Cybersecurity Ecosystem Show

With AI, the cost of creating great content is potentially going to go to zero. Google is also creating more zero click search results (SGE). So how will ranking on Google search change in the future? Gregory Brooks with SearchTides, an expert in all things SEO (search engine optimization) comes on the GTM News show to talk about the future of SEO as a go-to-market strategy. We discussed: What’s w...

We all get so many spam emails, sales calls, and people sending us annoying sales pitches on Linkedin. So, do the traditional outbound channels still work and if they do, how do we do it in the right way? Scott Martinis, a B2B outbound expert came on the show to shares his insights on how to stay ahead of the challenges of outbound. We discussed: - How to create the right type of outbound content...

There is already so much content on the internet and AI is just getting started. So, how does your content stand out, continue to provide value, while driving revenue for your organization? Ross Simmonds, a dynamic content practitioner and expert in the B2B tech space, came on the show to shares his insights on how to stay ahead of the constant content changes. We discussed: - Selfless vs. selfish...

Video podcasts can be one of the most powerful ways to create content at scale, provide value, and build an audience you don't have to rent or pay for (owned media). Here are some of the benefits: - Create a lot of content to repurpose - Associate your brand with industry experts - Showcase customers and even have your prospects on! - Build an audience that you don't have to rent or try to...

The stats for B2B sales teams hitting quota in 2023 are not great. Many organizations are struggling to hit pipeline goals. Any one in sales is under the microscope. Thankfully, there are folks like Samantha McKenna pushing the boundaries on how to effectively engage the modern buyer. On this week's show, she shared her thoughts on to engage your potential buyers. We discussed: Modern selling...

You've probably never heard of Klaviyo unless you are a Shopify customer or in the e-commerce space. I didn't know much about them either and totally looked up how to pronounce their name (more on that later.) So what's so special about Klaviyo? Klaviyo filed their S-1 to go public last Friday - As Tomasz Tunguz said in his newsletter "one of the first software companies to do so...

Building strategic partnership isn't a new concept. But one that is so important in 2023. There is so much noise in the market. The average person sees someone between 5,000 and 10,000 ads per day (Forbes) So how do you stand out? One amazing strategy is leverage partnerships with other organizations that serve your same ideal customer. Isaac Morehouse, CMO of Reveal and Co-Founder of PartnerH...

As Bob would say, "the time are a changin" B2B buyers behaviors are fast catching up to B2C / consumer behaviors. Buyers don't want friction. They just want it now. ​McKinsey recently came out of report​ that stating about 70 percent of decision makers are prepared to spend up to $500,000 on a single e-commerce transaction. Higher than the report I read last year from them. Also B2B...

In 2023, on average only 1 in 3 sales reps are hitting quota in the B2B world. Sales outreach (email, cold calling, etc.) has seen dramatic diminishing returns. To add to it, sales tech stacks have only gotten more bloated, confusing, and unhelpful. Can AI help solve the outreach challenges and improve sales performance overall? In this week's episode of GTM News, Jake Dunlap shares his expert...

Why aren't your customers choosing you? Unraveling the magic of marketing starts with understanding human behavior. Each decision we make is a revealing dance of emotions, experiences, and influences. ​ ​ In this week's episode, Purna Virji, Principle Consultant at LinkedIn and author of the new book High-Impact Content Marketing, shared her thoughts on engaging your audience through conte...

Community-led growth is a buzz word and a very hot topic in the world of B2B go-to-market. But what is it really and how can your organization leverage this go-to-market strategy? There isn't just one size fits all and there are many different approaches to community-led growth. Kathleen Booth, SVP of Marketing & Member Experience at Pavilion on this week's show shared her insights fro...

You don’t have a marketing problem. You don’t have a sales problem. You don’t have product problem. You don’t have a customer success problem. You have a go-to-market problem. On this week's show, Sangram Vajre, co-founder and CEO of GTM Partners, shares his wealth of insights around go-to-market and how every grow challenge you are facing ties back to an overarching GTM problem. Couple of tak...

Many organizations are struggling to hit pipeline and new revenue targets in 2023. This is why demand generation is such an important topic right now. Janelle Amos, Founder & Demand Gen Consultant shares her perspective on full funnel demand generation and how to unit your entire organizations around driving demand for your product.

(this is a recording from a live event from June 2023) Getting new B2B customers in 2023 is tough. Consider these stats: - 85% of buyer's journey happens before they talk to sales (Forester) - 95% of your target market isn't in market (Forester) - Customers see 5000+ ads daily (Forbes) But don't lose hope! Listen to a recording of a recent webinar I did on all things B2B marketing. Lea...

We talk a lot about go-to-market strategies in marketing, sales, and customer success on this show. But all of that wouldn't work if we don't have a great products that customers love. Great marketing/sales/CS can't save a bad product. Dr. Else van der Berg and I discuss in this week's show how to build a B2B products or services that customers LOVE. Couple of take aways for me: Ma...

This is probably my favorite topic we've done on the GTM.news show (sorry to the rest of my guests 😅) Because marketing and sales can be the most self-focused & inward departments in an organization: "My leads" - "My quota" - "Our revenue" Not only can this mindset suck the life out of you as a practitioner but the mindset DOESN'T WORK to actually drive i...

No one likes to be "nurtured" or in a "sales process" Buyers have way more control of their buying experience now and according to Forester 85% of the buyers journey happens before a buyer ever talks to sales person. 🤯 This is why demand generation is so important. It focuses on the entire buyers journey and how you can optimize it to drive better experiences for your buyers a...

In this conversation we cover topics of how to systemize your B2B go-to-market and marketing through simple frameworks, processes and more. Get your organization pointing int the same direction to maximize efficiencies and accomplish your business objectives. Peter Mahoney is the co-author of "The Next CMO: A Guide to Operational Marketing Excellence" and is a self-described marketing ne...

Just saying the "webinar" puts a bad taste in my mouth. They are usually either too salesy or too boring. But, done right can be a phenomenal way to build relationships at scale with your ideal customers and drive new revenue. Kris Sharma shares his strategy and formula for creating a truly helpful webinar for the audience. He also shares how to drive low cost registrations through a uni...

Especially in the venture-backed B2B SaaS world, "growth at all costs" was the norm for awhile. Things have changed and that's why unit economics is so important for every person on your team to understand & help to optimize. Sam Jacobs opens up the spreadsheet and shares how you can grow at the RIGHT costs and ensure your business doesn't fail. WARNING: Buckle up as this con...

On this episode with Julia Nimchinski, the conversation revolves around the future of go-to-market strategies and the role of technology in automating tactics. Julia Nimchinski shares the upcoming release of a new concept from Hype Cycle that expands the T-shaped marketer framework. We also delve into the importance of creating a great customer experience, siloed departments, and the use of AI in...

Daniel Weiner is the Founder of You Should Talk To and has been helping B2B organizations find the right marketing agencies & freelancers. He shares insightful ideas around what you should look for when searching for an agency, what questions to ask yourself, and how can agencies differentiate themselves.

B2B marketing is changing fast. Dennis Yu is known for his Dollar A Day ad strategy and other strategies that are still effective to this day. In our conversation, he shares his wealth of experiences across B2C and B2B digital marketing. From leveraging TikTok in the B2B space to how to create powerful derivative content, Dennis lays it all out for how to maximize your marketing dollars.

Mark Stouse is a powerhouse of marketing, go-to-market, and growth knowledge. Mark shared his thoughts on what go-to-market means for B2B and B2C organizations and how to leverage non-linear growth through effective GTM. #gtm #marketing #sales #growth #b2b #b2c #gotomarket

Sales, especially in the B2B world can unlock opportunities that you never thought possible. However, there is still tremendous potential to make it a great career path and generate predictable revenue for the organization. Really enjoyed my conversation with Josh Wagner, host of the podcast Love Selling, Hate Sales and Co-Founder & Partner at In Revenue Capital. #sales #b2b #growth #selling #...