The B2B CMO Podcast with Jon Miller and Sydney Sloan

Jon Miller & Sydney Sloan
  • 5.0 (1)
  • MARKETING

Welcome to The B2B CMO Podcast, a show for marketing executives who are redefining what it means to be a strategic leader. Join Jon Miller and Sydney Sloan every week as they talk with the very best Chief Marketing Officers who are navigating the modern marketing playbook and positioning themselves as strategic leaders. Each episode, we unpack what it really takes to lead through complexity, earn trust at the strategy table, and shape the future of growth. We’re building the community, research, and frameworks CMOs need to reclaim their strategic role and drive sustainable growth. For more marketing leadership resources, visit [b2bcmoproject.com](http://b2bcmoproject.com/).

Episodes

  1. Nerding Out on the Neuroscience Behind Buying Decisions with Bryan Law

    APR 27

    Nerding Out on the Neuroscience Behind Buying Decisions with Bryan Law

    Bryan Law is the Chief Marketing Officer of Nerdio, the all-in-one Microsoft Cloud management platform. Bryan previously led global marketing teams at Google, Salesforce, ZoomInfo, and SentinelOne, to name just a few. He’s passionate about building distinctive, memory-building brands that translate into efficient pipeline creation, backed by data-driven decisioning and pragmatic AI adoption. Bryan joins co-hosts Jon Miller and Sydney Sloan to dig into why B2B brands need to focus on their mental availability, how synthetic AI research can speed up uncovering customer insights, and how marketing leaders can jumpstart their tenure at any new company. Episode Takeaways CMOs who lead with business acumen, not marketing tactics, earn faster credibility with the C-suite. Bryan deliberately frames his role as a business leader who uses marketing as a tool, fluently speaking the language of revenue, pipeline, and growth targets with finance and sales before discussing campaign strategy.  When entering a new company as the CMO, it is critical to be very intentional about identifying who the key stakeholders internally who are going to make or break your success, and then how you can win them over quickly.Understanding the customer’s pains, wants, and needs quickly is vital to your role as a CMO. One way to do this is by carrying out extensive customer interviews right when you join a new company. A way to speed that process up is to use synthetic AI to model your customers and uncover deeper insights.The concept of Mental availability, which is understanding the buying triggers that cause customers to think about your category, and which brand associations fire in their minds instantly, is widely used in B2C but almost entirely ignored in B2B. Bryan uses this framework to find uncontested territory: buying situations that customers care about that no competitor owns. Marketing teams should map their category's buying triggers, assess which are already owned by competitors, and build messaging campaigns around the white space. Standout Quote “ I always try and think about my role is first as a business leader and then secondarily as a marketer.” - Bryan Law Guest Links LinkedIn: https://www.linkedin.com/in/bryanbasdenlaw/ Nerdio Website: https://getnerdio.com/  Mentioned in this Episode Kim Storin: https://www.linkedin.com/in/kimberlystorin/ Ehrenberg-Bass Institute: https://marketingscience.info/  More from The B2B CMO Project Website: https://www.b2bcmoproject.com/ Jon Miller: https://www.linkedin.com/in/jonmiller2/ Sydney Sloan: https://www.linkedin.com/in/sydsloan/

    40 min
  2. Showing Up for Your Board with Tracey Newell, Author of Hers for the Taking

    APR 27

    Showing Up for Your Board with Tracey Newell, Author of Hers for the Taking

    Tracey Newell is the Author of Hers for the Taking and has led global revenue teams, served as President of Informatica and now sits on the boards of some of the fastest-growing software companies in the world. Beyond leading major companies like Informatica, Proofpoint, Polycom, and Cisco, Tracey is now on a mission to help more women step into leadership with confidence and clarity. Tracey joins co-hosts Jon Miller and Sydney Sloan to discuss what CMOs can do to show up strategically for their boards, how to prepare yourself for a career in senior management, and why marketing leaders need to pick strategic projects that align with high-level metrics. Episode Takeaways If you’re considering a career in corporate leadership but don’t feel ready for that, think about what experiences you would need to prepare yourself for a larger role and then start accumulating those experiences.Despite how things may seem at times, it is absolutely possible for men and women to have both amazing careers and amazing personal lives. The key is setting time aside for both parts of your life.Most growth-stage companies target a 50/50 revenue split between new logos and expansion, yet the installed base is dramatically easier to sell. CMOs should build dedicated programs around net retention and expansion, starting by solving the underlying data problem: knowing who your customers are, what they own, and where the whitespace lives. This is a direct contribution to top-line growth that earns marketing a strategic seat at the table.A key to running a successful partnership motion is connecting the peer-groups across the different organizations. For example, the sales teams need to know each other and how to hand off opportunities or involve the other when an opportunity arises.  Standout Quote “ I've always believed in quality over quantity. The quantity game is a long road to a small house.” - Tracey Newell Guest Links LinkedIn: https://www.linkedin.com/in/tracey-newell/ Hers for the Taking Website: https://a.co/d/03vJqSie  Mentioned in this Episode Doug Dennerline: https://www.linkedin.com/in/dougdennerline/ Sally Shreve More from The B2B CMO Project Website: https://www.b2bcmoproject.com/ Jon Miller: https://www.linkedin.com/in/jonmiller2/ Sydney Sloan: https://www.linkedin.com/in/sydsloan/ More Episodes: https://www.b2bcmoproject.com/podcasts

    44 min
  3. Building C-Suite Buy-In & Selling The Brand Story with Tricia Gellman

    APR 27

    Building C-Suite Buy-In & Selling The Brand Story with Tricia Gellman

    Special guest Tricia Gellman, CMO of Box, the Intelligent Content Platform pioneering Intelligent Content Management, joins Sydney Sloan and Jon Miller on The B2B CMO Podcast to discuss the strategic role of the modern CMO. Tricia is a seasoned marketing leader with stints as Chief Marketing Officer at major SaaS companies such as Drift, Checker, and Salesforce Canada. Part of what sets Tricia apart as one of the top CMOs is her unique knack for category creation and steadfast commitment to fostering Go-To-Market alignment. In this episode, Tricia unpacks how to get the C-suite onboard to invest in building awareness, why partnership motion can unlock outsized growth, and how to build an operating rhythm between marketing and sales that connects brand storytelling all the way through to closed revenue. Episode Takeaways Own the story end-to-end. Strategic CMOs don't just craft cute messaging, they need to know the story, understand how to sell that story, and connect that story through thought leadership all the way down to the customer conversation and the sales motion that carries it through.When entering a new category like AI, finding a story that maps to a real buyer need is critical. If nobody wakes up asking for your category name, you're pushing uphill.Start small to build conviction. If your CFO or board won't greenlight a big awareness bet, run a small test, show the ROI, and use that proof point to advocate for the larger investment.Build your Go-To-Market on shared data. Marketing and sales must use the same dashboards and have a shared understanding of what success looks like. If you're arguing from different reports, you'll waste time pointing fingers instead of driving revenue.Leverage partner ecosystems for outsized reach. Box's model-agnostic AI strategy lets them co-launch with every major LLM and ISV partner, multiplying their awareness without multiplying their spend.Match your superpower to the role. Before accepting a CMO position, assess whether the company's needs align with what you do best, and whether the leadership team values marketing as strategic.Set pipeline council cadence to your deal cycle. Don't meet weekly if there's not enough change to discuss. For enterprise, biweekly is often the right rhythm. Standout Quote " You can really build whatever business you want, if you think strategically about the end game." - Tricia Gellman Guest Links LinkedIn: https://www.linkedin.com/in/gellmansfmarketing/ Box Website: https://www.box.com/home  Mentioned in This Episode Aaron Levie — CEO, BoxChuck Geschke & John Warnock — Co-founders, AdobeGuy Kawasaki — Former Apple EvangelistKraig Swensrud— Founder, QualifiedAmanda Kahlow (Natividad) — Founder, 6sense / OneMind More from The B2B CMO Project Website: https://www.b2bcmoproject.com/ Jon Miller: https://www.linkedin.com/in/jonmiller2/ Sydney Sloan: https://www.linkedin.com/in/sydsloan/ More Episodes: https://www.b2bcmoproject.com/podcasts

    45 min

  4. APR 8

    The B2B CMO Podcast with Jon Miller & Sydney Sloan - Trailer

    Welcome to The B2B CMO Podcast, a show for marketing executives who are redefining what it means to be a strategic leader. Join Jon Miller and Sydney Sloan every week as they talk with the very best CMOs who are navigating the modern marketing playbook and positioning themselves as strategic leaders. Each episode, we unpack what it really takes to lead through complexity, earn trust at the strategy table, and shape the future of growth. We’re building the community, research, and frameworks CMOs need to reclaim their strategic role and drive sustainable growth. For more marketing leadership resources, visit b2bcmoproject.com.

    1 min

Trailer

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About

Welcome to The B2B CMO Podcast, a show for marketing executives who are redefining what it means to be a strategic leader. Join Jon Miller and Sydney Sloan every week as they talk with the very best Chief Marketing Officers who are navigating the modern marketing playbook and positioning themselves as strategic leaders. Each episode, we unpack what it really takes to lead through complexity, earn trust at the strategy table, and shape the future of growth. We’re building the community, research, and frameworks CMOs need to reclaim their strategic role and drive sustainable growth. For more marketing leadership resources, visit [b2bcmoproject.com](http://b2bcmoproject.com/).

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