In this episode, Chris Anzalone, founder of Knowledge.com, discusses his transition from running an SDR agency to creating a platform that leverages intent data to enhance B2B sales. He emphasizes the importance of understanding buyer intent and the role of data in sales processes. The conversation also delves into privacy concerns surrounding data usage, the evolution of B2B sales strategies, and the impact of AI on sales outreach. Chris shares insights on how Knowledge.com helps salespeople connect with prospects more effectively and offers advice for navigating the crowded landscape of sales tools.

TAKEAWAYS:

- Chris transitioned from an SDR agency to Knowledge.com to leverage data in sales.

- Understanding buyer intent is crucial for effective sales strategies.

- Knowledge.com processes a trillion rows of data monthly to predict buying behavior.

- Salespeople need to focus on genuine human connections rather than automation.

- Privacy concerns are prevalent, but data usage can enhance sales conversations.

- The B2B sales landscape is evolving with the rise of AI and ABM strategies.Sales tools should enhance, not replace, the human element in sales.

- Knowledge.com helps identify prospects who are likely to engage positively.

- Sales reps should prioritize quality over quantity in their outreach efforts.

- The future of sales will require a balance between technology and personal engagement.

TIMESTAMPS:

00:00 Introduction

01:38 Chris Anzalone's Journey to Knowledge.com

04:49 Building Knowledge.com: The Vision and Technology

11:49 Addressing Privacy and Ethical Concerns

20:44 The Future of B2B Sales and AI

25:13 AI's Failures in Sales Outreach

27:49 Creative Sales Tactics

30:46 The Role of Psychometric Models in Sales

41:09 Advice for Salespeople in the Age of AI

43:43 Upcoming Features and Events for Knowledge.com

FounderVideo Podcast Ep. 30: Chris Anzalone, Founder & CEO at Knowledge.com

(https://knowledge.com/)

"FV 30: How AI & Human Connection Are Shaping the Future of B2B Sales | Chris Anzalone, Knowledge.com"

Brought to you by: https://foundervideo.com

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In this episode, Peter Walker, head of insights at Carta, discusses the evolution of insights as a crucial function in B2B marketing. He explains how insights teams can differentiate themselves through proprietary data and the importance of executive buy-in when establishing such a function. Walker emphasizes the need for insights to align with product marketing and the significance of measuring impact through various metrics. He also shares his approach to crafting compelling narratives from data and the current dynamics of venture capital ownership. In this conversation, Will Yuste and Peter Walker discuss the evolving landscape of venture capital, the intricacies of startup equity packages, and the importance of data insights in decision-making. They explore how venture capital is diversifying, the critical questions founders should ask about equity, and the role of AI in enhancing insights. The discussion also highlights the significance of building a dedicated insights function within companies to leverage data effectively.

TAKEAWAYS:

- Insights are the next evolution in B2B content marketing.

- Proprietary data is essential for effective insights.

- Executive buy-in is crucial for establishing an insights function.

- Insights should focus on increasing brand awareness, not lead generation.

- The atomic unit of insights is a single graphic.

- Start small and build from audience feedback.

- Align insights with product launches for maximum impact.

- Measure success through subscriber growth and engagement.

- Avoid big quarterly reports; focus on quick, impactful graphics.

- Understand the dynamics of venture capital to guide founders. Venture capital is evolving into multifaceted models.

- Founders need to assess their ambition level when seeking funding.

- Understanding equity packages requires knowledge of company valuation.

- Market data is crucial for negotiating equity and funding.

- AI is transforming how insights are generated and utilized.

- Companies should prioritize building insights teams for better data utilization.

- The landscape of venture capital is shifting towards real-world products.

- Founders should be cautious about the type of capital they seek.

- Effective communication of insights requires a personal touch.

- Data privacy and customer trust are paramount in insights generation.

TIMESTAMPS:

00:00 Introduction

01:58 The Role of Insights in B2B Marketing

04:00 Building an Insights Function at Carta

05:54 The Importance of Proprietary Data

17:51 Metrics and Measuring Success

24:35 Creating Engaging Reports from Data

25:59 Evaluating the Need for Venture Capital

28:21 The Evolution of Venture Capital

30:39 Choosing the Right Capital Path

35:53 The Role of AI in Venture Capital

38:38 Understanding Startup Equity Packages

45:08 Building Effective Insights Teams

50:19 Conclusion and Final Thoughts

FounderVideo Podcast Ep. 29: Peter Walker, Senior Director of Insights at Carta(https://carta.com/)

"FV 29: How to Build an Insights Function from 0 | Peter Walker, Carta"

Brought to you by: https://foundervideo.com

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In this conversation, Erik Jacobson discusses his journey from running Lemonpie to founding Hatch, emphasizing the importance of content marketing in the B2B space. He shares insights on the power of podcasting, building relationships through content, and the significance of consistency in content creation. Erik also highlights key learnings from working with industry leaders like Chris Walker and Dave Gerhart, the evolving landscape of B2B content marketing, and the challenges and opportunities presented by influencer marketing. In this conversation, Erik Jacobson and Will Yuste delve into the intricacies of influencer marketing, the evolution of content creation, and the importance of audience engagement in B2B marketing. They discuss the need for a sustainable content engine, the role of audience in shaping marketing strategies, and the structure of high-performance content teams. The dialogue also touches on the changing landscape of consumer behavior post-COVID and the necessity for marketers to adapt their strategies accordingly.TAKEAWAYS:- Entrepreneurship was a clear path for me.- Podcasting can create strong relationships.- Consistency in content is crucial for success.- Building relationships takes time and effort.- Content marketing should focus on audience behavior.- Differentiated products lead to compelling narratives.- Understanding your audience is key to effective content.- Influencer marketing must be approached carefully.- Content marketing is evolving towards scrollers.- Your users should naturally promote your product. Influencer marketing should focus on long-term relationships rather than short-term metrics.- Creating demand is more important than just generating impressions.- A sustainable content engine is essential for effective marketing.- Quality of audience engagement is more critical than sheer numbers.- The role of audience co-founders is becoming increasingly important in B2B.- High-performance content teams can outperform traditional sales teams.- Understanding market engagement requires a shift in perspective.- Post-COVID consumer behavior necessitates a return to fundamental marketing principles.- Content strategy should be tailored to the specific audience and their needs.- Every marketing strategy has the potential to succeed with the right approach.

TIMESTAMPS:

00:00 Introduction

02:32 The Power of Podcasting for CEOs

07:35 Building Relationships Through Content

16:10 The Importance of Content Strategy

26:37 Current Trends in B2B Content Marketing

35:19 Influencer Marketing in B2B

39:30 The Future of High Production Content

47:42 Audience Building and Content Strategy

51:44 The Role of Content in Revenue and Equity

53:45 The Cost and Structure of High-Performance Content Teams

59:11 Post-COVID Consumer Culture and B2B Marketing

01:04:23 The Importance of Patience in Marketing Strategies

01:05:35 Conclusion and Final Thoughts

FounderVideo Podcast Ep. 29: Erik Jacobson, Founder & CEO at Hatch (https://www.hatch.fm/)

"FV 28: B2B Founder-led Content & Marketing Strategy | Erik Jacobson, Hatch.fm"

Brought to you by: https://foundervideo.com

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In this conversation, Will Yuste interviews Santiago Suarez Ordoñez, co-founder and CEO of Momentum, a sales intelligence platform. They discuss the evolution of sales intelligence, the importance of building a strong sales team, and the innovative approach of 'enterprise listening' that Momentum offers. Santiago shares insights on navigating the challenges of sales as a founder, the significance of top-of-funnel strategies, and how AI is transforming the sales landscape. The conversation highlights the operational efficiencies and data quality that Momentum provides, making it a unique player in the market. In this conversation, Will Yuste and Santiago Suarez Ordonez discuss the unique positioning of Momentum in the competitive sales intelligence landscape. They explore how Momentum differentiates itself by focusing on data extraction and insights rather than just recording calls. The conversation also delves into the shift towards enterprise solutions, the evolving landscape of sales intelligence, and the importance of data ownership and control for clients.TAKEAWAYS:- Building a sales team requires time and dedication.- Top of funnel strategies are crucial for early-stage companies.- Sales is a personal, one-to-one interaction.- A strong SDR team can drive predictable results.- Operational efficiency leads to better data quality.- AI is reshaping the sales intelligence landscape.- Enterprise listening focuses on understanding customer interactions.- Retention is high when the product integrates seamlessly into workflows.- Sales teams prefer solutions that require minimal adoption effort.- Investing in SDRs can yield significant growth for startups. Momentum's unique positioning lies in its focus on data extraction rather than just sales intelligence.- The competitive landscape is crowded, making it essential to out-execute rather than keep secrets.- Data collection misalignment is a significant issue in sales processes.- Momentum aims to free sales reps from data entry tasks, allowing them to focus on selling.- Efficient time is a critical asset for businesses, and Momentum helps optimize it.- The shift to enterprise solutions has been beneficial for Momentum, especially in a challenging SMB market.- Sales intelligence tools are facing scrutiny regarding their actual value to users.- Data ownership and control are becoming increasingly important for clients in the tech space.- The future of sales intelligence involves more than just data collection; it requires actionable insights.- Building a strong execution team is crucial for success in the competitive sales intelligence market.

TIMESTAMPS:

00:00 Introduction

00:37 The Concept of Enterprise Listening

01:41 The Journey of Building a Sales Team

06:28 The Importance of SDRs and Outbound Sales

12:02 Momentum's Unique Approach to Sales

19:58 Operational Efficiency and Data Accuracy

25:26 Momentum's Unique Value Proposition

32:25 Aligning Sales and Data Collection

33:05 Automating Data Wrangling with AI

34:33 Leveraging AI for Brand Building

39:29 Strategic Value of AI in Sales

46:44 Challenges and Opportunities in Sales Intelligence

48:36 Efficient Time Management with Momentum

53:22 Data Ownership and Integration

59:17 Closing Thoughts

FounderVideo Podcast Ep. 27: Santiago Suarez Ordoñez, Co-Founder, CEO at Momentum(https://www.momentum.io/)

"FV 27: Enterprise Listening & Sales Intelligence in 2025 | Santiago Suárez Ordóñez, Momentum.io"

Brought to you by: https://foundervideo.comIncrease the profitability of your LinkedIn Ads - book a free strategy call today.

In the 26th episode of the FounderVideo Podcast,Will Yuste interviewsOgnjen Bošković, a growth marketer and founder of the community Raven. Recorded live in Belgrade, the conversation covers Bošković's career journey, his experience in B2B SaaS marketing, and the importance of building a founder brand. They discuss the principles of B2B marketing, the concept of a founder brand as a go-to-market strategy, and how it applies to different stages of business maturity. The episode highlights examples of successful founder brands, the role of social awareness and communication skills, and the potential impact of AI on the future of both product and service companies.

TAKEAWAYS:

- Founder Brand is a Long-Term Investment: It's not a quick fix and requires consistent effort over time.- Value of Founder Expertise: Founders with deep industry knowledge and experience within their target customer segment are more likely to succeed.

- Documenting Your Journey: Consistently documenting your work, successes, and challenges is crucial for building a strong founder brand.

- Leveraging Existing Experience: Utilizing past experiences and roles within your target customer base provides valuable insights and credibility.

- Founder Brand as a Go-to-Market Channel: It can be a powerful channel for generating leads and driving revenue, especially in saturated markets.

- Early-Stage and Established Businesses Can Benefit: Both startups and established companies can leverage founder branding for growth.

- Overcoming Outbound Challenges: Founder branding can be an effective alternative to traditional outbound sales, which are becoming increasingly difficult.

- Building a Community: Creating a community around your brand can foster engagement and accelerate growth.

- The Importance of Authenticity: Being genuine and transparent in your communication resonates with your audience.

- Focusing on Customer Pain Points: Deeply understanding and addressing the challenges faced by your target customers is essential.

- Data-Driven Approach: Using data to validate problems and identify opportunities is crucial for successful founder brand building.

- The Role of Personality: While not the sole determinant, a founder's personality and communication style play a significant role in building a strong brand.

- Avoiding the Ivory Tower: Staying connected to the market and actively engaging with customers is essential for building authentic relationships.

- The Value of Storytelling: Sharing your personal journey and experiences can resonate with your audience and build trust.

- Combining Art and Science: Balancing creativity and strategic thinking is key to effectively building a founder brand.

TIMESTAMPS:

00:00 Intro

01:26 Ognjen Bošković's background & experience

05:11 Core principles for successful founder brands

13:49 Who benefits most from founder branding

21:18 Key traits & skills to win with founder brand

28:45 Strategic thinking & understanding markets

39:35 Future evolution of founder brand as a strategy

48:09 (Founder) Brand building for product vs services companies

58:33 The role of data in brand marketing

01:04:15 Platform-native content and final thoughts

FounderVideo Podcast Ep. 26: Ognjen Bošković, Founder at Raven (https://www.raven.club/)

"FV 26: How to Leverage Founder Branding to Scale Your B2B SaaS Startup | Ognjen Bošković, Raven"

"Brought to you by: https://foundervideo.com

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In this episode, Tom Hunt, founder and CEO of Fame, discusses his journey to achieving 3.8 million ARR without external funding, the lessons learned from management consulting, and the importance of company values and culture in scaling a business. He also shares insights on B2B podcasting, including who should start a podcast, common mistakes companies make, and the significance of strategic guest selection for maximizing ROI. In this conversation, Tom Hunt discusses the evolution of B2B podcasts as essential content engines for marketing. He emphasizes the importance of integrating podcasts into broader marketing strategies, streamlining production processes, and understanding customer personas. Tom shares insights on when to start marketing for B2B companies, the lessons learned from working with large brands, and the significance of company culture and values. He also reflects on his journey in angel investing and outlines Fame's go-to-market strategy, highlighting the intersection of services and products in the current landscape. Finally, he discusses the impactful use of AI in podcast production.

TIMESTAMPS:

00:00 Introduction

FounderVideo Podcast Ep. 25: Tom Hunt, Founder and CEO at Fame

In this episode of theFounderVideo Podcast,Will Yuste interviewsItamar Ben Yair, Growth Consultant, discussing the intricacies of LinkedIn advertising, particularly for high-value SaaS products. They explore the importance of creative ads, the differences in marketing strategies for varying ACV products, and the debate between full funnel marketing and direct product messaging. Itamar emphasizes the need for clear communication of product capabilities and draws inspiration from consumer culture to craft engaging ads. The conversation also touches on the role of trust in B2B services and the creative process behind effective advertising. In this conversation, Itamar Ben Yair and Will Yuste delve into the intricacies of B2B marketing, focusing on product messaging, the importance of qualified leads, and the challenges of reaching out-of-market segments. They discuss the nuances between problem-focused and feature-focused marketing, the role of production quality in advertising, and effective strategies for sourcing talent. Additionally, they explore optimizing lead-to-meeting ratios and the significance of building trust with clients through transparent communication and results-driven metrics.

TAKEAWAYS:- Creating great ads is essential for converting cold traffic.- B2B marketers often neglect the creative aspect of ads.- Full funnel marketing may not be the best approach for all products.- Understanding your product's capabilities is crucial for effective messaging.- Trust plays a significant role in B2B services compared to products.- The creative process should start with understanding customer pain points.- Experimenting with messaging can lead to better ad performance.- Inspiration from consumer culture can enhance B2B advertising.- Simplicity in product messaging is key for engagement.- Marketers must advocate for clear communication with founders. A complex B2B SaaS product cannot be explained in one line.- The ultimate test of marketing is whether it generates qualified meetings.- Marketing should focus on delivering leads that sales teams are eager to convert.- Generating meetings with ideal customer profiles (ICPs) is crucial.- Out-of-market segments often indicate a product problem rather than a marketing issue.- Problem-focused marketing resonates more than feature-focused marketing.- High production quality in ads can build trust but isn't always necessary.- Sourcing talent for ads should prioritize acting ability over appearance.- Optimizing lead-to-meeting ratios involves quick follow-ups and clear communication.- Building trust with clients requires transparency and focus on business metrics.

TIMESTAMPS:00:00 Introduction01:08 The Challenge of Converting Cold Traffic04:29 Conveying Complex Products in Ads08:32 The Role of Content in Demand Generation11:56 Creating Effective LinkedIn Ads17:24 Understanding the Customer's Perspective27:17 Inspiration from Consumer Culture for B2B Ads33:16 Marketeers vs. Technical Founders37:28 In-Market vs. Out-Market Strategies45:49 The Role of Hollywood in B2B Ads49:22 Sourcing and Hiring Paid Actors54:22 Optimizing Lead to Meeting Ratios01:02:44 Building Trust with Clients01:05:40 Conclusion and Final Thoughts

FounderVideo Podcast Ep. 24:Itamar Ben Yair, Growth Consultant"FV 24: LinkedIn Ads Strategy: Creative, Positioning, & Messaging for B2B SaaS | Itamar Ben Yair"Brought to you by:https://foundervideo.comIncrease the profitability of your LinkedIn Ads - book a free strategy call today.

In this episode of the FounderVideo Podcast,Dale W. Harrison, a strategic marketing consultant, shares his unique journey from experimental physicist to marketing expert. He discusses the importance of understanding human behavior in marketing, the stochastic nature of ad distribution, and the debate over the randomness of digital advertising. Dale emphasizes the significance of reach over frequency in advertising strategies and explains how brand preferences are formed in consumers' minds. He provides insights into the mechanics of effective advertising and the necessity of good creative to capture attention. In this conversation,Dale W. Harrison andWill Yuste delve into the intricate relationship between marketing and sales, emphasizing the distinct roles each plays in driving business success. They explore the importance of understanding consumer memory through the Ebbinghaus forgetting curve, the balance between frequency and reach in advertising, and the utility of customer panels for measuring brand recall. The discussion also highlights the biases inherent in self-reported attribution and the potential pitfalls of retargeting strategies. Ultimately, they stress the need for marketers to be skeptical, ask questions, and validate their assumptions through rigorous testing and measurement.TAKEAWAYS:- Dale Harrison has a diverse background in physics, engineering, and finance before transitioning to marketing.- Marketing is fundamentally about changing what people remember and prefer.- Data analysis is crucial in marketing, but one must be skeptical of its limitations.- The stochastic nature of ad distribution means that outcomes can be unpredictable and random.- Effective advertising requires understanding the audience and their behavior.- Reach should be prioritized over frequency to maximize brand awareness.- Good creative is essential to overcome short attention spans in advertising.- Brand preferences are formed through memory associations and recall triggers.- Marketers should focus on moving markets rather than individual consumers.- Understanding friction in ad distribution can help optimize marketing strategies. Marketing's role is to focus on markets, not individuals.- Forgetting is a binary experience; you either remember or you don't.- Frequency in advertising is necessary to overcome forgetting.- Customer panels are essential for measuring brand recall.- Self-reported attribution can be biased and misleading.- Retargeting can harm brand trust if overused.- Effectiveness in marketing should always be compared to alternatives.- Brand awareness enhances the effectiveness of demand capture efforts.- Incremental revenue from retargeting should be measured carefully.- Skepticism and questioning are vital in marketing research.

TIMESTAMPS:00:00 Introduction 05:00 The Evolution of Marketing Techniques09:32 Early Digital Marketing Innovations15:22 The Stochastic Nature of Ad Distribution21:37 Understanding Ad Reach and Frequency44:33 Maximizing Reach Over Frequency46:37 The Role of Marketing vs. Sales47:31 Cold Email as Private Ads48:36 The Importance of Brand Recall52:36 The Ebbinghaus Forgetting Curve and Memory in Marketing01:00:12 Customer Panels: A Tool for Measuring Brand Recall01:14:12 The Debate on Retargeting01:18:11 Effectiveness vs. Efficiency in Marketing01:26:50 The Role of Retargeting in Brand Trust and Recall01:30:55 Conclusion and Final Thoughts

FounderVideo Podcast Ep. 23:Dale W. Harrison, Strategic Consultant at Inforda Life Science Services(https://www.inforda.com/)"FV 23: Does Retargeting Work in B2B? Reach or Frequency? | Dale W. Harrison"Brought to you by:https://foundervideo.comIncrease the profitability of your LinkedIn Ads - book a free strategy call today.

In this episode of the FounderVideo Podcast, Gabe Lullo, CEO of Alleyoop, shares his journey from recruitment to leading a successful sales development agency. He emphasizes the importance of people in professional services, the role of intent data in sales, and the value of a great product. Gabe discusses strategies for growth, the significance of calls and content, and how to engage employees effectively. He also highlights the importance of video communication and the unique value proposition Alleyoop offers to potential employees.

Emir Atli, co-founder and CRO of HockeyStack, shares his journey from high school in Turkey to building a successful revenue analytics platform. HockeyStack started as a social media app but pivoted to become a Google Analytics alternative. They built a product that tracks product data and website data, offering better insights than Google Analytics. Emir emphasizes the importance of building a better technology and hiring the best talent. He also discusses the challenges of raising venture capital and managing the pressure of being a C-level executive. HockeyStack is not just an attribution tool, but a command center for revenue teams, offering sales intelligence and ABM products in addition to attribution. HockeyStack is a B2B revenue intelligence platform that aims to be the centralized command center for sales and marketing teams. They offer products like ABMS Sales Intelligence and are working on building a buyer journey platform. The company has a diversified marketing strategy, with a focus on LinkedIn, Google, events, influencer partnerships, and SEO. They have also entered the enterprise segment and prioritize building relationships with enterprise customers. The goal is for HockeyStack to go public in 2030 and become the operating system for B2B revenue teams.

05:16 Scaling and Market Strategy

10:51 Challenges and Personal Growth

20:06 The Future of HockeyStack

27:36 The Role of Signals in Marketing

31:47 Making Data Actionable

35:18 Diversifying Marketing Strategies

38:44 Enterprise Sales Strategy

48:05 Future Vision for HockeyStack

51:54 Conclusion and Hiring Announcements

FounderVideo Podcast Ep. 21: Emir Atli, Co-Founder & CRO at HockeyStack