Straight To Voicemail

Winning B2B Buyers with Short Form Video | Richard Ormsby, Lavendr

Capturing the attention of B2B buyers has never been harder, especially in an environment where traditional corporate ads are routinely ignored. But as consumer attention shifts toward short-form, vertical video, B2B marketers are discovering a powerful new way to engage decision-makers where they already spend their time. In this episode of Straight to Voicemail, Adam Sockel hears from Richard Ormsby, Founder and CEO of Lavendr. Richard breaks down how the explosive growth of B2C microdramas offers a blueprint for B2B video marketing. He shares why corporate buyers don't stop being human when they clock in, the power of hooking an audience in the first three seconds through storytelling, and how vertical video formats can directly drive pipeline and revenue. You’ll learn: Why the explosive growth of B2C microdramas offers a new blueprint for B2B video strategy Why B2B buyers don't stop being human consumers when they clock in at work How combining storytelling with vertical formatting hooks decision-makers in the first three seconds How short-form video can move past traditional ad resistance to drive millions in revenue Jump into the conversation: (00:01) Why we wanted to hear from Richard Ormsby (01:10) The downstream impact of B2C microdramas on B2B video (01:38) The rise of short-form video and proving its economic model (02:31) Storytelling plus format: Adapting to modern attention spans (03:15) Hooking corporate buyers in the first three seconds (04:03) Turning short-form video into millions in B2B revenue 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.

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Balancing Data and Gut Instinct in B2B Decision-Making | Colt Steingraber, RevPartners

In a B2B landscape driven by constant momentum, it's easy to get caught up in the rush for the next big campaign while overlooking the power of reflecting on past performance. Without a clear framework to measure what actually worked, teams risk relying on isolated data, emotional reactions, or disjointed strategies that fail to move the needle. In this episode of Straight to Voicemail, Adam Sockel hears from Colt Steingraber, Senior Team Lead for Marketing at RevPartners. Colt breaks down how organizations can transform quarterly performance reviews from empty exercises into actionable growth engines. Drawing on RevPartners' Revenue Performance Model (RPM), he outlines how mature CRM data, clear primary and secondary KPIs, and trend analysis replace ambiguity with cross-team alignment across sales, marketing, and leadership. He shares how combining reliable data with gut instinct empowers teams to make confident mid-quarter pivots, double down on high-converting channels, and make strategic shifts that directly impact revenue outcomes. You’ll learn: Why looking back at performance with a structured framework is essential for driving future revenue outcomes How analyzing long-term trends instead of isolated numbers removes emotional reactions and ambiguity across teams How uniting sales, marketing, and leadership around reliable CRM data builds cross-team alignment on what to do next How combining objective data with gut instinct empowers organizations to make confident, mid-quarter strategic pivots Jump into the conversation: (00:00) Why we wanted to connect with Colt Steingraber (01:35) Revenue attribution challenges and the Revenue Performance Model (02:22) Setting up primary and secondary KPIs across the customer journey (03:24) Trends over numbers: Building cross-team alignment (04:12) Balancing data with gut instinct for mid-quarter pivots (04:45) Turning QBR insights into actionable commitments 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.

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How Core Values Drive B2B Brand Identity | Joseph Ray, Lighthouse Technology Services

Navigating a brand identity shift can feel like uncharted territory, especially when new products, changing markets, or company growth start pulling your message in different directions. Without a clear anchor, it is easy for a brand to lose sight of what made it successful in the first place. In this episode of Straight to Voicemail, Adam Sockel hears from Joseph Ray, Director of Marketing Services at Lighthouse Technology Services. Joseph discusses how organizations can manage identity shifts without compromising their foundation. Drawing a unique parallel between expanding a business and welcoming a second child, he breaks down how to balance new brand ventures while staying rooted in your core principles. He shares how leaning into unshakeable core values can guide your marketing strategy, maintain customer trust, and even spark creative content initiatives like launching a podcast. You’ll learn: Why welcoming a second child offers a fresh perspective on managing multiple product lines and distinct brand identities under one roof Why mission and foundational principles should never change, even when your business or market shifts How living out a principle like "be a lighthouse" can inspire authentic initiatives like launching a community-focused podcast How taking control of your visual, verbal, and content identity defines how your company shows up in the market Jump into the conversation: (00:00) Why we wanted to hear from Joseph Ray (00:52) Juggling distinct product lines and multiple brand identities (02:00) Core values as your brand anchor (02:41) Bringing values to life through marketing (03:50) Using core principles to launch and elevate a podcast (04:45) Why marketers are the ultimate stewards of brand identity 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.

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B2B vs. B2C: Marketing to Humans First | Monica Stockbridge, Dutch Vet

Every marketer is under pressure to produce results, but when you're working with limited time and budget, the line between B2B and B2C strategies can get blurry. The urge to be everywhere at once often leads to burnout instead of breakthroughs. In this episode of Straight to Voicemail, Adam Sockel hears from Monica Stockbridge, Content Marketing Strategist at Dutch Vet, on how to navigate marketing strategy on a tight budget. Monica’s advice cuts through the complexity: whether you're selling to a single consumer or an enterprise committee, you're still marketing to humans. She shares practical ways to focus your limited resources, from leveraging subject matter experts to choosing the right content formats, so even small teams can drive real impact. You'll learn: Why remembering there is always a human on the receiving end is the ultimate key to effective content marketing How B2B and B2C buying cycles differ, and why picking the right content format saves limited resources How to leverage subject matter expert interviews to quickly multiply your content output across channels Jump into the conversation: (00:00) Why we wanted to hear from Monica Stockbridge (01:27) The underlying core of B2B vs. B2C marketing (02:14) Choosing the right formats for your audience (02:50) Leveraging SMEs to build trust and multiply content (03:15) Writing helpful human content on a tight budget 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.

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Why finding human truths and brand mythology wins customers | Alan Roll, Deel

In a world where digital feeds are overwhelmed with constant noise, standing out isn't about shouting the loudest, but about getting people to fall in love with your brand even in places where it doesn't always seem to make sense. When it comes to finding the secret to building unexpected brand obsession and maximizing the influence of your business, there is no one better to turn to than Alan Roll, Head of Brand and Creative at Deel. In this episode of Straight to Voicemail, Adam Sockel hears from Alan on how companies can break through the clutter by tapping into amazing storytelling. Alan breaks down the intersection of category, customer, and company, explaining why finding your basic human truth and building an inspirational mythology will always win out over a commoditized conversation. You'll learn: Tapping into a basic human truth is the essential foundation needed to get audiences genuinely excited and jazzed about your brand Building an inspirational myth anchors the brand, helping customers envision a different future tightly aligned with their own belief systems Balancing company authenticity, customer relevance, and category differentiation ensures you avoid a commoditized conversation As AI scales information, being surgical and precise with your brand story becomes critical to ensure it is interpreted correctly Jump into the conversation: (00:00) Why we wanted to hear from Alan Roll (01:30) The core secrets to building an unexpected brand (02:42) Tapping into basic human truths to activate an audience (03:26) How the intersection of company, customer, and category creates authenticity (04:40) Why AI makes precision in storytelling more critical than ever 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.

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How to create supply chain stability amid changing global economics | Anthony DeFilippis, Cargo Trans

In a global market overwhelmed by geopolitical shifts and trade volatility, achieving operational stability isn't about crossing your fingers and hoping for the best, but about building an ecosystem resilient to change. Real authority and sustainability in supply chain management come down to how agile your sourcing network is when global rules shift overnight. When it comes to building a bulletproof mitigation strategy and maximizing the financial health of your shipping operations, there is no one better to turn to than Anthony DeFilippis, Co-CEO of Cargo Trans. In this episode of Straight to Voicemail, Adam Sockel hears from Anthony on how small and medium-sized businesses can survive the complexities of modern logistics by mastering the art of supply chain optionality. Anthony breaks down his vital framework for navigating trade uncertainty, explaining why proactive tariff planning will always win out over reactive crisis management. You'll learn: How building a nimble, multi-supplier network eliminates single-source dependencies Why your customs broker is as critical as your accountant, and how tariffs often dwarf corporate taxes Why tariff mitigation must happen at the product development level, long before you place a PO How global customs agencies are heavily increasing vigilance on compliance and bills of material. Jump into the conversation: (00:00) Why we wanted to hear from Anthony DeFilippis (01:08) Flexible sourcing and multiple suppliers (01:15) Scenario planning and geographic diversification (02:40) Tariff mitigation and transparent pricing (03:11) Importance of close customs relationships (03:51) Managing tariffs with upstream planning (04:33) Supply chain visibility and disruption simulation 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.

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Why showing up in AI search and blending old-school tactics wins B2B buyers | Brandy Morton, Brandy Morton Marketing

In a marketplace flooded with generic content and AI-generated noise, capturing your buyer’s attention isn't about out-publishing the competition, it’s about changing how and where you show up. True visibility today happens when your brand effortlessly enters the exact conversations your prospects are already having. To navigate this new frontier of digital discovery and learn how to optimize your authority for both human readers and machine algorithms, we sat down with Brandy Morton, Founder & CEO of Brandy Morton Marketing. In this episode of Straight to Voicemail, Adam Sockel connects with Brandy to unpack the massive shift toward AI-powered search and answer engines. Brandy shares her practical blueprint for blending classic marketing wisdom with cutting-edge technology, demonstrating how a specialized focus on informational intent can turn a standard blog into a powerhouse revenue generator. You'll learn: Why 87% of B2B buyers are now using generative AI from problem identification down to their final vendor shortlists How to shift from traditional keyword stuffing to building structured, expert-backed blog content that gets your brand cited by answer engines like ChatGPT Practical ways to track your brand's presence in AI search, from running manual buyer prompt tests to leveraging automated visibility checkers Jump into the conversation: (00:00) Why we wanted to hear from Brandy Morton (01:15) The massive shift from traditional search engines to conversational answer engines (03:14) Transforming B2B blogs into high-performing AI citation magnets (04:36) How to audit your brand's visibility and track buyer prompts across platforms (05:14) First steps to formatting your content for compounding, AI-forward SEO results 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.

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The Best Way to Invest in AI for Immediate ROI | Jason Ogden, Syrup

In a world where digital feeds are overwhelmed with constant noise, standing out isn't about chasing the latest marketing gimmick or having the flashiest website, but about being where your buyers are already looking. Real authority and conversion in modern business come down to how visible your brand is when buyers are quietly researching solutions on their own. When it comes to navigating shifting buyer behaviors and capturing high-intent traffic with immediate ROI, there is no one better to turn to than Jason Ogden, President and Partner at Syrup. In this episode of Straight to Voicemail, Adam Sockel hears from Jason on how B2B companies can safely invest in both the short and long-term by mastering the shift toward AI visibility. Jason breaks down why self-navigating buyers are turning to LLMs over traditional search engines, and explains why prioritizing AI optimization is the safest and fastest way to win modern deals. You'll learn: Why understanding the rise of the "self-navigating buyer" is critical to your 2026 go-to-market strategy How optimizing for AI LLM conversations drives traffic that is 4 to 5 times more likely to convert than general web traffic The reason AI visibility services deliver immediate, same-day ROI compared to the 6-to-12-month tail of traditional SEO How to capture a powerful first-mover advantage before your competitors crowd the AI space Jump into the conversation: (00:00) Why we wanted to hear from Jason Ogden (01:12) Why AI-originated buyers are more educated and significantly easier to convert (02:23) How AI visibility services beat traditional SEO with near-instant ROI (03:08) Where to spend the safest AI dollars in marketing right now 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.

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Why anchoring your strategy in the basics beats chasing trends | James Bishop, VanillaSoft

Marketing in the digital age often feels like a non-stop race to adopt the newest platform, but true brand longevity requires a completely different approach. Real success in marketing comes down to how well you anchor your strategy in the fundamentals before the tactics even begin. When it comes to avoiding shiny object syndrome and maximizing the impact of your marketing engine, there is no one better to turn to than James Bishop, Vice President for Marketing at VanillaSoft. In this episode of Straight to Voicemail, Adam Sockel hears from James on how marketing leaders and executives can break through the hyper-reactive clutter by simply mastering marketing 101. James breaks down his framework for staying the course, explaining why a deeply rooted strategy will always win out over chasing the latest viral buzz. You'll learn: Why returning to marketing fundamentals is the foundational first step to transforming your strategy How anchoring your team in a clear framework changes the dynamic of how you respond to new ideas The exact questions required to evaluate whether a new platform (like TikTok) actually fits your audience Why relying on a proven marketing strategy helps you confidently say "no" to distractions and outlast the latest trends Jump into the conversation: (00:09) Why we wanted to hear from James Bishop (01:13) The hard truth about staying the course in a reactive world (02:21) Have we forgotten marketing 101? (03:34) How a core strategy helps you evaluate new trends and confidently say "no" 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.

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Why being present and telling human stories wins deals | Amy Evans, Amy Evans Leadership Coaching

In a world where digital feeds are overwhelmed with constant noise, standing out isn't about shouting the loudest or having the flashiest slide deck, but about being remembered. Real authority and connection in business come down to how you command a room when the screens are off. When it comes to building those authentic relationships and maximizing the opportunity in every single conversation, there is no one better to turn to than Amy Evans, Founder and CEO of Amy Evans Leadership Coaching. In this episode of Straight to Voicemail, Adam Sockel hears from Amy on how executives and founders can break through the clutter by simply mastering the art of being present. Amy breaks down her three-part career-changing framework, explaining why human-to-human storytelling will always win out over raw statistics. You'll learn: Why trusting your gut is the foundational first step to transforming your career How being completely present in the moment changes the dynamic of million-dollar deals and VC funding rounds The 3-part narrative framework (Situation, Action, Result) required to tell a compelling story Why audiences are 22 times more likely to remember a human story than any data point you share Jump into the conversation: (00:00) Why we wanted to hear from Amy Evans (01:23) The three-part framework that changed Amy’s career (01:40) Why deep listening and presence wins deals (02:00) How to structure a human story that people actually remember 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.

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How to build a consistent brand voice in an everchanging world | Beata Rouleau, Compass Consulting

Every B2B leader wants to keep pace with a lightning-fast tech landscape, but few actually know how to stay the course without constantly shifting focus. When it comes to maintaining a consistent brand point of view amid rapid industry changes, there is no one better to turn to than Beata Rouleau, founder and CEO of Compass Consulting. In this episode of Straight to Voicemail, Adam Sockel hears from Beata on how B2B SaaS and tech companies can avoid chasing the latest buzzy trends to focus on what truly drives revenue. Beata breaks down why execution matters more than decks, explaining how a deeply anchored commitment to your ideal customer profile prevents your team from losing its way. You'll learn: Why a CEO's most critical internal role is repeating core company values until the team can say them by heart How to transform dormant onboarding vision statements into the living, breathing daily focus of your company Why anchoring your brand to a specific problem statement allows your underlying products and services to evolve safely alongside tech advancements The foundational pillars that every team member must be able to pitch autonomously Jump into the conversation: (00:00) Why we wanted to hear from Beata Rouleau (01:17) Maintaining a consistent brand point of view in a fast-moving market (01:34) Why the CEO must act as the "Chief Reminding Officer" (02:08) Anchoring your brand to a problem statement instead of shifting tech trends 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.

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Are you chasing short-term trends or actually building a brand? | Mishar Briones, Tala Brand Advisory

We live in an age where trends shift by the hour, a single moment can break the internet, and AI empowers anyone to generate content with a simple prompt. But when your organization is constantly chasing the next viral wave, defining who you actually are becomes nearly impossible. In this episode of Straight to Voicemail, Adam Sockel hears from Mishar Briones, founder of Tala Brand Advisory. Mishar is a fierce believer in building strong foundations around brand messaging, positioning, and differentiation. She shares how leaders can anchor their teams to a long-term vision without losing sight of short-term growth, and why asking the hardest strategic questions is the only way to safeguard your budget and resources. You'll learn: Why chasing immediate attention shouldn't mean abandoning your core vision How building a long-term brand directly reduces future marketing spend Why a clear long-term strategy makes operational, product, and sales decisions significantly easier Jump into the conversation: (00:00) Why we wanted to hear from Mishar Briones (01:35) Renting consumer attention and shifting away from short-term trend chasing (01:59) Continually linking weekly growth conversations back to the long-term strategy (03:40) Brand strategy as the absolute financial filter for business resources and expansion (04:34) Identifying organizational gaps and knowing when marketing is the wrong choice 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.

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Why outbound is an executive team goal, not just a sales goal | Heather Bell, UserEvidence

Every B2B CEO on LinkedIn is echoing the same challenges right now: margin pressure, tight budgets, and the critical need to prove ROI. Yet, many sales teams completely miss what these executives are actually asking for, continuing to lean on cold outreach methods that simply no longer work. In this episode of Straight to Voicemail, Adam Sockel hears from Heather Bell, a seasoned VP of Sales and strategic revenue leader with a track record at organizations like WorkRamp, Envoy, OpenTable, and UserEvidence. Heather shares her strategic blueprint for breaking through the noise by blending community-driven insights with targeted outbound sales. Instead of sending generic pitches, Heather details how to utilize buyer intent signals, warm networks, and cross-functional executive support to transform outbound sales into an act of genuine customer support. You'll learn: Why generic cold calls fail and what needs to replace them Prioritizing prospects already engaging with your brand and community Why breaking through requires the networks and thought leadership of the entire leadership team Jump into the conversation: (00:00) Why we wanted to hear from Heather Bell (01:16) Meeting the demands of margin-pressured CEOs on LinkedIn (01:37) Shifting focus to warm engagement and community interactions (02:01) Leveraging advanced intent tools and personalization frameworks (02:29) Activating the executive team and turning outbound into a company goal 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.

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What does a successful B2B podcast actually look like? | Carly Baker, HubSpot

Every B2B marketer wants to know the secret to a high-ROI podcast, but few actually know what success looks like before they hit record. When it comes to defining the return on investment for a B2B podcast, there is no one better to turn to than Carly Baker, Head of Media Partnerships at the HubSpot Media Network. In this episode of Straight to Voicemail, Adam Sockel hears from Carly on how one of the biggest media networks in the business defines podcast success. Carly breaks down HubSpot’s "three buckets" approach, explaining why a successful show requires a blended strategy that balances top-of-funnel brand visibility with bottom-of-funnel business results. You'll learn: How HubSpot categorizes and measures podcast network impact Building ultimate brand credibility through your own subject matter experts Transforming a single episode into a vehicle for multi-channel distribution Aligning your show, creative assets, and guest list with your ideal customer conversion Jump into the conversation: (00:00) Why we wanted to hear from Carly Baker (01:27) The three buckets of B2B podcast success (01:50) Elevating thought leadership, brand credibility, and internal talent (02:10) Reverse-engineering for business impact & bottom-line results 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.

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How is AI transforming senior care from reactive to predictive? | Steve Keys, NtelCare

Senior care has a data problem and a staffing problem. Most facilities are still operating on reactive systems, where caregivers step in after something has already gone wrong. What if care could be predictive instead? In this episode of Straight to Voicemail, Adam Sockel hears from Steve Keys, CEO of NtelCare. Steve breaks down how AI and sensor-driven technology are fundamentally changing how care is delivered. From eliminating manual charting to detecting early changes in movement and behavior, he shares how intelligent systems are reducing strain on staff while improving outcomes for residents. This isn’t incremental improvement. It’s a shift from reacting to incidents into preventing them. You'll learn: How AI is enabling a shift from reactive care to predictive decision-making Why automating documentation is critical in an understaffed industry How contactless 4D radar sensors monitor residents without cameras or wearables What risk scoring reveals about health changes before they become critical Jump into the conversation: (00:00) Why we wanted to hear from Steve Keys (00:48) Why legacy tools like pull cords and wearables fall short (01:30) Using AI to automate charting and reduce staff burden (04:10) Turning data into clinical insights and proactive care plans (06:10) The staffing challenge and why efficiency matters more than ever (06:45) What it takes to implement new tech and realize ROI 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.

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The Crawl, Walk, Run Approach to AI Automation | Paul Kortman, Connex Digital

AI is everywhere, but most leaders are paralyzed trying to figure out where to start. The pressure to implement "AI transformation" or build agentic workflows can feel overwhelming, and that overwhelm leads to inaction. In this episode of Straight to Voicemail, Adam Sockel hears from Paul Kortman, Founder of Connex Digital, about his crawl, walk, run framework for implementing AI and automation in revenue organizations. Paul's advice cuts through the noise: stop trying to eat the elephant in one bite. Start with the smallest pain point, automate it, and build from there. You'll learn: Why starting with low-hanging fruit beats mapping out a full transformation The difference between deterministic automation and agentic workflows, and when to use each How to get value from AI today without overcomplicating your stack Jump into the conversation: (00:00) Why we wanted to hear from Paul Kortman (00:20) The crawl, walk, run framework explained (01:24) Starting with agents: one task, done well (02:20) Deterministic vs. agentic automation (03:23) Why you shouldn't try to map it all out first 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.

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How do you balance empathy and business results? | Liesel Mertes, Founder & Workplace Empathy Consultant, Handle With Care Consulting

Empathy at work is not a break from accountability. Leaders often treat empathy and business results as competing priorities, as if caring for people means lowering standards. In reality, the support employees receive during hard moments can influence whether they stay, contribute, and trust they place in their managers. So, how can organizations build more empathetic workplaces without losing sight of performance? In this episode of Straight to Voicemail, Rachel Elsts Downey hears from Liesel Mertes, Founder and Workplace Empathy Consultant at Handle with Care Consulting, about why empathy belongs at the center of modern leadership. Liesel shares what the data shows about empathy at work, why managers and teammates play such a critical role in the employee experience, and how simple practices can make support more consistent across an organization. You’ll learn: Why empathy and accountability are not opposites How empathy impacts retention and performance What practical empathy looks like at work Jump into the conversation: (00:00) The Question Leaders Keep Asking (00:32) Why Empathy Belongs in the Business Conversation (01:30) The Moments That Decide Whether Employees Stay (02:14) Empathy as a Human Advantage in an AI-Driven Workplace (02:43) Policies That Show Whether Care Is Real (03:24) The Manager and Teammate Gap (04:08) Start With Something, Not Silence (04:38) Build Follow-Up Into Your Calendar (05:00) The Stoplight Check-In for Stronger Team Awareness (06:08) The Empathy Avatars and Additional Resources (07:24) Continuing the Conversation 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 Rachel Downey on LinkedIn https://www.linkedin.com/in/rachelelstsdowney/ Follow Liesel Martes on LinkedIn https://www.linkedin.com/in/lieselmertes/ Handle with Care Consulting https://www.linkedin.com/company/handle-with-care-consulting/

How is AI changing B2B buying behavior and making partnerships more important for distribution and trust? | Bryn Jones, Co-Founder, PartnerStack

Navigating the software market has never been more complex. As AI reshapes how buyers research, evaluate, and select technology, B2B companies face a new reality: purchasing decisions are often influenced long before a prospect ever visits their website. So how can businesses build trust and stay visible in an increasingly AI-driven buying journey? In this episode of Straight to Voicemail, Rachel Elsts Downey hears from Bryn Jones, Co-Founder of PartnerStack, to explore the evolving power of B2B partnerships. Bryn breaks down how partnerships can amplify trust, drive distribution, and even influence AI-driven buying behavior. Drawing from real-world examples, he explains how companies can orchestrate their partner ecosystems to stand out in a crowded market. He shares practical insights on orchestrating partner networks, navigating competitive landscapes, and experimenting with new approaches to distribution and growth. The conversation also explores the intersection of partnerships, community, trust, and AI, and why these relationships are becoming an increasingly important driver of business success. You’ll learn: How to leverage B2B partnerships to influence AI-driven buyer behavior and increase adoption. How to orchestrate technology, agency, and user-generated content partnerships for measurable business growth. How to experiment within your partner ecosystem to unlock untapped opportunities and early returns. Jump into the conversation: (00:00) Setting the framework: Understanding modern B2B partnerships (1:00) The evolving buyer journey: Why trust in partners matters (2:00) AI’s impact on consumer behavior and decision-making (3:00) Partnership strategies: Tech, agency, and user-generated approaches (3:30) Early wins and experimentation: Unlocking growth potential (4:00) Key takeaways and final thoughts on B2B partnerships 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 Rachel Elsts Downey on LinkedIn https://www.linkedin.com/in/rachelelstsdowney/ Follow Bryn Jones on LinkedIn https://www.linkedin.com/in/bryn-jones/ PartnerStack http://www.partnerstack.com/

How do you build your personal brand alongside a company brand? | Anne Murlowski, VP of Marketing, Claravine

Standing out in a noisy professional world can feel like an impossible balancing act. How do you build a personal brand that amplifies your voice without overshadowing, or being overshadowed by, the corporate brand you represent? In this episode of Straight to Voicemail, Amanda Smith hears from Anne Murlowski, VP of Marketing at Claravine and an advocate for female leadership, about navigating the intersections of personal and corporate branding. Anne shares how she has grown her personal brand through her podcast SaaSy, while simultaneously preparing to launch a branded podcast for Claravine, illustrating how these efforts can serve different purposes while reinforcing each other. She breaks down practical strategies for building both types of brands and explains how thoughtful alignment between personal and corporate messaging can empower careers and elevate visibility. You’ll learn: How to distinguish personal vs corporate branding How to show up consistently in shared spaces for better visibility How to unify messaging across personal and corporate platforms Jump into the conversation: (00:00) Introduction and setting the stage (00:01) Personal brand focus: Empowering female leadership (01:50) Corporate brand focus: Connecting with customers (02:30) Bridging personal & corporate brands (03:00) Wrapping up and takeaways 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 LinkedIn https://www.linkedin.com/in/amanda-alexander-smith/ Follow Anne Murlowski on LinkedIn https://www.linkedin.com/in/annemurlowski/ Claravine https://www.claravine.com/

How can companies improve discoverability as buyers turn to LLMs? | Sydney Sloan, Chief Marketing Officer, G2

B2B buyers aren’t following a straight path anymore. Many marketers still rely on traditional SEO, websites, and review pages to capture attention, but today’s buyers are increasingly turning to AI and LLMs to compare their options and validate their decisions. This shift creates a critical question for modern organizations: how do you get discovered when your audience’s first stop isn’t Google, but a machine-powered assistant? In this episode of Straight to Voicemail, Amanda Smith hears from Sydney Sloan, Chief Marketing Officer at G2, to break down the practical steps organizations can take to stay visible in the age of AI. Sydney shares practical advice on Answer Engine Optimization, leveraging user-generated content, and building content workflows that align with how buyers actually research today. You’ll learn: How the B2B buyer journey is changing in an AI-first world Practical strategies to improve discoverability How to create content workflows that combine human insight with AI efficiency Jump into the conversation: (00:00) The changing buyer journey (02:00) Introduction to Answer Engine Optimization (AEO) (03:00) Content engineering and Human-AI collaboration (04:00) Leveraging user-generated content (04:40) Bonus rips and website optimization 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 LinkedIn https://www.linkedin.com/in/amanda-alexander-smith/ Follow Sydney Sloan on LinkedIn https://www.linkedin.com/in/sydsloan/ G2 https://www.g2.com/