Ben and I discuss our recent sales kickoff (SKO) in Dallas and Natalie's transition to a product marketing role at Navattic. We cover why you should bring marketing leadership to SKOs. My presentation about my role leading product marketing role at the SKO and why the company decided to make this transition at this stage of growth. Plus Ben's experience planning and executing his first full SKO, why SKOs are so important for sales teams, and how to manage energy levels at company events.

I drink a botanical tea-based liquor 🍵

Ben drinks red wine 🍷

Ben Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy when he joined the company and the balance between creating a winning culture and doing what is best for prospects.

We also go into why we don't use traditional sales methodologies, how we hire for autonomy and high standards, and why Ben is obsessed with discovery.

Ben drinks red wine 🍷

I drink rosé 🍷

Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year.

We discuss topics like LinkedIn's evolution, the future of PLG motions (expanding beyond just free trials), how marketing may change with the rise of specialized freelancers, customers getting involved earlier in the buyer journey, and if competitors will ever join together to help educate the market.

Ben drinks an On The Rocks premixed cocktail (Old Fashioned) 🥃

I drink tea 🫖

Ben and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We discuss what made it different from typical B2B conferences like an intimate venue, not too packed agenda, and customer-only attendees.

We share the event's impact, like positive feedback from attendees and how that helped inform our 2025 events strategy.

I drink honey Jack whiskey on the rocks 🥃

Ben drinks Coors Banquet beer 🍺

Ben and I discuss planning and hosting our upcoming first-ever customer event for Navattic in New York City. We chat about how we got early customer feedback to help set the event agenda and how we made it different than most user conferences.

I talk about practicing throwing smaller events leading up to it and lessons learned during previous events.

And Ben asks how marketers show ROI for customer events like this.

I drink tea 🍵

Ben drinks red wine 🍷

Ben Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic.

We cover why you want to love the product/problem at a startup, approaching startups proactively, and how to show passion and adaptability in the hiring process.

We also get into the differences between hiring for sales and marketing roles. And try to offer advice for both job seekers and hiring managers.

I drink orange wine 🍊🍷

Ben drinks Guinness 🍺

One month after our freemium launch, Ben Pearson and I deep dive into the highs and lows of the launch.

We discuss everything from celebrating the small wins, challenges when managing a team transitioning to PLG, selling experimentation, and adapting to a new unknown GTM motion.

Plus how we both felt emotionally pre and post-launch week and how we handled the excitement and stress.

I drink tea 🫖 & Ben drinks water 💧

In our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic.

We discuss our initial reservations, what we've learned, and the freakouts we both had while introducing a freemium plan. We also talk about how to align the sales team and leadership to adapt to selling to PQLs (product-qualified leads).

Plus why we adopted PLG (even though we had a successful sales motion), potential long-term growth from PLG, and anxiety during the adjustment period.

I drink Catch & Release wine 🍷 & Ben drinks Coors Light 🍻

In this bonus episode of the Revenue on the Rocks - we collaborated with the We're Not Marketers team to discuss the disconnect between sales and product marketers.

Specifically, we cover:

1) Why salespeople think they understand the customer better

2) How win-loss research can fill in gaps from loss reasons

3) Marketing and sales not understanding each other's metrics or daily pressures

4) How founders or VCs can make it difficult to align on one ICP

5) Why marketers should shadow sales calls to gain firsthand experience

6) Ways to build a rapport with sales as a marketer

Eric drinks a mezcal on the rocks 🥃

Zach drinks a Coors Light 🍺

Gab drinks a homemade gin tonic with maple syrup 🍸

Ben drinks a Coors Banquet 🍺

I drink canned wine 🍷