Straight To Voicemail

If your brand sounds like everyone else, you’ve already lost. In a digital landscape defined by noise, speed, and AI-generated conformity, attention is easy to buy, but trust is not. Differentiation isn’t just a creative choice anymore, it’s a business imperative. So how do media brands enable companies to stand out and earn trust where it matters most?In this episode of Straight to Voicemail, Rachel Elsts Downey hears from Cliff Simon, CEO and Founder at Polaris Ops, to explore how media brands help companies establish authenticity and credibility through consistent, thoughtful content. Cliff argues that quality engagement beats sheer scale, proving that connection matters more than attention.You’ll learn:Why media brands stand out in an AI-saturated marketHow strong POV and consistency build trust before the sales cycleWhy engagement quality matters more than views or attributionJump into the conversation:(00:00) Why media brands matter now(00:45) Authenticity in a world of AI-generated content(01:15) Standing out with a distinct voice and perspective(01:45) Media as a long-term brand moat(02:05) The consumerization of B2B buying(02:35) People buy from people(02:55) The challenge of measuring media ROI(03:20) Signals that your content is actually working(03:45) Why engagement matters more than scaleStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Rachel Elsts Downey on LinkedInhttps://www.linkedin.com/in/rachelelstsdowney/Follow Cliff Simon on LinkedInhttps://www.linkedin.com/in/cliff-simon/Polaris Ops https://www.linkedin.com/company/polaris-ops/

Most people don’t lack ambition; they lack alignment. Too often, personal and professional growth are treated as separate paths. People spend years climbing the corporate ladder while neglecting their personal foundations, only to end up stuck in an unfulfilling cycle of work and responsibilities. So how can leaders bring their personal and professional goals into alignment?In this episode of Straight to Voicemail, Adam Sockel hears from Joe Whetstone, Founder of STRIVE, to explore how leaders can design lives and careers that are purposeful, balanced, and deeply fulfilling. Joe shares why meaningful careers emerge not from relentless hustle but from intentionally shaping your life around what truly matters.You’ll learn:How personal priorities directly impact professional performance and long term successA simple framework for defining your own life pillars and making them actionableHow to set purpose driven goals that keep you accountable and aligned over timeJump into the conversation:(00:00) Why personal and professional growth are deeply connected(01:00) The turning point at 40 and redefining what matters(02:00) Building your personal pillars and living with intention(03:00) The idea behind STRIVE and its core values(04:00) Creating purpose driven goals with the 40 in my forties concept(05:00) Accountability, community, and sustained growthStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Adam Sockel on LinkedInhttps://www.linkedin.com/in/adam-sockel/Follow Joe Whetstone on LinkedInhttps://www.linkedin.com/in/joe-whetstone-71a32235/STRIVE https://striveonward.com/

Personal branding without personal growth is just performance. Too many businesses mistake visibility for influence, skipping the internal work that creates true differentiation. In a world where everyone operates from the same baseline, standing out requires clarity, depth, and alignment, and yet most brands never get there. So what exactly are the common misconceptions businesses have about personal branding?In this episode of Straight to Voicemail, Adam Sockel sits down with Ashley Schroeder, Co-Founder and President at Loob, to unpack what it really takes to build an authentic personal brand. Ashley explains that it all begins with a solid foundation, starting with understanding who you are, who you serve, the impact you want to make, and the values that guide you.You’ll learn:Why personal branding without personal growth turns into performance instead of differentiationThe difference between visibility and a true personal brand and why most people get it wrongHow defining your why and values becomes the foundation for standing out and guiding your businessJump into the conversation:(00:00) Why personal branding is widely misunderstood(01:00) The biggest misconception about personal branding(01:45) Why platforms and visibility are not the foundation(02:10) The role of purpose and values in standing out(02:40) Why everything feels like a commodity today(03:00) Simplifying brand strategy into something actionable(03:20) Showing up authentically without performingStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Adam Sockel on LinkedInhttps://www.linkedin.com/in/adam-sockel/Follow Ashley Schroeder on LinkedInhttps://www.linkedin.com/in/schroederashley/Loob https://www.loobitup.com/

The real ROI of events is built long before anyone walks through the door. Yet many entrepreneurs still define ROI by numbers—leads, pipeline, conversions—when not all returns are immediately quantifiable. So what does it take to design events that truly drive ROI?In this episode of Straight to Voicemail, Amanda Smith hears from Jeremiah Berkheimer, Founder at Pact Haus, to talk about the secrets to event-driven ROI. Jeremiah challenges the idea that it’s all about the numbers, and explains why the real value is built through frictionless, meaningful connections.You’ll learn:Why traditional event metrics fail to capture true ROI How creativity enhances operational excellence in event planning How to design event experiences that foster real human connectionJump into the conversation:(00:00) Why event ROI is hard to prove(00:45) Rethinking ROI beyond data(01:30) Treating events like a brand or destination(02:00) The disney example of designed experience(02:45) ROI starts before the event(03:20) Designing connection during the event(03:50) Extending ROI after the event(04:20) Why emotion drives results(04:40 ) How creativity makes event operations more impactful(05:00) The real goal: Long-term relationships Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Amanda Smith on LinkedInhttps://www.linkedin.com/in/amanda-alexander-smith/Follow Jeremiah Berkheimer on LinkedInhttps://www.linkedin.com/in/eventnerd/Pact House https://www.linkedin.com/company/pacthaus/

In a world increasingly powered by AI, human connection remains a powerful differentiator, and that’s especially true in tech marketing. While AI is reshaping the middle of the marketing funnel, the moments that build trust, capture attention, and influence decisions are still deeply human. So how can businesses create meaningful, human-centered experiences that stand out?In this episode of Straight to Voicemail, Rachel Elsts Downey hears from Winona Rajamohan, Product Marketing Manager at Seel, to explore how businesses can put memorable human experiences at the heart of tech marketing. Winona explains why marketers should focus less on purely technical execution and instead tap into the fundamental human desires that drive trust and connection.You’ll learn:Why the rise of AI makes human connection even more valuable in marketingHow memorable experiences build trust and deeper customer relationshipsHow to balance human connection and technology across the buyer journeyJump into the conversation:(00:00) Rethinking B2B marketing in an AI-driven world(01:00) Why AI makes human connection more important(02:00) Creating memorable in-person experiences(03:00) Where trust is built in the buyer journey(05:00) A simple framework for human-centered marketingStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Rachel Elsts Downey on LinkedInhttps://www.linkedin.com/in/rachelelstsdowney/Follow Winona Rajamohan on LinkedInhttps://www.linkedin.com/in/winonarajamohan/Seel https://www.linkedin.com/company/addseel/

The brands people remember rarely play it safe, and in industries where most companies follow the same path, success often comes from doing something different. So, what’s the most effective way to grow your brand?In this episode of Straight to Voicemail, Amanda Smith hears from Ryan Shapiro and Rachel McDougall, President and Founder of peomg, to discuss the strategy that fueled their growth and how prioritizing authenticity has become their competitive advantage.You’ll learn:How breaking industry norms can drive brand growthWhy audience value real, human brands over synthetic marketingHow authenticity helps B2B brands standout in a saturated marketJump into the conversation:(00:00) Setting the stage for meaningful innovation(00:27) Meet the guests: The minds behind the conversation(00:48) Why going against the industry playbook works(01:17) Choosing authenticity over synthetic branding(01:33) Inside peomg’s holiday campaign(01:58) Key takeaways and final insightsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Amanda Smith on LinkedInhttps://www.linkedin.com/in/amanda-alexander-smith/   Follow Ryan Shapiro and Rachel McDougall on LinkedInhttps://www.linkedin.com/in/ryanshapiro/https://www.linkedin.com/in/rachelmcdougall1/peomg https://www.linkedin.com/company/peomg/

Innovation without direction is a liability. Ideas alone don’t move the business forward. Sustainable companies know that to create real value, innovation must serve customers, solve meaningful problems, and drive revenue. So how do you build innovation that delivers lasting impact?In this episode of Straight to Voicemail, Amanda Smith hears from Darrian Mikell, Director of Finance and Strategy at Humanly, about how companies can turn innovation into tangible business outcomes. Darrian emphasizes that it starts with listening to customers and translating insights into measurable results.You’ll learn:                        • Why innovation without a clear purpose can hurt more than it helps• How to think about innovation differently from simply growing a business• How innovation connects directly to revenue and cash flow                    Jump into the conversation:(00:00) Why we wanted to hear from Darrian Mikell(01:13) Innovating with purpose vs. innovation for its own sake(01:53) Using micro-experimentation and synthesizing customer feedback(02:51) Balancing cash constraints with incremental growthStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Amanda Smith on LinkedInhttps://www.linkedin.com/in/amanda-alexander-smith/Follow Darrian Mikell on LinkedInhttps://www.linkedin.com/in/darrianmikell/Humanly https://www.linkedin.com/company/humanlyhr/

It’s a classic story: an exciting vision and a bold team making it big with their entrepreneurial spirit… and as soon as they scale, it starts to fade. Decisions take longer, everything gets bogged down in approval processes, and the culture? It turns into a cycle of meetings, endless back-and-forth, and the dreaded “we’ll follow up next quarter.” What was once a fast, agile team now feels like it’s stuck in neutral.In this episode of Straight to Voicemail, Rachel Downey hears from Nick Smarrelli, Professor and Director of Entrepreneurship at Butler University. Nick shares how to keep entrepreneurial thinking alive through growth, highlighting the importance of speed over perfection, enthusiasm as a force multiplier, and embracing risk-taking. Nick’s approach shows that scaling isn’t about avoiding mistakes but learning quickly and adapting.You’ll learn:Why speed is more important than perfection when scalingHow to use enthusiasm to drive culture and team engagementWhy celebrating mistakes can foster innovation and growthJump into the conversation:(00:00) Why we wanted to hear from Nick(00:15) The importance of speed over perfection in scaling(01:00) How enthusiasm drives team engagement and culture(02:00) Normalizing risk-taking and celebrating failures(03:00) Why compounding small efforts leads to bigger outcomes(04:00) How adaptability is the key to success in scaling(05:00) The importance of learning and adapting as you scaleStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights.

Scaling a business is thrilling… until you realize you’re chasing every opportunity and losing sight of what really matters. Too many companies spread themselves too thin, making mistakes that could have been avoided with sharper focus.In this episode of Straight to Voicemail, Rachel Elsts Downey hears from Andrew Thompson, Co-Founder of West2East, about the biggest mistakes companies make when scaling or acquiring businesses. Andrew shares how success comes from sticking to a proven process and focusing on what works, not reinventing the wheel. His advice is clear: stay strategic, focus on growth, and always optimize, don’t complicate.You’ll learn:The importance of staying committed to your growth processWhy you shouldn’t try to reinvent the wheel when acquiring a businessHow focusing on growth rather than perfection ensures long-term successJump in the conversation:(00:00) Why we wanted to hear from Andrew Thompson(01:44) Lack of process commitment(02:00) Over-expecting and reinventing the wheel(02:20) Predicting success via proven models(02:39) Protecting profitability during acquisitionsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore our big little wins newsletter for more B2B content strategy insights.

Most B2B brands think content is just for driving awareness. But what if content could be the key to solving your biggest trust issues with customers?In this episode of Straight to Voicemail, Amanda Smith speaks with Cecilia Romero, Founder and Operator of Miss 7x7. With her background in event planning, Cecilia has mastered the art of using content to transform the customer experience. By sharing inspiration boards, behind-the-scenes insights, and process breakdowns, Cecilia helps clients feel confident and involved every step of the way.You’ll learn:How content creates trust before you even meet the clientWhy transparency helps clients make quicker decisionsHow content leads to smoother, faster customer experiencesJump into the conversation:(00:00) Why we wanted to hear from Cecilia(00:12) Why content is key to building trust(01:00) How inspiration boards help clients visualize their vision(02:00) The power of behind-the-scenes content(03:00) How transparency cuts down on back-and-forth(04:00) Content’s role in setting client expectations(04:45) How content helps align clients with your brand’s process(05:30) Cecilia’s approach to using content for long-term client relationshipsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights. https://shareyourgenius.com/blog/ Follow Amanda Smith on LinkedIn https://www.linkedin.com/in/amanda-alexander-smith/Follow Cecilia Romero on LinkedIn https://www.linkedin.com/in/ceciliaromero1/Miss 7x7 https://www.miss7x7.com/

AI continues to change the way buyers discover and choose brands, with many turning to tools like ChatGPT, Perplexity, and Claude for answers. This has made content planning and development more critical than ever. So how should brands evolve their content strategy to stay visible in the age of AI?In this episode of Straight to Voicemail, Rachel Elsts Downey sits down with Jennifer Jackson, CMO at Actian, to discuss how brands can adapt their content strategy in an AI-driven world. Jennifer shares why discoverability now depends on both human relevance and machine readability, and how brands can build for both.You’ll learn:How AI tools are changing the way buyers interact with brandsWhy clarity and consistency matter for brand visibilityHow to create content that works for both people and AI platformsJump into the conversation:(00:00) Why we wanted to hear from Jennifer Jackson(00:11) Content Strategy Isn’t What It Used to Be(00:32) The Rise of AI Search(00:55) Meet Jennifer Jackson, CMO of Actian(01:58) The Big Question: Content Strategy in the Age of AI(02:35) Less Website Traffic, More AI Discovery(02:57) Double Down on Brand Messaging(03:16) Writing for Humans and Machines(04:00) Building Credibility Through EvidenceStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Marketing to blue-collar industries often misses the mark. Many brands lean on polished messaging and big promises, only to lose trust with an audience that values clarity, honesty, and proof.In this episode of Straight to Voicemail, Amanda Smith talks with Bo Dietrick, President of Robert Dietrick Co. Bo shares how his background in creative media helped him see a gap in how blue-collar brands show their work. He explains why photography and video became essential tools for building trust with both customers and employees, and how showing real operations drives stronger connections.You’ll learn:Why showing real work builds trust faster than polished messagingHow visual content helps buyers understand how products actually workWhat blue-collar audiences expect from honest marketingJump into the conversation:(00:00) Why we wanted to hear from Bo(00:27) Bo’s transition from media to manufacturing(01:35) The missed opportunity in visual storytelling(02:19) Using photography to show real operations(02:40) How video builds trust with customers(03:13) Why transparency matters in industrial markets(03:20) What honest marketing looks like in practiceStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Revenue marketing gets messy fast. Multiple teams are involved, pressure is high, and results are expected now and later. In 2025, many teams are still spreading their efforts thin without a clear strategy for what actually drives revenue.In this episode of Straight to Voicemail, Amanda Smith talks with Kate O’Neil, Co-Founder and CEO of Opre. Kate has spent over 20 years building and scaling SaaS companies, including LeanKit and Salesfusion. She shares how focusing on fewer channels, especially LinkedIn, helped her generate millions in pipeline and reach senior decision makers without chasing every new tactic.You’ll learn:How focusing on one channel drives stronger revenue resultsWhy CEO led LinkedIn content can unlock inbound demandHow consistency beats perfection in revenue marketingJump into the conversation:(00:00) Why we wanted to hear from Kate(00:23) Why doing more is not the answer(00:38) Why LinkedIn became the primary channel(01:01) What a strong revenue marketing strategy looks like(01:18) How CEO posting drives pipeline(01:32) Why done beats perfect on LinkedIn(01:56) Building a daily posting habit(02:27) When inbound demand starts showing up(02:45) Reaching senior buyers without demosStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Getting your brand voice right across multiple teams and locations is tough. Different leadership styles, varying locations, and mixed communication strategies can turn a clear message into a game of broken telephone. So, how do you keep your brand strong and consistent no matter where it’s heard?In this episode of Straight to Voicemail, Amanda Smith sits down with Allison Barber, Senior Marketing Leader at RISE Commercial District, to talk about the strategies that make scaling a brand voice possible. Allison shares her process for creating a brand blueprint that resonates across diverse teams, and why leadership alignment is key to maintaining consistency and trust throughout an organization.You’ll learn:How to build a brand blueprint that resonates across diverse teamsWays to integrate mission and values into everyday operationsWhy clear communication from leadership is critical for brand consistencyJump into the conversation:(00:00) Why we wanted to hear from Allison Barber(01:09) How to Scale a Brand Voice(01:51) Mission, Vision, and Values(02:40) Surveying Employees and Customers(03:29) Branding and Culture Integration(04:05) The Role of Leadership(04:29) Consistent Brand Messaging Across Locations(05:07) The Importance of Respect and Alignment(05:28) Returning to the "Why" Behind the BrandStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Creating content is no longer the hardest part of marketing. The real challenge today is cutting through the noise. Audiences are overwhelmed, and traditional channels are losing their power. As new "invisible channels" emerge, the modern CMO must find ways to stay visible in a crowded, fast-moving space.In this episode of Straight to Voicemail, Amanda Smith sits down with Stefania Casciari Carter, CMO at Precis, to discuss how AI is changing what marketers need to focus on. Stefania shares her insights on why distribution is now the top challenge for B2B CMOs and how brands can use AI to streamline efforts while keeping creativity and originality at the forefront.You’ll learn:How to navigate the emerging “invisible channels” in marketingWhy distribution should be your focus, not just content creationHow AI can support, but not replace, the human element in marketingJump into the conversation:Jump into the conversation:(00:00) Why we wanted to hear from Stefania(01:30) Why distribution has become the CMO’s biggest test(01:58) The rise of "invisible channels" and new marketing spaces(02:42) How AI is changing content creation and marketing teams(03:24) Balancing technology and human creativity in marketing(04:30) Stefania’s approach to empowering marketing teams for the futureStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Big teams, big budgets, big output…but does bigger always mean better? When it comes to content, small teams often have the advantage. They can pivot faster, take risks, and avoid the long approval chains that slow down innovation.In this episode of Straight to Voicemail, Amanda Smith sits down with Leila Spann, Founder of enbloom Marketing, to explore how small teams can create big-impact content strategies. Leila shares her approach to content strategy, which proves that alignment and smart systems allow even the smallest teams to punch above their weight.You’ll learn:How small teams can create big-impact content with limited resourcesWhy content repurposing is the key to maximizing outputThe power of alignment over scale in content strategyJump into the conversation:(00:00) Why we wanted to hear from Leila(01:30) Why big doesn’t always mean better in content marketing(02:45) The importance of focus and speed for small teams(04:00) Leila’s approach to building alignment in small teams(06:15) How content repurposing helps small teams punch above their weight(08:00) Why strategy, not scale, should lead your content efforts(09:20) How to create high-impact content on a limited budgetStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

The market is crowded with CEOs regurgitating safe opinions. Following this path is an easy ticket to generating content, but what use is your strategy if you just blend in with the noise? Success is about building trust by standing out as an original expert. 'Market eminence', the combination of visibility, credibility, and brand preference, helps leaders earn trust and rise above the noise.In this episode of Straight to Voicemail, Rachel Elsts Downey sits down with David Newman, Founder of Do It! Marketing, to discuss how leaders can position themselves as market experts and build strong personal brands. David, a mentor and author of Do It! Selling, shares how CEOs can embrace bold thinking, challenge industry norms, and earn the trust that fuels business growth.You’ll learn:How to create content that elevates your market eminenceWhy CEOs should stop sharing "how-to" content and start sharing "how to think"The importance of being a myth-buster in your industryJump into the conversation:(00:00) Why we wanted to hear from David(01:14) The difference between fitting in and standing out(03:05) Why “how to think” content matters more than “how to do”(04:32) Building credibility through bold, contrarian thinking(06:12) The importance of preparing your audience for what's next(07:43) How market eminence drives business successStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Account-based marketing is fumbling buyer expectations. Teams using outdated ABM strategies are losing trust left and right, before meaningful conversations ever start.Today’s buyers are more informed, more skeptical, and quicker to disengage from anything that feels generic. Traditional ABM approaches focused on scale, and surface-level personalization no longer work. What is rising instead is precision. Teams that understand the full buying group, real account pain, and intent signals are the ones staying relevant and earning trust.In this episode of Straight to Voicemail, Amanda Smith talks with Nadia Davis, VP of Marketing at CaliberMind. Nadia has built ABM and revenue functions from the ground up and shares what a modern ABM strategy looks like today. She explains how account intelligence, analytics, and sales alignment help teams engage earlier, create relevance, and move deals forward faster.You’ll learn:How to build ABM around buying groups instead of leadsWhy account intelligence outperforms generic personalizationHow sales and marketing stay aligned around real buyer painJump into the conversation:(00:00) Why we wanted to hear from Nadia(00:47) What defines a modern ABM strategy(01:31) ICP, buyer journey, and buying groups(02:20) Why buyers ignore generic pitches(02:46) The role of analytics in ABM(03:29) Finding true account pain(04:26) Activating the full buying group(05:00) What staying ahead with ABM looks like todayStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Brands are buried in data these days, but most of it doesn’t actually get them anywhere. It’s easy to get lost in all the numbers, especially when they don’t help you understand the people behind them. The trick? Using data with intention to really get your audience. Let’s be real, that means connecting with them on a human level.In this episode of Straight to Voicemail, Rachel Elsts Downey sits down with Austen Clark, Co-Founder of Adatha Group, to explore how brands can use data in a more human-centered way. With over 600 events under his belt, Austen has built his career on bridging the gap between data and meaningful human connections. He shares how his deep understanding of people allows him to transform marketing strategies, showing how data, when used with intention, can drive authentic relationships that fuel long-term growth.You’ll learn:Why connecting with people first makes data meaningfulHow to turn metrics into actions that drive growthThe importance of human elements in B2B marketingJump into the conversation:(00:00) Why we wanted to hear from Austen(01:06) The human-first approach to data and marketing(02:25) Connecting people through data in events(04:05) Why empathy and connection matter more than numbers(06:00) How inside jokes lead to stronger business relationships(08:35) Using data to understand human behavior, not just numbers(10:20) The power of face-to-face interactions in driving resultsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Anyone can scale up and produce content, but gaining market trust can make or break your brand’s success. Today, AI is shaping how content is created, published, and distributed at scale, and many brands are prioritizing efficiency without stopping to ask what it costs…putting their credibility at risk. The real danger is publishing faster than you can verify. AI can surface information, but it cannot validate accuracy or insight, which raises a critical question: who is accountable for what gets published? As AI becomes woven into everyday workflows, the future of content depends on whether teams can build systems that don’t just move fast, but help people trust what they’re reading.In this episode of Straight to Voicemail, Rachel Elsts Downey talks with Jesse Bourgeault-Trickey, Global Deployment Manager at Happeo. Jesse shares how organizations can trust the content they publish when AI is involved, and why verification, ownership, and communication matter more than ever. Drawing from his work helping global teams deploy digital workplaces, he explains how trust is built through systems, not shortcuts.You’ll learn:Build trust by pairing AI with subject matter expert ownershipCreate a system to audit and verify content over timeUse internal feedback loops to surface content gapsJump into the conversation:(00:00) Why we wanted to hear from Jesse(00:09) Why speed can undermine trust(01:06) The rise of AI in everyday content(01:35) Trust but verify as a content framework(02:10) The role of subject matter experts(02:46) Finding and fixing content gaps(03:13) What verified content looks like(03:45) Using AI on trusted knowledge(04:20) Keeping teams informed as content changes(05:11) How trust is reinforced over timeStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

When you enter a new market, every move hinges on one thing: whether buyers trust you enough to pay attention.In this episode of Straight to Voicemail, Rachel Elsts Downey calls Christie Horsman, Head of Marketing at UpCodes, to dig into why customer trust has to be the center of any scaling strategy. Christie shares how she approaches new markets by studying the category, understanding how buyers evaluate options, and mapping where her product fits. She explains how trust is built through people, not brands, and why thought leadership, influencer partnerships, and customer proof matter more than ever in AI driven search.You’ll learn:How to build trust before you build pipelineHow to research and position yourself in a new categoryHow to use voices, not brands, to shape buyer perceptionJump into the conversation:(00:00) Why we wanted to hear from Christie(00:09) Why trust decides whether your strategy works(00:20) Why Christie understands how to scale in new markets(01:20) The different ways to approach new markets(01:40) How to position against incumbents(02:16) Why trust matters more than paid ads(03:20) How influencers and ambassadors build credibility(04:00) Why thought leadership drives trust in AI search(06:20) Scaling through reviews and lighthouse customers(07:40) How trust fuels your funnelStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

These days, AI-generated content is everywhere: it's in your feed, ads, and even in real life. Businesses can now scale and create faster than ever, but does this content actually connect with audiences? At its core, great content is personal. No matter how much AI helps us scale, we can’t lose sight of the fact that humans are essential to creating content that resonates.In this episode of Straight to Voicemail, Rachel Elsts Downey sits down with Jimmy Girot, Director of Marketing at Intterra. Jimmy shares his insights on why content marketing is more important than ever, even as AI continues to shape the landscape. He discusses how AI can amplify human-driven content by optimizing your operations, but emphasizes that the human touch, authenticity, and emotional connection must remain at the heart of every marketing strategy. You’ll learn:Why human-driven content still matters in an AI-driven worldHow AI can support content creation without replacing human connectionThe importance of starting small and being intentional with contentJump into the conversation:(00:00) Why we wanted to hear from Jimmy(00:10) The role of content in today’s marketing strategy(01:00) Why content marketing is essential, even in the age of AI(02:00) How to keep content human while using AI(03:00) The power of starting small with content marketing(03:40) Scaling content without losing authenticityStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

As automation grows, the brands that stand out will be the ones whose content still feels written by, and for, people.In this episode of Straight to Voicemail, Rachel Elsts Downey sits down with Corey Perlman, Social and Digital Marketing Speaker at Impact Social. Corey shares his approach to leveraging AI without losing authenticity in content. He talks about how AI can support content creation while emphasizing the importance of human input to maintain quality, relatability, and trust with your audience.You’ll learn:How to use AI effectively without sacrificing authenticityWhy human editing is essential for quality controlHow to create content that builds trust and connectsJump into the conversation:(00:00) Why we wanted to hear from Corey(00:15) Why AI can't replace human touch in content creation(01:05) Meet Corey Perlman from Impact Social(01:35) Using AI as a tool, not a replacement(02:10) The importance of human editing in AI content(02:40) Creating content that resonates and builds trust(03:10) Practical tips for using AI in social media(03:35) How AI can help you scale your contentStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Most marketing teams struggle to prove that content drives real business results, and without that proof, it’s often the first thing cut.In this episode of Straight to Voicemail, Amanda Smith talks with Chelsea Lassen, Director of Content, Comms, and Storytelling at Cority. With a background spanning industries from LED lighting to glamping, Chelsea shares how she turned social media into a demand engine, building relationships that drove measurable revenue impact.You’ll learn:How to turn social media into a pipeline-driving channelWhy building relationships matters more than attributionHow to use feedback loops to create content that connectsJump into the conversation:(00:00) Why we wanted to hear from Chelsea(00:10) The power of content in driving business outcomes(00:39) Meet Chelsea Lassen from Cority(01:25) Building a social-first demand engine(02:00) How content created 43% of inbound leads(02:34) When brand awareness turns into real pipeline(03:14) Why being human builds audience trust(03:40) Creating inside jokes and feedback loops with your audience(04:08) How long-term brand investment pays off(05:12) Redefining content as a relationship toolStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Digital fatigue is real. Buyers are tuning out, skipping ads, and scrolling past the messages that once worked. Online channels feel louder yet less effective, and the cost of standing out keeps climbing.In this episode of Straight to Voicemail, Rachel Elsts Downey talked with Charlie Riley, Head of Marketing at OneScreen.ai, to explore the offline strategies driving real B2B demand. Charlie shares how in-person events and out-of-home advertising help brands break through the noise, create warmer conversations, and move deals faster.You’ll learn:Why events create warmer conversations that move deals fasterHow to use out-of-home to support digitalThe reason showing up offline strengthens brand recallJump into the conversation:(00:00) Why we wanted to hear from Charlie(00:10) How digital fatigue is changing demand(00:30) Why events matter again(00:51) Big industry events and niche gatherings(01:16) What shifts when you meet buyers in person(01:41) Using out-of-home around key events(02:20) Why buyers notice real-world ads(02:44) The two channels driving demand in 2025Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

In this episode of Straight to Voicemail, Rachel Elsts Downey connects with David Nour, CEO of Avnir, to discuss the reality behind AI’s promise: it’s only as smart as the data you feed it.He warns CMOs that “Garbage in, garbage stays.” AI can’t clean up bad data, and most B2B orgs are swimming in it. He shares how Avnir unlocks real relationship intelligence by enriching the data that actually matters. Forget automation overload. It’s time to focus on depth, not volume.You’ll learn:Why AI needs relationship context, not just clean dataHow to calculate the value of your existing networkThe danger of chasing new logos at the expense of deeper relationshipsJump into the conversation:(00:00) Why Rachel wanted to talk to David(00:41) The 3 truths about AI no one is talking about(00:47) Why clean data is the real enabler of AI(01:21) How Avnir scores relationships to quantify trust(02:26) The myth of more and why chasing quantity hurts strategy(03:18) A $10M missed opportunity rooted in hidden relationships(04:08) Final thoughts and where to learn moreStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Audience trust lives with people, not logos. That’s exactly why brands need to start investing in influencers with intention.In this episode of Straight to Voicemail, Rachel Elsts Downey talks with Justin Levy, Director of Content and Social Media at ZoomInfo, about why creator partnerships are one of the smartest investments a brand can make. With 15 years of building influencer programs, Justin breaks down how influencer relationships expand reach, deepen credibility, and unlock audiences brands can’t access on their own. He also shares how to choose the right creators, what smart cross‑platform investment actually looks like, and why starting with small, structured pilots is the fastest path to proof.You’ll learn:How to start small with 3–5 creatorsWhere to invest beyond LinkedInWhat guardrails keep creator content on-brandJump into the conversation:(00:00) Why we called Justin Levy about influencer marketing(00:09) From affiliate links to creator-led brands(00:35) The core reason brands should invest in influencers(00:54) Why audiences trust creators over logos(01:24) How platform influence has evolved, and why LinkedIn isn’t enough(02:11) Where to invest beyond LinkedIn: podcasts, newsletters, YouTube(02:37) Why brands should start small with creator pilots(03:05) Choosing platforms and setting smart guardrails(03:22) The brands that wait will fall behindStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights. 

Building trust in brand content is harder than it seems, especially in a world full of quick fixes and AI-driven solutions.In this episode of Straight to Voicemail, Amanda Smith speaks with Erika Childers, Director of Content and Brand at Qualytics. With years of experience in B2B content marketing, Erika shares why trust is built in the details: through authenticity, consistency, and the human touch in every piece of content. She also discusses how brands often miss the mark when they prioritize scale over connection.You’ll learn:Why scaling content can actually break trustHow authenticity and consistency build lasting connectionsThe role of human oversight in AI-driven contentJump into the conversation: (00:00) Why we wanted to hear from Erika (00:10) Meet Erika Childers and the importance of trust in content (01:00) How scaling content can hurt trust (01:40) Why authenticity matters more than ever (02:10) The role of humans in content creation (02:40) Building trust through consistent messaging (03:20) Why people-first content wins every time (03:50) Erika’s insights from her experience at QualyticsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Most B2B teams treat content as a marketing tool, but its real job is to guide trust through every stage of the buyer’s journey.In this episode of Straight to Voicemail, Rachel Downey talks with Adam Sockel, Senior Content Marketing Lead at Orum. With 17 years in the field, Adam shares how content builds awareness, educates prospects, and strengthens customer relationships long after the deal closes.You’ll learn:How to use content to build trust from awareness to renewalWhy data-driven storytelling gives your brand credibilityHow post-sale content deepens relationships and drives retentionJump into the conversation:(00:00) Why we wanted to hear from Adam(00:10) Why emotional connection drives every buying decision(00:31) Meet Adam Sockel from Orum(01:00) How content builds awareness and trust(01:41) Moving from awareness to education(02:00) Using data to differentiate your brand(02:41) How content supports the customer after the sale(03:20) Building long-term trust through continuous education(03:45) Closing thoughts from Adam SockelStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

In B2B marketing, trust is the ultimate currency…but it’s built one interaction at a time.In this episode of Straight to Voicemail, Amanda Smith connects with Jeff Coyle, Head of Strategy at SiteImprove. Jeff shares his expertise on how content can build trust throughout the entire buyer journey, from awareness to purchase and beyond. He discusses the importance of knowing your customer, delivering value consistently, and creating content that speaks to each stage of the journey.You’ll learn:How content builds trust by understanding the customer journeyWhy consistent, value-driven content inspires confidenceHow to create content that resonates across buyer personasJump into the conversation:(00:00) Why we wanted to hear from Jeff(00:18) Meet Jeff Coyle and the role of trust in B2B(01:00) Why knowing your customer is key to building trust(01:40) How content fits into every stage of the funnel(02:00) The importance of consistent, valuable content(02:40) Creating content for multiple buyer personas(03:10) How to show expertise through your content(03:40) Why trust must be maintained after the saleStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Building trust starts long before the first sales call.In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Selma Chauvin,  Chief Revenue Officer at Agorapulse, to explore why content is the most valuable lever a CRO can invest in. Drawing from her experience leading global revenue teams, Selma shares how trust, education, and connection drive acquisition, retention, and expansion in modern B2B sales.In this episode, you’ll learn:Why content alignment between marketing and sales improves deal qualityHow education-based content builds trust before the first conversationWhy scalable content can outperform headcount growthJump into the conversation:(00:00) Why we wanted to talk to Selma Chauvin(01:07) Why content is the most important lever for a CRO(01:42) How cultural differences shape the buying journey(02:12) Building trust before sales even begin(02:23) Aligning content with the sales message(02:36) How content drives retention and expansion(02:50) Selling to marketers who see through surface-level content(03:19) The scalability advantage of strong content(03:40) Final thoughts from Selma ChauvinListen to the full episode to learn how content creates connection, scales trust, and drives sustainable revenue growth. Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Every brand says they want trust, but few realize how quickly the wrong content can break it.In this episode of Straight to Voicemail, Rachel Downey talks with Stephanie Yoder, Director of Content at Rebrandly. Stephanie shares how thoughtful content earns trust, why salesy messaging breaks it, and how brands can use every touchpoint to prove credibility. She also explains how branded links drive 39% higher clicks by showing audiences exactly where they’re headed.You’ll learn:How to write content that educates before it sellsWhy understanding your audience builds long-term trustHow branded links strengthen credibility and increase engagementJump into the conversation:(00:00) Why we wanted to hear from Stephanie(00:27) Why content is a brand’s best trust-building tool(01:00) How marketing language can break audience trust(01:20) What people-first content looks like(01:40) How helpful content drives stronger relationships(02:00) The importance of giving value before promoting products(02:20) Why branded links create trust through transparency(02:40) How Rebrandly connects content and credibility(02:47) Closing thoughts from Stephanie YoderStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Trust usually peaks in the sales process and drops at kickoff. So, how do you stop the free fall?In this episode of Straight to Voicemail, Amanda Smith connects with Mason Cosby, CEO of Scrappy ABM. As a founder leading a services business, Mason has seen firsthand where trust breaks down and shares the systems his team uses to close that gap early. From internal handoffs to client comms, this conversation is packed with clarity and practical fixes.You’ll learn:How to introduce your team before the kickoff callWhat sales teams model that delivery teams should adoptWhy daily client updates make trust easier to maintainJump into the conversation:(00:00) Why we wanted to hear from Mason(00:45) Meet Mason Cosby and the trust drop-off point(01:34) Why delivery teams feel like strangers after the sale(02:12) How Scrappy ABM makes internal team members visible(02:22) Tactics for keeping trust across the handoff(02:34) What sales teaches us about expectation setting(03:09) A simple format for daily client comms(03:52) The rule Mason uses to reset expectationsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

AI can speed you up, but it can also make your content sound the same as everyone else.In this episode of Straight to Voicemail, Amanda Smith talks with Nathan Thompson, Senior Director of Product Marketing at copy.ai. Nathan shares how context, not prompts, keeps AI output on brand, how to unify voice across go-to-market, and a simple workflow that keeps humans in control.You’ll learn:Train AI with product, audience, and voice to personalize at scaleUse a four-step workflow to keep quality highOnboard AI like a new hire to protect brand trustJump into the conversation:(00:00) Meet Nathan Thompson(00:10) What real, human content sounds like(00:34) Where AI helps and where it hurts(00:54) Meet Nathan Thompson from copy.ai(01:03) Why context beats clever prompts(01:26) The voicemail question(01:46) Unifying brand voice across GTM(02:08) Strategy, draft, polish, publish(02:45) The prompt myth(03:21) Fixing context to personalize(03:40) Onboarding AI like a new hire(03:48) Closing thoughts and resourcesStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Getting attention is easy. Earning trust is harder, especially in healthcare, where trust can literally mean life or death.In this episode of Straight to Voicemail, Rachel Downey connects with James Furbush, VP of Marketing at Prosperity Behavioral Health. James has spent years leading go-to-market efforts in healthcare, where trust with buyers isn’t optional. Drawing from real-life moments and one memorable quote from Jurassic Park, he breaks down how to navigate the tension between visibility and credibility.You’ll learn:Why attention without relevance damages brand trustHow to build a long-term marketing strategy in a short-term worldWhen to say no to tactics that won’t serve your buyerJump into the conversation:(00:00) Why we wanted to talk to James(00:26) Meet James and the problem of attention vs trust(01:00) A life lesson from his mom that shaped his approach(01:36) How trust gets broken in marketing(02:00) Why “should” matters more than “can” in strategy(02:20) The natural tension between trust and attention(03:20) Where marketing needs to hold the line(04:00) Why giving freely builds long-term trust(04:40) The risks of chasing attention without permissionStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Board alignment is harder than ever. Budgets are tight, expectations are high, and every decision feels under a microscope.In this episode of Straight to Voicemail, Rachel Downey connects with John E. Lepto IV, CRO at Clear Go-To-Market, a buyer intelligence firm serving private equity-backed SaaS companies. With deep experience across sales, healthcare tech, and private equity ops, John shares how strategic clarity helps leaders earn trust in the boardroom even without a formal board himself.In this episode, you’ll learn:How buyer intelligence builds credibility with executive stakeholdersWhat boards actually want to hear from go-to-market leadersWhy clarity is the antidote to boardroom anxietyThings to listen for:(00:00) Why we wanted to talk to John(01:40) From lending to SaaS to PE-backed GTM(02:20) What Clear Go-To-Market actually delivers(03:00) Why win-loss is more than “why we lose”(04:10) Why John bets on service, not SaaS(05:20) The two converging shifts in PE and SaaS(07:00) What trust really means in boardroom settings(08:40) Bringing clarity to win-loss and GTM strategy(10:15) How Clear helps clients validate or challenge assumptions(11:30) One piece of advice for CROs walking into the boardroomStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

When your company outgrows its original narrative, how do you shift the story without losing your audience? In this episode of Straight to Voicemail,  Rachel Elsts Downey taps Josh Privett, Communications Strategist and Principal Copywriter at Mantra. Josh discusses what it really takes to evolve your message and earn trust in the process.You’ll learn:Why clarity beats cleverness when it comes to brand trustHow to know when it’s time to shift your story, and what happens when you wait too longA real-world case study of turning fear into record-breaking growthJump into the conversation:(00:00) Why brand stories blur and how truth cuts through the noise(00:57) Rebuilding trust by narrowing your message(02:20) How a PT clinic won by owning their unique voice(04:11) From “fix pain” to “better you” and a 77% growth spike(05:21) Trusting your message is a business moveStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights. 

The key to credibility in sales? A business case your customer believes in.In this episode of Straight to Voicemail, Rachel Elsts-Downey reaches out to Mike Genstil, Co-Founder and CEO of ValueCore. Mike talks about the disconnect between how sellers present ROI and how buyers perceive it, and offers a practical path to closing that gap with trust and transparency.You’ll learn:Why proving ROI isn’t just about numbers, it’s about trustHow to turn value storytelling into a sales advantageThe biggest mistake companies make when trying to demonstrate impactJump into the conversation:(00:00) Why we wanted to talk to Mike about ROI, trust, and real-world impact(00:25) Introducing Mike Genstil of ValueCore(00:51) How to prove ROI and win customer trust(01:59) Why skipping “cost of the problem” is a missed opportunity(03:25) Building trust by letting customers adjust assumptions(04:49) The three essentials of delivering credible ROI conversationsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights. 

Trust isn’t a soft skill, it’s a foundational asset. In this episode of Straight to Voicemail, Amanda Smith connects with Dr. Denise Healy, Ph.D., CEO and Co-founder of Streets2Schools and an expert in organizational psychology. With a Ph.D. in the field and decades of executive experience, she leads with empathy and strategy, building cultures where trust isn’t just a value, but an operational tool. Her approach blends radical candor, emotional intelligence, and transformational leadership.You’ll learn:How to define trust in a way that drives organizational alignmentWhy trust is essential for innovation, collaboration, and accountabilityPractical examples of “radical candor” and building reliable, transparent teamsJump into the conversation:(00:00) Why trust gets talked about but rarely operationalized in leadership (00:24) Meet Dr. Healy: How Streets2Schools turned trust into a core business function (01:08) Denise breaks down the definition of trust leaders must align on (02:06) How Denise uses team feedback to steer the company (03:13) Real examples of incentive planning and strategic retreats (04:50) Why violating stated values kills trust fast (05:22) Radical candor and reliability: The twin pillars of trustworthy leadership (06:15) Denise closes with two research-backed frameworks to exploreStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

When change hits, teams often rush to message before they’ve earned the right to be heard. Dr. Jennie Victoriano's says slow down, build trust, then speak.What you’ll learn:Why trust is non-negotiable for transformational leadership and marketingHow transparency, empathy, and character drive brand loyalty in times of changeWhat it means to “serve, not sell” when the market is uncertainIn this episode of Straight to Voicemail, Amanda Smith calls Dr. Jennie Victoriano, Director of Professional Development at Commitment2Change, to explore how trust becomes the real driver of transformation inside your org and out in the market.Jump to the conversation:(00:00) Why Amanda wanted to hear from Dr. Jennie Victoriano(00:42) Dr. Jennie Victoriano explains how trust transforms both teams and messaging(03:20) Why leading with message before trust fails(06:05) How brands and teams build credibility(08:15) What trust looks like in your next campaign or leadership move(10:30) Empathy, transparency, and what consumers really want(12:00) Dr. Jennie Victoriano's reminder that character is always revealedStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Attention is currency, and trust is the ultimate growth lever.In this episode of Straight to Voicemail, Rachel Elsts Downey taps Gretchen Freemyer, Associate Director of Growth at Gravity Global where she helps B2B brands cut through noise with bold, audience-first campaigns. Her expertise spans sales enablement, brand strategy, and content design that converts.You’ll learn:Gravity Global’s “Fame, Admiration, Belief” framework for building brand trustWhy naming your audience’s fear is key to earning attention and actionHow taking bold risks can transform B2B storytellingJump into the conversation:(00:10) Gretchen frames today’s B2B landscape: attention is currency, trust is what keeps it(00:50) The FAB framework: Fame, Admiration, Belief, and how each builds trust(02:30) Why naming your audience’s fear is more powerful than showcasing your product(03:35) How to spark admiration by creating bold, curiosity-driven content(04:40) The lemur campaign: turning plumbing into a memorable B2B brand moment(05:30) Trust starts by understanding what your audience truly cares aboutStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Consistent branding isn’t just a nice-to-have, it’s how you build trust across every touchpoint.In this episode of Straight to Voicemail, Rachel Elsts-Downey taps Matt Lyman, VP of Marketing at Flosum. He zooms in on why brand consistency isn’t just about design or tone, it’s about building trust. If you’re struggling to keep your message clear across a growing org, this conversation is your playbook.You’ll learn:How consistent brand messaging builds trust across teams and with your audienceWhy clear documentation and shared strategy are key to staying alignedA simple shift in mindset that makes cross-functional collaboration actually workJump into the conversation:(00:00) Why we wanted to talk to Matt Lyman about brand messaging(00:36) Why consistency is the foundation of brand trust(01:11) How documentation helps teams stay aligned(02:11) Making strategies transparent and tied to business goals(02:29) Creating feedback loops that keep messaging relevant(03:20) What inconsistent email signatures say about your brand(03:45) How internal trust shows up in external credibilityStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

What if building trust didn’t start with the product, but with the story you tell before you ever show it? In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Natalie Marcotullio, Head of Growth and Product Marketing at Navattic. With over a decade of marketing experience, Natalie helps B2B companies build trust through transparent content, demo-led experiences, and storytelling that centers the customer.You’ll learn:Why most product marketing comes off as a pitch  and how to make it a conversation insteadA trust-building framework to anchor your marketing in authenticity, not just ROIHow Navattic uses customer “show-and-tells” to create high-context, low-pressure demosJump into the conversation:(00:00) The big question: how do you build authentic trust in product marketing?(01:00) Why storytelling always comes before product demos(01:34) The power of founder origin stories and leading with customer voices(02:00) Navattic’s “customer show-and-tells” - a non-salesy way to showcase value(03:00) Natalie’s “Unique and Valuable” framework for trust-driven contentStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Trust isn’t built on quick fixes, it’s earned through clear plans and flawless execution. In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Melissa Bryant,  Founder of 6 Degrees West. With years of experience in rev ops and go-to-market execution, Melissa specializes in guiding companies through complex product launches, pivots, and operational challenges. Her unique approach focuses on delivering clarity and confidence, ensuring that trust is at the heart of every client relationship.You’ll learn:Why trust is not about quick fixes but clear, actionable plans.How Melissa uses data-driven strategies and AI to align sales, marketing, and operations into a cohesive force.How to eliminate friction in client relationships to scale faster and smarter.Jump into the conversation:(0:00) Melissa Bryant’s secret to earning client trust from day one(00:46) The power of a clear roadmap in building trust(01:27) Why the first two weeks of client engagement are crucial(02:52) Aligning teams to create trust across departments(03:58) Leveraging AI and automation to scale faster and smarter(04:47) Melissa’s key takeaways on trust and client partnershipsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

What if the secret to high-growth execution isn’t speed but clarity?In this episode of Straight to Voicemail, Amanda Smith calls Robin Daniels, Chief Business Officer at Zensai. With two decades leading marketing at companies like Salesforce, LinkedIn, Box, and WeWork, Robin’s learned that fast growth without alignment is just chaos. His playbook? Nail your North Star, optimize your team, then execute like crazy, with just enough agility to pivot.You’ll learn:Why clarity is the foundation for scalable executionHow to build alignment across large, high-stakes teamsWhy Robin always leaves 30% of the roadmap open for changeJump into the conversation:(00:00) Amanda tees up the episode(00:35) Meet Robin Daniels(01:35) Why everything hinges on clarity(03:30) How WeWork aligned priorities and leadership direction(04:45) Assessing and adjusting team to meet goals(05:07) Execute fast while staying agile and focused(06:03) The danger of rigid plans in growthStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Amidst all the AI noise, Rachel Rizzuto argues the real differentiator is still human connection.In this episode of Straight to Voicemail, Amanda Smith taps Rachel Rizzuto, Director of Marketing at GadellNet Consulting Service. Rachel focuses on combining marketing expertise with deep technical knowledge to help clients navigate the evolving role of AI.You’ll learn:How GadellNet is leveraging AI efficiencies to reinvest in real, human-to-human interactionsWhy value-driven content (not just clicks) builds lasting trust with stakeholdersPractical ways B2B marketers can partner with internal experts to produce smarter, faster contentJump into the conversation:(00:00) The big question on trust in a world vying for everyone’s attention(00:25) Introducing Rachel Rizzuto of GadellNet Consulting Services(00:55) Doubling down on human connection in an AI-driven world(02:02) Measuring trust through client engagement and relationships(02:48) Using AI to create content faster with subject-matter experts(04:28) Why humans remain essential to technologyStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

In this episode of Straight to Voicemail, host Amanda Smith taps with Chelsea Castle, Head of Content & Brand at Close, as she shares how founder-led storytelling is shaping the future of B2B content.With a background in journalism and brand strategy, Chelsea shares how her team is creating smarter content that goes beyond attention-grabbing to actually drive business outcomes. From reinvigorating Close’s content engine with its CEO to creating product stories that resonate on a human level, Chelsea breaks down what it takes to stand out in a crowded CRM market.In this conversation, you’ll hear about:How Chelsea is using founder-led content to revamp Close’s brand visionThe “hivemind” approach to daily collaboration with her CEOWhy storytelling is key, even when the product isn’t “sexy”How Close is making conceptual product series that cut through the noiseJump into the conversation: (00:00) Meet Chelsea Castle (01:12) Reimagining content through founder-led storytelling (01:59) The Blueprint Series and smart content distribution (02:28) The LinkedIn Sprint and collaborative content creation (03:18) Turning product storytelling into compelling, human content (03:39) The Desiree Demos series and brand-driven content innovation

Building trust across your go-to-market team isn’t just a strategy. It’s the backbone of your success. In this episode of Straight to Voicemail, Rachel Elsts Downey calls Megan Klingaman, Director of GTM & ABM at Gravity Global. With extensive experience leading GTM efforts both at the agency and client level, Megan talks about aligning cross-functional teams, activating multi-channel campaigns, and earning trust to drive real business outcomes.You’ll learn:How to create alignment between sales and marketing teams through effective trust-building strategiesThe importance of tying go-to-market actions back to business goals Real-world examples of leading go-to-market efforts Jump into the conversation:(01:23) Why establishing trust in go-to-market can be challenging(02:00) How aligning GTM actions with business goals drives success(02:51) The role of data in building trust(03:30) Overcoming sales and marketing misalignment(04:30) The importance of understanding lead quality, not just lead quantity(05:02) Listening to clients’ past experiences to rebuild trust(05:45) Tailoring GTM strategies to fit each client’s unique needs(06:07) How Megan leverages GTM frameworks to help achieve business goalsStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

How do you build trust with a consumer segment your brand has never tapped?In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Matthew Mazzone, Chief Creative Officer at LSKR and a former campaign strategist. His work blends political storytelling with brand-building for major consumer brands, always with a focus on real connection over surface-level hype.You’ll learn:Why trust is your brand’s biggest growth leverHow to connect with untapped consumers What creative teams can learn from campaign trail storytellingJump to the conversation:(00:00) Why Matthew Mazzone focuses on building trust (00:36) Why resonance matters more than disruption(01:09) Matthew’s business philosophy to persuade audiences toward action(01:26) How emotional connection drives tangible results(01:41) Why emotional connection is the most effective path to action(01:58) The rarity of genuine connection and lessons from influencers(02:35) The core principle at LSKR(02:41) The importance of values alignment(03:51) Building campaigns that reflect the people you want to reach(04:00) The ultimate goal of building genuine connection and trustStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Trust is the hardest thing to scale, and the only thing that makes offshoring work.In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Brad Stevens, Founder and CEO of Outsource Access, one of the fastest-growing offshoring companies in the U.S. With a focus on transparency, culture, and authentic leadership, Brad has helped hundreds of companies tap into offshore talent without losing the personal touch.You’ll learn:Why “doubts, fears, and concerns” (DFCs) are the biggest barriers to offshoring, and how to address them head-onHow to build trust not just with clients, but with your own employees when offshoring enters the pictureThe role of transparency, culture, and human connection in making offshore teams feel like part of the familyStraight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.