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."

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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.

Takeaways

• 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.

Sound 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."

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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

"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.

Takeaways

• 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.

Sound 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."

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• Start a podcast on Riverside
• Take freelancing to the next level with Honeybook

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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.

Takeaways

• 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.

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• Start a podcast on Riverside
• Take freelancing to the next level with Honeybook

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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.

Takeaways

• 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.

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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.

Takeaways

• 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.

Sound Bites

"This technology really changes the game."
"AI powered podcast episode from your PDFs."
"A different way to distill that information."

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