Pocus’ Post

Delighted to share a conversation I recently had with Paul Essery on the Tech Business Podcast. It was great to have the opportunity to share the 'why' behind starting RevvedUp which is really the culmination of a 17 year commercial journey (so far!) Here are 5 of the key take-aways from our discussion: Addressing Content Gaps: RevvedUp identifies the significant gap between the need for high-quality content in winning the attention and trust of prospects, and the ability of teams to produce it at scale. By leveraging AI, they ensure that every piece of content is resonant, timely, and tailored to the audience's needs. Relevant Content > Personalisation: RevvedUp automates a lot of the 'typical' manual research done by reps to understand a prospect...but the most important part is that those insights are turned into messages that are relevant. Thin personalisation (hey we both support the same football team!) is nowhere near as effective as landing a message that speaks to their core challenges in a language they just 'get'. Streamlining Sales and Marketing Alignment: One of the biggest challenges in many organisations is the disconnect between sales and marketing teams. RevvedUp bridges this gap by making sure that marketing content is effectively utilised by sales teams, ensuring consistent and relevant messaging across all touchpoints. Scaling with AI: Managing large volumes of leads and creating personalised content for each can be overwhelming. RevvedUp automates this process, enabling companies to scale their outreach efforts without sacrificing relevance, ultimately leading to better conversion rates. Future-Proofing Content Strategy: I envision a future where content is so valuable that prospects would willingly opt-in to receive it continuously (and maybe even pay for it!) RevvedUp aims to create an ecosystem where content is not just a means to an end but a valuable resource that helps prospects solve their problems and stay informed. You can listen to the full episode below... #b2b #revenue #saas #sales #marketing

Perfect podcast for your morning coffee ☕️ Our very own Abby Hehemann dives into the power of customer insights, the magic of humanizing your brand, and the role of AI in modern marketing. Give it a listen and start your day with some fresh ideas: https://bit.ly/3LyAAXD

Surprising no one in GTM - it's right time, right buyer, right message. It's what our CEO, Henry Schuck, has always said—and he’s still 100% right. But before you can do that, you MUST nail the basics. Recently, Ben Salzman and I had the pleasure of sitting down live with Godard Abel, founder and CEO of G2, and he shared something crucial: Too many companies rush to adopt new tech, AI, and advanced GTM strategies without first building a solid foundation. Before you tell me this is obvious - go check out Godard's background - this man is no rookie, if he says basics are the key to success we should all listen up. If your core processes aren’t dialed in, all the fancy tools in the world just won’t help! Here’s what matters most: 👉 1. Who is your ideal customer? 👉 2. Is your data clean and organized? 👉 3. Do you have the right workflow to catch every opportunity? Once you’ve got that down, THEN you can fully leverage AI, ZoomInfo, G2, and every other GTM tool under the sun (...actually don't do that - tech bloat is endemic, so stop that) to architect your GTM strategy. In the past, B2B was all about spraying and praying—reaching out to anyone who vaguely fit your ICP. But now, with access to 1st, 2nd, and 2rd party signals, there just isn't any excuse to miss on what to say and how to say it. 💡 Buying signals of all kinds, especially G2’s buyer intent data, are a game-changer—telling you exactly when to reach out. But even then, the best data won’t help if your team isn’t ready to take action. The key? ➡️ Get your basics right first. ⬅️ Clean your data. Set up your workflows. Understand your customer journey. Then, the data will do the heavy lifting, and you’ll know exactly when to strike. Interviewing Godard was very special - he shares more of the basics everyone misses, the secrets of being a successful serial entrepreneur, and so much more. My favorite episode of Season 2 by far - listen on Spotify and Apple Podcasts now.

We had an insightful discussion with Jon Miller in our recent SalesTech Deep Dive episode. This conversation stood out, not because Jon is a legend in our space, but rather because we could catch him between gigs, carrying no vendor agenda and having taken a step back to look at the broader market. For those unfamiliar, Jon first founded Marketo, authoring the playbook for content and lead management. He then created Engagio, a pioneer in account-based strategies, which he later merged with Demandbase to form one of the powerhouses in this space. Jon also brings a unique cross-functional perspective, spanning both sales and marketing. Jon has been writing lately a lot about things that are broken in the B2B revenue playbook. My top 3 takeaways from the episode: 1) With traditional inbound and outbound tactics underperforming, Jon provided his recommendations to execute on the '95-5 rule' • Stop trying to sell to the 95% who are not in-market. Instead, build your brand and reputation in a way that establishes trust. • Focus your lead capture and sales effort on the 5% in market. Cast a wide net to catch all the signals that can help identify the buyers most likely in the market. 2) While AI has become great at creating and personalizing content, Jon warned that it often produces look-alike content that fails to adapt to the buyer's journey stage. He emphasized that the 'X' in ABX is about the experience, not a variable for marketing or sales. 3) Revenue teams are over-indexing on what's measurable. Many leadership teams and boards have grown obsessed with attribution and making sure that whatever we do can be measured and tracked. Change will require education. It starts by  • shifting the conversation to pipeline creation,  • showing all the touches that lead to an opportunity being generated, and  • focusing on improving, not proving ROI. I can't wait to see what is next for Jon. In the meantime, you can listen to/watch the full episode using the link in the first comment to this post. #salestech #ai

This post is for all the marketers out there! 🤩🙌😁 Ever wondered what the future holds for SaaS marketing? 🚀 I had an amazing conversation with Santosh Choudhary, former B2B Marketing Lead at Meta, on Brand Talkies a.k.a The BT Show and we dove deep into the trends that are shaping the industry, especially with the rise of AI. In this episode, we discuss: - 🌟 How AI is revolutionizing marketing strategies - 📈 The top 3 trends you need to watch out for in SaaS - 🔍 The future of SEO in an AI-driven world - 🎨 The creative process and storytelling in SaaS marketing - 📊 Leveraging data and analytics for better B2B campaigns Whether you're a seasoned marketer or just starting out, this episode is packed with insights and actionable advice to help you stay ahead of the curve. Trust me, you don't want to miss it! Check out the full episode in the comment section below! ⬇️ P.S. This is Part 2 of the conversation. If you missed Part 1, don't worry, we will add it in the comments below! #SaaS #Marketing #AI #B2B #FutureOfMarketing #Podcast #MarketingTrends #CreativeMarketing #SEO #DataAnalytics #b2bmarketing #podcaster

AI can power up your Marketing game said James Marscheider, CMO of evaluagent® Wrapped up a fantastic conversation with James Marscheider, CMO at evaluagent®, on the Future Fuzz - B2B Marketing Podast podcast. We dove deep into the ever-evolving world of digital marketing and how AI is changing the game. James, a big advocate for AI tools, shared his favorite software (hint: it might be generating some of your social media feeds ) and how it can supercharge your research and content creation. But it's not all robots and algorithms (spoiler alert)! We also discussed: 📌Compliance first: Especially in industries like finance, staying compliant is paramount. James shared his insights on navigating this crucial aspect. 📌Building your tribe: Partnerships and referral programs can be a goldmine for growth. James explained how evaluagent® leverages these to reach new audiences. 📌North American expansion: evaluagent® setting its sights on new markets! We talked about their plans for conquering the North American landscape. 📌Quality over quantity: In sales and marketing, targeting the right customers is key. James emphasized the importance of focusing on quality leads over just chasing numbers. If you're looking for actionable tips on how to leverage AI, build strategic partnerships, and grow your business, this episode is a must-listen! Hit the comments below and let me know what AI tools you're using to boost your marketing efforts #DigitalMarketing #AIMarketing #Podcast #Evaluagent

Resources on Account-Based Marketing (ABM) are endless, offering an amazing pool of inspiration for those who are either starting out, or are in the learning phase for their plays. For me, something that stood out lately is the Exit Five episode with Hillary Carpio, Head of ABM at Snowflake. Alongside with the host Dave Gerhardt, they explore strategy, tactics, practical tips on ABM vs. Demand Generation, measuring ABM success, crafting effective ABM campaigns, creating a tiered ABM strategy, and how tools like ChatGPT can assist ABM marketers today. 💥 This episode is truly one for the books! I highly recommend giving it a listen. :) Huge thanks to Hillary and David for sharing their insights. 🙌 🙏 #ABM #demandgeneration #b2bmarketing

On this episode of the podcast, Dean Denny shares valuable insights on maximizing ROI from Facebook ad campaigns. They discuss the importance of understanding the customer journey, creating compelling messaging, and utilizing the right assets for successful digital advertising. The episode also explores the significance of lead magnets, personalized calls, and presentations in attracting and nurturing potential clients. Additionally, they touch on the use of AI tools like ChatGPT for content creation and optimizing messaging in advertising campaigns. Overall, this episode provides strategies for lead generation, nurturing leads, and enhancing sales processes through strategic marketing efforts. #OpenSourceGrowth #SaaSMarketing #GrowthMarketing Listen here: https://buff.ly/3KwWs53

What a great way to start off the weekend! Here is the newest episode of Sajeel Qureshi's podcast, RevOps 500! Join Sajeel as he interviews the world's top marketers to answer the tough questions facing growing companies. Listen in to learn about strategies and enterprise from first-hand experiences. Do you know a RevOp professional you think should be on this podcast? Tag them in the comments below! ⬇️ #revops #podcasters #podcast #RevOps500 #b2bpodcast #business #marketing

Over the past two years, ZoomInfo Labs, our hub for strategic services and GTM innovation, has engaged with over 500 of the world's leading GTM companies. Now, we're thrilled to announce that we're sharing some of these insightful conversations. Introducing the ZI Labs Podcast, launching this week (with 12 episodes on Day 1). Hosts Ben Salzman and Millie Beetham have captured wisdom from some of the brightest minds in GTM, including discussions with leaders about AI, signal-based selling, GTM operations, and more. In a rapidly evolving GTM landscape, understanding what works (and what doesn't) is more important than ever. Season 1 features incredible conversations with: ↳ Kate Jensen, Head of Sales and Partnerships - Anthropic ↳ James Dyett, Head of Platform Sales - OpenAI ↳ Natalie (Corporate Natalie), CEO - Corporate Natalie, LLC ↳ Me 👋 ↳ Jeanne DeWitt Grosser, CBO - Stripe ↳ Kyle Coleman, CMO - Copy.ai ↳ Max Altschuler and Scott Barker, Partners - GTMfund ↳ Rob Giglio, CCO - Canva ↳ Meka Asonye, Partner - First Round Capital ↳ Mintis Hankerson - HubSpot & Jason Silverstein - Figma ↳ 💌Andy Mowat, VP GTM Ops - Carta ↳ Konstantin Guericke, Co-founder - LinkedIn Tune in weekly for conversations with CEOs, CXOs, VCs, marketing experts, and tech visionaries to refine and enhance your GTM playbook. Each episode delivers actionable insights on thriving in an AI-driven GTM world. Topics will include: ↳ AI in GTM ↳ Signals & Data Strategy ↳ GTM Plays and Playbooks  ↳ Multiparty Data (combining 1st, 2nd, and 3rd party data) And we’re just getting started! Season 2 is already in the works, featuring conversations with Jason M. Lemkin, Sam Jacobs, May Habib, James Roth, Ross Pomerantz and more. iTunes/Spotify link to the show in the comments. Who should we interview next? Drop your suggestions below!