Exit Five: B2B Marketing with Dave Gerhardt Exit Five

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 author of 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 on 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 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.
Timestamps
(00:00) - Introduction

(06:09) - Dave Kellogg's Journey

(11:09) - Insights on Blogging and Career

(16:09) - What Makes a Great CMO

(21:09) - Aligning Sales and Marketing

(28:48) - Leveraging Data and Market Research

(33:48) - The Role of Brand and Category Creation

(38:48) - The Future of AI in Marketing

(43:48) - Understanding SaaS Metrics

(48:48) - Closing Remarks

Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more

Dave is joined by Daniel Cmejla, VP of Community at Apollo.io. Before Apollo, Daniel was the VP of Brand and Community at Chili Piper. In this episode, they discuss
How to use LinkedIn to build communityThe difference between building community vs. building ‘a’ communityUsing internal team members LinkedIn profiles to lift the companies brandCommunity building and how to measure the impact on the bottom line
Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more

Dave and Matt (Marketing Manager at Exit Five) share this week's most popular topics, lessons, and learnings across the community. They cover
How 'edgy' B2B brands can get with their social media pages (and if they should)Advice for first-time marketing leadersDave's advice for product launchesWhy marketing fundamentals are key to your marketing strategyPS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)
Timestamps
(00:00) - - How Edgy Can B2B Social Media Be?

(07:44) - - Advice for First-Time Marketing Leaders

(09:38) - - Focusing on Company Goals One Quarter at a Time

(10:43) - - Impactful Goals and Building Momentum

(16:24) - - Driving Results Through Strategic Positioning and Creative Initiatives

(20:32) - - Positioning Your Product and Company

(23:39) - - Leveraging Strategic Narratives for Success

(24:38) - - Product Launches

Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more

Dave is joined by Talia Wolf, CEO and Founder of Getuplift. Talia was recently listed as one of the most influential experts in conversion optimization. She’s trained companies all over the world and has taught on stages such as Google, MozCon, CTAconf, Search Love, and many more. 
They discuss things like
Selling with emotional benefits over feature listsHow to use the stages of awareness to lead customers through the conversion funnelHow to do research that informs your conversion strategyUsing AI to create content that'll resonate with website visitorsTimestamps
(00:00) - - The Pitfalls of Traditional Agencies

(07:40) - - Building Successful Careers

(11:18) - - The Importance of Understanding Emotion in Digital Conversion Optimization

(15:54) - - The Science Behind Emotions

(20:00) - - Messaging tips

(23:15) - - Uncovering Emotions through Customer Interviews and Surveys

(28:38) - - Research and Specific Questions in Optimization

(32:12) - - The Importance of User Awareness in Conversion

(37:04) - - Guiding the Buyer's Journey: Crafting Purposeful Homepages for Multi-Stage Awareness

(41:03) - - Convincing Customers in 3 Seconds

(42:50) - - Navigation and Client Segmentation

(47:24) - - Efficiency and Inspiration with ChatGPT

(48:43) - - The Core of Conversion Journeys

Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more

In this new regular segment of the podcast, Dave and Matt (Marketing Manager at Exit Five) share this week's most popular topics, lessons, and learnings across the community. They cover
Whether you should focus on the company or personal LinkedIn pagesWhat the CEO can do to grow their LinkedIn profileWhen it's acceptable to be a marketing generalist, and when you should specializeWhy money matters in relation to career happinessPS. We’d love to get your questions and feature you on this podcast. Have a hot topic, a burning question, or just want to say hi? Send us a voicenote at hi@exitfive.com, and we will feature you on the show. Emails are fine too, but a voice note might get you on the pod :)
Timestamps
(00:00) - - Intro

(02:41) - - Company or Personal LinkedIn page

(06:21) - - How to Maximize Your Personal Brand on LinkedIn

(09:19) - - CEO Interviews for LinkedIn Posts

(15:48) - - Writing Frequency Recommendations

(21:05) - - Marketing Generalism vs. Specialism

(24:46) - - Balancing Recognition and Compensation in the Workplace

(29:20) - - Empowering Employees: Advocating for Fair Compensation.

(34:22) - - Dealing with Workplace Frustrations and The Bigger Picture

Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more

Dave is joined by Pranav Piyush, CEO and Co-Founder of Paramark. With 15 years of growth and marketing experience at companies like PayPal, Dropbox, Adobe, and BILL, Pranav is convinced that CMOs deserve better measurement solutions. That’s why he started Paramark, a tool to help Marketing leaders become more confident about how to invest their budget for maximum returns across all types of marketing—brand and performance, online and offline, paid and owned.
They discuss things like
The challenges of marketing measurementShort-term vs. long-term investmentsUTM tagsHow to understand the correlation between each marketing channel and pipelineMeasurement for Non-Direct Response InitiativesTimestamps
(00:00) - - Intro to Pranav and Paramark

(07:20) - - Marketing Measurement Challenges

(13:09) - - Clicks and UTMs

(17:07) - - How to think about Strategic Metrics

(20:20) - - Being Data-Driven in your approach to growth

(23:08) - - How to decipher marketing's impact

(25:01) - - Experimentation and insights

(34:01) - - Strategic forecasting

(36:01) - - Short-Term Gains vs. Long-Term Investments

(41:04) - - Measurement for Non-Direct Response Initiatives

(44:12) - - Understanding the Relationship Between Marketing and Sales

(46:43) - - Understanding the Impact of Super Bowl Ads

(51:51) - - Exploring the Impact of Temu's Super Bowl Ad

Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by PharosIQ. 

In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. 

Yet your growth goals remain unchanged. 
 
PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. 

They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes. 
 
Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. 

Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that’s P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. 
***
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.Visit hatch.fm to learn more