Interviews with top marketers sharing tactical tips, strategies, and lessons learned to help you grow your business. Hosted by Dave Gerhardt, founder of Exit Five, former CMO, and author of Founder Brand. Learn more at exitfive.com
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#172: Content Strategy | Building a Brand Strategy and Content Goldmine with Chelsea Castle, Head of Content and Brand at Close
Episode 172
Monday, September 2, 2024 • Duration 49:54
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
(05:00) - - LinkedIn for B2B
(12:04) - - Chelsea’s Experience at Chili Piper
(16:09) - - Improving Content for Podcasts
(19:25) - - How to Maximize Search Impact
(20:14) - - Driving Website Traffic Through Brand Content Strategy
(26:26) - - Merging Brand and Keyword-Driven Content
(29:11) - - Aligning Brand and Content Strategy with Your Goals
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
#171: Social Media | How to Grow Your B2B Brand on LinkedIn with Tommy Clark, CEO of Compound
Episode 171
Thursday, August 29, 2024 • Duration 49:38
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
(06:05) - - Why You Should Focus on One Core Social Channel
(08:18) - - LinkedIn Success Using Just Text
(10:28) - - How to Get More Audience Data through Posting Frequently
(13:33) - - The Best Niche Content for Target Audience Engagement
(17:30) - - Why Honesty is Important in Building an Audience and Network
(22:39) - - Podcast ROI Beyond Sales and Downloads
(23:22) - - Balancing Evergreen and Timely Content
(27:43) - - Challenges and Trade-offs of Scheduled Social Media Posts
(30:17) - - How to Focus on Client Success
(34:22) - - How to Grow Followers and Relevance on LinkedIn
(37:14) - - How to Maximize Direct Response Marketing with Gary Vee's Strategy
(41:46) - - How to Create Video Content for LinkedIn
(45:28) - - Why Diverse Perspectives are Important in Business
(46:25) - - How to Use Social Media for Business Growth
Learn more about Exit Five's private marketing community:
#162: Events | Using VIP Dinners to Drive Pipeline with Natalie Taylor
Episode 162
Monday, July 29, 2024 • Duration 51:12
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
(04:34) - - Natalie’s Marketing Career Path
(08:41) - - Loving the Product Makes You A Better Marketer
(11:35) - - Product Launches and Growth
(13:34) - - Keys to a Successful Video Strategy
(16:37) - - Coordinating Launch Projects with Marketing and Product
(22:21) - - B2B Influencer Outreach
(26:12) - - Influencer Measurement Challenges
(31:17) - - Curated Dinner Strategy
(34:52) - - Lead Generation and Outreach with Apollo
– The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at .
#74: Dave Kellogg - Traits of a High Performing CMO
Episode 74
Tuesday, May 16, 2023 • Duration 47:54
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.
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
#73: Recorded Future CMO Tom Wentworth - Growing Past $250M ARR in Cybersecurity, Hiring Journalists, No Agencies, & Why You Need Middle Management To Scale
Episode 73
Monday, May 8, 2023 • Duration 48:03
Tom Wentworth is CMO at Recorded Future, a $250m+ revenue high growth cyber security company. Prior to Recorded Future Tom was CMO at Rapid Miner and CMO at Acquia. We talk about:
- Running marketing at 1,000 person company doing $250M ARR - The breakdown of Recorded Future's 45 person marketing team roles & responsibilities & goals - RF's marketing operating system, campaigns, themes, and running plays quarterly and annually - Managing up, working with the CEO, and why "if you don't have a plan you'll be given one" - Why he hates category creation - Why he doesn't like spending budget on agencies - Why middle management is important to scaling marketing - Why RF built a news organization, how it works, hiring top journalist, how it fits within the marketing org, what they report on, doing millions of pageviews/month - And more
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
#72: Mental Health & Finding Meaning at Work - with Kara Hardin (CEO, The Practice Lab)
Episode 72
Tuesday, May 2, 2023 • Duration 54:39
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:
- Going from corporate lawyer to running a private psychotherapy practice - Working with high performers she calls "strivers" -- people who are pushing to be and do better - Finding meaning at work, even when "marketing isn't saving the world" - The balance between being burnout and being "crispy" and how much work stress is OK - Why she puts her phone in the closet from Friday to Monday - and why she's looking into getting a landline (!) - The myth of comparative suffering - Regulating your body - Why state dictates your story - How very few things require our immediate attention - And more (you're going to love this episode I know it)
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
#71: B2B Content Strategy (with Lashay Lewis)
Episode 71
Monday, April 24, 2023 • Duration 51:58
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.
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
#70: Allison Whalen - This CEO Crushes It On LinkedIn & Is Building Her Founder Brand To Grow Revenue
Episode 70
Monday, April 17, 2023 • Duration 50:36
Allison Whalen is co-founder and CEO of Parentaly, a company combines career coaching and content to help expecting parents before, during and after their parental leave. She's a former MBA who worked in private equity and then as VP of Sales before starting Parentaly and taking to LinkedIn to launch the company and build her "Founder Brand." Dave and Allison talk about her LinkedIn strategy, starting a podcast, how someone with a background fully in sales (with no experience in marketing) came to appreciate the critical role of marketing, and more. Allison has used LinkedIn to help Parentaly grow past seven figures in revenue in under two years.
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
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
#68: Bobby Pinero - CEO of Equals & Intercom's Former Head of Finance & Analytics
Episode 68
Thursday, April 13, 2023 • Duration 50:21
Bobby Pinero is co-founder and CEO of Equals and previously led the finance organization at Intercom as the company scaled from $1M ARR to $150M+, and from 20 employees to 600+ employees. We talk about learning from Steve Blank at Stanford, building Equals, the mission of replacing Excel, lessons from Intercom, how he thinks about marketing as former head of finance, and more.
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
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive.
Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.
Vector- A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn how to build an ABM program that scales at vector.co/exitfive.
Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.
Walker Sands - An integrated B2B marketing and growth services agency that helps marketing leaders turn strategy into measurable business impact through their Outcome-based Marketing model. Learn more at walkersands.com/exitfive.
***
Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.
They give you unlimited podcast editing and strategy for your B2B podcast.
Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.
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