Mind the Gap

Nearly every sales rep will tell you that they need quality sales content to succeed, but where does it come from? In this episode Nick sits down with Erin Sarris, Sr. Content Strategist at Paypal, to talk through ideas of sustainably creating content for the sales team, and how to develop an effective dialogue to make sure that sales enablement strategies are actually working for the sales team.

How do you determine marketing’s role in revenue generation for your organization? To figure it out, Nick talks with Emil Mladenov, VP of Corporate and Digital Marketing at Inspirata, to discuss why a background in analytics can be beneficial to marketers, how to use the challenger sales and marketing model as a blueprint, and the three purposes that content can serve within a buyer’s journey.

How do you bridge the gap between just two people? In the first episode of 2022, Nick sits down with Will Devlin, head of marketing at MessageGears, to talk through life as a marketing team of one, bridging the gap between marketing and sales as your organization grows, and key deliverables to look out for and how to stay in-sync with sales along the way.

How do you effectively market and sell products that are so complex that most people can't understand how they work? In this episode, Nick talks with Kristina Libby, CMO at Hypergiant, as she describes how to be the 'cool kids in the room' when selling AI-powered software, and lessons she's learned from building a brand while also fueling sales.

What do you do when the traditional playbook doesn't work as well as it used to?

In this episode, Nick talks with Nelson Gilliat, author of "The Death of the SDR: And the Birth of Buyer Centric Revenue", about why some sales and marketing teams miss the mark when they pursue the traditional "Predictable Revenue" model of revenue generation. They discuss:

• How SDR's can be potentially incentivized to create negative customer experiences
• The pro's and con's of account executives being responsible for quota
• Marketing's place in the modern buying cycle, and the importance of content