The Dave Gerhardt Show (from Exit Five)

407 | Original air date: Jun 20, 2023. Devin Reed is the Founder @ The Reeder, previously Director of Content at Clari and Head of Content Strategy at Gong. Dave and Devin talk about his role at Clari and what the content team did. They discuss Gong's early content strategy, how to make long form content work, and what type of content works on LinkedIn today. They also discuss the importance of personal brand, bust some marketing myths, and more. Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter Learn more about Exit Five's private marketing community: https://www.exitfive.com/ *** Brought to you by: Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive. Convertiv - A B2B marketing agency that helps enterprise teams build an AI-powered go-to-market strategy, specializing in AEO. Podcast listeners get a free AI search review showing how you stack up against competitors. Learn more at convertiv.com/exitfive. Optimizely - the AI platform for marketers. Build your own AI agents or pull from a directory of 50+ pre-built ones for marketing use cases. Their new Virtual Teammates can join meetings, complete tasks, support campaigns, and keep your website optimized. Learn more at optimizely.com/exitfive. Compound Growth Marketing - A full-funnel demand gen agency helping high-growth cybersecurity and enterprise software companies show up earlier in the buying journey, combining AEO, modern paid advertising, and a dedicated go-to-market engineering team. Podcast listeners get two free media planning sessions to find out what channels are driving the best ROI. Learn more at compoundgrowthmarketing.com/exitfive. Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive. *** 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

406 | In this mailbag “Ask Dave Anything” episode, he gets into your most burning B2B marketing questions, concerns and challenges. There's no playbook for B2B marketing, but you can lean on the pros (like Dave) for advice when you're stuck. He shares his take on prioritizing brand or demand, then explains what he'd do in his first 90 days as a new marketing leader. He also shares his take on AI for outbound, the most underrated marketing investment, community vs. audience and whether AI is a bubble. Timestamps: (00:00) - A solo mailbag: Exit Five members ask, Dave answers (05:42) - The biggest "mistake": narrowing Exit Five's ICP (08:52) - Brand building vs. bottom-of-funnel pressure (11:08) - AI outbound and "why you, why now" (12:58) - The most underrated investment: giving a damn (16:58) - Building community by showing up (10,000 comments) (19:20) - Thinking like an exec: why incentives drive behavior (21:51) - Your first 90 days as head of marketing (26:21) - Life outside B2B: family, exercise, and routine (30:42) - What younger Dave wanted vs. what he doesn't want now Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter Learn more about Exit Five's private marketing community: https://www.exitfive.com/ *** Brought to you by: Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive. Convertiv - A B2B marketing agency that helps enterprise teams build an AI-powered go-to-market strategy, specializing in AEO. Podcast listeners get a free AI search review showing how you stack up against competitors. Learn more at convertiv.com/exitfive. Optimizely - the AI platform for marketers. Build your own AI agents or pull from a directory of 50+ pre-built ones for marketing use cases. Their new Virtual Teammates can join meetings, complete tasks, support campaigns, and keep your website optimized. Learn more at optimizely.com/exitfive. Compound Growth Marketing - A full-funnel demand gen agency helping high-growth cybersecurity and enterprise software companies show up earlier in the buying journey, combining AEO, modern paid advertising, and a dedicated go-to-market engineering team. Podcast listeners get two free media planning sessions to find out what channels are driving the best ROI. Learn more at compoundgrowthmarketing.com/exitfive. Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive. *** 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

#405 | Dasha sits down with Casey Patterson, who runs North American ABM at Snowflake, to talk about what ABM looks like as AI reshapes it - live from Drive. Casey explains why the next era of ABM moves past the account to the individual, how her team goes from an account’s intent spike to a personalized gift in four days, and what she means by “tokenomics,” matching the right AI tool to each job. She shares how she inspires her team to disrupt their work a little every week so they never fall behind. Casey dives into her “database washing machine” project for cleaning expired marketing data and an agent that tells sales which event to invite each account to. In the end, Casey names one thing she won’t let AI replace (the direct sales connection), and her 2027 bets on account-based billboards and CMO-to-CMO video. Timstamps Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter Learn more about Exit Five's private marketing community: https://www.exitfive.com/ *** Brought to you by: Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive. Convertiv - A B2B marketing agency that helps enterprise teams build an AI-powered go-to-market strategy, specializing in AEO. Podcast listeners get a free AI search review showing how you stack up against competitors. Learn more at convertiv.com/exitfive. Optimizely - the AI platform for marketers. Build your own AI agents or pull from a directory of 50+ pre-built ones for marketing use cases. Their new Virtual Teammates can join meetings, complete tasks, support campaigns, and keep your website optimized. Learn more at optimizely.com/exitfive. Compound Growth Marketing - A full-funnel demand gen agency helping high-growth cybersecurity and enterprise software companies show up earlier in the buying journey, combining AEO, modern paid advertising, and a dedicated go-to-market engineering team. Podcast listeners get two free media planning sessions to find out what channels are driving the best ROI. Learn more at compoundgrowthmarketing.com/exitfive. Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive. *** 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

#404 | Dave chats with Hillary Carpio, VP of Growth Marketing at Snowflake, about account-based marketing. Hillary runs a 20 person team focused on ABM at Snowflake today. They discuss why Snowflake has been an "account-based organization", ABM vs. Demand Generation, how to measure ABM, what an effective ABM campaign looks like, creating a tiered ABM strategy, how marketing exists to support sales at Snowflake and why it works, how tools like ChatGPT and Jasper can help ABM marketers, and more. Timestamps Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter Learn more about Exit Five's private marketing community: https://www.exitfive.com/ *** Brought to you by: Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive. Convertiv - A B2B marketing agency that helps enterprise teams build an AI-powered go-to-market strategy, specializing in AEO. Podcast listeners get a free AI search review showing how you stack up against competitors. Learn more at convertiv.com/exitfive. Optimizely - the AI platform for marketers. Build your own AI agents or pull from a directory of 50+ pre-built ones for marketing use cases. Their new Virtual Teammates can join meetings, complete tasks, support campaigns, and keep your website optimized. Learn more at optimizely.com/exitfive. Compound Growth Marketing - A full-funnel demand gen agency helping high-growth cybersecurity and enterprise software companies show up earlier in the buying journey, combining AEO, modern paid advertising, and a dedicated go-to-market engineering team. Podcast listeners get two free media planning sessions to find out what channels are driving the best ROI. Learn more at compoundgrowthmarketing.com/exitfive. Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive. *** 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

#403 | We asked six B2B marketers a simple question: what’s the most creative way you’re using AI in your process right now? What tools you reach for, which prompts you run, and where you refuse to relinquish control to AI. Each marketer shared their best creative AI workflow, from start to finish. Then, they answered questions live. What you’ll walk away with: Six real creative workflows you can steal – from brainstorm to final production The specific tools that have earned a place on these teams (and the ones that got cut) When to trust AI for speed and when to protect the work with human judgment Speakers: Josh Mendelsohn, Pendo: Turn your persona research into a prep doc sales looks forward to Caitlin O. Bigelow, Blazel: Build a lead magnet that grades a year of LinkedIn posts against 30,000 peers Alexandra Franco, Empact: Turn hiring posts and public signals into a plan for reaching your ICP Jessica Rosenberg, Gamma: Build one Skill file that lets any team member prototype an on-brand landing page Mike Fredrick, Walker Sands: Refresh campaign creative by testing 200 AI models at once Maya Shah-Ceccotti, Passage Health: Turn your positioning into the context every AI tool starts from Timestamps (00:00) - Intro: making more content without losing creativity (05:30) - The survey: more content, but only 18% think it’s better (08:52) - Josh, Pendo: an AI skill for sales call prep (15:37) - Caitlin, Blazel: AI lead magnets and a LinkedIn report card (22:00) - Alex, Empact: an AI chain to find and qualify accounts (29:44) - Jessica, Gamma: a brand skills library for the whole company (36:37) - Mike, Walker Sands: node-based AI production (43:50) - Maya, Passage Health: nine positioning questions behind an AI system (48:55) - Voting on the winning play (50:04) - The Exit Five community and the Experts Network Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter Learn more about Exit Five's private marketing community: https://www.exitfive.com/ *** Brought to you by: Zoom Webinars & Events – The virtual event platform built to help B2B marketers run webinars that actually drive pipeline, with branded registration pages, live engagement features, and built-in tools to repurpose sessions into clips and content. Learn more at zoom.com/exitfive. Convertiv - A B2B marketing agency that helps enterprise teams build an AI-powered go-to-market strategy, specializing in AEO. Podcast listeners get a free AI search review showing how you stack up against competitors. Learn more at convertiv.com/exitfive. Optimizely - the AI platform for marketers. Build your own AI agents or pull from a directory of 50+ pre-built ones for marketing use cases. Their new Virtual Teammates can join meetings, complete tasks, support campaigns, and keep your website optimized. Learn more at optimizely.com/exitfive. Compound Growth Marketing - A full-funnel demand gen agency helping high-growth cybersecurity and enterprise software companies show up earlier in the buying journey, combining AEO, modern paid advertising, and a dedicated go-to-market engineering team. Podcast listeners get two free media planning sessions to find out what channels are driving the best ROI. Learn more at compoundgrowthmarketing.com/exitfive. Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive. *** 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