Navattic

In Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at Navattic). Specifically, we cover: 1) Why sales is laser-focused on hitting quota 2) Ben's experience with quota at other companies3) How marketing can not bother sales near the end of the quarter4) Ways to involve the entire sales team in setting quotas5) How hitting quota impacts the entire company6) Dissecting wins to help sales reps play to strengths and talents Ben drinks a whiskey 🥃I drink a canned cocktail 🍸

Why is end of quarter so stressful for sales teams

In Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on our co-sponsor and events expert Regina Magaril from Mutiny to rehash learnings from the events. Specifically, we cover:1) Event planning timeline and how we pull in other partners2) How to assign clear owners to event tasks 3) What are our biggest fears around events 4) Should you invite sales team members to your events 5) How to fix on-day event problems like not enough attendees6) Ways to get inspiration from events outside B2B Regina drinks Catch and Release Chardonnay 🥂I drink Catch and Release Pinot Noir 🍷Ben drinks an IPA 🍻

How to run B2B partnership events and recap of our fist CMO dinner

In Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup executives and talk about the general benefits of keeping track of your failures. Specifically, we cover: 1) Struggling to balance IC work and managing others2) Realizing a lack of documentation when onboarding new hires 3) Ways to improve communication between GTM and product on feature requests4) Why normal marketers are different from event marketers5) Trusting your founders and their direction for company growth6) How Ben and I make decisions now based on learning from these failures Ben drinks a coffee with whiskey ☕️I drink a Chianti 🍷

Why make a failure list as a first-time startup leader

In Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person company events on just getting to know each other. Specifically, we cover: 1) Why Ben decided to structure the SKO the way he did2) Connecting with employees to understand what motivates them3) How trust at the leadership level plays into running these types of events4) Fear and decision fatigue from marketers apparent at B2BMX5) Navigating awkward conference convos Ben drinks water 💧I drink a Pinot noir 🍷

Sales kickoff and B2BMX conference reflection

In Episode 10 of Season 2 - a month into 2024 Ben and I give our take on how the software buying market compares to 2023.&nbsp; Specifically, we cover: 1) Why everyone was so excited about 2024 vs 2023 2) Continued budget concerns for 20243) How more stakeholders/ departments are involved in the buying process4) A shift away from PLG to more wholistic self-serve buying 5) Why the market has been so competitive and ways to stand out6) A divide in marketing strategies for 2024 Ben drinks a Coors Banquet 🍻I drink a Chianti 🍷

What’s the software buying market like in 2024?

In Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024. Specifically, we cover: 1) How we sourced questions from our sales team for the report2) Why we use first-party product data vs survey data3) Ways we promoted the report and got early feedback4) How we designed the report to make it more sharable 5) What we changed about this report vs last year's report6) Fun games to help the sales team learn the data Ben drinks a Coors Banquet 🍻I drink a Cucumber Mint Cocktail 🥒 If you want to see the report: https://www.navattic.com/report/state-of-the-interactive-product-demo-2024

How to make a B2B report sales will actually use

In Episode 8 of Season 2 - Ben and I talk with Molly Bruckman from Mutiny about their widely successful Surv-ai-vor campaign and how they got sales bought into a unique, time-intensive, and creative campaign. Specifically, we cover: 1) The origin story behind the Surv-ai-vor campign2) How sponsors were brought in and decision process for big prizes 3) Our experience as a sponsor and why we decided to sponsor4) Results from the campaign and the reactions from the sales team5) How Mutiny's amazing brand awareness helped fuel the campaign 6) Takeaways from the campaign around virality Molly drinks a rosemary gin and tonic 🍸Ben drinks a Coors Banquet 🍺I drink WeWork sponsored tea 🫖&nbsp;

https://www.linkedin.com/in/mollybruckman/

Molly Bruckman 

Head of Growth Marketing at Mutiny

How to get sales excited about creative marketing campaigns

Revenue on the Rocks

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We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.

One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.

Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).

It’s not all just us drinking and chatting - we also include actionable takeaways that you can apply to your company.

If you’re a new sales or marketing startup leader or just curious how GTM strategy works at a growing startup - grab a glass and join us!

Natalie Marcotullio - Head of Growth at <a href="https://www.navattic.com/" target="_blank">Navattic</a>

Why is end of quarter so stressful for sales teams

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