2B Influencer Outreach
• (28:49) - - Influencer Measurement Challenges
• (33:54) - - Curated Dinner Strategy
• (37:29) - - Lead Generation and Outreach with Apollo
• (47:28) - - Transitioning to Product-Led Growth
• (52:48) - - Working with the CEO

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Amrita Mathur is VP Marketing at Superside. Superside is a B2B SaaS company that provides a design subscription service for marketing and creative teams. We talk about how Superside went from $0 to $30M ARR in three years, marketing strategy, when to exploit vs. when to explore, marketing team structure, where to find efficiencies in marketing, how constraints can act as foundations for your entire go-to-market effort, the cost of missing out, making smarter marketing bets and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Jasper. Jasper is the AI Content Generator that helps you and your team break through creative blocks to create amazing, original content 10X faster. Learn more + start using AI to create content for free at jasper.ai

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

00:00.58
dgmg
Ah, will you tell me your name and tell me what you had for breakfast today.

00:04.48
Amrita
Oh my gosh. This is how you start on your podcast I had a little bit of Chi and that's it. That's I'm not a breakfast person to be honest.

00:16.73
dgmg
I go back and forth sometimes I am and then sometimes I think it is nice to kind of let it ride until 11 or or 12 I don't but but then sometimes I wake up and I'm like hungry and I gotta eat right now.

00:27.85
Amrita
Yeah, no I get it the whole intermittent fasting thing. You know people are talking about it these days like a lot and I'm just like but I've literally been doing that my whole life like I just don't eat until like noon or one that's just how.

00:41.35
dgmg
Yeah, it's it's funny how that happens like a trend happens and then people are like wait. This is a trend I've just been doing this thing my my whole life I did I I did it more just like out of convenience like ah like ah I just found when I was living in Boston and like going into the office and.

00:46.54
Amrita
Yes.

00:58.10
dgmg
Process of just like having to get breakfast every morning and I think a lot of there's a lot of like health nutritional advice that' like you got to eat breakfast. You got to eat breakfast. But I think you can get the same amount of meals and just later in the day and then you don't have it. It is a little bit freeing and I have your whole schedule be structured around like I got to eat or I'm going to pass out right now.

01:13.36
Amrita
Yeah, yeah, and then and the newest is that not only do you got to eat breakfast but you have to get thirty grams of protein just just sizable. That's like a burger patty kind of right I think thirty grams and it's like I don't think I can eat that you know if I can have half a banana that's pretty good.

01:21.41
dgmg
Um, right? yeah.

01:31.60
dgmg
Yeah, right, We're not all ah like Hollywood celebrities with with private chefs. You know it's like you got to have you got to have convenience. Okay, so see no what happens is when you ask somebody that then you you start in a normal conversation and it's.

01:36.62
Amrita
Um, I think we doubt yeah.

01:43.76
Amrita
Yeah, yeah, yeah, yeah, yeah.

01:46.56
dgmg
I Know you'd be a good guess anyway though because I've heard you I've heard you talk before. So um, let's just start with just tell people your name and background so they can get context for your for your voice and maybe describe what you what you do at superside and and and what superside is.

01:59.56
Amrita
Yeah, for sure. So my name is am Rita Mather I work for a company called superside which is very cool like innovative and disruptive in some ways you know we're tackling an age-old problem which is how the heck do you get good creative done good design done and. The answer is that there's many many different ways and there's many different models and constructs for for doing that and our approach has been to say hey you could be an Amazon you could be a meta you could be a ubs or a Morgan Stanley or whatever and maybe you have this huge gigantic, super powerful internal team.

02:24.64
dgmg
So.

02:38.56
Amrita
That can crank out this amazing stuff. Maybe you use a bit of AiEtc but there's still going to be times where you need added capacity and maybe that is a permanent state that you live in because your marketing team and your go-to-market teams are actually always ahead of the curve. And they're always pushing the boundaries. So it's kind of impossible for the creative team to like fully catch up so you're always going to be in this like state of flux where you're just like holy shit I need more and I need better and I need faster right? and it's like think about how we even do like Facebook ads these days like you need like 57 versions of the same thing to properly test it and. You need that in two days and then by the way the experiment data just came back and now you need to change your whole approach and that whole cycle the the test and learn cycle. That's so part. A big part of marketing now is complicated and design and creative teams just need to find a way to like catch up. So that's that's ultimately the.

03:22.64
dgmg
Earth.

03:30.90
dgmg
Yeah, well, it's interesting. It's it's like um, you you run this for a while in my job at drift I I ran the creative team and that was like I had no idea what I was doing and ah while I was good at the creative part like.

03:31.91
Amrita
Of.

03:36.58
Amrita
Thanks.

03:44.41
Amrita
Um.

03:44.74
dgmg
It was fun to come up with the ideas and come up with campaigns but you know I I noticed really quickly that you kind of keep bumping into the same problem which is like the answer is always yes we can do that. But that means we got to take this other thing off, it's such a game of.. It's very similar to like engineering and like prioritizing different things and it's hard and I ended up building so much empathy for the creatives at drift For example, on that on that team because you know they don't often know the needs of the business or like who which internal you know.

04:02.90
Amrita
Yeah.

04:19.95
dgmg
Relationship between this vp and that vp is like why you need to actually prioritize this page There's just so much nuance and like what's going on and they're like look I just want to create stuff so but but I can't becaus...

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
• (06:45) - - Community Marketing Transforms Brands
• (09:53) - - Defining “Community” and “Community Marketing”
• (11:33) - - Community Phase 1: Build Baseline Presence Across Spaces that Hold Relevant Influence
• (22:33) - - Community Phase 2: Differentiate Presence Everywhere by Building more Brand Distribution Points
• (35:07) - - Community Phase 3: Build Amazing Spaces That Hold Influence
• (36:07) - - How to Determine your Community Strategy?
• (36:37) - - How to Evangelize Across Communities?
• (37:37) - - Q&A

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and Daniel Murray (Founder, Marketing Millennials and Head of Media at Sales Impact Academy) spend an hour talking LinkedIn strategy for B2B marketers and founders.

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Demandwell: https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Mitch Briggs is a B2B SEO expert and SEO Success Manager at Demandwell. This episode covers B2B content strategy, where SEO fits in 2023, is SEO dying? what the future of SEO looks like, where TikTok, YouTube, and ChatGPT fit, how to think about SEO if you're creating a category, how to balance volume and intent with keywords, ways to think about keyword research, and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 about

• The importance of leadership team alignment and why the CRO & CFO should be your best friend
• How marketing can impact pipeline and the standard it should be held to
• Why you should build a marketing calendar around the product roadmap

Timestamps

• (00:00) - - Kyle's exposure to B2B marketing and strategy
• (06:49) - - Gaining expertise in marketing metrics and standards
• (11:27) - - Balancing Efficiency and Creativity in Sales Outreach
• (15:06) - - Importance of an Internal Partnership with the Sales Team
• (17:46) - - Aligning marketing goals with revenue generation
• (19:29) - - Co-creating Qualified Opportunities with ICP
• (24:34) - - Importance of Sales and Marketing Collaboration
• (29:29) - - How CROs and CMOs can balance long-term vision and short-term outcomes
• (34:39) - - The lightning strike strategy
• (35:32) - - "Marketing Moments:" Calendaring significant events to drive business goals and team performance
• (38:48) - - Using Shield analytics to identify and repost popular content
• (46:24) - - How to simplify complex questions to extract key insights
• (49:51) - - Building a networking resource for professional growth
• (52:54) - - Closing thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 #1
• How enterprise marketing, brand-building, and demand gen work together to drive growth
• How 1Password is expanding beyond password management to create a new category

Timestamps

• (00:00) - – Intro to Melton
• (06:24) - – The evolution of marketing from demand gen to category creation
• (09:33) - – The balance between data-driven marketing and brand-building
• (11:07) - – Why attribution alone won’t make your company “hot”
• (11:40) - – The importance of category leadership and market perception
• (13:52) - – How 1Password is shifting from password management to Extended Access Management (XAM)
• (16:16) - – How COVID changed the cybersecurity landscape
• (18:29) - – Why legacy security tools aren’t enough for modern businesses
• (20:59) - – The role of category creation in defining 1Password’s future
• (22:14) - – Naming and positioning a new category (Extended Access Management)
• (23:53) - – The risks and rewards of category creation vs. competing in an existing space
• (25:57) - – Why CISOs are hesitant to be early adopters—and how to shift buyer perception
• (28:42) - – The strategy behind creating demand for a new category
• (30:39) - – Lightning strike moments and big brand plays for category awareness
• (33:18) - – Structuring a marketing team to support both enterprise and self-service growth
• (37:12) - – Balancing B2B and consumer marketing
• (40:37) - – Why 1Password invested in sports sponsorships
• (43:34) - – The power of emotional marketing and brand trust in enterprise sales
• (46:21) - – Thought leadership and analyst relations in shaping a category
• (47:43) - – Final takeaways

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 leadership
• The unique challenges of marketing a physical product in the B2B tech space
• Building and scaling a global marketing team at a high-growth, remote-first company

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Jaleh Rezaei is CEO and co-founder at Mutiny. Mutiny helps SaaS companies personalize their website for each visitor to improve conversion and drive revenue. Prior to starting Mutiny, Jaleh was employee 12 and CMO at Gusto, where she grew the company 100x to 50,000 customers over 4 years. Mutiny is a no-code AI platform that helps marketers convert their top of funnel demand into revenue, without engineers. Mutiny is used by the world’s fastest growing companies like Ramp, Notion, Snowflake, Qualtrics, Dropbox, Carta, and Brex. Mutiny gives marketers everything they need to drive revenue and prove it — from data and analytics to AI-powered recommendations and content writing.

Marketing leaders are under increasing pressure to drive revenue and to do it quickly…like right away. And if they don’t, they’re promptly shown the door. During this live session for Exit Five Dave and Jaleh dive into what it takes to deliver predictable revenue and thrive as a B2B SaaS CMO in 2022. They share lessons on turning top of the funnel traffic into revenue and cover strategies from top B2B SaaS companies today, including:

• Lessons from Jaleh’s run as CMO at Gusto where she grew the company 100x to 50,000 customers over 4 years.
• How to deliver revenue as a startup marketing leader.
• What CEOs look for when building a marketing leadership team.

Be a part of the Exit Five B2B marketing community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 now
• Why ranking for the wrong keywords is hurting your pipeline
• How to optimize content for scanners, search intent, and conversions

Timestamps

• (00:00) - – Introduction to Rita, Ross, and Tom
• (04:04) - – Why SEO has changed and what marketers are getting wrong in 2024
• (07:05) - – The impact of AI on SEO and why standing out is harder than ever
• (08:47) - – Case study: How Pipedrive increased signups by 33% with bottom-of-funnel SEO
• (11:13) - – The difference between top-of-funnel and bottom-of-funnel content strategies
• (13:40) - – Why glossary pages aren’t enough and what to do instead
• (16:16) - – The biggest homepage SEO mistakes (live website teardown)
• (20:59) - – How to structure product and category pages for better rankings
• (23:53) - – The problem with keyword stuffing vs. real search intent optimization
• (28:42) - – Why internal linking and URL structure matter for SEO success
• (33:18) - – How backlinks, brand authority, and digital PR impact rankings
• (37:12) - – The role of content quality, readability, and formatting for scanners
• (40:37) - – Common mistakes in blog strategy and how to fix them
• (45:07) - – Why getting to the point faster improves rankings and engagement
• (47:43) - – Final SEO takeaways recommendations

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Every marketer struggles with strategy. Especially early on in the year when you're still ironing everything out and trying to look ahead to Q2. When you find yourself overwhelmed with planning, take a step back and remember the ultimate goal of marketing is to make sales easier. That's where you start. Quick chat about strategy and my simple marketing planning framework.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Lashay Lewis helps B2B SaaS companies create profit driven content strategies. We talk about why a B2B content strategy should be built from the bottom of the funnel up, why she interviews sales teams to understand "life before using the product" and why she interviews customer success teams to understand "life after using the product" and how that influences content strategy, how writing influences buyers, the power of a strong company POV, training in-house writers and freelancers in a way that scales, where podcasting fits in a B2B content strategy, why search volume can be misleading, and thoughts on how content marketers can use ChatGPT.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

This week, 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 channel
• Why social followers are not a vanity metric
• Using and enabling the sales team for content distribution
• How to repurpose your most popular content

Timestamps

• (00:00) - Intro
• (04:38) - An Easy Content Distribution Tactic
• (10:18) - Adjusting Your Tone with the Times
• (14:03) - Search as a Distribution Channel
• (15:23) - Why Followers Aren't a Vanity Metric
• (18:58) - SERP and Mindshare Domination
• (21:43) - Underrated Content Strategy for B2B
• (30:16) - Why We're Doubling Down on X
• (38:37) - How to Repurpose Popular Organic Social Content
• (42:52) - The Sales Team as a Distribution Channel
• (47:11) - ChatGPT and Closing Thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Harsh but necessary reality check: You have to limit the number of people who have input on your positioning and messaging statements. That's not me trying to be rude to anyone on your team, it's just the fact of the matter. More people meddling in your company story muddies it up. And since your story is your strategy, a muddy story means a muddy strategy. Positioning tips, the key ingredients to your marketing strategy, and more.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Kera Wright, Founder of Planner Pal. Kera ran Event Marketing at companies like Microdesk and Aircall, where she managed planning and execution at high-profile trade shows like Dreamforce and INBOUND. She has now founded her own company to help marketing teams host better events.

Kera shares her approach to organizing events, covering everything from project management to cost control. Learn how to host memorable events with your customers at a fraction of the cost and why focusing on a few key moments can make all the difference in the success of your event. Plus, Dave bounces his ideas off Kera for a potential Exit Five in-person event in September.

Timestamps

• (00:00) - - Intro and Exit Five's in-person event
• (04:40) - - Importance of real-life connections
• (08:23) - - Importance of event programming
• (12:11) - - Blending marketer and planner roles in events
• (17:02) - - Identifying Ideal Partnerships for Events
• (19:23) - - Event ideas centered around impactful offers
• (24:43) - - Avoiding overwhelming yourself
• (25:42) - - Goals of an event
• (31:30) - - Challenges of being a full-time event marketer
• (33:09) - - Importance of Project Management Tools
• (37:27) - - The significance of small breakouts for event networking
• (38:51) - - Intention and goal-setting for event success
• (43:01) - - The event calendar algorithm & outro

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 little change of pace episode, with Dave Charest from Constant Contact interviewing Dave Gerhardt about his career path and some early stories working together through PR, product marketing, side projects, and bunch of marketing stories / lessons sprinkled in.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Kyle Lacy (CMO at Jellyfish) and Shauntle Barley (Director of Marketing at Demandwell) to chat about what business is like right now Q2 2023 for B2B SaaS, Kyle's new role as CMO at Jellyfish, what the CMO does in the first 90 days of a new job, talking through marketing budget and spending on brand vs demand, and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Malko is Chief Marketing Officer at G2, the world's largest and most trusted software marketplace. More than 60 million people annually - including employees at all of the Fortune 500 - use G2 to make smarter software decisions based on authentic peer reviews. Prior to G2 Amanda was Head of Partner Programs & Marketing at Mailchimp, and she was also CMO at Tongal and 360i. Amanda and Dave discuss her role as G2 CMO, how she's structured her team, revenue marketing vs. demand generation, who should own reviews on the marketing team (product vs. customer marketing), lessons from her time at Mailchimp, and more.

Be a part of the Exit Five B2B marketing community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Sara-Beth Anders, SVP Marketing at Guild Education. Sara-Beth also previously held roles as Director of Product Marketing at LinkedIn and Director of Product & Customer Marketing at Greenhouse.

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 year
• The hottest content topics in B2B marketing in 2024
• What's ahead for the Exit Five community in 2025

Timestamps

• (00:00) - - Intro to the Exit Five Team
• (11:30) - - Exit Five’s Year in Review
• (13:28) - - Community Growth Stats
• (17:22) - - Exit Five Content Strategy
• (19:26) - - Community Awards
• (25:51) - - Gameshow with Ding Zheng
• (43:36) - - What’s in store for 2025
• (50:48) - - Closing remarks

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 strategy
• The power of LinkedIn, podcasts, and community for long-term brand growth
• How to turn content into a flywheel that drives awareness, engagement, and revenue

Timestamps

• (00:00) - – Intro to Dave
• (07:15) - – Why organic content is the foundation of a great marketing strategy
• (09:43) - – The role of SEO in B2B marketing
• (12:58) - – How brands can balance paid marketing with organic content
• (16:10) - – The power of LinkedIn and why marketers should prioritize personal branding
• (19:42) - – Why podcasts are an underrated channel for brand-building
• (23:23) - – How to build an audience and turn content into a long-term flywheel
• (29:09) - – The connection between community and content marketing
• (32:48) - – How Exit Five grew into a marketing community
• (36:42) - – The biggest mistakes B2B companies make with content marketing
• (40:59) - – How to measure content success beyond just traffic and rankings
• (44:47) - – Advice for marketers looking to build influence in their industry
• (48:04) - – Final thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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. 

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Reid Robinson is Lead Product Manager for AI at Zapier. We discuss the implications AI will have on B2B marketing, various use cases in B2B SaaS, and how to future proof yourself as a marketer. If you've been interested in AI and want to understand more about where AI could fit into you role at work and inside of your company, this episode will be relevant for you.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Kaltura. Say goodbye to snoozinars and hello to interactive sessions that offer live reactions, emojis, quizzes, leaderboards, certifications, announcements, and more tools that will let your viewers take part in the conversation. You can start your completely free 3-month trial right away and experience the magic of Kaltura's Webinar platform first-hand by visiting corp.kaltura.com/exitfive 

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

April Dunford is a B2B positioning expert and author of Obviously Awesome and her new book Sales Pitch. Sales Pitch guides you through an eight-step sales pitch structure the helps you stand out and win business. Building on the concepts of the bestselling book, Obviously Awesome, Sales Pitch will give your sales reps a story that makes your product shine. We talk about her new book, lessons from her first book, and covered:

- Positioning vs. Category Creation vs. Strategic Narrative
- Lessons from 200+ B2B sales pitches
- Why differentiation is everything and how to do it
- Why positioning has to be a cross-functional activity - not just for the marketing
- A structure anyone can use to turn positioning into a strong sales pitch
- Why she set out to write a follow up book to her 2019 hit Obviously Awesome called Sales Pitch (and go through the pain of writing a book all over again)

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos. Get your free keyword feasibility assessment today at demandwell.com/keywords.

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 shares five lessons from the wisdom of Exit Five community members about their lessons from reporting to the CEO for the first-time.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

We are debuting a new regular segment of the podcast called “Inside Exit Five.” We will dive into some of the popular topics and share lessons and learnings from inside the Exit Five community.

Dave is joined by Matt Carnevale (Marketing Manager at Exit Five), and they cover

• Do nurture sequences still work in B2B?
• Best books, resources, and strategies to become a better copywriter
• How to become the go-to resource for your customers
• Why brand matters in B2B

PS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)

Timestamps

• (00:00) - - Introduction to this new podcast format
• (03:33) - - Nurture sequences: do they work?
• (08:53) - - Mastering Copywriting: Practical Tips and Techniques
• (13:23) - - Elevating B2B Branding: The Power of Reputation
• (19:10) - - Building B2B Brand Equity: Beyond Identity to Reputation
• (21:23) - - Becoming the Trusted Authority: Crafting Your Strategic Narrative

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

This week, we're sharing a recording from an Exit Five Live Session with Natalie Marcotullio, Head of Growth and Operations at Navattic. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.

In this episode, we cover 

• Why buyers are switching to a more "self-service" model of buying 
• How interactive demos stack up against traditional marketing education like videos or ads
• Tips to create a product story with your interactive demo that gets you a 30% CTR
• The most common questions marketers have about interactive demos

Timestamps

• (00:00) - Introduction
• (09:22) - Statistics on Product Demos
• (13:25) - Gating vs. not gating product demos
• (15:44) - Emails and personalized follow-ups post-demo
• (16:40) - Where to place the interactive demo on the website
• (24:15) - Interactive demos with complex products
• (27:39) - How to budget for interactive product demos
• (30:31) - Implementing interactive product demos in LinkedIn ads
• (32:09) - Platform recommendations for interactive product demos
• (36:03) - Use of interactive demos in the sales cycle
• (37:39) - Tracking activity and attribution in interactive demos
• (39:18) - Personalized demos for each prospect
• (42:17) - Post interactive demo conversion best practice
• (46:59) - Closing thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and Matt (Marketing Manager at Exit Five) share this week's most popular topics, lessons, and learnings across the community. They cover

• How 'edgy' B2B brands can get with their social media pages (and if they should)
• Advice for first-time marketing leaders
• Dave's advice for product launches
• Why marketing fundamentals are key to your marketing strategy

PS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)

Timestamps

• (00:00) - - How Edgy Can B2B Social Media Be?
• (08:08) - - Advice for First-Time Marketing Leaders
• (10:02) - - Focusing on Company Goals One Quarter at a Time
• (11:07) - - Impactful Goals and Building Momentum
• (15:13) - - Driving Results Through Strategic Positioning and Creative Initiatives
• (19:21) - - Positioning Your Product and Company
• (22:28) - - Leveraging Strategic Narratives for Success
• (23:27) - - Product Launches

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Win/loss analysis is one of the most important tools B2B marketers can be using to get insight and drive revenue across the company. Dave sits down with Trenton Romph, Head of Marketing at Clozd to breakdown how to do win/loss analysis at your company, and this session is a great premer for anyone not familiar with this topic. One of the keys to getting ahead in B2B marketing is to be always be listening / learning for new ideas you can bring into your company to help improve the business, and this is a perfect session for marketers who want to keep a seat at the leadership table. Beyond marketing, win/loss analysis is an incredible tool to help get the whole company rallied around why people buy, why they leave, and what you can do to fix leaks in your funnel.

Thanks to Demandwell, our presenting sponsor for the Exit Five podcast.

https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Chris Walker (CEO, Refine Labs). They talk about finding your best skills, articulating a company POV, developing a marketing strategy, a framework for demand generation, self reported attribution, LinkedIn, community, observations from what Refine Labs is seeing with B2B marketers today, and lessons from Chris' own LinkedIn strategy.

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Demandwell: https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Metadata founder and CEO Gil Allouche to discuss what the CEO really wants out of marketing, how to present to the board, what the revenue function looks like at Metadata, Gil's path from engineer to CMO to CEO, category creation, the muscle of being frugal, the future of martech, and why Metadata is focused on building the "operating system" for marketers today.

Be a part of the Exit Five B2B marketing community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and Matt (Marketing Manager at Exit Five) share this week's most popular topics, lessons, and learnings across the community. They cover

• Selling out our in-person event tickets
• Strategies for getting more online reviews
• How to think through structuring your marketing team
• Live chat on websites

PS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)

Timestamps

• (00:00) - Intro and in-person event craziness
• (06:35) - Review Management Strategies
• (10:02) - Integrating Reviews into Marketing
• (12:22) - Team Composition and Hiring Strategies
• (18:29) - Leadership and Feedback Dynamics
• (21:53) - Balancing Depth and Oversight
• (23:23) - Chatbots and AI in Customer Interaction
• (27:36) - Evaluating Marketing Tools and Strategies
• (30:21) - Future Opportunities and Reflections

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

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 discuss

• LinkedIn Ad Creative & Consistent Branding
• Thought Leader Ads & Organic Reach
• Niche Audiences & Custom Content
• Nurture Campaigns
• Expert LinkedIn Ads Tips

Timestamps

• (00:00) - Intro to Anthony Blatner
• (07:34) - Focusing on LinkedIn and Future Expansion
• (10:59) - Effective Social Media Advertising and Organic Content
• (14:23) - The Overlooked Importance of Creative Content in Advertising
• (16:31) - Targeting Personas with Top-of-Funnel Ads
• (21:29) - Creating Unique and Targeted Content: Pros and Cons
• (22:45) - Lead Generation Strategies for Small Budgets
• (26:58) - Effective Funnel Strategies for Small Budgets
• (30:27) - Using Paid Advertising and Lead Magnets to Grow Your Newsletter
• (35:20) - Building Long-Term Memory with Consistent Branding in Marketing
• (37:41) - The Power of Narrow Focus for Audience Growth
• (40:48) - Content Planning Based on Sales Cycle Length
• (42:37) - Connecting with Anthony Blattner on LinkedIn

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Pranav Piyush, CEO and Co-Founder of Paramark. With 15 years of growth and marketing experience at companies like PayPal, Dropbox, Adobe, and BILL, Pranav is convinced that CMOs deserve better measurement solutions. That’s why he started Paramark, a tool to help Marketing leaders become more confident about how to invest their budget for maximum returns across all types of marketing—brand and performance, online and offline, paid and owned.

They discuss things like

• The challenges of marketing measurement
• Short-term vs. long-term investments
• UTM tags
• How to understand the correlation between each marketing channel and pipeline
• Measurement for Non-Direct Response Initiatives

Timestamps

• (00:00) - - Intro to Pranav and Paramark
• (07:44) - - Marketing Measurement Challenges
• (13:33) - - Clicks and UTMs
• (17:31) - - How to think about Strategic Metrics
• (20:44) - - Being Data-Driven in your approach to growth
• (23:32) - - How to decipher marketing's impact
• (25:25) - - Experimentation and insights
• (32:50) - - Strategic forecasting
• (34:50) - - Short-Term Gains vs. Long-Term Investments
• (39:53) - - Measurement for Non-Direct Response Initiatives
• (43:01) - - Understanding the Relationship Between Marketing and Sales
• (45:32) - - Understanding the Impact of Super Bowl Ads
• (50:40) - - Exploring the Impact of Temu's Super Bowl Ad

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Daniel Cmejla, VP of Community at Apollo.io. Before Apollo, Daniel was the VP of Brand and Community at Chili Piper. In this episode, they discuss

• How to use LinkedIn to build community
• The difference between building community vs. building ‘a’ community
• Using internal team members LinkedIn profiles to lift the companies brand
• Community building and how to measure the impact on the bottom line

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

In this episode, Dave sits down with Mychelle Mollot, CMO at Knak, a platform for creating, designing, and optimizing email and landing page content. Mychelle shares her wealth of experience, having led marketing efforts at IBM and various startups. She discusses her approach to leading marketing teams, scaling brands, and embracing AI in B2B marketing.

Dave and Mychelle cover:

• How Knak built a brand and captured demand in a space without a known category
• The balance between meeting short-term goals and dedicating some marketing budget to high-risk, high-reward experiments
• How AI is evolving from a standalone tool to being embedded in the core functionalities of marketing platforms

Timestamps

• (00:00) - - Intro to Mychelle
• (06:04) - - Embracing Diverse Career Paths to Become a CMO
• (10:48) - - Leveraging Big Company Skills in Startups
• (11:39) - - Influencing Resources Without Ownership in Large Organizations
• (16:01) - - Weekly Team Meeting Tips
• (19:02) - - Mychelle’s OKR Framework
• (23:48) - - How Knak Creates and Captures Demand
• (25:20) - - How To Understand and Target Buyers
• (30:50) - - Having AI Discussions With Your Team
• (34:24) - - AI is Shifting from Core Component to Creative Assistant
• (35:46) - - Integrating AI into Core Tools
• (41:28) - - Sales and Marketing Alignment
• (44:50) - - Navigating Relationships as a CMO

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 a live "Marketing Sells" Q&A session hosted by the team at Clearbit focused on questions about aligning sales and marketing teams featuring Dave, Colin White (Head of Demand Gen., Clearbit), Tara Robertson (Sr. Manager, Demand Gen., Chilipiper) and Matt Ferriss (Sr. Director, Enterprise Sales, Bombora). This conversation these questions below:

• How can you get buy-in from leadership to be closer aligned to revenue metrics? (Pipeline, Revenue etc)
• During planning season (quarterly/yearly), how closely should marketing/sales work together to get to the number?
• What cadence is ideal for Sales and Marketing teams to meet?
• Best way to deliver feedback between Sales and Marketing?
• Top tips on creating great sales<>marketing alignment?
• What are the top marketing materials/documentation that Sales teams actually care about?
• How should marketing teams contribute to cold outbound efforts?
• What do the best sales reps do before and after every meeting? How can marketing help?
• What strategies and tactics can Marketing & Sales use together targeting Enterprise accounts?

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Demandwell: https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Obaid Durrani and Todd Clouser for a discussion about content and community for B2B SaaS. Obaid and Todd met while working together at Refine Labs and co-host the "Cheat Codes" podcast for B2B SaaS marketers. They help marketing leaders and creators craft their narrative, implement new processes, and refine their content engine to reflect their product, narrative, and objectives. 

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Jasper. Jasper is the AI Content Generator that helps you and your team break through creative blocks to create amazing, original content 10X faster. Learn more + start using AI to create content for free at jasper.ai

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Chad Knipschild is a Navy Veteran and now Senior Product Marketing Manager at Recorded Future. Dave and Chad talk about his background and learnings from his time in the Navy to getting a job in tech and working in product marketing, plus a handful of topics outside of marketing for a little change of pace.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

In this Exit Five Live session, Dave is joined by Natalie Marcotullio, Head of Growth at Navattic, a leading interactive demo platform for B2B marketing. Natalie is an expert in optimizing the B2B buyer journey with innovative demo solutions and data-driven strategies.

Dave and Natalie cover:

• Why accessible, usable, and transparent websites is important in improving the buyer experience
• How to incorporate interactive demos to accelerate the sales cycle and increase conversion rates
• Public pricing and how it affects buyer trust and decision-making in B2B sales

Timestamps

• (00:00) - - Intro to Natalie
• (06:45) - - Why Marketing Requires Full Company Alignment
• (11:12) - - Why You Should Have a Transparent Pricing Page
• (13:39) - - Improving Sales Automation, Pricing Pages, and Interactive Demos
• (16:26) - - How To Secure Buy-In
• (18:41) - - Why Sales Responds Well to Demo-ing Benefits
• (19:59) - - Commsor Teardown
• (26:43) - - Andimol Teardown
• (32:30) - - Directus Teardown
• (37:09) - - Firstbase Teardown
• (40:27) - - TeraLeap Teardown
• (43:30) - - Q&A

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Hillary Carpio and Travis Henry are the authors of "Busting Silos: How Snowflake Unites Sales & Marketing To Win Its Best Customers." 

Hillary (Head of ABM) and Travis (Director, Sales Operations & Enablement) work at Snowflake and helped scale the go-to-market program behind one of the fastest growing software companies in history. Not satisfied with the traditional model of separate sales and marketing functions, they married both integrated, account-based, cross-functional teams that targeted and closed business at historic rates. In this episode we discuss their new book, how it came to be, and the lessons learned at Snowflake that they outline in the book, including:

- How to marry sales and marketing (and why it works to drive revenue)
- How to think through attribution and measuring what matters
- What great ABM looks like and some of their favorite ABM "plays"

You can learn more about the book and grab your copy here online.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

Dave sits down with Tommy Clark, founder of his own B2B social media agency, Compound, to talk about the ins and outs of social media strategy for B2B companies. Tommy shares his journey from running social for a SaaS company to building his agency and the lessons he’s learned along the way.

Tommy and Dave cover:

• Why LinkedIn is the go-to platform for B2B brands and how to maximize its potential
• The importance of posting consistently to build a strong social presence
• How using video content on LinkedIn can accelerate trust-building with your audience

Timestamps

• (00:00) - - Intro to Tommy
• (07:38) - - Why You Should Focus on One Core Social Channel
• (09:51) - - LinkedIn Success Using Just Text
• (12:01) - - How to Get More Audience Data through Posting Frequently
• (15:06) - - The Best Niche Content for Target Audience Engagement
• (19:03) - - Why Honesty is Important in Building an Audience and Network
• (24:12) - - Podcast ROI Beyond Sales and Downloads
• (24:55) - - Balancing Evergreen and Timely Content
• (30:20) - - Challenges and Trade-offs of Scheduled Social Media Posts
• (32:54) - - How to Focus on Client Success
• (36:59) - - How to Grow Followers and Relevance on LinkedIn
• (39:51) - - How to Maximize Direct Response Marketing with Gary Vee's Strategy
• (44:23) - - How to Create Video Content for LinkedIn
• (48:05) - - Why Diverse Perspectives are Important in Business
• (49:02) - - How to Use Social Media for Business Growth

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 marketing
• How to structure and scale a marketing team
• How to differentiate in a crowded market

Timestamps

• (00:00) - - Intro to Andrew
• (07:59) - - From Startup Founder and CMO to Head of Marketing
• (13:34) - - Starting Out at Paddle
• (16:20) - - First Principles for Building Out Marketing
• (18:58) - - Positioning and Messaging in a Crowded Market
• (20:13) - - Leading a 30-Person Marketing Team at Paddle
• (25:10) - - The Key to Being an Effective Leader
• (27:39) - - Distributing and Prioritizing Tasks on the Marketing Team
• (33:06) - - Marketing Strategy at Paddle
• (34:47) - - What is Your Marketing Team NOT Doing That is Considered a Best Practice for Every Other Company?
• (38:19) - - AI in B2B Marketing
• (41:12) - - Closing Remarks

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and Matt (Marketing Manager at Exit Five) share this week's most popular topics, lessons, and learnings across the community. They cover

• Reactions to our rebrand
• How to nurture the 99% of website visitors that don't convert
• Advice for shipping a new website
• Dark social and why you need to make it part of your strategy

PS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 SaaStr
• What makes a great VP of Marketing in SaaS and how to hire one
• How tech and SaaS have changed since 2020
• CROs vs CMOs
• Importance of alignment between the CEO and marketing team

Timestamps

• (00:00) - - Intro
• (05:33) - - Understanding the Importance of Revenue Goals
• (08:57) - - Evolving Motivations and Changing Perspectives
• (13:03) - - From Solopreneur to Founder: The Journey of Exit Five
• (16:59) - - The Challenge of Transitioning from Solopreneurship
• (18:58) - - Insights into Jason's Content Creation Process
• (21:42) - - Efficiency in writing: a five-minute rule
• (26:50) - - LinkedIn: A Haven for Text-Based Writers
• (28:16) - - LinkedIn's Good Community and Marketing Potential
• (32:05) - - Importance of Building Relationships in Business
• (36:50) - - Marketing Essentials: Brand, Field, Demand, Growth
• (39:27) - - Finding the Right Fit: Aligning Marketing Roles with Company Vision
• (42:32) - - Finding Alignment: The Role of Marketing in Company Leadership
• (46:44) - - CROs and Marketing
• (49:33) - - Balancing Heads: Sales, Marketing, and Post-Sales in SaaS Leadership
• (52:53) - - Event Planning
• (54:48) - - SaaStr: Connecting Founders and Revenue Professionals

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 and Matt (Marketing Manager at Exit Five) go behind the scenes of our best live session (don’t call it a webinar!) yet. Matt also shares his insights on targeting multiple personas and generating compelling content ideas.

Matt and Dave cover:

• Creating content for multiple personas without losing your brand’s voice
• Secrets to engaging webinars that people actually want to attend
• Top tools and strategies for generating content ideas that resonate

Timestamps

• (00:00) - - Intro
• (07:38) - - Creating Content that Gets Engagement
• (08:41) - - Making Webinar Content Relevant
• (11:36) - - Webinar Content Feedback Loops
• (15:20) - - Using Incentive to Drive Registration
• (19:05) - - When to Use Niche Formats: Understanding Your Audience
• (25:12) - - How to Use Reddit for Content Ideas
• (26:44) - - Using Popular Community Posts for Onboarding
• (28:58) - - How We Do Audience Research

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 teams
• Strategies for internal marketing that align and energize cross-functional teams
• Product launches and creative campaigns for brand-driven growth

Timestamps

• (00:00) - - Intro to Sylvia
• (05:21) - - From 1st Marketing Hire to CMO
• (10:06) - - Understanding Equity and Financial Outcomes
• (12:48) - - Wealth and Career Growth
• (15:28) - - Why It’s Important to Have a Clear Career Narrative
• (20:20) - - Mastering Storytelling in Team Meetings
• (24:42) - - How to Engage Your Team
• (25:18) - - Leveraging Feedback Loops to Build a Successful Team
• (30:49) - - AI Is Enabling Smaller, More Efficient Teams
• (34:32) - - AI’s Impact on Marketing
• (37:32) - - How Kandji Is Expanding Their Team
• (40:23) - - Achieving 10x Growth Through Product-Led Strategies
• (44:03) - - Leveraging Competitor and Apple-Specific Keywords
• (47:27) - - Minimizing Hiring Risk: Test Roles First

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Breezy Beaumont (Head of Growth, Correlated) and Andrew Capland (Founder of Delivering Value, Previously at Wistia, Postscript) to talk all things product-led growth and B2B startup marketing.

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 org
• How to align with CEOs, CFOs, and key stakeholders to drive business impact
• The biggest marketing shifts happening right now (and what’s no longer working)
• How to prove marketing’s impact in the era of efficiency

Timestamps

• (00:00) - – Introduction to the CMO panel
• (03:45) - – The evolving role of the CMO in 2025
• (07:11) - – The biggest challenges marketing leaders face today
• (10:18) - – How to align marketing with CEOs, CFOs, and key stakeholders
• (13:53) - – What every new CMO needs to know when stepping into the role
• (17:28) - – The marketing strategies that are working right now (and what’s not)
• (21:15) - – Why B2B marketing is more emotional than most people realize
• (25:45) - – How to prove marketing’s impact in a data-driven, efficiency-focused era
• (29:27) - – The shift from demand gen to brand-led growth
• (32:52) - – The role of storytelling and positioning in B2B marketing success
• (37:07) - – Building a high-performing marketing team and the skills CMOs need today
• (40:47) - – Key takeaways and final advice for marketing leaders

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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.
• (07:37) - - The Emotional Impact of Parental Leave.
• (10:13) - - Navigating Career Paths in Marketing.
• (13:43) - - SparkToro's Audience Research Tool and Growth Strategy.
• (16:04) - - VP of Marketing at SparkToro: Managing Top-of-Funnel, Organics, and Events.
• (20:44) - - Rethinking the pursuit of status in business.
• (23:43) - - Contemplating financial gains and their true value.
• (25:47) - - Prioritizing time over extra income for happiness.
• (32:03) - -Transitioning from Consulting to Content Business: The Evolution of Exit Five.
• (34:38) - - The challenges and potential rewards of solopreneurship.
• (36:53) - - Navigating Hiring and Trust in a Small Team
• (40:42) - - Strategic Email Marketing at Sparktoro: Balancing Frequency and Impact.
• (43:43) - - Sparktoro's Email Strategy: Quality over Quantity and List Management Tactics.
• (45:45) - - The challenge of balancing marketing strategies.
• (51:02) - - Optimizing LinkedIn Strategy: Pinning Comments and Zero-Click Content.
• (53:09) - - Embedding Webinar Links in Blog Posts for Engagement
• (55:30) - - Closing Thoughts

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Dave Kline. Dave is currently the owner of SkillScouter and Co-Founder of MGMT Accelerator. He spent 20 years leading teams sized 2 to 200 at Moody's and Bridgewater before starting his own management accelerator.

They talk about leadership and management for people who want to grow their careers and take on a leadership role. This is a useful episode for anyone in B2B marketing who is or wants to be a team leader.

Timestamps

• (00:00) - - Intro
• (06:10) - - The Secret to Success on LinkedIn
• (08:20) - - Building the Right Audience
• (13:13) - - Intentional Engagement for Network Building
• (15:35) - - The Essentials of Effective Leadership
• (17:33) - - The Power of Hiring Right
• (21:40) - - Crafting Clear Objectives and Cultural Fit
• (24:45) - - Strategic Interview Techniques and Networking
• (31:49) - - Simplify Email Campaign Planning
• (33:37) - - Revisiting and Setting Work Expectations
• (37:13) - - Taking Action to Navigate Ambiguity
• (40:35) - - Assessing Resources for Improvement
• (42:42) - - The Skill and Will Framework for Effective Recruitment
• (45:32) - - Tools and Techniques for Effective Leadership Growth
• (50:05) - - Motivating and Developing People in Business

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Brandon Redlinger, VP of Marketing at Chili Piper. Brandon takes us through how he landed his new role at Chili Piper against hundreds of applicants and

• How to think through and negotiate compensation
• When to leave your job and how to break up with your employer
• Tips for nailing interviews for competitive positions
• Determining company culture and values in the interview process

Timestamps

• (00:00) - - Intro
• (04:42) - - Navigating high-growth companies
• (08:03) - - The challenging nature of founders
• (15:23) - - The Importance of Knowing Your Market Value
• (18:33) - - Overcoming Communication Challenges in the Job Search
• (26:24) - - Importance of financial knowledge in business
• (32:44) - - Understanding Company Culture: Asking the Right Questions
• (34:49) - - Building and Maintaining Relationships with Recruiters

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

We're joined by Jessica Hreha (Head of Global Integrated Campaigns & Content Strategy at VMWare), Kelly Peters (Director of Marketing at Tomorrow.io), and Austin Distel (Growth Hacker at Jasper) to discuss how B2B marketing teams are actually using AI today, including:

- Why and How VMWare created an internal cross-functional AI council
- Why Tomorrow.io decided to hire a full-time "AI Marketer"
-  Perspectives on adopting AI and setting standards for its productive use in marketing today, including examples from how their teams are using AI to drive productivity and efficiency in a responsible way

Whether you're a marketer looking to learn more about AI, a skeptic, or just someone curious about one of the top trends in marketing today and want your team to get more out of what you're doing today, this is episode on AI in marketing is for you.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos. Get your free keyword feasibility assessment today at demandwell.com/keywords.

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

In this episode, Dave Gerhardt sits down with Mason Cosby, a leader in account-based marketing (ABM) strategy and founder of Scrappy ABM. Dave and Mason unpack how to simplify ABM, create meaningful engagement, and build personalized campaigns that drive real business results.

Dave and Mason cover:

• Why companies should crawl before they walk or run” with ABM by starting with re-engagement programs instead of complex tech stacks.
• Why you need to track key signals of engagement and align marketing efforts to warm up prospects before sales outreach.
• Why you should be treating sales as an integrated marketing channel.

Timestamps

• (00:00) - - Intro to Mason
• (05:44) - - Should you be using ABM?
• (08:40) - - Breaking down the process — awareness to acquisition
• (11:58) - - Why you should be treating sales as a marketing channel
• (16:43) - - Insights and data you need for effective ABM
• (21:07) - - Distribution strategies
• (25:10) - - When to adjust your outreach strategy
• (26:52) - - Awareness, engagement, and high-intent follow-up strategies
• (31:09) - - Re-engagement vs awareness for ABM
• (34:10) - - Why your story and positioning drive marketing success
• (35:25) - - Mason’s framework for ABM programming
• (39:07) - - Learn before scaling ideas (crawl, walk, run)

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

Dave sits down with Knak Co-Founder & CEO Pierce Ujjainwalla, and SubjectLine.com Founder Jay Schwedelson, two experts in the B2B Email Marketing, for a one hour deep dive into what’s working in 2024.

They cover:

• Subject line strategies
• Design do’s and don’ts
• What makes a truly great email in 2024

This is a recording of an Exit Five Live session - to follow along with the examples, check out the deck here.

Timestamps

• (00:00) - - Intro to Jay and Pierce
• (05:09) - - What Personalization Looks Like in 2024
• (09:54) - - Using “Friendly Froms” to Increase Open Rates
• (14:07) - - How the Best Emails Are Designed
• (17:49) - - How Often Should You Send Emails?
• (18:53) - - Sending a Killer First Email
• (25:01) - - Your Reader Needs Context
• (26:46) - - Use First Person for Better Call-to-Action Buttons
• (29:44) - - How to Avoid Confusing Content
• (34:32) - - Why You Need To Focus On Building Trust
• (36:11) - - Writing for Engagement
• (43:47) - - Email Branding Trends in 2024

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 2025
• How to get executive and stakeholder buy-in for your event strategy
• What’s working in B2B events right now (and what’s not)
• How to follow up post-event to drive engagement and pipeline

Timestamps

• (00:00) - – Intro to Stephanie and Kristina
• (03:48) - – Why events are making a big comeback in B2B marketing
• (07:15) - – The biggest mistakes marketers make when planning events
• (10:03) - – How to align your event strategy with business goals
• (12:48) - – The key metrics to track for proving event ROI
• (16:00) - – How to get buy-in from executives and key stakeholders
• (19:13) - – What’s working right now in B2B events (and what’s not)
• (23:29) - – The role of micro-events, VIP dinners, and executive meetups
• (27:47) - – Sponsoring vs. hosting your own event — how to decide
• (32:07) - – The importance of post-event follow-up and engagement
• (35:49) - – Virtual events: lessons learned and how they fit into 2025 strategies
• (39:42) - – Live Q&A: Expert answers to audience event strategy questions
• (45:07) - – Final takeaways on making B2B events worth the investment

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Brandon Redlinger (VP Marketing at Crosschq). Prior to leading marketing at Crosschq, Brandon was Head of Demand Gen at Demandbase where he managed demand generation, ABM, content marketing, field marketing and partner marketing teams, and Head of Growth at Engagio where he led all content, website, corporate communications and digital marketing.

By popular demand in the Exit Five community we wanted to do a dedicated episode on account-based marketing and cover all things ABM in this hour with Brandon, including:

- Why take an ABM approach to marketing, which type of companies this go-to-market strategy makes sense for
- Where to start with ABM
- Guidance for working with sales on selecting target accounts, who owns the account selection process, where ops fits in between sales and marketing, and what "aligning" with sales actually looks like strategically and tactically
- What elements are part of an effective ABM campaign and examples of successful ABM campaigns
- Metrics and measurement
- And more

- Send guest pitches and ideas to hello@exitfive.com
- Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
- Exit Five on Twitter: https://twitter.com/exitfiveco

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors. Go to demandwell.com/fomo to get your free SEO consultation today.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Lindsay Bayuk is Chief Marketing Officer at Pluralsight. We talk about the path to becoming CMO, what it takes to be a high performing CMO, going from VP Product Marketing to CMO, her marketing scorecard, doing internal marketing, what it means to think and operate like an executive, the importance of hiring/talent scouting, why org. design is so important and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

***

This episode is brought to you by Demandwell. This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos. Get your free keyword feasibility assessment today at demandwell.com/keywords.

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Christopher Rack, CEO of pharosIQ. Chris is a seasoned leader with a track record of driving remarkable growth. With experience spanning individual contributions to executive leadership, he's led four sales organizations to achieve 10x growth in just 2-3 years. His leadership ethos prioritizes building robust processes and fostering winning cultures rooted in a human-first approach.

They discuss

• Why alignment between marketing and sales is critical for ABM success
• How to prove the ROI of our ABM efforts
• Executing ABM with minimal resources

Plus, they take burning questions live from hundreds of B2B marketers and answer them for you.

Timestamps

• (00:00) - - Audience Interaction and Topic Relevance
• (06:50) - - The Unpredictability of ABM Revenue
• (10:18) - - The Nature of ABM: Strategy over Product
• (11:47) - - ABM Misconceptions: Display Advertising vs. Targeting
• (17:05) - - The Importance of Identifying the Right Target Account List
• (21:18) - - One-to-One and One-to-Few Strategy
• (23:08) - - Automation Tools and Direct Outreach for Revenue Generation
• (26:38) - - Balancing ROI Expectations in Marketing Strategy
• (32:04) - - Critical Questions for Evaluating Intent Data and Proving ABM Success
• (35:57) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow
• (37:10) - - Aligning Sales and Marketing Efforts
• (42:35) - - Re-engaging Churned Customers with Product Updates and Honest Feedback
• (43:32) - - Effective Strategies for Re-engaging Churned Customers
• (46:46) - - Evaluating Account-Based Marketing (ABM) Success"

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Peep Laja is founderand CEO at Wynter and CXL.

Be a part of the Exit Five B2B marketing community at exitfive.com

This episode is brought to you by Metadata: https://metadata.io/

Metadata helps demand gen. marketers automate paid campaigns and drive more revenue. Learn why more B2B SaaS companies are using Metadata to grow revenue at Metadata.io.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 brand
• How 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
• (05:45) - - Content is strategy, but most companies have bad content
• (06:56) - - Force a choice, not a comparison
• (09:58) - - Book recommendations for thinking about your company differently
• (12:53) - - Identifying core problems and target audience
• (16:12) - - What is GTM Bloat?
• (20:16) - - Beat the friction out of your process
• (22:20) - - How to create a demand flywheel
• (28:06) - - Non-negotiable content types
• (29:29) - - Real thoughts from real subject matter experts
• (34:13) - - Harness the power of the internet
• (36:06) - - Always-on ways to capture the demand you create
• (39:24) - - Q&A

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 in interviewed by Goldcast founder Palash Soni about this idea that B2B marketing teams should be thinking like media companies. They share what "build a media company" actually means for B2B marketers and give you tactical examples and ideas you can bring to your company if you're interested in this idea.

Work in B2B marketing? Join 3,000 marketing pros in the private Exit Five community at exitfive.com

This episode is brought to you by Demandwell: https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

In this episode, Dave sits down with Kira Federer, VP of SMB Marketing at Paramount Advertising, and formerly at companies like Reddit and Glassdoor. Kira shares her journey from sales to product marketing and the lessons she’s learned along the way.

Dave and Kira discuss:

• How to align marketing and sales through co-creation to ensure your sales team uses the content you create
• The value of a strong messaging framework and how it drives consistency in B2B marketing
• Why you need to time your product launches and ensure that marketing resonates with both your team and the market at the right moment

Timestamps

• (00:00) - - Intro to Kira
• (06:27) - - Kira’s Career Journey From Sales Enablement to Product Marketing
• (09:41) - - Challenges of Building Community / Getting Connected with Exit Five
• (17:01) - - How To Get Sales To Use Content from Marketing
• (19:36) - - How to Align Marketing and Sales Teams
• (25:42) - - Effective Messaging and Having a Core Company Narrative
• (30:50) - - Why You Should Identify What Differentiates Your Business
• (34:33) - - How To Create Strong Brand Positioning
• (37:18) - - Why You Need To Have A Clear Vision And Strong Point of View in Marketing
• (39:02) - - “The Risk Of Insult Is The Price Of Clarity”

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Lauren Vaccarello is Chief Marketing Officer at Salesloft. Dave and Lauren talk about how Lauren landed at Salesloft, the first six months in her new role, what to look for when evaluating marketing leadership roles, the relationship between sales and marketing, and lessons from her experiences from public company CMO to startup marketing exec to head of digital at Salesforce in the early 2010's.

- Send guest pitches and ideas to hello@exitfive.com
- Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
- Exit Five on Twitter: https://twitter.com/exitfiveco

Thanks to Demandwell, our presenting sponsor for the Exit Five podcast.

https://www.demandwell.com/

Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors

Go to demandwell.com/fomo to get your free SEO consultation today.

Thanks to my friends at hatch.fm for producing the podcast for me. 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.

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

Dave sits down with Chelsea Castle, Head of Content and Brand at Close. Chelsea talks about her experience in B2B SaaS and shares how to build impactful content that resonates with your audience.

Chelsea and Dave cover:

• How leveraging internal and cross-functional knowledge can create a content goldmine
• Why it is important to repurpose podcast episodes, webinars, and other media into multiple forms of content to maximize their value
• Strategies for integrating SEO with authentic, valuable content that resonates with your audience, beyond just ranking for keywords

Timestamps

• (00:00) - - Intro to Chelsea
• (06:33) - - LinkedIn for B2B
• (13:37) - - Chelsea’s Experience at Chili Piper
• (17:42) - - Improving Content for Podcasts
• (20:58) - - How to Maximize Search Impact
• (21:47) - - Driving Website Traffic Through Brand Content Strategy
• (27:59) - - Merging Brand and Keyword-Driven Content
• (31:48) - - Aligning Brand and Content Strategy with Your Goals
• (33:55) - - New Content Channels for B2B
• (37:59) - - How to Measure Content Engagement
• (41:35) - - Skyscraper SEO Content Strategy
• (42:44) - - How to Grow Using Gated Content
• (49:43) - - How to Craft a Brand Strategy

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

#237: Strategy | Udi Ledergor (former CMO, now Chief Evangelist at Gong) helped turn Gong into one of B2B’s most iconic brands—and now he’s sharing how they scaled it to a multi-billion dollar valuation. In this episode, Dave sits down with Udi to unpack lessons from building Gong’s category, brand, and marketing engine (and why B2B marketing needs way more courage). 

You’ll learn:

• Lessons from building Gong from 0 to $100M in revenue
• How to make B2B marketing not boring
• How to measure and justify brand investments in marketing
• Why you need to be more courageous with your marketing

Udi also shares stories from his new book Courageous Marketing, featuring specific plays and strategies any B2B marketer can steal.

Timestamps

• (00:00) - – Intro to Udi
• (07:33) - – Early career lessons and building a marketing role from scratch
• (10:33) - – How Gong achieved early product-market fit
• (14:33) - – The importance of picking the right company and founder
• (16:33) - – Why Gong’s focus, clarity, and positioning stood out from day one
• (18:43) - – Why Udi wrote Courageous Marketing and what it’s about
• (19:33) - – What “courageous marketing” actually means
• (22:33) - – Defining brand personality before visual identity
• (26:17) - – Campaign breakdown: Times Square billboards, employee spotlights, and perception hacks
• (29:37) - – The “punching above your weight” formula for early-stage brands
• (33:07) - – How to measure soft ROI and prove brand impact
• (36:37) - – Super Bowl ad, Michael Lewis podcast, and tying brand to pipeline
• (41:22) - – How to budget for experiments and get CFO/CEO buy-in
• (42:37) - – Building a courageous team: culture, process, and psychological safety
• (45:37) - – Gong Labs: Turning product data into content with staying power
• (48:37) - – Product + marketing alignment: the real unlock
• (50:07) - – Where AI fits in the future of courageous marketing
• (52:27) - – Udi’s book Courageous Marketing (and why you should go read it)

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 a fireside chat Dave did with Bill Macaitis, former CMO at Slack and Zendesk during G2's 2023 "Reach" event on how to build a brand in an economic downturn. We cover what is a brand, what is brand marketing, 8 ways to fit a brand into a marketing strategy,  creating a brand centric product, and examples from Bill's work over the years.

- Send guest pitches and ideas to hello@exitfive.com
- Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
- Exit Five on Twitter: https://twitter.com/exitfiveco

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Demandwell. Demandwell is the best SEO solution for B2B SaaS marketers. They’ve helped customers like Lessonly drive 40% of their revenue from organic search. And they helped Terminus’s make organic search their number one source of demos

Here’s how it works:

1. Results: Demandwell is built for driving the outcomes that b2b marketers care about - demand, traffic, leads, and revenue. 
2. Ease and control: Junior team members can follow recommended steps in the platform, while experts can customize and maintain full control over their work. 
3. Speed: With everything in one platform, Demandwell helps you crank out content that ranks and drives leads in minutes rather than hours. 

SEO expert or not, you should give Demandwell a try, and listeners of the Exit Five podcast can get a free competitive SEO Audit to see how you’re ranking relative to your competitors. Go to demandwell.com/fomo to get your free SEO consultation today.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

There's always some internal BS that will get in the way of marketing success. And too often, it's your CEO wanting to change the brand narrative. Sometimes they don't get it. Sometimes they don't think it's strong enough. Either way, it's a headache that a lot of marketers have to deal with. Quick ten minute or so rant on your company story and how you can get on the same page with your CEO. 

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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

Kara Hardin is a mental health educator and clinician who works at the intersection of mental health and performance as CEO of The Practice Lab. She specializes in the complicated ways that mental health drives performance and how it shows up at work. She's a former practicing corporate and securities lawyer and holds a Master’s degree in Counseling Psychology from the University of St. Thomas (Minnesota) and a Juris Doctor from the University of Toronto, Faculty of Law.

We talk about:

- Work / life balance - is it possible?
- Finding your why - finding meaning at work, in marketing
- Journaling
- Productivity guilt
- And more - a conversation beyond marketing you will get something out of

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exit5marketing

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

Thanks to our 2023 presenting sponsors Demandwell and Zapier.

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Kellogg is a former CEO and CMO with operational experience across companies from $0 to $1B+. He served as GM/SVP of Service Cloud for Salesforce, CEO of MarkLogic, and SVP of Marketing at SAP / Business Objects. Today he is  principal at Dave Kellogg Consulting, EIR at Balderton Capital, and authors the popular SaaS blog Kellblog (www.kellblog.com). He has also served as an independent director across 10 startup boards and has a unique perspective into what top performing SaaS companies do and what role the CMO should play.

We talk about:

- Being a great partner to sales and why it is marketing’s job is to make sales easier
- Mastering the art of becoming the dispassionate analyst, presenting the facts
- Being a partner to the CEO
- Dave's thoughts on the importance of benchmarks, his POV on category creation, lead gen vs demand gen, ChatGPT, and more.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.

• They give you unlimited podcast editing and strategy for your B2B podcast.
• Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
• Visit hatch.fm to learn more

In this episode, Dave is joined by Madhav Bhandari, Head of Marketing at Storylane, a tool that helps companies build interactive product demos. Madhav shares the strategies that helped Storylane scale its website traffic from 25,000 to over 220,000 monthly visitors in just six months, using unique approaches to SEO and demand gen.

Dave and Madhav discuss:

• Leveraging Demo-Led SEO for 10X website traffic growth
• How targeting related product categories allowed Storylane to capture new audiences while building trust in their core market
• How AI is transforming workflows, enabling faster campaign execution, improving content creation, and driving innovation in marketing strategy

Timestamps

• (00:00) - - Intro to Madhav
• (06:37) - - Building Brand Loyalty Through Content and Relationships
• (07:57) - - Building Brand Reputation in a Saturated Market
• (14:04) - - How To Strategize SEO By Capturing Existing Traffic
• (16:21) - - Why Interactive Demos Are So Important
• (20:56) - - How Madhav Executed Storylane’s Demo Page Project
• (26:24) - - Demo-Led SEO’s Impact on Brand Search and Signups
• (29:16) - - Why You Should Prioritize Website Articles Over Traditional Blogs
• (32:21) - - How To Create A Compelling Offer
• (37:39) - - Revenue Attribution
• (40:45) - - Storylane’s Ad Truck For Brand Awareness and Searches
• (45:38) - - Rethinking Email Marketing
• (49:10) - - Hiring a Dedicated Writer for Impactful Newsletters
• (49:54) - - Leveraging Engaged Audiences

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Adam Schoenfeld (CEO at Keyplay.io) and Camille Trent (Director of Content & Community at Peersignal.org). They talk about community building for B2B SaaS, what it means to "build a media company", and how creating the Peer Signal community eventually led to building a new SaaS company called Keyplay.io, the "return to rigor" and other observations from the current landscape in B2B sales & marketing and more. Prior to KeyPlay Adam was co-founder & CEO at Siftrock (acquired by Drift) and VP Strategy at Drift.

Send guest pitches and ideas to hello@exitfive.com
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

***

Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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

Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

***

Today’s episode is brought to you by Grammarly.

Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?

You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.

That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.

AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:

– Cut down on back-and-forth

– Automate content, research, and reporting

– Eliminate busywork

– Make space for strategy

We’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.

Get the report and see how top teams are making AI actually useful.

Visit go.grammarly.com/exitfive to grab it.

***

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 Hillary Carpio, Head of ABM at Snowflake for a deep dive on account-based marketing. Hillary runs a 20 person team focused on ABM at Snowflake today.