We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.
One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.
Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).
It’s not all just us drinking and chatting - we also include actionable takeaways that you can apply to your company.
If you’re a new sales or marketing startup leader or just curious how GTM strategy works at a growing startup - grab a glass and join us!
Natalie Marcotullio - Head of Growth at Navattic
How to make a B2B report sales will actually use
26:47In Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024. Specifically, we cover:1) How we sourced questions from our sales team for the report2) Why we use first-party product data vs survey data3) Ways we promoted the report and got early feedback4) How we designed the report to make it more sharable 5) What we changed about this report vs last year's report6) Fun games to help the sales team learn the dataBen drinks a Coors Banquet 🍻I drink a Cucumber Mint Cocktail 🥒If you want to see the report: https://www.navattic.com/report/state-of-the-interactive-product-demo-2024
How to get sales excited about creative marketing campaigns
27:16In Episode 8 of Season 2 - Ben and I talk with Molly Bruckman from Mutiny about their widely successful Surv-ai-vor campaign and how they got sales bought into a unique, time-intensive, and creative campaign. Specifically, we cover:1) The origin story behind the Surv-ai-vor campign2) How sponsors were brought in and decision process for big prizes 3) Our experience as a sponsor and why we decided to sponsor4) Results from the campaign and the reactions from the sales team5) How Mutiny's amazing brand awareness helped fuel the campaign 6) Takeaways from the campaign around virality Molly drinks a rosemary gin and tonic 🍸Ben drinks a Coors Banquet 🍺I drink WeWork sponsored tea 🫖
Bonus: How to be a better software buyer
15:58In this bonus episode, Ben and I talk about how to be a better software buyer. We usually talk about how to be better software sellers, but in this mini episode, we poke fun at ways that buyers could make the sales process a little smoother. Hope you enjoy and happy holidays ☃️
What’s it like to work in both SaaS Sales and Marketing
33:20In Episode 6 of Season 2 - Natalie and Ben talk with Arthur Castillo (who has worked in both sales and marketing roles) to discuss the differences between the two departments. Specifically, they cover:1) Arthur's journey from sales to marketing and back to sales2) How B2B selling has changed in the past few years 3) The perspective shift from switching from one role to the next 4) How marketing and sales organize their schedule and celebrate wins5) What stereotypes hold up for each role6) Which role is harder: sales or marketingArthur drinks an "Arthur Old Fashioned" 🥃Ben drinks a Coors Banquet 🍺Natalie drinks a pre-made Cosmo 🍸
Attribution, Intent, and Sharing Data with Sales
26:18In Episode 5 of Season 2 - Natalie and Ben dive into the nitty gritty of sales data, attribution, and intent with Kevin White to figure out what is the most helpful data for sales teams and how to best share that data. Specifically, they cover: 1) How to group data into digestible cohorts for sales teams 2) What types of data reps look at right before a sales call 3) Ways to use tech stack enrichment signals during a live call 4) Issues with generic intent data lacking identity and context 5) Taking an account-based approach and working from high to low intent 6) Shifting away from mass outreach to more precise messaging 7) Getting hands-on experience to get comfortable with data Kevin drinks a ginger sparkling water Ben drinks a Coors Banquet 🍻 Natalie drinks a Chianti 🍷
What Motivates SaaS Sales and Marketers?
27:55In Episode 4 of Season 2 - Ben, our guest Dee Acosta, and I discuss what motivates salespeople and marketers. Specifically, we cover:1) Why salespeople are often motivated by things like winning, money, and fear of failure 2) Finding out in the interview process what a sales rep is motivated by 3) Why marketers are often motivated by things like creativity, recognition, and a seat at the table4) Ways to understand what motivates your team in a remote setting5) How to adapt your motivation strategies depending on the person or situation 6) Using empathy and vulnerability to better connect with your team Dee drinks a Coke Zero 🥤 Ben drinks a Hefeweizen beer 🍻Natalie drinks a Cucumber Mojito 🥒Hope you enjoy - Natalie (Head of Growth at Navattic)
Getting Past Startup Growing Pains
25:29In Episode 3 of Season 2 - Ben and I discuss the growing pains of startups as they transition from scrappy upstarts to more established companies.Specifically, we cover:1) The challenges of scaling processes and people as a company evolves 2) How founders and early employees must adapt as their roles change3) Striking a balance between structure and innovation 4) Getting candid feedback from your team5) Setting realistic goals when you have increased expectations6) Keeping employees happy and engaged as the company grows7) Maintaining the special sauce that fueled early tractionBen drinks a Miller Lite 🍺 I drink a High Noon Hope you enjoy! - Natalie (Head of Growth at Navattic)
How a Marketing Team of One Works with Sales
25:31In Episode 2 of Season 2 - Ben interviews me on the realities of being a solo marketer. Specifically, we cover:1) My background and how I fell in love with marketing2) Why I have chosen to be a solo marketer so far and the pros and cons3) How I prioritize and manage requests with limited resources 4) My process to decide what tools or freelancers I need5) Wins from my career including our approach to branding 6) Key learnings I have for other solo marketers starting out Ben drinks a Coors Banquet 🍻 I drink tea out of a "Coffee is for Closers" mug ☕Hope you enjoy - Natalie (Head of Growth at Navattic)
What Actually Causes B2B Buyers to Buy
28:16In Episode 1 of Season 2 - Ben and I debate what factors actually sway prospects in a deal cycle. Specifically, we cover:1) What drives B2B buyers' decisions2) How much does positioning and branding affect buyer behavior 3) Three reasons why prospects choose one company over another 4) Pricing strategies and adjustments in a down economy5) Why sales reps may be fearful of a brand overhaul 6) How to address the elephant in the room with leadership to fix a broken sales cycle Ben drinks a Coors Banquet 🍻I drink a Cucumber Vodka Mojito 🥒Hope you enjoy - Natalie (Head of Growth at Navattic)
Episode 12: What we learned from our first season of this podcast
20:04In Episode 12 we discuss what it was like to create a podcast and what we learned about sales and marketing departments over the season. Specifically, we cover:1) Why we're taking a little break from the podcast for the summer2) How marketers are involved in a lot more and are much more analytical than they get credit for3) Ways to use sales intuition to your marketing advantage4) Why startups may want to hire a salesperson before a marketer5) How we decided on our ICP in the early days of Navattic6) Why we ended up making this podcast a year into working at Navattic togetherBen drinks an old-fashioned 🥃I drink Josh red wine 🍷Hope you enjoy - Natalie (Head of Growth at Navattic)