The PeerSignal Podcast

Most CMOs get stuck on "the ings." Reporting. Optimizing. Automating. Emailing. Campaigning. MQL-ing. Tricia Gellman thinks this is backwards. She's led marketing at startups, big tech (Adobe, Salesforce), VCs, and is now the CMO at Box. Her mindset: Be the "Chief Market Officer" instead of Chief Marketing Officer. She walked through what that means on my podcast. Takeaways: 1️⃣ Rep quota attainme...

Tom Wentworth (CMO @ incident.io) is replacing himself with an AI CMO. It's scary good. He came on my podcast to talk about how he's actually using AI in marketing, and: * Why he moved from 'big company CMO' to a scrappy team of 5. * How they're using AI to drive pipeline right now. * How to build a culture of AI adoption. * His formula: Marketing Output = AI × Taste² * Where the AI puck is going....

Udi Ledergor was employee #13 at Gong and the first marketer. He's a legendary CMO. Not only did he help build one of the most impressive businesses in SaaS, he built one of the most impressive teams. People like Russel Banzon (now CMO @ Cresta), Chris Orlob , Devin Reed , Sheena Badani came out of his talent factory. He came on my podcast to talk about: * Best practices marketing vs. corageous ma...

Kipp Bodnar , HubSpot's CMO (scaled marketing from startup to $30B leader), told me something uncomfortable for marketers: "The types of metrics that people cared about a couple years ago are far less relevant today than they have ever been." Marketing math is getting rewritten with AI. And Kipp says it's the most fun he's had in the last decade. He was my guest for episode 9 of the PeerSignal.org...

Manny Medina built Outreach from $0 to $4B+. He created the sales engagement category by riding the SaaS wave from 2014 - 2024. Now he's on the cutting edge of a new wave: The Agent Economy. While most of us are in the fog of AI war, Manny has inspiring clarity on what this new world will look like, why, and how to win in it. That’s what we cover in this episode. If you care about winning with AI,...

This podcast is sponsored by Keyplay . Check out their new AI Agents for ICP Targeting . You can use them to answer any question about every account in your market and find ICP accounts that your competitors are missing. If you're a marketing leader, you should be studying Kyle Lacy 's career. * Pioneered content marketing in B2B at ExactTarget (acq. for $2.5B by Salesforce) * Scaled Lessonly's ma...

“Sales is hard again… Good.” That’s what Josh Allen (ex-CRO of Drift, Owl Labs, VP Sales CarGurus) told me on this week's episode of the PeerSignal podcast. We talked about what WON’T change in GTM. His sales fundamentals and insights learned from 20+ years as one of the best CROs in the industry, and how he's applying them as CRO at Quickbase. What we covered: * His "sales math" framework for pre...

This podcast is sponsored by Keyplay . Check out their new AI Agents for ICP Targeting . You can use them to answer any question about every account in your market and find ICP accounts that your competitors are missing. Heidi Bullock has been the CMO of Tealium for the last 5+ years (Engagio & Marketo before that). She's widely regarded as one of the top CMOs in SaaS. I wanted to learn how she go...

Going upmarket is always attractive, but never easy. Jeff Wharton is doing it right. He walked me through his approach, moving from 100% inbound to landing logos like 7-eleven, MGM, Cisco, and Shake Shack. This interview is a perfect ICP Marketing story. Jeff went deep on the specific challenges LogRocket faced in their trek upmarket and how he overcame them (with lots of details). What you'll lea...

TalkDesk ($10B+), Gong ($7.25B+), and Cresta ($1.6B+) had a secret weapon. Russell Banzon. As CMO at Cresta (an AI unicorn), he's building an enterprise marketing machine that's powering incredible growth in a competitive market. And it’s built on a foundation of learnings he acquired at some of the most effective marketing organizations in tech. He shared this ‘unicorn-building GTM playbook’ with...

Elissa Fink is the former CMO of Tableau, where she led the company from roughly $5 million to over $1 billion in ARR. After a storied career building one of the most beloved brands in B2B software, Elissa now sits on multiple boards and advises CMOs on how to combine brand and demand into unstoppable growth. In this episode, she joins host Adam Schoenfeld to unpack lessons learned on everything f...

Introducing the PeerSignal Podcast with Adam Schoenfeld We all know what bad looks like in B2B. Spray and pray, turn and burn, growth at all costs. Vendor-centric mindset drives buyer-second behavior. For the last decade, eager SaaS buyers have tolerated mediocre sales & marketing. We're now seeing a return to rigor. As buyer rigor returns, great products with “good enough” sales & marketing will...