This week, Dave is joined by Brian Kotlyar. Brian leads Marketing and Growth at Hightouch and previously led teams at Sprinklr, Intercom, and New Relic. He shares his perspective on
- Aligning revenue teams toward common goals
- The importance of an effective messaging strategy
- Prioritizing numerous ideas from CEOs
- A high-reward compensation approach
Timestamps
- (00:00) - - Performance metrics and career motivation
- (07:05) - - Understanding customer needs
- (10:29) - - Personal growth and getting recognition
- (12:47) - - Aligning goals and compensation
- (16:29) - - Higher earnings through higher risk
- (18:12) - - Aligning compensation to reality
- (21:24) - - The supply chain stages and revenue generation
- (30:29) - - Product marketing and brand management
- (32:30) - - Creative messaging
- (38:33) - - Understanding the managers’ mindset in crisis
- (41:53) - - Challenges of managing a startup
- (43:46) - - Managing content effectively
- (46:59) - - Sales enablement
- (49:24) - - Becoming a valued expert and resource in a business
- (52:33) - - The unpredictability of creative inspiration
Send guest pitches and ideas to hi@exitfive.com
Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
Check out the Exit Five job board: https://jobs.exitfive.com/
Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership
***
Today’s episode is brought to you by Walnut.
Why are we pouring all this effort into marketing just to push buyers to a “request a demo” or “contact sales” button?
Come on, today’s buyers don’t want to talk to sales right away. They want to explore your product themselves, see how it works, and understand its value before booking a meeting.
That’s where Walnut comes in.
Walnut empowers marketers and GTM teams to create interactive, self-guided product experiences in minutes. Embed these experiences on your site, in emails, or anywhere in your funnel to let buyers engage on their terms, from awareness to close and beyond.
That's the beauty of Walnut - you're getting a platform that your sales and CS colleagues can use to showcase the product too.
And the best part? You get real intent data—see which features prospects love, where they drop off, and what’s actually driving pipeline. Demo Qualified Leads are the new MQL.
Over 500 companies, like Adobe and NetApp, use Walnut to drive 2-3x higher website conversion rates and 7 figures in pipeline on a yearly basis. So do you want to drive more leads, shorten sales cycles, and actually show your product instead of hiding it behind another typical B2B CTA?
Go check out Walnut.io. And if you tell them Dave from Exit 5 sent you, they'll build out your first demo for free!
