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PODCAST

Revenue on the Rocks

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

business marketing

All Episodes

22:37

What’s the software buying market like in 2024?

Revenue on the Rocks ·

2024/02/15

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.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

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26:47

How to make a B2B report sales will actually use

Revenue on the Rocks ·

2024/02/01

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 dataBen drinks a Coors Banquet

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27:16

How to get sales excited about creative marketing...

Revenue on the Rocks ·

2024/01/18

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

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15:58

Bonus: How to be a better software buyer

Revenue on the Rocks ·

2023/12/21

In this bonus episode, Ben and I talk about how to be a better software buyer. We usually talk about how to be better software sellers, but in this mini episode, we poke fun at ways that buyers could make the sales process a little smoother. Hope you enjoy and happy holidays ☃️

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33:20

What’s it like to work in both SaaS Sales and Marketing

Revenue on the Rocks ·

2023/12/14

In Episode 6 of Season 2 - Natalie and Ben talk with Arthur Castillo (who has worked in both sales and marketing roles) to discuss the differences between the two departments. Specifically, they cover:1) Arthur's journey from sales to marketing and back to sales2) How B2B selling has changed in the past few years 3) The perspective shift from switching from one role to the next 4) How marketing and sales organize their schedule and celebrate wins5) What stereotypes hold up for each role6) Which role

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26:18

Attribution, Intent, and Sharing Data with Sales

Revenue on the Rocks ·

2023/11/30

In Episode 5 of Season 2 - Natalie and Ben dive into the nitty gritty of sales data, attribution, and intent with Kevin White to figure out what is the most helpful data for sales teams and how to best share that data. Specifically, they cover: 1) How to group data into digestible cohorts for sales teams 2) What types of data reps look at right before a sales call 3) Ways to use tech stack enrichment signals during a live call 4) Issues with generic intent data lacking identity and context 5) Taking

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27:55

What Motivates SaaS Sales and Marketers?

Revenue on the Rocks ·

2023/11/09

In Episode 4 of Season 2 - Ben, our guest Dee Acosta, and I discuss what motivates salespeople and marketers. Specifically, we cover:1) Why salespeople are often motivated by things like winning, money, and fear of failure 2) Finding out in the interview process what a sales rep is motivated by 3) Why marketers are often motivated by things like creativity, recognition, and a seat at the table4) Ways to understand what motivates your team in a remote setting5) How to adapt your motivation strategies

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25:29

Getting Past Startup Growing Pains

Revenue on the Rocks ·

2023/10/26

In Episode 3 of Season 2 - Ben and I discuss the growing pains of startups as they transition from scrappy upstarts to more established companies.Specifically, we cover:1) The challenges of scaling processes and people as a company evolves 2) How founders and early employees must adapt as their roles change3) Striking a balance between structure and innovation 4) Getting candid feedback from your team5) Setting realistic goals when you have increased expectations6) Keeping employees happy and

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25:31

How a Marketing Team of One Works with Sales

Revenue on the Rocks ·

2023/10/12

In Episode 2 of Season 2 - Ben interviews me on the realities of being a solo marketer. Specifically, we cover:1) My background and how I fell in love with marketing2) Why I have chosen to be a solo marketer so far and the pros and cons3) How I prioritize and manage requests with limited resources 4) My process to decide what tools or freelancers I need5) Wins from my career including our approach to branding 6) Key learnings I have for other solo marketers starting out Ben drinks a Coors Banquet

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28:16

What Actually Causes B2B Buyers to Buy

Revenue on the Rocks ·

2023/09/28

In Episode 1 of Season 2 - Ben and I debate what factors actually sway prospects in a deal cycle. Specifically, we cover:1) What drives B2B buyers' decisions2) How much does positioning and branding affect buyer behavior 3) Three reasons why prospects choose one company over another 4) Pricing strategies and adjustments in a down economy5) Why sales reps may be fearful of a brand overhaul 6) How to address the elephant in the room with leadership to fix a broken sales cycle Ben drinks a Coors

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20:04

Episode 12: What we learned from our first season of...

Revenue on the Rocks ·

2023/07/20

In Episode 12 we discuss what it was like to create a podcast and what we learned about sales and marketing departments over the season.Specifically, we cover:1) Why we're taking a little break from the podcast for the summer2) How marketers are involved in a lot more and are much more analytical than they get credit for3) Ways to use sales intuition to your marketing advantage4) Why startups may want to hire a salesperson before a marketer5) How we decided on our ICP in the early days of Navattic6)

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38:07

Episode 11: How to be a revenue-driven marketer

Revenue on the Rocks ·

2023/07/06

In Episode 11 we speak with Brittany Brown Head of Enterprise Marketing at Lokalise.We talk all about how to ensure any new campaign or initiative is revenue driven and how to best collaborate on these initiatives with sales. Specifically, we cover: 1) Why sales teams perceive marketing as not revenue driven 2) Balancing brand-building marketing with revenue-driven marketing 3) How to align on one single ICP 4) Strategies to get buy-in for new campaigns or tools 5) When is the best time to

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39:40

Episode 10: Shifting to a people-first GTM strategy

Revenue on the Rocks ·

2023/06/22

In Episode 10 we speak with Nick Bennett founder of ClubPF, podcast host of the Anonymous marketer, and B2B creator. We talk all about how to adopt a people-first approach to your sales and marketing strategy and how to create a sales process prospects actually enjoy. Specifically, we cover: 1) Why B2B sales is usually so frustrating for prospects 2) How only listening to VCs and sales leaders at other companies can hurt your sales process 3) Ways to avoid a founder's "shinny object syndrome"

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29:28

Episode 9: Revops and data’s role in alignment

Revenue on the Rocks ·

2023/06/08

In Episode 9 we speak with Peter Kirk who runs RevOps at MadKudu and has built operations functions at multiple product-led and sales-led companies, including Lucid and BentoBox. We talk all about data, attribution, and the role of Revops in helping drive alignment - instead of damaging it. Specifically, we cover: 1) How Revops can build trust with sales when they first join an org 2) Sales confusion around the role of Revops 3) Why sales is often less reliant on sales data or reports 4) Who

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32:42

Episode 8: How to perfect product launches

Revenue on the Rocks ·

2023/05/24

In Episode 8 we speak with Jason Oakley - founder of productive PMM and founding product marketing lead at amazing SaaS companies like Klue, Chili Piper, and Uberflip. We talk all about product launches - how to make them successful and pitfalls to avoid. Specifically, we cover: 1) Which sales reps are best to work with for product launches and enablement 2) Sales frustrations around lack of visibility into product launches and roadmaps 3) Whether or not you should incentivize or spiff product

en

34:47

Episode 7: Sales fears around PLG

Revenue on the Rocks ·

2023/05/11

In Episode 7 we have our second guest - growth and PLG expert Andrew Capland who is the founder and a growth advisor at Delivering Value. We discuss why sales teams can be hesitant around PLG and how to reduce some of those fears as leadership and individual rep. Specifically, we cover: 1) Blended PLG and sales-led strategies 2) Why PLG can feel like a loss of control for sales and marketing 3) Sales rep's frustration with PLG slowing down sales cycles 4) How to help reps embrace PLG and

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36:35

Episode 6: Why everyone constantly complains about...

Revenue on the Rocks ·

2023/04/27

In Episode 6 we have our first guest! We talk with Mark Huber - Head of Brand & Product Marketing at Metadata about sales content (testimonials, blog posts, one-pagers, etc) and how they seem to always be a source of frustration for product marketers. Specifically, we cover: 1) Why sales reps constantly request different sales content 2) How to organize and prioritize content request 3) Re-usable content templates and slides for your sales team 4) Why some reps prefer content over others

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25:18

Episode 5: Battling imposter syndrome at a high...

Revenue on the Rocks ·

2023/04/13

In Episode 5 we talk about how to combat imposter syndrome at a startup - both from the individual and company perspective. Specifically, we cover: 1) How imposter syndrome shifts as your company hits different growth stages 2) Tips we've used to deal with imposter syndrome in our day to day 3) Overcoming the "How big is your company" objection 4) Tips for targeting and partnering with companies admired in your industry 5) Combatting burnout that comes from imposter syndrome Hope you enjoy -

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23:53

Episode 4: How we set Q2 quota and marketing targets

Revenue on the Rocks ·

2023/03/30

In Episode 4 we cover how we set quotas and marketing goals at Navattic for the next quarter. Specifically, we cover: 1) The difference between Ben's and my approach to sales forecasting and quota setting 2) Challenges of presenting quotas to reps 3) How to create forecasting models that take into account economic uncertainty 4) Finding a balance between sales math and empathy when setting sales quotas 5) Protecting reps from burnout when setting targets I drink a Langhe Nebbiolo 🍷 and Ben

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24:41

Episode 3: How marketing + sales can help combat churn

Revenue on the Rocks ·

2023/03/16

In Episode 3 we discuss ways sales and marketing can work with customer success to reduce churn and increase customer satisfaction. Specifically, we cover: 1) Why there is tension between sales and customer success 2) How a misaligned ICP contributes to that tension 3) Is marketing or sales ultimately responsible for filtering out bad quality leads 4) How to use churn data and an open line of communication to help hone in on your ICP 5) Tips on how sales and marketing can improve customer

en

42 results

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