I'm intrigued by the blend of sales and marketing in business, and that's one of the reasons I had Scott on the show. He's also just an all-around great person. Scott Leese is sales consultant and strategic advisor to startups around the world. He's got deep experience building and scaling sales orgs at SaaS companies. Scott founded Scott Leese Consulting in 2016 with a focus on companies scaling from $0 - $25m ARR. He also wrote a book - Addicted to the Process (2017) - that’s rated 4.7/5 stars on Amazon. Oh, and he's co-founder of Thursday Night Sales (with Amy Volas, I had her on the show as well). Here's what we hit on: Where you’ve scaled startups, what does marketing look like? (HINT: brand and community) What does the partnership with sales look like? What does sales mean to you? What does marketing mean to you? Why can’t marketing take customers through the entire buyer journey, especially now that we’ve gone remote and more digital? How’d you grow your LinkedIn followers? (Scott has 70k+ now) (HINT: it took years); How do you monetize your audience? What are the big problems you're seeing that your customers have, on repeat? What's your advice? (HINT: you don't need big brands on your website for social proof); What kind of sales leader (or team) do you need for Seed/Series A (earlier stage) vs. Series B+? (HINT: don't hire the VP of Spreadsheets); What’s your methodology for scaling startups from $0-25M? Walk me through your process; How has an apparent failure set you up for later success? You can reach Scott on LinkedIn: www.linkedin.com/in/scottleese/ Find out more about Scott Leese Consulting: scottleeseconsulting.com/ Check out TNS: www.thursdaynightsales.com/ Get the book Addicted to the Process: www.amazon.com/Addicted-Process-Transactional-Confidence-Consistency-ebook/dp/B071SB4FZN For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

This is one of those episodes where I definitely clicked with the guest. I think the feeling is mutual because if you listen to the very end, Kate says "love you." Kate Bradley Chernis is Founder & CEO of Lately. As a former marketing agency owner, Kate created the idea for Lately out of spreadsheets for then-client Walmart, and got them a 130% ROI, year-over-year for three years. Now at Lately, they're getting 98% sales conversion using organic marketing. Lately was founded in 2014, has ~17 people, and is based out of New York. They've raised seed funding ($3.23M). Lately uses AI (e.g. what does my audience want to hear?) to turn blogs, videos, podcasts and more into dozens of social media posts. Customers include SAP, VaynerMedia, DHL, and PWC. Gary Vee is an advisor. Here's what we hit on: Prior to Lately and the marketing agency, Kate served 20 million listeners as Music Director and on-air host at Sirius/XM. I ask what she loved and hated about that experience; What were your marketing efforts early stage at Lately (HINT: the best product doesn't win); Who's on the marketing team; We talk about AI and that humans are good at the pull, robots are good at the push; Recently hit $1M ARR - how? What matters most? What marketing channels are working really well; Creating marketing content with an "underdog" tilt; What are your biggest marketing challenges right now (HINT: stress of COVID is part of it). You can reach Kate on LinkedIn: www.linkedin.com/in/katebradley/ Find out more about Lately: www.lately.ai/ Check out Gary V’s Twitter channel to see Lately in action: @GaryVeeTV View a 60 second sneak peek here: https://youtu.be/RlbRiAwwBiQ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

Prepare for something different, fun and fast! This is a BONUS 10-min. episode with Sergey Ross on what you need to know and do when you're hired to head up marketing at an early stage startup. I met Sergey on LinkedIn! Sergey is the host of the Media Camp podcast and now he's building out his Youtube channel (SRE. live) Sergey works on podcast and video production at Crowdlinker. He's been makin' podcast video clips for me for months...he's my go-to for video. Here's what we hit on: Do not assume anything; What questions does the head of marketing need to ask; Who else needs to be on the team and why; Building out a marketing foundation is key (yes, I feel like a broken record but I don't care); Create "beautiful rooms" for where you live online (using your marketing foundation info); Then tell people about your "beautiful house"; What goals and metrics are you responsible for? Agree with your boss and make sure you align on timeline; Ask some people in your target audience if the messaging on your website resonates. You can find Sergey on LinkedIn: https://www.linkedin.com/in/sergeyrosslive/  For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

When I started recording the episode with Christopher Lochhead, I immediately felt like I was in the (virtual) room with a legend. Christopher is a retired entrepreneur and 3X Silicon Valley public company CMO. He makes content (podcasts, books, newsletters, links to all those at the end of the show notes) for entrepreneurs and marketers with a different mind. I found out about Christopher from LinkedIn, left a comment on a post, and he invited me to read the Category Pirates newsletter. This is when I began diving more deeply into category design. I'm currently reading his book Play Bigger. Here's what we hit on: Explain category design like you're speaking to a 7-year-old; Most companies compete for existing demand vs. create new demand and this is a trap; Why most marketers waste their time in their career; Companies that are great examples of category design leaders and what are they doing right; What makes a legendary entrepreneur? (HINT: they force choice between past vs. future); Companies that lead with category design are valued at 5x more; Companies that lead with category design get 76% of market share (Source: HBR); What are the most important steps to build category design and create a legendary company; What are some bad recommendations about category design (HINT: people don't like change); Why you need problem/category fit vs. product/market fit; Why this is such an amazing time to be an entrepreneur. You can reach Christopher on LinkedIn: www.linkedin.com/in/christopherlochhead Find out more about Category Pirates: www.categorypirates.com Also check out these podcasts: Follow Your Different and Lochhead on Marketing And these books: Play Bigger (on category design) and Niche Down (become legendary by being different) For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

You can and should do voice of the customer research at your startup, ongoing.   Ongoing, because things change pretty quickly in the world, and you want to have a good pulse on what's happening in the world of your target audience.   In this episode I spoke with Nicholas Scalice, host of the top-rated Growth Marketing Toolbox podcast, on the topic.  Nicholas and I talked about the process to use to better understand your target audience including:  What is voice of the customer research; How to collect feedback (I created a resource for you that's linked below); What questions matter; How the process works for B2B and B2C; Tools for conducting better customer interviews; Where companies go wrong. Here's a link to the playbook I wrote for you to use, including the questions google doc: https://furmanovmarketing.com/playbooks/use-these-6-steps-to-build-personas-like-a-boss Here's a link to where you can find more info: https://growthmarketingtoolbox.com/anna-furmanov-customer-research/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

Ramli John is the Managing Director at ProductLed (community for PLG professionals) and host of Growth Marketing Today (top 5% podcast). ProductLed has a Slack community of 6,500+ product-led growth enthusiasts and world-class PLG practitioners. If you're trying to get both a high-level understanding plus dig deeper into PLG, this is the episode for you to listen to. Some more fun facts about Ramli: - he's the author of Product-Led Growth and Product-Led Onboarding - he's got an array of skills including marketing, design, and software development - he's in Canada Here's what we hit on: What is product-led growth (PLG) and how does it fit into the context of marketing/sales? How do each of these teams work together; Why is PLG so important for SaaS companies? What’s been happening in the market? (e.g. selling to the modern buyer);  What are the benefits of PLG; What’s the right price point for PLG; How Ramli got into PLG and marketing and growth (from software development); PLG is not for every SaaS startup. Which startups NEED to embrace PLG if they want to grow; When is the right time to build in PLG into your SaaS startup; What are the top 3 things companies get wrong with PLG? (1. They think PLG is the Product team’s job and 2. They offer FREEMIUM and think they’re product-led, when users don’t even experience the value of the product) How does Ramli help SaaS companies analyze their whole customer's journey and funnel to identify growth opportunities to 2-3X their MRR; You can reach Ramli on LinkedIn: www.linkedin.com/in/ramlijohn Find out more about ProductLed: https://productled.com/ OpenView Partners was mentioned on the show: www.openviewpartners.com For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening!

Prepare for something different and fun and fast!  This is a BONUS 10-min. episode with Kourtney Simons on perfectionism. I met Kourtney way back in 2006 at Accenture. Kourtney has worked on marketing at MSNBC, Disney, and Netflix. Here's what we hit on: What does perfectionism mean; I asked Kourtney if she's a perfectionist...and also shared myself; Why perfectionism is particularly hard when you're a marketer at a startup; How do you know you're stuck in the "perfectionist" mindset; Why is perfectionism killing your marketing; What's a better approach? You can find Kourtney on LinkedIn: https://www.linkedin.com/in/kourtney-simons-83456b4/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov on Youtube: www.youtube.com/channel/UCYgrBn-Y6P9o_OJ2lxHkWyg or visit this website: www.furmanovmarketing.com Thanks for listening!

Amy Volas, founder and CEO of Avenue Talent Partners, joined me on the show. She's such a fun lady. Amy helps startups hire sales leaders without the cringe. Amy has been a sales leader at ZipRecruiter, Indeed, and Yahoo! She has personally closed $100MM+ in revenue (and counting). She's got 70+ recommendations on LinkedIn. Woah. Amy also co-hosts the #1 weekly virtual sales happy hour (Thursday Night Sales). This is a marketing podcast. Why am I bringing on Amy Volas, sales rockstar, on the show? Well, my experience has shown that Marketing + Sales is SUPER intertwined. Marketers need to understand how sales works (and vice versa) in order to accomplish business growth. Personally, after starting my own business, I’ve been straddling both marketing AND sales and it’s becoming almost a blur. Like I’m doing marketing, but I’m also getting customers. So I must be selling otherwise people wouldn’t know to buy. It's a natural progression. What I have realized over time (and as we move more into digital) is that there is no buyer journey anymore. I've been asking founders and marketing leaders the same question and they have a hard time pinpointing exactly what journey their buyers take before they become a customer. There are many different steps, and the point is to be there with the right content to help build the relationship and the trust. Here's what we hit on: What does sales mean to you, what does marketing mean to you; How has sales changed over the last 10 years; How is growth in digital impacting sales; What are the big problems you're seeing that your customers have, and what's your advice; What kind of sales leader (or team) do you need for Seed/Series A (earlier stage) vs. Series C+; You’ve personally closed $100MM+ in revenue...what are top 3 things that you’ve done/learned to make this happen; What’s working well for you right now at Avenue Talent Partners, in terms of sales + marketing strategies; Top tips on growing LinkedIn followers (Amy has 43k+); Top mistakes or failures and how that has impacted how you lead. You can find Amy on LinkedIn: www.linkedin.com/in/amyvolas Find out more about Avenue Talent Partners: www.avenuetalentpartners.com Link to join Thursday Night Sales: www.thursdaynightsales.com For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov on Youtube: www.youtube.com/channel/UCYgrBn-Y6P9o_OJ2lxHkWyg or visit this website: www.furmanovmarketing.com Thanks for listening!

Prepare for something different and fun (and fast!). Switching it up like I love to do, this is a BONUS 10-min. episode with Kourtney Simons on how to do marketing when you have a shoe-string budget or no budget.  I met Kourtney way back in 2006 at Accenture. Kourtney has worked on marketing at MSNBC, Disney, and Netflix. She has a wonderful personality and is a wonderful person. Here's what we hit on: Starting from a place of "let's get our foundation right, first" vs. marketing channels; Marketing includes both content + channels; For content, figure out your "content tilt"; For channels, list them all and prioritize based on a) easy and b) impact. You can find Kourtney on LinkedIn: https://www.linkedin.com/in/kourtney-simons-83456b4/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov on Youtube: www.youtube.com/channel/UCYgrBn-Y6P9o_OJ2lxHkWyg or visit this website: www.furmanovmarketing.com Thanks for listening!

In this episode I was interviewed by Tristan Pelligrino, host of Recorded Content and co-founder of Motion, about a hidden treasure that’s within every podcast episode – beyond just the audio file. A podcast provides a way to have amazing conversations. And it also provides a way to present raw & unfiltered thoughts through solo episodes. But that’s as far as most podcasters go. B2B podcasters don’t realize there’s often a hidden treasure within every episode – beyond just the audio file. Here's what we hit on: Your unique voice is what makes your marketing "modern"; Talking is an essential part of business strategy, and podcasts are a good way of starting to hear yourself; How and why I decided to start this podcast; Startups start with the marketing activity that they’re supposed to do, like ‘we need to get blog posts up. Look at the competition. They’ve got tons of blog posts up. We need to be on Instagram, Facebook, YouTube, Snapchat, Twitter. We need to do ads.’ This is a problem and here's what to do instead; Podcasts with guests are different from the ones you do solo; Creativity is important, but there should be a system behind it; Companies spend a lot of time updating their website, but for digital to work, you have to be everywhere where your target audience hangs out. Here's a link to where you can find more info and clips: https://motionagency.io/episode/sharing-your-point-of-view-in-solo-podcast-episodes-with-anna-furmanov/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov on Youtube: www.youtube.com/channel/UCYgrBn-Y6P9o_OJ2lxHkWyg or visit this website: www.furmanovmarketing.com Thanks for listening!