Podcast appearances and mentions of peep laja

Megan Bowen and Matt Sciannella from Refine Labs, team up with Wynter's Peep Laja to discuss the importance of brand in B2B Marketing. They explore the nuances of brand visibility, drawing on their extensive experiences to highlight how foundational brand awareness has become in competitive markets. Exploring the intricate balance between brand and demand generation, the discussion underscores why brand perception and awareness can no longer be sidelined in favor of immediate revenue-driven tactics.They share actionable insights on overcoming common pitfalls associated with B2B brand marketing, from misconceptions about ROI to the undervaluation of sustained marketing efforts. Matt emphasizes the importance of setting the right expectations with leadership teams about brand-building timelines, while Peep advocates for consistent messaging and memorable brand experiences. They unpack strategies to measure brand success effectively, bridging the gap between qualitative insights and quantitative data, and underscore the fact that modern businesses must invest in their brand story to achieve meaningful, long-term market penetrationEpisode topics: #marketing, #leadgen, #demandgeneration, #brand, #B2BSaaS, #digitalmarketing #ads #brandmarketing______Subscribe to Stacking Growth on Spotify and YouTubeLearn More About Refine LabsSign Up For Our NewsletterConnect with the guests:Matt SciannellaPeep LajaConnect with the host:Megan Bowen

In this episode, Peep Laja is joined by Kathleen Booth and Dave Gerhardt to unpack the real buying behavior behind B2B SaaS in 2025. They break down the power of dark social, peer communities, and brand storytelling in an era where Google is no longer the first stop. Learn how to win trust, get talked about, and drive growth—without a single paid ad.Chapters:[00:00:00] Buyers No Longer Start on Google[00:01:00] Dark Social Isn't New[00:02:00] Community Beats Search[00:03:00] Trust Comes From Peers[00:04:00] Why “Dark Social” Caught On[00:05:30] How Real Word-of-Mouth Works[00:06:30] Winning Starts With Being Mentioned[00:07:15] LinkedIn's Real Role in Buying[00:08:30] You Can't Game the System[00:09:30] Influencing the Influencers[00:10:30] Brand and Peer Trust Collide[00:11:30] Build a Narrative, Not Just Features[00:12:30] What to Spend on Community[00:14:00] Create Shareworthy Artifacts[00:15:00] Showing Up Consistently Matters[00:16:30] Case Study: Carabiner Group[00:17:30] Making the ROI Case[00:19:00] Track What Actually Matters[00:20:00] Key Takeaways: How to Win

In this episode of the Sales Technology Podcast, host David Dulany sits down with Peep Laja, founder and CEO of Wynter, to explore the evolving landscape of B2B market research. Peep shares insights on how companies can leverage real-time buyer intelligence to refine their messaging, understand customer pain points, and stay ahead of rapid industry shifts—especially in the age of AI. The conversation dives into the importance of peer recommendations, review sites, and the growing role of AI-powered search in software buying decisions. Peep also discusses the future of conferences and how his event, Spryng, is redefining networking for marketing leaders. Whether you're a sales or marketing professional, this episode is packed with actionable insights on how to make your company the preferred choice in competitive markets. Conference https://wynter.com/spryng/lpWynter data https://wynter.com/blogBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Chris was joined by Peep Laja for an in-depth conversation on messaging. Dedicated to unraveling the significance of target customer insights, the discussion digs into the tangible impact that effective messaging and validation can have on demand generation strategies and sales velocity. This session is a deep dive into the processes and methodologies used in message testing and the resulting ability to sharpen go-to-market approaches. The dialogue initially sets the stage with a high-level overview of the necessity of message testing, followed by a practical guide on conducting this qualitative research. Peep provides a compelling rationale on why messaging should be clear, relevant, compelling, and differentiated. The conversation moves on to discuss symptoms unique to companies that lack such feedback from their target demographics and how it can stealthily affect their business capabilities. Chris and Peep both stress that real-time customer insights are crucial and should be an ongoing activity to dynamically inform business strategies If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Peep Laja dives into why speed is a critical and often underrated competitive advantage in today's fast-paced business world. Learn how to make swift decisions, conduct rapid experiments, ship products and campaigns quickly, and gather market feedback efficiently. Drawing from historical military strategies and modern business practices, Peep explains how speed can help you stay ahead of the competition. Tune in to discover actionable insights on fostering a culture of speed within your organization, optimizing decision-making processes, and enhancing market agility.Chapters[00:00:00] Intro and Importance of Speed[00:01:15] Competitive Noise and Clones[00:02:15] Aggressiveness and Fast Action[00:03:15] Blitzkrieg in Business[00:04:45] Faster Decision Making[00:06:00] Chinese Car Manufacturers[00:07:00] OODA Loops[00:08:00] Innovate Faster[00:09:15] Reducing Waiting Time[00:10:00] Bezos Decision Speed Matrix[00:12:30] Democratizing Decision Making[00:14:30] Meeting Reduction[00:16:45] Copycats and Innovation[00:18:45] Personal Experimentation Failures[00:21:45] Final ThoughtsMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

In this episode, Peep Laja emphasizes the importance of deeply understanding your target market and ideal customer profile (ICP) to drive growth in B2B SaaS. He advocates for ongoing research to inform effective messaging, breaks down the key components of high-converting copy, and shares how tools like Wynter enable teams to get fast feedback and align around the ICP. By implementing these strategies, companies can speed up feedback loops and gain a competitive edge.[00:00:00] Intro: Winning through market understanding[00:01:22] Importance of regular market research[00:02:30] From annual to ongoing micro-testing[00:04:00] Optimizing for speed to insights[00:05:30] Getting budget for market research[00:06:30] Building mental availability[00:08:00] Balancing short and long-term efforts[00:09:00] Positioning vs. messaging[00:10:28] Four layers of effective messaging[00:12:30] Addressing buyer uncertainty[00:14:00] Communicating customer value[00:15:00] Importance of strong copywriting[00:16:30] Characteristics of good copy[00:17:00] Achieving team alignment[00:18:00] Speeding up feedback loopsMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

Chris was joined by Peep Laja for an in-depth conversation on messaging. Dedicated to unraveling the significance of target customer insights, the discussion digs into the tangible impact that effective messaging and validation can have on demand generation strategies and sales velocity. This session is a deep dive into the processes and methodologies used in message testing and the resulting ability to sharpen go-to-market approaches. The dialogue initially sets the stage with a high-level overview of the necessity of message testing, followed by a practical guide on conducting this qualitative research. Peep provides a compelling rationale on why messaging should be clear, relevant, compelling, and differentiated. The conversation moves on to discuss symptoms unique to companies that lack such feedback from their target demographics and how it can stealthily affect their business capabilities. Chris and Peep both stress that real-time customer insights are crucial and should be an ongoing activity to dynamically inform business strategies If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Kyle Coleman will take place on June 6 at 12pm central. Register Here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

In this episode, Peep dives into why niching down is the key to success for early-stage B2B SaaS companies. He explains how focusing on solving a specific problem for a targeted market, rather than competing directly with industry giants, allows startups to gain traction and dominate their niche. Peep emphasizes that niching down isn't about limiting your dreams, but rather a proven strategy to break into a competitive market and lay the foundation for future growth.Chapters:[00:00] - Introduction[00:30] - Why niching down is crucial for early-stage SaaS[03:30] - Capturing a small market first[08:39] - The importance of differentiation[11:59] - Real-world examples of successful niching[18:03] - Niching is about focus, not limiting dreams[22:10] - Case study: Lattice's niche in performance management[25:28] - When to consider an all-in-one solution[29:44] - Choosing a company name that allows growth[31:09] - Identifying a profitable niche[33:30] - ConclusionMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

Chris joined Justin Norris on RevOps FM to discuss new perspectives on B2B marketing and evolving go-to-market strategies. Chris introduced the idea of 'signals' in marketing analytics to track customer interest throughout the sales cycle. The episode covers differences between signal providers, aggregators, and analytics. Chris explains their roles and possible developments in signal tracking. He also points out flaws in the current go-to-market models and proposes a single, more effective approach for better financial performance. Chris focused on how businesses should prioritize profitability and growth while cutting costs, especially given the current economic conditions. He walks through reassessing customer acquisition strategies and measuring value through financial soundness. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Megan joined Chris DuBois on the Agency Forward Podcast to talk about how changing buyer behavior has affected and impacted agencies. Megan talks through the contradicting truths that people hold, how they know they should change their agency playbook with the evolution in buying behavior, but don't follow through on changing their processes. She goes through the components that make a strong, stand out agency, and highlights the importance of highlighting your team's experience as the product customers are getting. Megan gives tactical advice to CEOs on building a core strategy that works. See the full video and more on our YouTube channel Stay on top of all Refine Labs news and events by subscribing to our newsletter. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here. 

In this episode, Peep Laja explores the scientific laws of marketing, focusing on building mental and physical availability for brands. Drawing from the works of Professor Byron Sharpe and the Ehrenberg Bass Institute, Laja emphasizes the importance of being top of mind and easily found when potential customers are ready to make a purchase.The episode features insights from marketing experts who provide real-world examples. Peep also discusses distinctive brand assets, the limitations of hyper-targeting in B2B marketing, and the duplication of purchase law. He concludes by offering practical advice on increasing brand awareness and making target customers remember the brand when they need its product.00:00 - Intro02:00 - Mental and physical availability concepts04:40 - Brand building with Paul Dorsey05:45 - Buying triggers07:05 - HockeyStack's content marketing strategy11:00 - Physical availability in B2B SaaS12:00 - Distinctive brand assets18:45 - SurveyMonkey's rebranding story20:10 - B2B brands lack distinctive assets21:00 - Meaningless distinctiveness vs. differentiation22:20 - Identifying customer values with Wynter23:00 - Reaching all buyers in a category24:30 - Limitations of hyper-targeting26:00 - Category reach and lead generation27:45 - Ad reach and frequency28:50 - Duplication of purchase law30:00 - ConclusionMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

In the latest episode of "Revenue Vitals," Chris talks through changes in B2B finance and the impact to GTM strategies. He outlines the importance of shifting from growth at all costs to a strategy that emphasizes sustainable, efficient growth. Chris talks through the current landscape; SaaS companies aren't growing as fast as before while it's becoming more expensive to get new customers. He highlights how businesses should reconsider where they're putting their money to come up with new strategies that fit with current market conditions. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Chris joined Alan Zhao to talk about the evolution of B2B Go-To-Market tactics. Chris offers an insightful analysis of contemporary, data-oriented go-to-market strategies, emphasizing the essential role of analytics and data-centric decision-making in aligning sales and marketing initiatives with the changing patterns of buyer behavior. Chris provides an in-depth examination of the fundamental transition from conventional sales-driven frameworks to a modern methodology that gives precedence to demand generation and the strategic use of indicators within B2B marketing. He highlights the imperative for organizations to evolve in response to the sophisticated B2B purchaser, who is equipped with a wealth of digital resources. He points out the inefficacies prevalent in current go-to-market approaches and advocates for a concentrated effort on authentic demand creation and the interpretation of customer behavior as critical factors for attaining sustainable and effective growth in the current economic environment. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Are skyrocketing CAC, decreasing LTV, and over-spending on ineffective demand generation tactics causing bloat in your go-to-market engine? You're not alone

Megan joined Timy to chat about the facets of her life and career that led her to be the leader she is today. Their discussion encompasses Megan's initial aspirations, followed by critical decisions that were instrumental in her success. Her story offers both motivation and practical advice for aspiring professionals. Megan elaborates on her significant life experiences, highlighting the distinct concepts of self-assurance and self-worth. Her professional trajectory is distinguished by notable accomplishments, especially in the areas of customer retention and relationship management. Megan engages in a nuanced exploration of leadership from a female vantage point. She offers striking observations on the prejudices and obstacles encountered by women in a professional setting, providing a frank examination of her progression through a challenging and noteworthy career. See the full video and more on our YouTube channel Stay on top of all Refine Labs news and events by subscribing to our newsletter. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.

This episode explores the critical factors that define market leadership, from being first in a category to leveraging innovation and strategic marketing. Hear from experts like David Aaker, Mark Ritson, and Byron Sharp on how top brands maintain dominance and why small brands face uphill battles. Discover actionable insights on standing out, staying top of mind, and converting prospects into loyal customers.[00:00:00] Intro: Winning in B2B SaaS[00:01:23] David Aaker on Market Stability[00:03:00] Mark Ritson: Challenges for Small Brands[00:04:08] Byron Sharp's Law of Double Jeopardy[00:06:30] The Importance of Mental Availability[00:09:30] Innovation vs. Excess Share of Voice[00:12:15] Case Study: Monday.com's Marketing Spend[00:17:08] LG's Failed Market Strategy[00:19:00] Creating a Unique Market Position[00:22:00] Staying Top of Mind Strategically[00:25:39] Creative Low-Cost Marketing Tactics[00:30:00] Outro: Key TakeawaysMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

In this week's event, Chris starts by sharing his vision for 2024 as a pivotal year for mid-market companies, with a focus on the economic viability and the pivotal shifts expected in the market. He elaborates on the intricate financial benchmarks, like the Rule of 40, which can signal tough times for companies with negative growth rates. He further emphasizes the importance of optimizing go-to-market strategies, noting that many companies overlook this vital aspect in their pursuit of growth. Following this, Chris takes a deep dive into the world of signals in marketing, differentiating between touchpoints and signals and explaining the significance of signal-based analytics in enhancing go-to-market processes. He explains how signals, unlike attribution mechanisms, are transformative catalysts for process enhancements, offering listeners a clearest pathway to reduced CAC and bumped ROI. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Chris joined the Podcast Gurus to talk about creating content and its power in the B2B space. They cover the challenges of B2B marketing and highlight important factors for growth and scalable demand gen programs. Chris discusses the common mistakes in marketing strategies and emphasizes the importance of data for insights. He talks about practical tactics and corrects wrong ideas about marketing investments. The episode is about improving marketing strategies that meet customer expectations and current market trends. It includes SEO content and aims to clearly explain effective marketing and the role of executives. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

In this new style of "How To Win", Peep Laja discusses the importance of differentiation in today's highly competitive B2B SaaS market. He explores various strategies for standing out, such as focusing on brand, taking a polarizing stance, being radically transparent, and leveraging personal brands. Laja emphasizes that differentiation is a CEO-level problem and that companies must build their vision around being unique rather than simply copying competitors.Chapter Markers: 00:00:00 - Introduction 00:01:00 - MarTech landscape and sameness 00:02:30 - Differentiating beyond features 00:05:00 - Competing to be unique 00:07:15 - Limited consideration sets 00:09:00 - Commitment to differentiation 00:10:15 - Three types of standout brands 00:13:00 - Eight traits of commodity brands 00:15:00 - Personal brands for differentiation 00:17:30 - Strategies from "Differentiate or Die" 00:20:15 - Jillion down on what works 00:20:45 - Differentiation as a CEO problemMy links:X: https://twitter.com/peeplajaLinkedIn: https://www.linkedin.com/in/peeplaja/Personal site: https://peeplaja.com/Wynter: https://wynter.com/Speero: https://speero.com/CXL: https://cxl.com/

 Timestamps:01:39 The role of product marketing in the B2B landscape03:14 Why website ownership and conversion rates matter for PMMs04:42 Challenges and strategies to be aware when managing website messaging06:52 The evolution and future of message testing07:22 CEO's Role as a product Marketer in Startups09:53 Why messaging is underestimated in B2B13:05 Message testing and market trends16:24 Advices for solo PMM on messaging19:38 How to improve your message clarity and relevance20:56 How to leverage customer feedback with your messaging24:29 How Peep is building influence and engaging on LinkedIn26:43 What makes Spryng different from other B2B events29:42 The Messaging Torture Chamber34:19 Where to find Peep and learn more from him Show Notes:WynterHemingway AppSales Pitch by April DunfordB2B Messaging courseSpryng event Peep LinkedIn 

This week on How To Win: Noah Kagan of AppSumo, a platform for digital marketplace deals focusing on software aimed at entrepreneurs and small businesses. They have bootstrapped to over $80 million in revenue. You'll hear insights on scaling business by focusing on what works, the importance of staying true to your core values, and the strategy behind AppSumo's success. Discover how AppSumo thrived where others didn't and why focusing on the customer always pays off. Find out how AppSumo navigates competition and continues to grow by doubling down on effective strategies​​.Key Points:[00:03:36] "How does AppSumo compete with lower prices?"[00:08:33] "How did strategic choices evolve with growth?"[00:10:57] "How does focusing on what works help?"[00:14:42] "Do cheaper products lead to higher sales?"[00:15:18] "Why focus on solopreneurs despite challenges?"[00:19:30] "Key to AppSumo's successful marketing strategy?"Mentioned:Noah KaganAppSumoNoah Kagan's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

In this episode, Dave sits down with Peep Laja. Peep is an entrepreneur; he founded a portfolio of companies, including CXL, Speero, and Wynter. He's the active CEO for Wynter, a B2B target customer insights platform. Peep also hosts the How to Win podcast.Peep takes us through the founding story of Wynter, effective strategies for messaging and its impact on conversion rates. You'll also learn how to take customer feedback and use it to create marketing messages that resonate.Timestamps(00:00) - - Introduction (05:47) - - Peep's background and journey into marketing and conversion optimization (10:47) - - The inception of Wynter and the importance of messaging in B2B marketing (15:47) - - Strategies for effective messaging and the role of feedback (20:47) - - The significance of specialization in marketing (25:47) - - Building a brand and audience before launching a new product (31:36) - - Conversion optimization and copywriting (36:36) - - How to approach messaging for technical products and enterprise sales (41:36) - - Utilizing customer feedback to refine messaging strategies (46:36) - - Closing thoughts on the future of marketing and final advice for marketers Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***This episode of the Exit Five podcast is brought to you by our friends at Knak.  Launching an email or landing page in your marketing automation platform shouldn't feel like assembling an airplane mid flight with no instructions, but too often that's exactly how it feels. No more having to stop midway through your campaign to fix something simple. Knack lets you work with your entire team in real time and stops you from having to fix things mid flight. Check them out at knak.com/exit-five/***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

This week on How To Win: Bernat Farrero of Factorial HR, sharing insights on revolutionizing HR for SMBs. You'll hear about the importance of simplifying complex HR processes for small and medium businesses, Factorial HR's strategic approach to scaling internationally while addressing localized needs, and how they navigated the challenges of rapid growth and product development to meet the diverse needs of their global clientele.Key Points:[00:01:21] Why start as an all-in-one from day one?[00:02:24] Does diversification improve SMB retention?[00:03:36] Was targeting SMBs your initial customer profile?[00:10:03] Time from 1 million to 10 million in revenue?[00:12:09] How has prioritizing growth changed for you?[00:14:15] How closely do you watch competitors?[00:15:54] Why expand beyond HR into finance?[00:17:24] Do all added products boost revenue and retention?[00:18:00] What are the trade-offs of expanding your product?[00:18:54] Why has Factorial HR succeeded in a competitive market?[00:20:24] Top three lessons for B2B SaaS founders?Mentioned:Bernat FarreroFactorial HRBernat Farrero's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Todd Olson of Pendo, revealing the secrets behind building a product-led growth company. You'll hear how Pendo's focus on product experience revolutionized customer interaction, the importance of integrating customer feedback into product development for sustained growth, and the strategic approach to scaling a software company beyond traditional boundaries.Key Points:[00:03:15] "What propelled your initial revenue growth?"[00:06:42] "Challenges in transitioning to enterprise clients?"[00:10:58] "Impact of product decisions on company scale?"[00:15:24] "Strategies for expanding product functionality?"[00:18:37] "Approach to building a scalable team?"[00:19:12] "Strategy behind bowling pin model?"[00:22:45] "Insights on maintaining company culture?"Mentioned:Todd OlsonPendoTodd Olson's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Gregory Galant of Muck Rack, discusses the journey of transforming a podcasting venture into a leading software solution for public relations professionals. You'll hear insights on the importance of building strong journalist relationships, the strategic pivot from service to software, and the value of slow, deliberate growth in the tech industry.Key Points:[00:04:21] "Time to first million in revenue?"[00:05:51] "Early days buyer understanding?"[00:07:12] "Shift to sales-led approach?"[00:09:36] "Product and sales balance for growth?"[00:10:12] "Changes post-$10 million revenue?"[00:13:48] "Market size doubt at $10 million?"[00:18:09] "Reasons for outlasting competitors?"[00:20:24] "Top advice for B2B founders?"Mentioned:Gregory GalantMuck RackGregory Galant's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Vinay Bhagat of TrustRadius, revolutionizing B2B software buying with in-depth user reviews. You'll hear how TrustRadius overcame the challenge of creating a trusted review platform in a saturated market, the strategic decisions that led to successful monetization, and the importance of focusing on quality over quantity to cater to both software vendors and buyers.Key Points:[00:02:30] - Inspiration behind your business model?[00:03:15] - Tackling initial cold start problem?[00:04:00] - Scaling outreach effectively?[00:05:15] - Competitive landscape at inception?[00:08:45] - Monetization through content syndication?[00:10:00] - No initial go-to-market strategy?[00:13:30] - Differentiation strategy in sales?[00:14:15] - Building a differentiated audience?[00:15:00] - Creating a buyer-centric platform?[00:18:00] - Strategy for targeting large tech companies?[00:18:45] - Focus on thought leadership and content?[00:19:45] - Advice for B2B founders?[00:20:15] - Balancing bootstrap with funding?[00:24:30] - TrustRadius's keys to winning?Mentioned:Vinay BhagatTrustRadius.comVinay Bhagat's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Adam Robinson of Retention.com, an innovative leader in the email marketing space. You'll hear about the journey of identifying a market gap and creating a differentiated product in a competitive environment, the importance of strategic focus on a specific target market, particularly in e-commerce, and the implementation of focused go-to-market strategies for sustained growth and market penetration.Key Points:[01:48] - What was your first market product?[02:51] - How did it become a standalone product?[04:12] - Who's the primary buyer for this?[07:30] - Post-revenue, how did strategy evolve?[15:00] - How did you achieve business differentiation?[16:48] - Top three advice for B2B founders?[18:45] - What's behind Retention.com's winning strategy?Mentioned:Adam RobinsonRetention.comAdam Robinson's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

► Why your B2B company needs to stand out Sam has a really valuable conversation with Peep Laja, CEO @ Wynter. They cover:

This week on How To Win: Chris Federspiel of Blackthorn.io, a company specializing in Salesforce integration and application development. You'll hear about Blackthorn's strategic approach to the Salesforce ecosystem, the critical role of customer feedback in shaping their product development, and the journey of focusing their offerings to achieve significant growth in the competitive SaaS market.Key Points:00:00:16 How did Blackthorn achieve its growth?00:01:30 How long to build first product?00:03:36 Time to hit 1 million ARR?00:04:21 Target customers for your products?00:06:09 Explain go-to-market strategy?00:08:18 Go-to-market for growth acceleration?00:09:54 Current product lineup?00:14:10 Target customer segment evolution?00:16:09 Effective customer acquisition channels?00:17:42 Monitoring competition?00:19:12 Unsuccessful strategic bets?00:21:45 Importance of company focus?00:22:12 What set Blackthorn apart from others?00:24:00 Top advice for B2B founders?00:25:57 How did Blackthorn win?Mentioned:Chris FederspielBlackthorn.ioChris Federspiel's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Clate Mask of Keap, marketing automation and CRM platform for small businesses. You'll hear how Keap found the right customers, why they combined software with services, and how Keap evolved its marketing over time.Key Points:01:15 Building the initial product based on own business needs03:00 Pivoting to serve small businesses dealing with chaos04:30 Evolving from just marketing automation to full business automation07:15 Renaming the company to reflect simplicity and ease of use09:45 Sticking to core small business customers amid pressure13:00 Combining software, services, and strategy for customer success22:30 Embracing partners and gradual upmarket moves for growthMentioned:Clate Mask's LinkedinClate Mask's XKeapMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Vinay Patankar of Process Street, a workflow management software company. You'll hear why they didn't monetize for the first 2 years, how going upmarket increased retention and revenue, and why they focused the product on specific use cases.Key Points:01:15 Identifying market need from personal frustration03:00 Deciding not to monetize for 2 years to optimize fundraising06:15 Recognizing larger customers have higher retention and expansion07:00 Transitioning from SMB to mid-market and enterprise14:30 Having over 50% of revenue from inbound channels15:00 Needing specialized use cases to differentiate amid competition19:00 Advising founders to get very clear on product and go-to-market strategyMentioned:Process Streethttps://www.process.st/Vinay Patankar's Linkedinhttps://www.linkedin.com/in/vinaypatankarVinay Patankar on Xhttps://twitter.com/vinayp10?lang=enMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Sam Jacobs of Pavilion, who built a $15 million community learning business from scratch. You'll hear how he leveraged LinkedIn for organic growth, the importance of creating sub-communities, and key mistakes he made after raising VC money that took the focus away from his core customers.Key moments:00:50 - Describing what the company does06:20 - Describing the issues with e-learning11:30 - Issues with raising money 14:20 - Cutting back17:40 - Explaining how to grow communities22:30 - Advice for founders24:30 - Lessons learnedMentioned:PavilionSam Jacobs's LinkedInSam Jacobs's XMy Links:XLinkedInWebsiteWynterSpeeroCXL

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Cognism's growth advisor Gaetano Di Nardi interviews Peep Laja, CEO at Wynter about the importance of a CEO who understands marketing, running online communities, and how to craft messaging that makes an impact.

This week on How To Win: Gleb Budman of Backblaze, which offers affordable, easy cloud storage. You'll hear how bootstrapping forced them to make efficient decisions, how focusing on underserved mid-market customers helped them compete with Amazon, and how building their own platform gave them a structural advantage.Timestamps:01:45 Focusing on underserved mid-market02:15 Low pricing from efficient infrastructure07:45 Content and community marketing11:30 Bootstrapping forced efficiency13:20 Building own platform from bootstrapping16:15 Staying power and not getting ahead

This week on How To Win: Jess Mah of indinero, a fintech company providing automated bookkeeping and accounting services. You'll hear how she focused on high-paying niche verticals, pivoted to find product-market fit, and how she brought in an experienced CEO.Key Points:01:45 Pivoting to a new customer segment willing to pay more03:00 Combining QuickBooks, Mint.com and luxury concierge service04:15 Seeing product issues by observing customers use it08:00 Focusing on customer health and early churn indicators10:30 Customizing marketing and sales for each vertical16:15 Replacing yourself earlier as CEO with a more experienced leaderMentioned:LinkedInTwitterindineroMahwayMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Andrew Lau of Jellyfish, the engineering management platform. You'll hear how they validated the problem space, figured out product-market fit, and used founder-led sales to generate traction.Key Points:2:03 - Getting first revenue with founder-led selling4:12 - Seeing massive growth after increasing COVID demand6:33 - Focusing on customer needs over competitors8:46 - Timing is everything - being patient10:58 - Staying focused on your team and customers12:33 - Acknowledging timing and people are key combinations14:52 - Funding marketing appropriately at different times22:41 - Timing is everything as operator, people are everything as investorMentioned:JellyfishAndrew LauMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

In this episode of Confessions of a B2B Marketer, Tom Hunt interviews Peep Laja as he shares his valuable insights on bootstrapping Wynter to over $2m ARR, providing listeners with actionable strategies and inspiration for their entrepreneurial ventures.

SummaryThis week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more.Key Points00:30 - Appearing larger by using ads, content, LinkedIn, conferences01:00 - Pivoting multiple times before finding product-market fit01:30 - First customer paying $50k, taking 3 months to get second02:15 - Becoming workflow company based on customer feedback03:00 - Enabling workflows with routing, notifications, messaging04:15 - Going sales-led to getting feedback and sales quickly05:00 - Moving upmarket for better economics06:30 - Creating more value like selling furniture over lumber07:30 - Getting Salesforce access to enabling workflows09:00 - Pushing workflow steps to driving success12:00 - Workflow products having better retention13:30 - Hitting $1M revenue in 12-18 months14:15 - Clipboard Health pivoting successfully16:00 - Testing crazy versions when growth stalling19:00 - Appearing bigger through LinkedIn, ads, case studies22:15 - Focusing on use case despite competitors23:45 - Building moat with brand recognition and revenue impact25:15 - Saying no to unfit customersMentioned:Christian Kletzl's LinkedInUserGemsMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Livestorm's Gilles Bertaux, a meeting and webinar platform. You'll hear how Livestorm succeeded despite many well-known competitors. How they got their first customers. And how they grew past $10 million in revenue.Key Points1:00 - How Gilles got the idea for Livestorm and validated it with customers2:00 - Getting the first set of customers3:15 - Reaching $1 million ARR in 2-2.5 years3:45 - Growth during COVID-19 pandemic 4:30 - Differences between Livestorm and virtual event platforms 5:45 - Importance of recurring revenue products6:00 - Anti-active usage products retention rates7:00 - Differentiation in the webinar space8:00 - European privacy laws advantage9:30 - Messaging differentiation vs. business strategy differentiation10:00 - Shipping features fast vs. carefully13:00 - Prioritizing features based on positioning14:15 - Strategy changes after hitting $10 million revenue 16:00 - Lessons learned over 7 years17:30 - How Livestorm wonMentioned:LivestormGilles Bertaux on XGilles Bertaux on LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How To Win: Guy Cohen, CEO of Wonder an on-demand secondary research platform. They built the company to 8M in revenue, realized their ICP was wrong, tore it down and rebuilt again. That's what we break down in this episode.Key Points:00:02:29 Failed many times, learned hard lessons, narrowed target.00:04:28 Innovative marketing approach convinces lighthouse customers.00:09:12 Canaries told us we were wrong, now what?00:11:02 SMB business scaled pre-COVID but had issues.00:14:54 Friction, pricing, and quality debated; race against time.00:18:27 AI: Extinction risk or growth accelerator?00:22:37 Voice to customer, sales, mistakes, choosing, committing.00:23:40 Closing thoughts.Mentioned:Guy Cohen's LinkedInWonderMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary  This week on How To Win: Spencer Fry of Podia, the all-in-one platform for publishing, promoting, and selling content online. You'll learn how Podia succeeded in the face of heavy competition. Why the benefits of having multiple products outweigh the downsides for Podia. How Podia's long-term investment affects everything from product creation to marketing decisions. And more.Key Points[00:05:00] - Selling courses, downloads, and webinar access all in one place.[00:07:45] - The long-term view is distilled across the entire team.[00:10:45] - COVID led to their biggest month ever, 3-4 times bigger than before.[00:14:30] - Having multiple products.[00:20:30] - Website and email revenues compared to course sales. [00:21:15] - Customer progression: from website, then email, before selling products.Mentioned:PodiaSpencer Fry on LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary This week on How To Win: Andrew Gazdecki of Acquire.com, the startup acquisition marketplace. You'll hear: How Andrew lands Times Square advertising to promote startups on his platform. How he went from doing everything himself to quickly assembling a team to speed up his company's growth rate. How he discovered a big opportunity to create a new company in the mergers and acquisitions market. And so much more.Key Points Marketplace launched by solo founder who works tirelessly. 02:04 Marketing showcased through creativity, cost-effectiveness, and social proof. 05:52 Personal experiences lead to a successful self-funded startup. 07:01 Team rehired, subscription model initiated, challenges faced. 10:44 Startup acquisitions streamlined using standardized tools and data-driven relevance. 13:39 Rapid execution guides towards the right direction. 17:27 User interviews standardized to analyze product usage. 21:47 Feedback sought, emphasizing negative comments, to nurture a customer-centric culture. 23:16 Mentioned:Acquire.comX/Twitter: @agazdeckiMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary This week on How To Win: Lloyed Lobo, founder of Boast AI, which helps companies find and claim tax credits from their R&D investments. LLoyed launched two different software companies, which failed. He followed it up with a service business, Boast, which took off.You'll hear why he thinks services are a better way to launch a company than software. We'll dive into how he got his first customers by cold calling and we'll discuss how he grew his company by publishing articles and organizing an event.I'll share how I used similar methods to grow my businesses.Key points: Start by selling a service to learn what to build and get good at customer success (00:36) Pick an unsexy market that's not chased by trends (04:26) Validate the ideal customer profile and problem through paid consulting work (04:55) Product-market fit is when customers get an outcome and don't cancel (05:09) Build the first product iteration with no-code tools (05:50) Double down on what's working from 1 million to 10 million ARR (14:18) Owned media like newsletters and events builds real relationships (15:35) Alignment with co-founders and investors on values avoids issues (20:29) Communication + creation + consistency drives success (21:33) Boast won by starting as a service, focusing on one market, and building owned media (21:43) Mentioned:Boast.aiFrom Grassroots to GreatnessLloyed's personal siteMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

With summer around the corner, How to Win will be taking a brief hiatus. During this time, the team will be working behind the scenes to bring you more exciting insights from today's top B2B SaaS entrepreneurs and CEOs when we return in Fall 2023 with a brand new season. In the meantime, catch up on past episodes of How to Win, and stay connected with me on LinkedIn and Twitter (links below). Thank you for tuning in and supporting the podcast—I look forward to seeing you back here very soon. My Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Imagine you're preparing to open a brand-new restaurant in a bustling city. The cuisine is exquisite, the ambiance is perfect, and the service is impeccable. But as the doors open and potential customers walk by, they don't seem drawn to your establishment. The problem? Your menu is confusing, the descriptions are bland, and the name of the restaurant doesn't resonate with the passersby. This is the power of messaging. Without clear and enticing messaging, even the most outstanding offerings can struggle to attract an audience.Enter Peep Laja, the founder of Wynter, a platform dedicated to perfecting messaging through customer insights. With years of experience in the world of B2B SaaS, Peep has become a go-to advisor for startups and established companies alike. He understands the importance of storytelling, positioning, and messaging in a competitive market and knows how to guide businesses to achieve maximum impact. In today's episode, we'll dive deep into Peep's journey and his insights on creating powerful messaging for your B2B SaaS, and why telling a better story is crucial for startups looking to make their mark.High Level Overview:Messaging is crucial: Effective messaging is essential to attract and engage your target audience, even if you have an outstanding product or service.Focus on storytelling: In competitive markets, telling a compelling story sets you apart and helps capture the attention of potential customers.Balance audience recruitment and sales: Carefully manage the recruitment of your target audience and sales efforts to prevent churn and wasted investments.Expand cautiously: Identify new market segments by gradually expanding your ideal customer profile, one at a time, to avoid overextending your resources.Stay agile and adaptable: In the ever-evolving world of SaaS, it's essential to stay flexible and adapt to market changes to ensure your messaging remains relevant and effective.A Crash Course on Messaging:Messaging is the art of crafting clear, concise, and engaging communication that resonates with your target audience. It includes your brand's story, positioning, and overall communication strategy, all of which play a vital role in attracting customers and promoting your product or service.Step 1 - Identify Your Ideal Customer Profile (ICP): To begin crafting your messaging, you need to know your target audience. Identify your ICP – the type of customers who are the best fit for your product. In Peep's case, he began with B2B SaaS VIP marketing CMOs, but later expanded to other roles within the same industryStep 2 - Establish a Clear Value Proposition: Once you know your ICP, create a value proposition that speaks to their needs and desires. This should clearly articulate the unique benefits your product offers and how it solves their problems. Be concise and specific, and avoid using buzzwords or jargon that might confuse your audience.Step 3 - Develop a Compelling Story: To stand out in a saturated market, tell a story that resonates with your ICP. Peep suggests focusing on "things beyond the product" – like better storytelling, stronger messaging, and more effective positioning. This will help you connect with your audience and differentiate your brand from competitors.Step 4 - Test and Iterate: Once you have crafted your messaging, test its effectiveness with real customers. Peep's company, Wynter, specializes in gathering customer insights to help fine-tune messaging. Use feedback from your target audience to optimize your messaging and ensure it resonates with them.Step 5 - Align Messaging Across Channels: Ensure that your messaging is consistent across all marketing channels – from your website and social media to email campaigns and sales materials. This will help reinforce your brand identity and make your messaging more memorable.Step 6 - Monitor and Update Messaging: As your business grows and your target audience expands, regularly review and update your messaging to stay relevant. Keep an eye on market trends, customer feedback, and competitor activities to ensure your messaging remains compelling and effective.By following Peep Laja's crash course on messaging, you'll be well-equipped to create a powerful narrative for your SaaS business that resonates with your target audience and drives growth.Further LearningsFollow Peep on LinkedIn and check out Wynter for more on messaging.

Summary:This week on How to Win: Lindsay Bayuk, CMO at Pluralsight, an online technology learning platform designed to help teams upskill. Pluralsight was founded in 2004 and was acquired by Vista Equity Partners in 2021.In this episode, Lindsay breaks down some of the strategies that have helped her as a CMO. We discuss communicating the importance of marketing to a CEO, how to align your company metrics, and why you should be wary of 'yes-men'. I weigh in on cross-company collaboration, the correct way to use customer research, and why a day not gathering customer intelligence is a day wasted.Key Points: Lindsay discusses what it's like being a CMO with a product marketing background (01:10) Is life too short to work with a CEO who doesn't understand marketing? (03:10) I dive into communicating the importance of marketing with a CEO with a quote from former Privy CMO Dave Gerhardt and Drift's David Cancel (03:51) How does Lindsay communicate important marketing metrics cross-company? (05:38) I talk about getting buy-in from across the company with a quote from Hubspot's Kipp Bodnar (09:31) Lindsay lays out Pluralsight's successful messaging and positioning play (11:24) I weigh in on how you should approach your positioning and messaging (13:34) How does Lindsay use customer interviews to inform Pluralsight's positioning? (14:26) I discuss how to use customer research in the right way (16:02) How are Lindsay's teams structured and how does she juggle them all? (17:14) I explain why you should surround yourself with people who challenge you with a quote from former astronaut Garrett Reisman (19:11) Why does Lindsay think that "go-to-market is a team sport?" (20:54) What are some of the mistakes Lindsay has made in her career? (22:24) Wrap-up (23:48) Mentioned:Lindsay Bayuk WebsiteLindsay Bayuk LinkedInPluralsight WebsitePluralsight LinkedInDave Gerhardt LinkedInDavid Cancel LinkedInKipp Bodnar LinkedInGarrett Reisman LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary:This week on How to Win: Lauren Schuman, VP of Product Growth at Mural. Founded in 2011, Mural has over 1,000 customers and was valued at $2B after their Series C funding round in 2021. Before joining Mural, Lauren served as Senior Director of Product Insights and Growth at Mailchimp.In this episode, Lauren breaks down how she has steered Mural and Mailchimp toward cultivating a growth practice. We discuss finding the right problem to solve, the importance of experimentation, and why she hires curious people. I weigh in on the benefits of gathering qualitative data, why marketing is a game of attention, and the diverse potential of growth teams.Key Points: Why is nailing your ICP the most important part of building growth? (01:24) How does Lauren find the 'right problem to solve'? (02:43) How did Lauren use quantitative data models to make strategic decisions? (04:17) I weigh in on the benefits of qualitative data gathering with a quote from Attentive's Brian Long (07:11) Lauren talks about how Mural differentiates itself from the competition (09:22) How has Lauren been using copy testing to improve Mural's website messaging? (12:36) I discuss why marketing is a game of attention (13:35) Lauren reflects on the importance of onboarding in a product-led tool (16:41) I explain why motivation is more powerful than friction (19:49) Lauren breaks down how Mural uses onboarding to increase customer understanding and motivation (20:26) What is a painted door test? With a quote from Carta's Shubhi Nigam (22:46) What did Lauren learn about building a growth team at Mailchimp? (23:45) I weigh in on creating a growth team that excels with a quote from RockBoost's former founder and managing director Chris Out (26:34) Why does Lauren look for curious people at the hiring stage? (27:52) Wrap-up (29:39) Mentioned:Lauren Schuman LinkedInMural WebsiteMural LinkedInGetting more accurate customer feedback with Attentive's Brian LongShubhi Nigam LinkedInChris Out LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary:This week on How To Win: Rob Gonzalez, co-founder and CMO of Salsify, a commerce experience management platform that helps its clients win on the 'digital shelf.' Salsify defines the digital shelf as: "The collection of diverse and rapidly evolving digital touch points used by shoppers to engage with brands and discover, research, and purchase products.”Rob co-founded Salsify in 2012 and has grown the company to over 740 employees serving a roster of high-profile clients. Salsify concluded their Series F funding in 2022, securing $200M in funding which brought their valuation to over $1B.In this episode, Rob breaks down some of the strategies that have helped Salsify win, and some of the mistakes they've made along the way. We discuss diversifying customer acquisition channels, promoting employee autonomy, and why you might be under-charging your customers.I weigh in on the increasing costs of customer acquisition, transitioning to a multi-product team, and employee surveys. Key Points: Rob discusses the customer acquisition channels that worked in the early days of Salsify (01:21)  When is it the right time to change your customer acquisition tactics? (04:58) I reflect on the rising cost of customer acquisition (06:04) Rob discusses what he calls 'market engagement rate' (07:37) What has Rob learned about being a multi-product company after Salsify's recent acquisitions? (09:29) My thoughts on running a multi-product company with a quote from Okta's Chief Product Officer Diya Jolly (11:55) What practical advice does Rob have for founders trying to create a positive work culture? (14:01) I talk about surveying your employees with a quote from employee management expert Don Phin (16:48) How do you reinforce a positive culture consistently? (18:24) I discuss the benefits of increasing employee autonomy (24:13) Rob reflects on Salsify's pricing strategy with a quote from the Tim Ferriss Show, featuring Andreessen Horowitz's Marc Andreessen (25:13) Why does Rob believe the next ten years of marketing will be defined by community and not content? (30:14) Wrap-up (32:04) Mentioned:Rob Gonzalez LinkedInSalsify WebsiteSalsify LinkedInThe Digital Shelf Institute WebsiteThe Digital Shelf Institute LinkedInDiya Jolly LinkedInDon Phin LinkedInThe Tim Ferriss ShowMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary:This week on How To Win: Casey Carey, CMO at Quantive and expert in B2B, e-commerce, and growth marketing. From heading up scaled marketing departments at giants like Google to helping build teams from the ground up at scrappy startups, Casey's expansive career has given him a wealth of knowledge and experience to draw on as a marketing executive. In this episode, Casey shares some of that knowledge with us as we discuss creating a culture that prioritizes learning from failure, the importance of timing, and why he believes brand investment is more important now than ever. I weigh in on hiring for cognitive ability, cultivating a learning mindset, and getting inside a buyer's consideration set.Key Points: Why do some companies win and others don't? (01:22) How does Casey recruit the best talent? (02:59) I talk about Google's people analytics with a quote from the former Senior Vice President of People Operations at Google, Laszlo Bock (04:59) How does Casey facilitate a highly collaborative, cross-functional culture? (06:48) I explore creating a learning mindset with a quote from Diaspora Ventures' Marvin Lao (09:58) Casey discusses how he cultivates a learning mindset in his teams (12:55) How do you balance the acceptance of failure with the need for quality? (15:24) I weigh in on the "fail fast, fail often" mindset with a quote from Photobox's Jody Ford (16:00) What does Casey attribute Quantive's success to? (18:32) I discuss the importance of timing and luck with a quote from Drift's David Cancel (22:48) Casey stresses the importance of finding your niche (25:40) Why does Carey think that, in B2B, branding is more important than ever? (27:10) I reflect on how to get inside a buyer's consideration set with a quote from author Byron Sharp (29:09) How do you win the brand preference war? (30:37) Wrap-up (31:28) Mentioned:Casey Carey LinkedInQuantive WebsiteQuantive LinkedInLaszlo Bock LinkedInMarvin Lao TwitterJody Ford LinkedInGeoffrey Moore WebsiteCategory creation and product-led differentiation with Drift's David CancelByron Sharp WebsiteMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL