The Dave Gerhardt Show (from Exit Five)

#408 | Dasha talks with Logan Lyles , founder of webinar-as-a-service agency DemandShift, and winner of the Exit Five Live webinar about webinars for this very play! They break down the five mistakes that keep B2B webinars from driving pipeline. Logan shares why emailing only your own list caps your reach, and how email swaps and LinkedIn event invites bring in new audiences. He explains why your...

407 | Original air date: Jun 20, 2023. Devin Reed is the Founder @ The Reeder, previously Director of Content at Clari and Head of Content Strategy at Gong. Dave and Devin talk about his role at Clari and what the content team did. They discuss Gong's early content strategy, how to make long form content work, and what type of content works on LinkedIn today. They also discuss the importance of pe...

406 | In this mailbag “Ask Dave Anything” episode, he gets into your most burning B2B marketing questions, concerns and challenges. There's no playbook for B2B marketing, but you can lean on the pros (like Dave) for advice when you're stuck. He shares his take on prioritizing brand or demand, then explains what he'd do in his first 90 days as a new marketing leader. He also shares his take on AI f...

#405 | Dasha sits down with Casey Patterson , who runs North American ABM at Snowflake, to talk about what ABM looks like as AI reshapes it - live from Drive. Casey explains why the next era of ABM moves past the account to the individual, how her team goes from an account’s intent spike to a personalized gift in four days, and what she means by “tokenomics,” matching the right AI tool to each job...

#404 | Dave chats with Hillary Carpio , VP of Growth Marketing at Snowflake, about account-based marketing. Hillary runs a 20 person team focused on ABM at Snowflake today. They discuss why Snowflake has been an "account-based organization", ABM vs. Demand Generation, how to measure ABM, what an effective ABM campaign looks like, creating a tiered ABM strategy, how marketing exists to support sale...

#403 | We asked six B2B marketers a simple question: what’s the most creative way you’re using AI in your process right now? What tools you reach for, which prompts you run, and where you refuse to relinquish control to AI. Each marketer shared their best creative AI workflow, from start to finish. Then, they answered questions live.  What you’ll walk away with: Six real creative workflows you can...

#402 | Dasha interviews Colin Kendall, CMO at SC&H, live at Drive. They discuss how a brand that isn't a household name can build a brand and pipeline. Colin attributes the success to events - his team turned them into a measurable revenue channel by going beyond the sponsor booth. They focus on getting their own experts on stage, and repurposing that content afterward to build touchpoints wit...

#400 | Lashay Lewis helps B2B SaaS companies create profit-driven content strategies. We talk about why a B2B content strategy should be built from the bottom of the funnel up, why she interviews sales teams to understand "life before using the product" and why she interviews customer success teams to understand "life after using the product" and how that influences content strategy, how writing i...

#399 | Dave sits down with R. Ethan Braden , Chief Marketing and Communications Officer at Texas A&M University, to talk about big brand swings he took with NASCAR, Fast Company and SXSW to insert the university into the national conversation and change the perception of a 150-year-old brand. Ethan explains why Texas A&M University's challenge is reputation and how he got the whole campus...

OK maybe it's not so secret, but it makes for a more clickable headline.  We're doing an Exit Five Meetup in NYC October 15 and we'd love to have you. Tickets here: https://exitfive.com/nyc/ 

#398 | Dasha chats with Ross Simmonds , founder of Foundation Marketing and Distribution.ai, live at Drive. They talk about why most marketing content fails: it gets created once and then left to collect dust. Ross breaks down his full distribution playbook for a single blog post - from social and email to Reddit, shorts, carousels, and reposting on a schedule. Then, Ross shares the receipts: 10X...

#397 | One of our most popular episodes ever, inducted into our Best of B2B series: April Dunford is a B2B positioning expert and author of Obviously Awesome and Sales Pitch . Sales Pitch guides you through an eight-step sales pitch structure the helps you stand out and win business. Building on the concepts of the bestselling book, Obviously Awesome, Sales Pitch will give your sales reps a story...

#396 | Dave and Dasha recorded this episode live during Drive 2026 - our biggest event yet. Dave explains how Drive nearly moved to Boston, and why he thinks keeping it in Vermont matters. They also went deep into how Dave wrote this year's keynote. He shares his struggle of building an outline with Claude that had no soul, and asking Harry Dry for help. Eventually, the talk became about one idea:...

#395 | Dasha sits down with Freya Ward, Associate Managing Director at Headley Media, to talk about why MQLs get a bad rap and what to do about it. Freya explains why the problem is usually the framing rather than the tactic, how renaming MQLs changes how sales handles them, and what you should rename them to. They also get into how to run a workshop that aligns the team on what counts as a qualif...

#394 | Dave takes his phone to the conference floor at HubSpot's UNBOUND in Boston and asks 5 B2B marketing leaders two questions: what are you doubling down on at work, and what are you doubling down on in your personal life? He opens with thoughts on why strategy and positioning matter more than tactics now that AI makes everyone sound the same. Then you'll hear from Jonathan Hunt of HubSpot on...

#393 | Dave interviews Katie Miserany, Chief Communications Officer and Head of Marketing at SurveyMonkey, about why the company rebranded to Momentive to go upmarket and then reversed the decision after going private. Katie explains why sales believed nobody would spend six figures with a company called SurveyMonkey, what changed under the new CEO, and why she now sees the monkey as an advantage....

#392 | Everyone’s talking about AI agents right now. It's hard to know what's real and what's just LinkedIn noise. If you haven't built an agent yet, it’s hard to know where to start. If you have built agents, you might be looking for ideas for what to build next. Wouldn’t it be great if a pro marketer would just share their screen and walk you through their best agents? Here's what I built, this...

#391 | Dave sits down with Hailey McDonald, VP of Revenue Marketing at Sprout Social, to talk about what revenue marketing looks like inside a 16-year-old social intelligence platform with 30,000 customers. Hailey explains why demand gen has become the hardest role to hire for in B2B. She shares her core framework, how she maps segments against solutions, and how that turns into budget, channel be...

#390 | Dasha sits down with Connor Lewis, founder of Studio Lewis, who's produced 800+ B2B video ads for ClickUp, Zapier, and Ahrefs. Connor gives away the formula he tells everyone to copy. Plus, the system he uses to turn customer research into a dozen testable scripts. He breaks down three real ads on the record (why Monday.com's Viking ad works, and where the classic motion-graphics launch vid...

#389 | Dasha sits down with Kristina Frunze, founder of WebView SEO, who's spent 10 years in SEO and the last 3 running experiments on AI visibility for B2B SaaS. Kristina gives away the framework she uses with every client – SEO is the foundation, AI search is the roof. Plus, the 60/20/20 content split that puts the bottom of funnel pages first. Kristina also talks through the 3-layer attribution...

#388 | Dave sits down with Melissa Rosenthal , co-founder of Outlever and former CCO at ClickUp, CRO at Cheddar, and VP of Creative at BuzzFeed, to talk about why most B2B content strategies fail because they're measured like ad campaigns instead of built like an actual media outlet. Melissa breaks down how she trains writers to think like journalists instead of bloggers, why third-party trade pub...

#387 | Six B2B marketers share tactical plays for using AI to make content that doesn't sound like AI. This Exit Five Live session breaks down a set of specialized agents that lifted blog traffic 700% in six months, a 23-step agent that researches and writes AEO content straight into WordPress, and the winning play: turning original survey data into an ownable narrative. Also on the agenda: a stru...

#386 | When your ad budget is zero but your creative ambition isn't, three simple techniques can still make you scroll-stopping. Dasha Shakov sits down with Shlomo Genchin , founder of unbore.com, the "unofficial school for B2B ads," to break down what actually makes a B2B ad good. Shlomo walks through his two-part research process for beating the blank page, then unpacks three frameworks - A Worl...

#385 | Five B2B marketers share their single best-performing webinar play - with the real numbers to back it up. This Exit Five Live session breaks down the exact tactics behind a signup flow that 5x'd conversions, a post-webinar follow-up system that closed $1M in pipeline in a week, and a series format built to compound results instead of resetting with every session. You'll also get a look at r...

#384 | A lot of people say B2B marketing is boring - those people couldn't possibly be in B2B. Take Clare Corriveau , VP of Marketing at Tekmetric: her buyer is an auto repair shop owner who isn't on LinkedIn, doesn't check email, and isn't downloading anything. Clare walks through how Tekmetric built its messaging around a founder who ran a shop for a decade, why every new hire visits an actual s...