Move The Needle - Real strategies. Data-driven growth. B2B results that move the needle.

Databox
  • 5.0 (36)
  • MARKETING
  • UPDATED WEEKLY

This podcast will help you grow your B2B company quarter after quarter—with confidence, clarity, and data-backed decisions. In each episode, you’ll learn proven strategies, practical frameworks, and first-hand insights from GTM leaders, RevOps pros, and seasoned B2B executives. They’ll walk you through how they use data to set smart targets, forecast accurately, overcome growth plateaus, and build high-performing sales and marketing engines. You’ll hear stories of real challenges, real results, and the data-driven moves that made all the difference. The best B2B companies don’t just look at metrics—they use them to take action. Move The Needle will help you do the same.

  1. 177: From Goals to Results: How to Build a Marketing Plan That Leadership Buys Into (w/ Sam Kuehnle, Loxo)

    2H AGO

    177: From Goals to Results: How to Build a Marketing Plan That Leadership Buys Into (w/ Sam Kuehnle, Loxo)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreMost marketers are told: “Tie your plan to revenue.” But how? In this fast-paced live episode, Sam Kuehnle (VP of Marketing at Loxo) breaks down a practical, no-fluff process for building a marketing plan that earns buy-in from leadership, aligns with sales, and actually hits targets. No vanity metrics. No fake forecasts. Just real talk on what's working, what's not — and how to plan smarter. In this episode, you’ll learn: How to calculate marketing’s share of company revenue goalsWhat “bottoms-up” and “top-down” planning really look likeWhy most funnels leak at the demo-to-meeting stageHow to avoid wasting budget on channels you haven’t proven yetThe spreadsheet Sam uses to model all of thisThis is your playbook if you're tired of MQL theater and want to lead with strategy, not guesswork.🎤 Want more insights and stories from top GTM leaders? Join 14k newsletter subscribers here: http://bit.ly/46wZp17🎧 Browse more episodes:   Move the Needle Podcast  📊 Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

    45 min
  2. 176: Why Headcount≠Growth: The 3-Lever Sales Planning Formula Every CRO Needs (w/ Dougie Loan, SourceWhale)

    NOV 12

    176: Why Headcount≠Growth: The 3-Lever Sales Planning Formula Every CRO Needs (w/ Dougie Loan, SourceWhale)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreWhat if the secret to hitting your sales targets isn’t hiring more reps – but adjusting just three levers? In this episode, we sit down with Dougie Loan, Chief Revenue Officer at SourceWhale, to break down the simple but powerful sales planning formula that’s reshaped how his team forecasts growth. Spoiler: It has nothing to do with throwing more headcount at the problem. Dougie walks through how his team shifted from boardroom wishful thinking to a data-driven forecasting model built on three core metrics: Qualified Held Meetings, Close Rate, and Average Deal Value. You’ll hear how they use this model to build annual plans, set realistic targets, coach reps, align marketing and sales, and even decide where to invest R&D dollars. Watch the full interview to learn how Dougie:- Replaced headcount-based forecasting with a repeatable, lever-driven model- Redefined what actually counts as a qualified opportunity- Aligns marketing and sales teams around shared revenue metrics- Profiles churned vs. retained customers to refine their ICP- Uses CS adoption scoring to drive renewals and upsell strategy

    32 min
  3. 175: Treat Your Community Like a Product (w/ Dave Gerhardt, ExitFive)

    OCT 14

    175: Treat Your Community Like a Product (w/ Dave Gerhardt, ExitFive)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreDave Gerhardt built Exit Five by treating community like a product—not a side project. In this episode, he walks through how the Exit Five team runs community with the same rigor as a SaaS org: dedicated product roles, roadmaps, feedback loops, NPS, and sprint cycles. He also shares why most B2B companies shouldn’t build a community, and what to focus on instead. We also dig into how to justify the ROI of brand and community work, why direct traffic is your best brand metric, and how AI is reshaping what lean GTM teams can do. In this episode, you’ll learn: Why Exit Five runs its community like a product orgThe biggest mistakes B2B companies make when launching communitiesHow Drift’s podcast helped drive $1M in pipeline – with no attribution modelDave’s take on brand, content, and the new AI-powered marketerThe exact metrics Exit Five tracks to grow and retain members

    40 min
  4. 174: Agility Is the New Growth Strategy (w/ Kathleen Booth)

    SEP 18

    174: Agility Is the New Growth Strategy (w/ Kathleen Booth)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIn times of ongoing volatility, agility isn’t just a survival skill – it’s the core growth lever.  Kathleen Booth, SVP of Marketing at Pavilion, makes the case for ditching rigid planning in favor of dynamic, data-informed decisions, and explores how smart GTM leaders are embracing flexible org structures, full-cycle sales, and simplified roles to adapt fast. Kathleen shares what Pavilion is seeing across thousands of GTM leaders: the metrics that matter most now, why full-cycle selling is making a comeback, and how to tell a compelling story with your data that gets CFO and board buy-in. If you’re leading a go-to-market team and struggling to keep up with messy market changes, this is your roadmap for building a culture – and system – for fast, confident decision-making. Watch the full episode to learn how top GTM leaders are: • Replacing rigid planning with agile execution• Using data to spot early signals and justify pivots• Simplifying org structures to move faster• Selling strategic brand investment to skeptical CFOs

    25 min
  5. 173: LinkedIn Is a Revenue Channel - If You Know What to Look For (w/ Brendan Hufford)

    SEP 4

    173: LinkedIn Is a Revenue Channel - If You Know What to Look For (w/ Brendan Hufford)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIs LinkedIn really just a vanity channel? Brendan Hufford doesn’t think so. In this episode of Move the Needle, Brendan – founder of Growth Sprints and SaaS growth advisor – shares how he uncovered a direct correlation between LinkedIn impressions and revenue. He breaks down how he ran the experiment, what tools he used, and why more GTM leaders should stop obsessing over perfect attribution and start looking for meaningful correlations across channels. What you’ll learn in this episode: Why LinkedIn impressions can predict pipeline and revenueHow to think about correlation vs. causation in marketing metricsThe overlooked “marketing cycle” that outpaces your sales cycleWhy some traffic really is vanity — and how to know the differenceThe concept of “Content IP” and why it’s powerful than pitching solutions

    32 min
  6. 172: Predictable Scale: The 6-Step System to Drive Consistent, Sustainable Growth (w/ Pete Caputa)

    AUG 20

    172: Predictable Scale: The 6-Step System to Drive Consistent, Sustainable Growth (w/ Pete Caputa)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreHow do you scale faster without burning out your team or chasing shiny tactics that don’t move the needle? Databox CEO Pete Caputa unveils Predictable Scale — a new methodology for building strategy, focus, and repeatable systems so you can grow with confidence. In this interview, Pete shares his SPEARS framework (Strategize, Plan, Execute, Adjust, Repeat, Scale), how to use data to set smarter goals, and why radical transparency accelerates alignment and results. What you’ll learn: Why most teams fail to scaleHow to define a focused plan (and say no to shiny objects)A better way to forecast real outcomes (not wishful thinking)The 5 highest‑leverage ways to scale your businessA sneak peek into Databox features to support the methodology

    54 min
  7. 171: CREM, The 4-Part Alignment Framework Every SaaS CMO Needs (w/ Kyle Lacy)

    AUG 5

    171: CREM, The 4-Part Alignment Framework Every SaaS CMO Needs (w/ Kyle Lacy)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreWhat would happen if Marketing stopped acting like a request factory and stepped up as the hub of revenue, enablement and strategy?  In this episode of Move the Needle, Kyle Lacy (CMO at Docebo, ex-Seismic, ExactTarget, Salesforce) breaks down his "CREM" framework—Communication, Revenue, Enablement, Metrics—and shows how any SaaS team can use it to earn board-level credibility and hit the pipeline number. Along the way we tackle product-level pipeline ownership, building an AI “SWAT team,” and the right way to say “no” to random requests without losing goodwill. You’ll learn:  • Why saying "yes" to everything is killing marketing’s credibility  • How to get sales, finance, and marketing aligned on revenue  • When product marketing can (and should) own a pipeline number  • The metrics that really matter (and the brand metric he’s still testing)  • How to redefine "enablement" beyond sales decks and collateral 🔔 Subscribe to get more strategies from B2B leaders and experts that drive predictable growth! 📊 Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

    30 min
  8. 170: Zero-Click Content Isn’t the Enemy of ROI – It's the Future (w/ Amanda Natividad)

    JUL 23

    170: Zero-Click Content Isn’t the Enemy of ROI – It's the Future (w/ Amanda Natividad)

    Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.  Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIn this episode of Move the Needle, we sit down with Amanda Natividad, VP of Marketing at SparkToro and the mind behind the now-mainstream concept of “zero-click content.”  Amanda dives into why marketers must stop obsessing over clicks and start optimizing for impressions, reach, and value on investment (VOI). From redefining marketing metrics to helping stakeholders buy into new ways of measuring success, Amanda shares a practical, experience-backed approach to content that builds sustainable impact over time. What you’ll learn: Why zero-click content actually drives long-term business growthHow to shift from ROI to VOI and what that looks like in practiceCreative ways to repurpose content to fuel multiple teams and channelsHow to build stakeholder alignment by supporting your colleagues’ objectives

    32 min
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5
out of 5
36 Ratings

About

This podcast will help you grow your B2B company quarter after quarter—with confidence, clarity, and data-backed decisions. In each episode, you’ll learn proven strategies, practical frameworks, and first-hand insights from GTM leaders, RevOps pros, and seasoned B2B executives. They’ll walk you through how they use data to set smart targets, forecast accurately, overcome growth plateaus, and build high-performing sales and marketing engines. You’ll hear stories of real challenges, real results, and the data-driven moves that made all the difference. The best B2B companies don’t just look at metrics—they use them to take action. Move The Needle will help you do the same.

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