The Chat - Conversations with Leaders of Marketing and Sales

AI is transforming how software is built - and how it must be secured.Checkmarx VP Eran Kinsbruner explainswhy developers are now the front line of application security.Learn how AI-driven development is reshaping AppSec, DevOps, andproduct marketing.A sharp look at the risks, opportunities, and future of secureAI software development.

Modern B2B growth does not start with more leads. It starts with the buyer.Host Terry welcomes Fractional CMO Monique Olan to break down buyer-centric marketing and buyer-led conversions that drive real revenue.Learn how to reduce acquisition cost, strengthen pipeline, and build sustainable B2B growth.

Terry sits down with Dusty Collins, a proven B2B salesleader.They unpack what breaks when sales teams scale.Dusty shares lessons on sales process and strategy that drive results.Built for sales and marketing leaders focused on sustainable growth.

Terry sits down with Nick Reaks, Sales & Marketing Director at Teleware, to unpack how AI is making business comms faster, smarter - and still human. From cutting costs to boosting CX, Nick reveals how AI’s shaping the future without crossing the line.

Mitch Bruger, CMO of The Advanced Group and founder of the MAVEN method, shares how he aligns sales, marketing, and ops to drive real B2B growth.From site branding to mindset shifts, Mitch reveals what actually moves the needle.Learn how simple systems, fast conversations, and team clarity create scalable results.

Most product marketers are left out of product strategy - and it shows in poor GTM results.In this episode, Andrea Saez (Head of Product Marketing at Turtl) shares how bridging the PM-PMM gap drives real growth.From 250% uplift in demos to smarter AI adoption, Andrea reveals what actually works in today’s market.A must-listen for B2B leaders tired of shallow launches and misaligned teams.

AI isn't replacing people - it's empowering them.In this episode, enablement strategist James (Jimmy) Dougherty shares how he helps sales and GTM teams adopt AI through empathy, workflow design, and real-world tools like ChatGPT and N8N.Discover how human-AI collaboration can unlock efficiency and transform how teams operate.https://www.chatmetrics.com/blog/

AI strategist James Dougherty shares how AI is transforming sales enablement and customer success by enhancing, not replacing, human connection. With decades in tech and a deep understanding of B2B workflows, he breaks down where AI adds value - and where it crosses the line. Discover the guardrails, trust factors, and bold shifts shaping the future of AI in business.

Modern B2B teams are seeing major lifts by reducing friction and trusting buyers to guide their own journey. Daniel Glickman explains how rethinking automation and sharpening good judgment can multiply the pipeline. He also shares the hidden risk teams create when they delegate too much thinking to systems. Tune in to hear the insight that changes how you build your funnel.

Kirk Fackre, VP of Sales at ICorps, reveals why traditional B2B sales tactics are breaking.He shares how his team is replacing SDR handoffs with full cycle reps and smarter outreach.Discover why a referral-heavy pipeline is a hidden risk, not a strength.This episode reframes sales leadership for 2025 and beyond.

Federico Presicci, Director of Sales Enablement at GetAccept, shares why most enablement programs fall short and how to fix them fast.He reveals how to turn generic sales messaging into a precision tool, embed live coaching, and use AI without damaging trust.By the end, you'll rethink how your team handles rep performance, buyer experience, and GTM execution.What to listen for:1. 01:10 – Why most AI-generated outreach breaks trust instead of booking meetings2. 04:02 – The hidden cost of letting AI SDRs flood inboxes with low-precision messages3. 09:21 – The smarter way to use AI: as a research layer, not a rep replacement4. 12:57 – How to build message cards that reps actually use in conversations5. 15:34 – The trap of treating enablement like a content factory (and what to do instead)6. 20:45 – Why messaging consistency breaks down when it's divorced from call reality7. 24:16 – Structure beats scripts: how Federico trains reps to think, not memorize8. 28:08 – Why coaching doesn’t work if the sales environment is broken9. 32:11 – The system Federico uses with CROs to spot hidden friction fast10. 39:42 – How sales leaders accidentally approve toxic culture by staying silent

Customer onboarding expert Donna Weber reveals how to turn new buyers into long-term advocates. Learn how her Orchestrated Onboarding framework drives faster time to value, stronger retention, and revenue expansion. Discover why aligning sales, marketing, and customer success is the key to post-sale growth.You’ll hear:How to stop the handoff chaos that kills momentumThe mindset shift that turns onboarding into your biggest growth leverWhy "time to first value" is the metric every team should chaseHow one company reduced onboarding costs by 30 percentWhat B2B leaders must do now to improve retention and expansionIf you're in SaaS or high-ticket B2B and care about renewals, referrals, and long-term revenue, you need this strategy. Watch now and start turning first impressions into lasting impact.

CMOs and GTM leaders are racing to implement AI - but most are getting it wrong. Kristen Perdue, certified Chief AI Officer and author of Power Moves, reveals why GenAI pilots fail and what it really takes to lead with AI. Walk away with a clear framework to move from experimentation to execution. If you're serious about pipeline and performance, this episode is your roadmap.

Harris Kenny, founder of OutboundSync, reveals how removing friction from outbound touchpoints can multiply inbound leads by 21x.He shares why chat outperforms forms, how attribution misleads GTM teams, and what actually drives buyer conversion.Learn how he scaled past $20M without ads or SDRs - just partnerships, clarity, and systems.This episode is a blueprint for capturing pipeline from buyers who never reply.

AI is flooding B2B sales - but most tools are breaking trust, not building a pipeline.In this episode of The Chat, Erik Charles (VP at Xactly) shares shocking real-world chatbot failures, exposes the hidden risks of agentic AI, and reveals how sales leaders can deploy AI that actually converts.The big takeaway? The danger isn’t AI replacing reps - it’s AI misleading them.If you're leading GTM in B2B, watch this before your next AI rollout.What to listen for:03:42 -“AI doesn’t fail because it’s dumb-it fails because we overtrust it.” Erik explains why misplaced trust in AI chatbots creates blind spots in pipeline execution.07:19 - “We had a bot that booked 60 meetings. Zero showed up.” A brutal example of AI chatbot failure in a live B2B sales environment.09:55 - “Sales reps stopped reading the comp plan-because AI made it too complex.” The surprising cost of over-automating sales compensation logic.13:11 - “Buyers talk to 15 people internally before ever reaching out.” Data-backed insight on where AI needs to operate: upstream in the buying journey.16:34 - “Agentic AI can make decisions on your behalf-and that’s risky.” Erik breaks down what agentic AI is and why it needs tight governance.21:03 - “You need AI to support humans-not replace them.” The ideal use case for AI and human collaboration in RevOps teams.24:47 - “Don’t automate bad processes-AI will just scale the damage.” Why strategy and process alignment matter more than tools.27:15 - “We built an AI system so smart...no one trusted it.” A cautionary tale about AI trust issues and why over-engineering backfires.

A failing dev team became the top performers in 6 months-no new hires.Bill Lennan (Founder, Forty Percent Better) reveals how leadership shifts drive 40%+ gains. Learn why psychological safety beats tactics-and how most leaders ignore their biggest ROI lever.A sharp playbook for leading under pressure and unlocking hidden team potential.

Chuck Moxley (CMO at Blue Triangle) joins The Chat to share how ungating content, ditching the funnel, and rebuilding trust flipped his marketing playbook - and exploded pipeline. If you're a sales or marketing leader tired of chasing leads, this one’s for you.

AI isn’t your shortcut to traction - and Kirk Drage wants every founder to know it.In this episode, we sit down with the co-founder of LeapSheep to unpack the brutal realities of building a startup that actually works.From mistaking AI for automation, to chasing vanity metrics instead of validation, Kirk shares battle-tested insights that could save early-stage founders hundreds of hours - and thousands of dollars.What we cover:·       Why most founders scale too early·       How to test your go-to-market before you hire a sales team·       The difference between building tools vs. building businesses·       And the GTM discipline that separates traction from chaosIf you’ve ever wondered why things aren’t clicking yet - this episode is the wake-up call you’ve been waiting for.

Discover how sales leaders are closing bigger deals with fewer leads and less stress. Peter Strohkorb shares the formula for modern, buyer-focused selling.Sales leaders: What if chasing more leads is exactly what’s holding your pipeline back?In this episode of The Chat, we sit down with Peter Strohkorb, a globally recognized sales acceleration expert, author of The OneTEAM Method and Smarketing, and a Salesforce Sales Blazer Top Influencer. With over 25 years in senior roles at companies like Canon, 3M, and DXC, Peter reveals the new formula for B2B sales success that’s already helping teams in the US, Australia, and globally sell smarter - not harder.✅ Discover why most lead gen strategies are broken✅ Learn how to build buyer trust in the first 8 seconds✅ Find out how to align sales and marketing once and for all✅ Plus: How to use AI without losing your human edge🔍 This episode is for:Sales leaders, B2B marketers, CROs, SDR managers, and founders who want to:• Increase sales conversion rates• Stop wasting pipeline on low-quality leads• Build buyer-first sales systems• Align sales & marketing teams without the drama• Leverage automation intelligently📍 Whether you’re in New York, Sydney, Toronto, London, or anywhere in the world - this episode gives you actionable strategies that work across geographies and industries.

Want your B2B messaging to actually drive pipeline?In this episode of The Chat, B2B copywriter Christine Gomolka breaks down how to write messaging that sells - not just sounds good.You'll learn:• Why most B2B messaging fails (and how to fix it)• Christine’s copywriting framework that turns cold traffic into warm leads• How her background in B2B sales gives her a unique edge as a marketer• The role of AI in modern copywriting – and how to use it without losing your voice• Real tactics you can use to improve your homepage, email sequences, and moreWhether you're a marketing leader, demand gen director, or founder, this is a must-listen if you're serious about boosting conversions and building a clearer message.🔗 Learn more about Christine: https://tinyfy.me/Christine-on-LinkedIn and https://tinyfy.me/Christines-website 🛠️ Learn more about Chat Metrics: https://chatmetrics.com🎙️ More episodes of The Chat: https://www.chatmetrics.com/podcast/

Tired of chasing leads while your pipeline dries up?In this episode, John Karsant (Co-Founder, Level Up Leads) shares what’s actually working in outbound sales right now.• Why 80% of sales meetings come from one channel• Why email is getting crushed (and how to pivot fast)• The real reason cold calling is making a comeback for B2B sales• Lessons from building an SDR engine that actually converts• How to scale before you have product - channel fitThis isn’t theory. This is what’s converting right now, in the trenches.🧠 Hosted by Terry Wilson, founder of ChatMetrics with Guest - John Karsant of https://levelupleads.io/📍 Get more sales insights at https://www.chatmetrics.com/podcast/

In Part 2, James gets brutally honest about burnout, bad clients, and why his outbound agency had to die for his next level of success to be born. He breaks down the systems that didn’t scale, the lessons that almost broke him, and the smarter, more sustainable path he's built through strategic ghostwriting and high-leverage client work. If you've ever felt stuck doing it all yourself, this is your blueprint for breaking out and scaling up.🧠 Key Topics Covered:✅ The Rep-to-Leader PipelineWhy reps shouldn’t wait to “become someone” before building their brand.James explains how content turned him into the magnet - so jobs, clients, and deals came to him.✅ Why Posting on LinkedIn Is a Power Move (Even If You’re Not a Founder)It’s not about being an “influencer.”It’s about building visibility and credibility before you need it.✅ Common Misconception: "Posting is only for marketers."James dismantles this fast.Most of his pipeline - and biggest career jumps - came because of consistent posting, not cold outreach.✅ Turning Conversations Into ContentHow to turn your sales convos, client questions, and even job interviews into daily, high-leverage content.✅ The Myth of “Cringe Content”Why worrying about judgment is costing you deals, reach, and relevance.✅ Selling Without Selling OutJames shares how to stay authentic while still driving pipeline - without becoming a content clown.🎯 Who Should Listen:• Sales reps ready to build personal leverage• Founders trying to attract instead of chase• SDRs/AEs who want compounding credibility• Anyone sick of low-quality inbound and high-effort outbound

From Cold Calls to Calendars on Fire with James HanzimanolisGuest: James Hanzimanolis - Outbound pro turned content-led sales strategist and author of Savage OutboundHost: Terry Wilson - Co-founder at Chat Metrics, Host of The Chat🔥 Episode Overview:James Hanzimanolis went from running a high-intensity outbound agency to building a scalable, inbound sales engine powered by content – and it all started with a cold call to Seth Godin.In this episode, James unpacks how that one conversation transformed his entire approach to sales and pipeline building. He shares the exact systems he used to book 300+ demos, close deals while he sleeps, and why content-led growth is no longer just a “marketing thing.”You’ll walk away with practical strategies to layer your pipeline, escape founder-led chaos, and start building a revenue engine that actually scales.🎯 What You’ll Learn:• Why inbound leads convert 3x faster than outbound (and how to get them)• The story behind James’ infamous call with Seth Godin• How to build a layered pipeline that doesn’t rely on one channel• The problem with most founders delegating sales too early• Why you need to test outbound yourself before you hire• What “content-led growth” really looks like in practice• The simple framework James uses to audit and improve outbound results🧠 Key Quotes by James:“You need to find a way for people to come to you instead of you going after them.”“Outbound works – but it breaks when you try to scale without systems.”“Every sales channel should be a layer, not your lifeline.”“Your pipeline problems are just strategy problems wearing sales clothes.”📌 Episode Chapters:0:00 - Intro & James’ outbound roots2:45 - The call that changed everything (Seth Godin story)4:30 - From cold outreach to inbound traction6:20 - How James layered his sales channels for scale8:15 - Why content isn’t just for marketers anymore10:40 - Founders, don’t skip the early sales trenches13:05 - What’s wrong with most outbound strategies today16:40 - The early mistakes that nearly tanked James’ agency19:30 - Wrap up & Part 2 preview🔗 Resources & Links:• Connect with James Hanzimanolis on LinkedIn• Grab his book: Savage Outbound (search on Amazon or LinkedIn)• Learn more about Chat Metrics at chatmetrics.com• Follow host Terry Wilson on LinkedIn• Subscribe to The Chat for weekly episodes with top B2B sales and marketing leaders

🎙 Episode Description:Whatif everything you’ve been taught about B2B marketing is… wrong?In this episode of The Chat, we sit down with Juliana Pereira, a B2C-turned-B2B growth leader who’s built revenue engines at some of the fastest-scaling SaaS companies. She breaks down what B2B marketers can steal from the DTC playbook - and how applying consumer marketing tactics to the B2B funnel can dramatically accelerate results.We cover everything from attribution myths and sales/marketing alignment to pipeline velocity, SDR strategy, and the real KPIs that matter.You’ll learn:Why B2B attribution is broken - and what to measure insteadHow to shorten long sales cycles using B2C-style testing and feedback loopsThe new definition of “qualified” - and why MQLs don’t cut it anymoreHow top companies are aligning sales and marketing into one revenue teamThe hidden gold in your funnel drop-offs, live chat, and chat dataWhether you're a demand gen leader, RevOps strategist, or GTM marketer - this episode is packed with insights you can apply immediately.👉 Listen now and learn how to rethink the funnel, rebuild trust with sales, and. turn marketing into the growth engine it’s supposed to be.

🎧 Episode Title: Building Trust in the Digital Agewith Ellza MalokDescription:If you're a marketing leader constantly fighting to hit pipeline targets, defend your budget, and prove ROI to skeptical execs - this episode will feel like therapy.In this conversation, Ellza Malok and Terry Wilson go deep into the real reasons high-intent buyers bounce... and why trust is quietly becoming your biggest competitive advantage.You'll discover:Why 96% of prospects drop off the moment you ask for an emailHow over-relying on internal data is killing your conversion strategyWhy human connection is outperforming AI in sales conversationsHow to fast-track trust with anonymous buyers (and generate 10x more leads)Why your prospects have figured out the game  -  and how to play smarterWhether you're battling sales over lead quality, explaining numbers to the board, or just wondering why your funnel is leaking - this episode gives you the clarity, confidence, and strategy to fix it.No fluff. Just hard-earned insights you can use right now.🎧 Hit play. This might be the most important 25 minutes of your week.

In this episode, Ellza Malok shares her unique perspective on theintersection of technology, psychology, and business leadership. Sheexplores how companies can leverage AI and automation while maintaining humanconnection and why empathy remains a competitive advantage in today'sdigital landscape.From her experiences growing up in Kosovo to her career in datascience and marketing, Ellza’s journey offers deep insights into howbusinesses can build more meaningful, people-first experiences.Key Takeaways🚀 1. The Power of Human-Centered Leadership🏆 2. Why AI Can’t Replace Human Connection🔥 3. B2B Must Learn from B2C🎭 4. Balancing Automation & Empathy

🎙 The Chat: Why Fast Live Chat Response TimeMatters for B2BEver been hit with a chatbot demanding your email before you can even ask a question? 🤨 You’re not alone -  and it might be costing businesses more than they realize.In this episode, Andy and Tahlia dive deep into the do’s and don’ts of chatbot design, uncovering why prioritizing trust over transactions leads to higher engagement, better leads, and stronger customer relationships. They explore:✅ Why asking for an email too soon kills trust and conversions✅ The "Value-First" approach that makes chatbots actually work✅ How blending AI + human support creates a seamless experience✅ Why humor and personality might be the missing ingredient in chatbot designIf your business uses live chat, AI, or chatbots - this episode is a must-listen 🎧.Learn how to build a chatbot experience that engages, converts, and keeps customers coming back!🔗 Listen now & level up your chatbot game!

Podcast Notes: The Chat – Ellza Malok (Part 3)🎙 Episode Title: Understanding Customer Behavior & Speed to Lead🗣 Guest: Ellza Malok🎧 Host: Terry Wilson📅 Series: Part 3 of the conversation with Ellza Malok 🔹 Key Topics Covered:1️⃣ Data Overload: How to Identify What Really Matters2️⃣ The Science of Gut Feelings & Decision-Making3️⃣ The Hidden Power of Anomalies in Data4️⃣ Fast Decision-Making vs. Rigorous Research5️⃣ Speed to Lead: Why Fast Responses Matter in Marketing6️⃣ Marketing & Sales Alignment for Better Resultshttps://www.linkedin.com/in/ellzamalok/https://bluemonarchgroup.com/ @BlueMonarchGroup ​

In this episode of The Chat, we continue our deep dive with Ellza Malok on how behavioral science is transforming marketing, leadership, and business strategy. We discuss the predictable irrationality of human behavior, how to apply psychology in business decision-making, and the challenges mid-sized businesses face in profit optimization, succession planning, and return-to-office policies.From fractional leadership to employee retention strategies,this episode is packed with actionable insights for business leaders looking to drive sustainable growth.https://www.linkedin.com/in/ellzamalok/

Marketing is No Longer About JustBeing Loud - It’s About Being First and Being RightIn today’s digital world, buyers are more informed than ever before. Theyresearch, compare, and consult peers long before they even engage with a brand.This shift has completely redefined marketing and sales strategies. On TheChat podcast, we had the pleasure of speaking with Ellza Malok,founder and chair of the Blue Monarch Group (BMG), who sharedgroundbreaking insights on buyer psychology, the power of speed to lead, andwhy marketing is shifting from ego-driven to empathy-driven strategies.From her unique Alice in Wonderland-style curiosity to herexperience in psychology-driven marketing, Ellza brings a fascinatingperspective on how brands should approach modern marketing, sales, and customerintelligence.

In this episode of The Chat, Terry sits down with Jeff Bogensberger, CEO & founder of The Laughing Otter, a platform that fuses entertainment, social impact, and blockchain to spread positivity. Jeff shares his journey of building a brand dedicated to counterbalancing negativity in the world, his approach to marketing, and how he’s leveraging tech and partnerships to create a thriving, purpose-driven business. 🔹 Key Themes Discussed: The inspiration behind The Laughing Otter 🦦 Social impact & entrepreneurship 🌍 How businesses can align purpose with profit 💡 The role of entertainment & community in social change 🎭 Innovative go-to-market strategies for startups 🚀 The intersection of blockchain, social impact, and marketing 🔗 The reality of AI, blockchain, and tech hype 🤖 🚀 If you're a marketing or sales leader looking for fresh perspectives on branding, growth, and purpose-driven business, this episode is a must-listen!

In this episode of The Chat, host Terry Wilson sits down with Justin Bunt, a business exit specialist with MMJ Business Sales and Acquisitions. With over 20 years of experience across industries like digital marketing and corporate catering, Justin has helped countless business owners prepare for successful exits. They discuss key strategies for selling a business, common mistakes owners make, and how to maximize exit value.   https://www.chatmetrics.com/podcast/ https://www.linkedin.com/in/justinbunt/

🎙️ The Chat - Content for Marketing: Part 2 - Optimizing for Search Engines Welcome to another episode of The Chat! In this insightful conversation, Terry and Pal dive deep into search engine optimization (SEO) and how to optimize your content to improve discoverability and drive inbound success. 🚀 In this episode, you'll learn: ✅ The importance of keyword research and how to find the right topics for your audience. ✅ Tips for writing authentic, high-quality content that resonates with readers AND search engines. ✅ Why headings, multimedia, and internal links are essential for SEO. ✅ Common SEO misconceptions, like keyword stuffing vs. keyword optimization. ✅ The critical role of mobile-friendly content and site structure in modern SEO. 💡 Pro Tip: SEO isn't just about algorithms—it's about creating user-friendly, well-structured, and valuable content that solves your audience's problems. Whether you're a marketing pro, content creator, or just starting with SEO, this episode is packed with actionable advice to elevate your content strategy! 🎯

Content for Marketing. This was a long conversation so we broke it up into three parts: Part 1: Audience, Personas and Story Telling Part 2: Optimizing for Search Engines Part 3: Promoting, Monitoring and Multiplying your Content

Discover the future of social media marketing in this engaging episode of The Chat! Join Terry and Pal as they break down the strategies shaping the digital landscape, from the dominance of mobile-first platforms to the explosive growth of short-form video content. Learn how to define clear marketing objectives, craft compelling content strategies, and build authentic community connections that resonate with your audience. We’ll explore: The rise of TikTok, YouTube Shorts, and Instagram Stories. Why mobile devices are the cornerstone of social media success. How to balance educational and promotional content with the 80/20 rule. The role of influencers and micro-influencers in amplifying reach. Practical tips for social media audits, performance measurement, and reputation management. What AI and social commerce mean for the future of digital marketing. Whether you're a marketing professional, business owner, or curious learner, this episode is packed with actionable insights to help you thrive in the ever-changing world of social media. 🎥 Don’t forget to like, subscribe, and share your thoughts in the comments below! 📌 Chapters: [00:01:27] Understanding the social media landscape[00:05:21] Building a strong foundation for success[00:13:39] Challenges and tips for community building[00:18:28] Leveraging advanced strategies like influencer marketing[00:27:09] AI, short-form content, and the future of social media Subscribe for more cutting-edge insights into marketing, sales, and growth strategies! 🚀

In this episode of The Chat, host Terry speaks with Phillip Swan, Chief Product Officer at AI Solutions Group, about the transformative impact of AI on industries and business strategies. Phillip shares insights on using AI to solve "migraine-level" business problems, emphasizing responsible AI adoption in areas like safety, operational efficiency, and customer-centric innovation. They discuss AI’s rapid evolution, the future of AGI, and the disruptive potential for industries like CRM, while highlighting the importance of ethical considerations, change management, and simplicity in implementation. Packed with practical advice and visionary predictions, this episode is a must-listen for leaders navigating the AI revolution.

In this episode of The Chat, Gavin Tye talks about the importance of "Sales Market Fit" - And how it is crucial to get this right if you want to close all your winnable deals.

Hey everyone, Terry here! I had the incredible opportunity to sit down with Monique Olan, a true marketing ops powerhouse, on the latest episode of “The Chat” podcast. Monique shared so much valuable wisdom on the future of demand generation and how to position your brand for success in 2024 and beyond. I want to dive into some of the key takeaways from our conversation, so let’s jump right in!

The Digital Marketing for Marketers Toolkit. Today, marketers must use digital marketing. It’s become a ticket to the game. As a marketer, you need to understand many aspects of online marketing. Terry and Pal talk about Digital Marketing for Marketers. It will give actionable insights and strategies that marketers can use to take their campaigns to the next level.