Episoder
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In this episode of the GTM After Hours podcast, Mark Bliss interviews Becca Chambers, a communications professional and neurodiversity advocate. They discuss the importance of neurodiversity in the workplace, how it can be a superpower for innovation, and the need for companies to create inclusive environments. Becca shares her experiences with ADHD and how vulnerability in leadership can foster open communication. They also explore the impact of AI on creativity and the future of work, emphasizing the importance of flexibility and independent learning.
Takeaways
Neurodiversity is a valuable asset in the workplace.Vulnerability in leadership encourages team members to share.Flexibility is essential for accommodating neurodivergent employees.Employee advocacy should focus on genuine conversations.Employees should feel empowered to express themselves online.Personal brands can positively reflect corporate brands.Authenticity is crucial in corporate culture.Employee experiences significantly impact company reputation.Investing in personal branding is essential for career growth.Owning your story is vital in today's job market.Taking risks can lead to significant career advancements.Being proactive and willing to learn is key to success.Sound Bites
"Neurodiversity adds to the workplace.""Teams that are not neurodiverse are boring.""Innovation comes from diverse perspectives.""Vulnerability opens the door for conversation.""Flexibility is key in the workplace.""The different different is what makes us unique.""We need to adapt to the tools that are coming.""We should all be out trying all of the things.""That's what makes you human.""Invest in the infrastructure of your brand.""People want to buy from people.""Be your own self.""Do the scary thing.""The more I said, okay, I'll try that.""Be that all figured out person." Next level freelancing with Honeybook
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In this conversation, Gary Schwartz joins host Mark Bliss to discuss the critical importance of alignment between sales and marketing teams, emphasizing the need to break down silos and focus on shared goals. They highlight the evolution of buyer behavior and the inadequacy of traditional metrics like MQLs in today's market. Schwartz advocates for a more integrated approach where SDRs are positioned within marketing, fostering collaboration and efficiency. He also stresses the significance of brand marketing and the need for companies to adapt to new realities in buyer engagement. The discussion concludes with practical advice for aspiring marketers, focusing on customer obsession and continuous learning.
Takeaways
Misalignment between sales and marketing often stems from differing goals.Leads should be viewed as a means to an end, not the end itself.The traditional MQL is becoming less relevant in modern marketing.Understanding buyer behavior is crucial for effective marketing strategies.SDRs should ideally sit within the marketing team for better alignment.Focus on creating qualified opportunities rather than just leads.Brand marketing is essential for long-term success and visibility.Attribution in marketing is evolving and needs to adapt to new realities.Building a strong team requires strategic hiring in key areas.Customer obsession is the key to success in marketing.Sound Bites
"Leads are a path to an outcome. They are not an outcome.""The MQL is not what we thought it was.""Buying committees consist of IT leadership, procurement, and more.""I'd rather have my SDR spending a ton of time researching.""I've seen the most success when SDRs sit in marketing.""I never ever talked about leads.""The 100 calls a day thing used to be a badge of honor.""Focus on increasing the number of organic handraisers." Next level freelancing with Honeybook
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In this episode of the GTM After Hours podcast, Mark Bliss and Trevor van Woerden discuss the evolving landscape of sales and marketing, emphasizing the decline of cold outreach and the need for sales professionals to adopt a more marketing-oriented approach. They explore the importance of building authentic relationships, the role of SDRs, and the significance of storytelling in sales. Trevor shares insights on how sales reps can differentiate themselves and the value of engaging with their audience on platforms like LinkedIn. The conversation culminates in advice for new sales professionals, encouraging them to embrace their roles and focus on ethical selling.
Cold outreach is no longer effective in sales.Salespeople need to adopt a marketing mindset.SDRs should focus on building relationships, not just making calls.Quality of outreach is more important than quantity.Sales strategies must evolve with changing market dynamics.Sales teams should be incentivized based on conversion rates.Effective outreach requires understanding the prospect's needs.Sales and marketing alignment is crucial for success.Building genuine connections leads to better sales outcomes.The sales process is now more relationship-based than transactional. Building relationships is more important than just closing deals.Intimate dinners with plus ones can enhance networking.Co-branding at events increases credibility and engagement.Authentic engagement leads to meaningful connections.Sales reps should share personal stories to differentiate themselves.Storytelling is a powerful tool in sales strategy.LinkedIn should be used for authentic engagement, not just sales pitches.Sales reps need to understand their clients' needs deeply.Creating a safe environment for sharing stories fosters connections.Rookie sales reps should embrace their roles and stay true to themselves.
TakeawaysSound Bites
"Cold Outreach is dead.""You have to prove your worth.""What if we just label that as marketing?""It's about quality, not quantity.""Salespeople sell what you pay them to sell.""SDRs are my favorite employees, period.""You can't treat it like it was 20 years ago.""You need to do more than that.""That's not relational. That is a hustle.""You have to watch for that.""You can become the authority on it.""It's a good job. It's a worthy job.""Stay true to yourself. Stay true." Start a Podcast on Riverside!
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In this engaging conversation, Mark Bliss and Sammi Norman explore the importance of authenticity in branding and marketing. Sammi shares her journey from being a fitness coach to a marketing strategist, emphasizing the need for personal connection and trust in marketing efforts. They discuss the evolving definition of professionalism, the significance of influencer marketing, and the role of video content in building engagement. Sammi also recounts a cautionary tale about a videographer now known as "F'ing Tony," that highlights the challenges of working with contractors. The conversation concludes with insights on overcoming imposter syndrome and the importance of pushing oneself in the pursuit of success.
Takeaways
Authenticity is key in personal and professional branding.Taking action towards your goals is crucial for growth.Building trust requires showing your true self.Influencer marketing is about connection, not just promotion.Video content should feel relatable and authentic.Continuous learning and adaptation are essential in marketing.Imposter syndrome is common, but it shouldn't hold you back.Checking in with contractors can prevent miscommunication.Personal connections drive customer loyalty and engagement.Embrace your uniqueness to stand out in the market.Sound Bites
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"Be unapologetically you."
"Go harder, push yourself."
"You have to just go for it and not think of how am I gonna look."
"You have to make the move even if it's the tiniest step forward."
"You have to carve out an innovation fund."
"You have to try those new things and they're scared of."
"You have to be really focused on who your ideal customer is."
"People want that kind of connection, that humanity."
"It's okay to acknowledge the fact that you're putting a plug."
"Fucking Tony."
"If I'm gonna do something, I'm gonna be really fucking good at it."
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In this free-flowing marketing conversation, guest Bronwen Hudson joins the show to discuss a wide array of topics including the failures of companies in social media, the importance of individual voices, and the need for authenticity and personality in branding. The discussion also touches on the balance between entertainment and education in content creation, the challenges of navigating identity in the workplace, and the dynamics of effective teams - drawing parallels with the Beatles' collaborative spirit.
Brands should focus on individual voices rather than corporate personas.Authenticity and personality are crucial in marketing.Entertainment and education can coexist in content.Building relationships is key in social media marketing.Creating a safe environment for creativity is essential.Diversity in hiring leads to better outcomes.Social media should reflect human interactions.Creativity is a vital trait that AI cannot replicate.Building relationships is more important than just gaining followers.Being authentic and loud about who you are is key to success.
TakeawaysSound Bites
"It's about people talking to people.""Bring your personality and crank that shit to 11.""Business is now in the business of entertainment.""Going viral is not the goal.""It's about building relationships.""Be yourself loudly."Support the show and get great discounts by using these affiliate links:
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In this episode of the GTM After Hours podcast, host Mark Bliss interviews podcast expert Elijah Drown, who shares his journey from corporate finance to becoming a podcast guru. They discuss the evolution of podcasting, the importance of finding your voice, and the common pitfalls in starting a podcast. Elijah emphasizes the need for businesses to embrace podcasting as a vital marketing tool and offers practical advice for startups looking to launch their own podcasts. The conversation also highlights the significance of repurposing content to maximize reach and impact. Additionally, they address common mistakes podcasters make and offer advice for newcomers in the workforce, encouraging creativity and self-belief.
Epic failures in podcasting can lead to valuable lessons.Businesses should view podcasts as essential, not optional.Finding your voice takes time and practice.Engaging guests can lead to networking opportunities.Success in podcasting should be measured by relationship-building, not just revenue.Mistakes in podcasting are often more significant to the creator than the audience.New podcasters should focus on essential tools and organization.
Takeaways
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In this episode of the GTM After Hours podcast, Mark Bliss and Katrina Denk Gonzalez discuss the evolving landscape of B2B marketing, emphasizing the importance of data-driven decision-making, the role of experimentation, and the impact of AI on marketing workflows. The conversation also delves into the significance of effective communication between marketing and sales, the value of events in driving revenue, and the need for human oversight in AI-generated content.
Switching industries helps marketers learn their personas better.Human oversight is necessary when using AI in marketing.Effective communication with sales teams is vital for success. Evaluate the state of available resources before committing to events.Large industry conferences are becoming less favorable due to high costs.Creating memorable experiences is key to event success.Understanding financial aspects is essential for marketers.
TakeawaysSupport the show, and get great discounts, by using these affiliate links:
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In this episode of the GTM After Hours podcast, host Mark Bliss engages in a deep conversation with Scott Jones, exploring his unique career journey from various roles to becoming a successful partner manager in the Salesforce ecosystem. They discuss the evolution of technology, the importance of early adoption, and how curiosity and continuous learning play a vital role in career growth. The conversation also touches on the impact of AI on sales roles, the significance of community-led growth, and the necessity of empathy in building customer relationships. Scott shares valuable advice for newcomers in the tech industry and emphasizes the importance of maintaining connections with friends and colleagues throughout one's career.
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In this episode of the GTM After Hours podcast, Mark Bliss discusses the transformative potential of NotebookLM, a technology that allows go-to-market professionals to leverage AI podcasts for various applications. He outlines five key ways to utilize NotebookLM, including staying updated on industry news, conducting competitive research, enhancing sales enablement, preparing for pitches, and streamlining meeting summaries.
NotebookLM can transform PDFs into engaging podcast episodes.AI helps uncover important insights that may be overlooked.Podcast episodes on market insights, competitive intelligence, product releases, meeting prep materials, and meeting transcripts can really help increase understanding.
TakeawaysSound Bites
"This technology really changes the game."
"AI powered podcast episode from your PDFs."
"A different way to distill that information."Support the show
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In this episode of the GTM After Hours podcast, Mark Bliss speaks with Jen VanAntwerp, founder of Sober in Cyber, about the challenges of networking in alcohol-centric environments and the importance of creating inclusive event experiences. They discuss the shift in alcohol consumption trends, innovative event ideas, and the need for community support networks. Jen shares her insights on marketing strategies for inclusive events and offers advice for event planners and marketers to foster a more welcoming atmosphere for all attendees.
Many industry events revolve around alcohol, creating pressure for non-drinkers.Alternative beverage options can enhance inclusivity at events.Younger generations are less interested in drinking culture.Creating unique experiences can lead to better engagement at events.Event planners should consider the needs of all attendees.Inclusivity can lead to better business outcomes.
TakeawaysSound Bites
"When I would go to a conference, when I would go to a work event, they all pretty much revolve around alcohol."
"How cool would it be to go to a work event where there was literally zero pressure to drink?"
"Having alternative options is awesome, especially ones that almost sneakily kind of look like what everybody else is drinking."
"Liquid Death is so good. It's just water."
"Their marketing is so good. It looks the part."
"It's the little things that make you feel special and unique."Support the show
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In this episode of GTM After Hours, Mark Bliss chats with Andrea Bailiff-Gush, a seasoned product marketer with extensive experience in the cybersecurity sector. They discuss the challenges and nuances of product marketing, the importance of understanding customer personas, and the role of AI in content creation. Andrea shares her insights on effective event marketing strategies, the value of referral interviews, and the significance of customer feedback in shaping marketing strategies. The conversation also touches on the importance of building strong analyst relations, and the need for marketers to stay adaptable in a rapidly changing industry.
Product marketing is crucial for complex products like cybersecurity.AI can assist in content creation but should not replace human input.Customer feedback is essential for refining marketing strategies.Event marketing should focus on creating memorable experiences.Building analyst relations can enhance brand visibility.Marketing and product teams should share the same persona data.
TakeawaysSound Bites
"If your marketing team isn't talking to at least a customer a month, you are missing out."
"When I see some really positive reviews, I'm always more likely to stay engaged in the buying process."
"Crafting the time and carving out the time to do it, but having a CAB is I think more of an automated way to ensure you're going to have those connections with customers on a regular basis."
"Hannah Montana vibes, best of both worlds right there."
"Increasing the budget for an event by 10 to 20% might be the difference between getting ROI and not."Support the show
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In this conversation, Mark Bliss and Carlos Scott discuss the role of technology, specifically generative AI, in modern sales. They explore the benefits of tools like SalesLoft and Gong, which help sales reps stay on task and provide valuable insights. They also discuss the importance of curiosity and staying up-to-date with the latest tech trends. Carlos shares examples of how generative AI can be used to transcribe meetings, create personalized emails, and even simulate conversations with a custom AI CEO.
Sales tools like SalesLoft and Gong help sales reps stay on task and provide valuable insights.Curiosity and staying up-to-date with the latest tech trends are important for sales professionals.Generative AI can be used to transcribe meetings, create personalized emails, and simulate conversations.Generative AI has the potential to revolutionize sales processes and provide value to customers.Tools like generative AI can simplify content creation, landing pages, and personalized marketing campaigns. Apply AI in a thoughtful and strategic manner, focusing on areas of your life where you want to use it.Role-play with AI tools to practice conversations and improve sales skills.AI can be used to personalize outreach and create a better customer experience.Having empathy for customers and understanding their problems is crucial in sales and leveraging AI effectively.
TakeawaysSound Bites
"It's really hard to comprehend how the world existed before"
"Generative AI is gonna be as game changing as sales loft was back in the day"
"Now I can focus more on creating value for the customer"
"Try to identify what areas of your life you actually want to apply them in so that you can better start crafting your thinking around what you're trying for the thing to do, right?"
"Use those tools and role play with them. They provide an incredible amount of value. They're being taught on the same stuff that those people that you're trying to connect with, that's where they're learning from. So using that as a coach, it's tremendous value."
"I don't think people have realized how simple leveraging AI actually is nowadays."Support the show
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In this conversation, Mark Bliss and Stephanie Tran discuss the importance of communication and collaboration between marketing operations (MOPs) and sales teams. They emphasize the need for MOPs professionals to spend time talking and listening to build strategic connections and alliances. Stephanie highlights the challenge of getting the sales team to acknowledge and address issues with lead management, and the importance of allowing them to come to that realization themselves. Mark emphasizes the need for MOPs professionals to set aside their ego and be open to admitting mistakes and learning from others. They also discuss the importance of asking the right questions, painting a clear picture, and telling a story to effectively communicate and solve problems. Finally, they play a game where they share lessons that go-to-market teams can learn from songs in Broadway musicals.
Building strong relationships with sales and customer success teams is crucial for marketing operations professionals.Effective communication and collaboration between different departments is essential for success.Multi-touch attribution should be approached with a holistic mindset, giving credit to all contributing factors.Marketing operations professionals play a vital role in bridging the gap between creativity and data-driven decision-making. Building strategic connections and alliances through communication and collaboration is crucial for marketing operations professionals.Allowing the sales team to acknowledge and address issues themselves can lead to more productive collaboration and better outcomes.Setting aside ego and being open to admitting mistakes and learning from others is essential for success in marketing operations.Asking the right questions, painting a clear picture, and telling a story can effectively communicate and solve problems.
TakeawaysSound Bites
"Marketing gets a seat at the table."
"Being flexible and being able to work across multiple spectrums of creativity and data and analytics."
"You spend a lot of time on calls, just talking and listening."
"Are the systems in place to successfully pass these MQLs over to our sales team?"
"It took me like five roundabout questions and 20, 30 extra minutes to just get them to say that themselves."Support the show
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In this special birthday episode, Mark Bliss reflects on the lessons he learned and the things he's excited about going into his next year of life. He emphasizes the importance of prioritizing mental health and wellness, including setting boundaries and taking breaks. He also discusses the value of creativity and being willing to share bold and innovative ideas. Mark encourages continuous learning and personal growth through podcasts, books, and connecting with others. Lastly, he highlights the significance of building strong relationships and being authentic in order to enhance the quality of life and work.
Takeaways
Prioritize mental health and wellness to maintain a healthy work-life balance.Be willing to share bold and creative ideas to stand out in the market.Embrace continuous learning and personal growth through podcasts, books, and networking.Build strong relationships by being authentic and connecting with others as human beings.Sound Bites
"I made a conscious effort to log off and stay logged off."
"Having a 10 minute dance break really helps."
"Have that big creative idea and put it out there."Support the show
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In this conversation, Aileen Casmano and Mark Bliss discuss what it's like to run growth marketing in an early-stage startup. They cover the importance of admitting when you don't know something, and the value of storytelling in marketing. They also discuss the implementation of product-led growth (PLG) and the challenges and considerations involved. Additionally, they explore creative event strategies for startups with limited budgets, and the importance of focusing on revenue and pipeline generated by marketing rather than MQLs. Plus, they emphasize the significance of strong writing skills and the ability to present and be on camera as a marketing leader.
Focus on core objectives and avoid trying to do everything at once.Communicate clearly with executives and founders about the time and resources required for marketing initiatives.Set boundaries to maintain a healthy work-life balance and prevent burnout.
Takeaways
Invest in brand identity, functional websites, and SEO for organic traffic.
Utilize contractors to supplement a lean marketing team.Encourage CEO involvement in marketing and social selling.Create dynamic content like videos and podcasts to engage and educate prospects. Admitting when you don't know something is important for growth and learning.Storytelling is a powerful tool in marketing, and sharing the process and journey is more impactful than just sharing the end result.Implementing product-led growth (PLG) requires careful consideration of factors such as product-market fit, self-service capabilities, and sales enablement.Creative event strategies, such as micro events and partnering with channel sales, can be effective for startups with limited budgets.Focusing on revenue and pipeline generated by marketing is more valuable than solely focusing on MQLs.Strong writing skills and the ability to present and be on camera are essential for marketing leaders.Digital ads can be effective for startups with lean budgets, and testing and targeting the right audience is key.Sound Bites
"Nobody respects the amount of time that it takes to be able to evaluate a campaign or a channel."
"Educate your executives and your founders on actually what goes into making that happen."
"It needs to be a full story arc."
"I wish I said I don't know more."Support the show
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In this special bonus episode of Go To Market After Hours called Closing Time, Mark Bliss is joined by growth sales executive Doug Roberson, and event marketing guru Nicole Stasiak, to discuss various topics related to sales and marketing in the B2B SaaS industry. They talk about aligning sales and marketing, share their worst boss experiences, discuss their favorite growth hacks for 2024, and highlight outdated practices in sales and marketing. They also discuss what makes a good event and how to approach it from both the marketing and sales perspectives. They emphasize the need to think outside the box and avoid generic swag and alcohol-centric experiences. They also highlight the significance of collaboration between sales and marketing teams in event planning and budgeting.
Aligning sales and marketing is crucial for success in the B2B SaaS industry. Communication, defining a North Star, and collaboration are key.Trusting your expertise and being confident in your knowledge is important in overcoming imposter syndrome.AI is a powerful tool that can revolutionize sales and marketing. It can enhance efficiency, provide valuable insights, and improve customer experiences.Outdated practices in sales and marketing, such as event passports, should be replaced with more creative and experiential approaches.A good event requires buy-in from both the leadership team and the sales team. It should focus on engaging attendees, understanding their needs, and providing personalized experiences.Hack the human by appealing to the interests and needs of potential customers to attract them to your booth and start meaningful conversations.Understand the target audience and create unique and engaging experiences at events.Collaboration between sales and marketing teams is crucial in event planning and budgeting.Make a positive impression at events and avoid underperforming.Measure event success and adjust strategies accordingly.Hope for the future lies in the accessibility of resources and technology.
TakeawaysSound Bites
"Aligning sales and marketing is more of a partnership in the startup environment."
"Gen AI has been a fun and valuable growth hack in 2024."
"Letting go of imposter syndrome has been a personal growth hack in 2024."
"What would make me walk by and be like, 'oh I'm going over there, you know, it's not a generic water bottle. It's not a stress ball. It's not all this stupid swag, right?'"
"How lazy it is for marketers in general to go all in on just an alcohol-centric experience."
"The venue needs to be unusual or really upscale or hard to get in or something that people can be like, 'wow, look where I got to go tonight.'"Support the show
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Summary
Creativity is crucial in marketing, even for old-school and boring companies.Scaling creative ideas for different event sizes requires careful planning and execution.Follow-up and building connections with attendees are essential for event success and ROI.Presenting a comprehensive plan with visuals and involving the sales team can help get creative ideas approved and implemented.Treating salespeople as humans and professionals, fostering trust, and staying organized are key to successful marketing efforts. Create detailed event briefs to ensure all necessary information is easily accessible to everyone involved in the event.Use visual aids like decks and photos to over-communicate information and make it more memorable for the team.Prioritize larger trade shows for brand awareness and regional events for feeding hungry reps.Engage with social media to increase followers and promote event activities and giveaways.Implement creative marketing strategies to stand out in crowded trade show environments.
In this conversation, Mark Bliss and Kelsey Flatau discuss the importance of creativity in marketing, especially in the context of creating "fresh" event marketing strategies for old-school and boring companies. They also explore how to scale creative ideas for different event sizes, the significance of staying organized during events, the need for follow-up and building connections with attendees (and your sales team), and tips for getting creative ideas approved and implemented.
Sound Bites
"We're definitely going to dive into all the events, the good, the bad, and the interesting."
"Memorable follow-up is worthless if they don't remember any of the booths."
"Don't try to shove this down my throat. I don't want to read a novel on your booth. I just want the words on your something to make you guys stand out."
"I like to reference it as my event Bible and as I mentioned earlier, read it and not ask me any questions because all the information is in there."
"I wanna over communicate so that it's ingrained in people's heads. This is where all the information lives. Everything I need is right here. Don't bother."
Takeaways
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In this episode, Mark Bliss and Greg Acquavella discuss the key components of a successful Account-Based Marketing (ABM) campaign. They emphasize the importance of understanding the value of a sales rep's time and providing them with valuable information. They also highlight the need for clear leadership buy-in and a solid understanding of the target audience. Other key components include analyzing CRM data, establishing feedback loops, and having a field marketing budget. They also discuss the role of ABM platforms and share their biggest failures in implementing ABM.
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In this episode of GTM After Hours, Mark Bliss interviews Mariana Padilla, CEO of the HACKERverse, about shaking up the go-to-market approach in the cybersecurity industry. Mariana shares her career journey, from being a school teacher to founding her own marketing agency and eventually becoming the CEO of the Hackerverse. They discuss the challenges in the go-to-market process, the importance of transparency and storytelling, and the need for human connection in the industry. They also touch on the the importance of being a generalist in today's economic climate, share a ton of quirky Midwestern lingo, and chat about the importance of human connection in B2B.
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Content badass Beverly Nevalga joins the podcast to discuss launching new websites, content marketing strategy, originality in marketing, and the balance between creativity and AI-generated content.
Beverly also shares her experiences as a digital nomad, the unique places where she has done creative work, as well as what led to her burnout - plus some great tips on self-care and setting boundaries.Support the show
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