Why can't sales and marketing get on the same page? On Mind the Gap, host Nick Ziech-Lopez speaks with leaders in Sales, Marketing, Product Marketing, and Sales Enablement to understand why revenue teams get out of alignment, and how to close the gap in between them.
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Navigating the Differences between Content and Product Marketing, with Rish Bhandari
20:04
20:04
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20:04
Can you effectively create content without being connected to the product and customer? In this episode, I talked with Rish Bhandari, CEO at Content Beta, on the differences (and similarities) between content and product marketing. In our discussion, we cover: why product marketers can create powerful content, instances where it makes sense for con…
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The Survival Guide to Marketing at a Scale Up, with Tom Lloyd
24:07
24:07
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24:07
Do you need a survival guide to market in a scale up? In this episode, Tom Lloyd, VP of Marketing at SEDNA, breaks down the paradox of marketing at a scale up - having to do more with less and why many decisions aren't as 'either/or' as they seem, but can be 'both/and'. Also covered: Why you need to balance proactive strategies with reactive tactic…
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Transitioning From Using a Product to Marketing it, with Erik Mansur
40:25
40:25
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40:25
Can you love a product so much that you market it? In this episode, Nick is joined by Erik Mansur, VP of PMM at Crayon, to commiserate and share best practices over their experiences joining marketing leadership at companies after having used the product. They cover the pros and cons of having user empathy coming into a marketing role, the double-e…
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Keeping in Sync, and Understanding the Content Communication Workflow with Felix Krueger
21:33
21:33
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21:33
The sales team has to know when new content comes out - but if you tell them everything all fo the time, they're going to end up drowning you out. In the final episode of our four part miniseries on content enablement workflows, Nick sits down with Felix Krueger, CEO at FFWD, to discuss the importance of a purpose-driven content strategy, why sales…
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Garbage in, Garbage out. Making Your Content Library Fresh through a Quality Workflow, with Gaurav Harode
24:44
24:44
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24:44
How do you keep your sales content library up-to-date without sacrificing quality? In this episode, Nick sits down with Gaurav Harode, Founder at Enablix, to discuss why typical folder and storage systems aren't great at organizing sales content, why even the best content libraries eventually go bad without intervention, and easy steps to improve t…
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A CI/CD Process for Sales Content and Understanding the Feedback Workflow, with Andrew Gray
24:44
24:44
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24:44
Marketing can create collateral for sales, but without effective feedback it's never going to do the job. In part two of our 4-part content miniseries, Nick and Andrew cover why no one creates a 'perfect' piece of marketing content on the first release, how a modular approach to content creation helps facilitate feedback between sales and marketing…
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Tapping into the Sales Content Engine and the Importance of Approval Workflows, with Jonathan Tavella
19:03
19:03
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19:03
While it may feel like a pipe dream to some, half of all sales and marketing content is produced by sales reps themselves in healthy revenue organizations. In the first episode of our four part miniseries on content enablement workflows, Jonathan Tavella, head of sales ops at Minna Technologies, helps me understand why the sales team is "accidental…
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LIVE Episode: Making it Easier for Brands and Agencies to Find Each Other, with Daniel Weiner
32:31
32:31
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32:31
Everyone talks about building your personal brand online, but who really wants to play the Linkedin "game"? Why is finding good agency help so difficult? Can you really record a video podcast in a kitchen? In our first LIVE episode, Nick sits down with Daniel to discuss the importance of building a personal brand, ways to find a unique perspective …
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Understanding Sales Readiness, with Jawahar Kanjilal
27:14
27:14
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27:14
How do you define sales readiness, and is it really separate from enablement? In this episode, Nick sits down with Jawahar Kanjilal, Founder and CEO of Streamz.ai, to discuss what it means to truly be sales-ready. They also dive deep into why the job of the sales rep is so dynamic and how to best prepare reps for the ever-changing outside world. Th…
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Sales Empowerment and Finding Our Ikigai, with Andrew Gray
30:13
30:13
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30:13
Where's the line between sales and sales enablement? Should Sales Empowerment be a thing? What's Ikigai and how does it apply to sales? In this episode, Nick talks to Andrew Gray, Director of Sales Enablement at SambaNova Systems as they cover a lot of ground on everything from The difference between sales and enablement and why former reps make pe…
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The Uneasy Balance Between Marketing and Analytics, with Shashi Bellamkonda
39:29
39:29
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39:29
How fluent do marketers need to be in data? In this episode, Shashi Bellamkonda, VP of Marketing at Involve.ai, opens up about his thoughts on AI's place in marketing and the potential that machine-driven solutions have as well as the overlap between marketing and analytics and the potential for marketing to be an embedded function within the organ…
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The Joy and Perils of Prioritizing Product Marketing, with Anand Patel
31:52
31:52
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31:52
When you're the first product marketer at a growing company... how do you choose what needs to get done? In this episode, Nick Ziech-Lopez sits down with Anand Patel, Director of Product Marketing at Appcues, to dive deep on prioritizing product marketing tasks and growing a team. They cover: How product marketing can feel less 'political' than pro…
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How to Know if Your CEO "Gets" Marketing, with Matt Stammers
32:40
32:40
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32:40
How do you know if your CEO “gets” marketing? In this episode, Nick Ziech-Lopez sits down with Matt Stammers, CMO at Zeno Technologies, to discuss how to be successful at driving marketing as a single-person team. They dive into specifics on what to do yourself, what to have others do, and knowing what to do with what doesn’t get done. This episode…
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The Importance of Strategic Sales Enablement, with Felix Krueger
28:45
28:45
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28:45
Anyone can lay out a sales enablement strategy that looks great, but how do you continually execute to show progress and momentum? In this episode, Nick sits down with Felix Krueger, CEO of Fast Forward and creator of the podcast Sales Enablement, to discuss sales enablement consulting the key differences between sales and sales enablement, and whe…
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Bridging the Gap Between Sales and Marketing Through Empathy, with Moni Oloyede
32:02
32:02
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32:02
What does it take to design the perfect buyer experience, leaving your customers in love with your organization? In this episode, Nick sits down with Moni Oloyede, Director of Marketing Infrastructure at Fidelis Cybersecurity, to dive into understanding the point of view of companies’ ideal target audiences. Also discussed: how effective communicat…
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Understanding Messaging-Based Differentiation, with Rory Woodbridge
23:55
23:55
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23:55
Everybody wants a differentiated product, but can differentiation come from the marketing message, and not the product itself? Nick sits down with Rory Woodbridge, Senior PMM at Pleo and author of The Product Marketer, as they discuss the benefits of messaging-led differentiation and why many founders build too much in the spirit of being ‘differen…
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Creating a Culture of Collaboration Between Product Marketing and Sales, with Phillip Brougham
28:23
28:23
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28:23
How do you effectively create a culture of collaboration between product marketing and sales? Nick sits down with Phill Brougham, Senior Product Marketing Manager at Unbabel, as they discuss why customer empathy and understanding are your secret weapons when helping the sales team, effective product marketing OKR’s and the framework for measuring p…
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Finding Sales and Marketing Harmony in a Product-Led Growth Environment, with Alessandra Colaci
33:49
33:49
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33:49
How do you bridge the gap between sales and marketing in a product-led growth organization? In this episode, Nick sits down with Alessandra Colaci, VP of marketing at Mailshake and host of the “Marketing is Hard” podcast to discuss why sales and marketing alignment is crucial for companies operating in a product-led sales model, The importance of s…
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Creating a Demand-Gen Culture and Scaling the Content-Based Sale, with Jason Myers
26:04
26:04
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26:04
How do you create a sales and marketing culture of Demand gen? In this episode, Jason Myers, CRO at Austin Lawrence Group, discusses how to build genuine demand for your product through content marketing and lays out a scalable content-based sales and marketing growth strategy - all without ignoring the crucial need to continuously feed the sales t…
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How to Get Over Product Marketing "Imposter Syndrome", with Jason Oakley
33:24
33:24
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33:24
We all know that product marketers wear a lot of hats and are expected to be the ‘expert’ on just about everything… So what do they do when they’re just starting out at a company? In this episode, Nick sits down with Jason Oakley, Senior Director of Product Marketing at Klue, to discuss why so many PMM’s can feel an “imposter syndrome” when they ar…
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Why Content Strategy is Critical for Sales Enablement Teams, with Erin Sarris
25:09
25:09
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25:09
Nearly every sales rep will tell you that they need quality sales content to succeed, but where does it come from? In this episode Nick sits down with Erin Sarris, Sr. Content Strategist at Paypal, to talk through ideas of sustainably creating content for the sales team, and how to develop an effective dialogue to make sure that sales enablement st…
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Marketing's Role in Revenue Generation, with Emil Mladenov
53:50
53:50
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53:50
How do you determine marketing’s role in revenue generation for your organization? To figure it out, Nick talks with Emil Mladenov, VP of Corporate and Digital Marketing at Inspirata, to discuss why a background in analytics can be beneficial to marketers, how to use the challenger sales and marketing model as a blueprint, and the three purposes th…
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Bridging the Gap Between Marketing and Sales as a One-Person Team, with Will Devlin
22:08
22:08
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22:08
How do you bridge the gap between just two people? In the first episode of 2022, Nick sits down with Will Devlin, head of marketing at MessageGears, to talk through life as a marketing team of one, bridging the gap between marketing and sales as your organization grows, and key deliverables to look out for and how to stay in-sync with sales along t…
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Marketing and Understanding AI-driven Software, with Kristina Libby
32:21
32:21
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32:21
How do you effectively market and sell products that are so complex that most people can't understand how they work? In this episode, Nick talks with Kristina Libby, CMO at Hypergiant, as she describes how to be the 'cool kids in the room' when selling AI-powered software, and lessons she's learned from building a brand while also fueling sales.…
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The Death of the SDR and Buyer-Centric Revenue, with Nelson Gilliat
39:20
39:20
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39:20
What do you do when the traditional playbook doesn't work as well as it used to? In this episode, Nick talks with Nelson Gilliat, author of "The Death of the SDR: And the Birth of Buyer Centric Revenue", about why some sales and marketing teams miss the mark when they pursue the traditional "Predictable Revenue" model of revenue generation. They di…
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