This episode gets real. Emma, Ruta, and special guest Cohan expose the madness of sales and marketing culture, from absurd pipeline expectations to commission nightmares. We tackle the age-old question: why do outdated sales tactics still exist—and who’s really to blame?

Cohan, a seasoned sales leader, doesn’t hold back as he spills the tea on toxic company cultures, leadership fails, and the collateral damage of BS metrics. Spoiler: it’s costing you revenue and sanity. Plus, we dive into the role of AI in sales (and how it’s failing at inclusivity) and call out the elephant in the room—why marketers always get the blame.

Takeaways

• How pipeline manipulation starts at the top (and ends with AEs fired).
• Why cookie-cutter targets and outdated processes are sabotaging teams.
• The myth of the “Black Book” and why it’s time to retire this relic.
• Why 4-5x coverage quotas are more about fantasy than strategy.
• The truth about commission plans (spoiler: it’s a mess).
• How marketing can align with sales to actually fix the chaos.
• The untapped potential (and pitfalls) of AI in tech.
• This isn’t just a podcast—it’s a call for sanity. Whether you’re in marketing, sales, or leadership, this episode is your blueprint for building a culture that works.

Sponsors:

No more 'shit marketing leads' with Leadfeeder by Dealfront!
Extended free trial of their Lead Gen Platform for Blame it on Marketing listeners!

In this episode, Emma and Ruta tackle the world of automation and AI with guest Tim Cakir, breaking down why marketers keep ignoring the tech that could save their sanity. The chat dives into how automation isn’t just about efficiency—it's a creative lifesaver that can make the daily grind a little less grindy. Tim pushes for marketers to get an “AI-first” mindset, experiment more (even if they’re a lean team), and shows how to get buy-in from skeptical bosses. From using ChatGPT to kill off mundane tasks to automating Slack reminders, this episode serves as a wake-up call for every marketer still stuck in the manual rut.

Takeaways

• Automation isn’t a nice-to-have; it’s essential for keeping up (and keeping sane) in marketing.
• Many marketers skip automation because MarTech is a crowded mess, but it’s time to prioritize.
• Start small by automating the repetitive tasks eating up your time.
• Test new tools regularly—even a small team can make a big leap in efficiency.
• Got a skeptical boss? Show them the time and money automation can save.
• Make automation visible: Slack alerts, reminders, and integrations can prove its value to the team.
• With an AI-first mindset, tools like ChatGPT can streamline processes and spark new ideas.
• Automation and AI aren’t just techy fads—they’re essential for staying competitive and future-proofing your team.

Sponsors:

No more 'shit marketing leads' with Leadfeeder by Dealfront!
Extended free trial of their Lead Gen Platform for Blame it on Marketing listeners!

In this episode, Emma, Ruta and Jennifer Macdonald dive into the all-too-common confusion between marketing strategy and business strategy—and why marketers shouldn’t be expected to magically fix business problems. They get into the mess that happens when there’s no clear business direction, how CEOs sometimes (okay, often) misunderstand marketing’s role, and why a solid business strategy is essential for marketing to actually do its job.

The conversation highlights the struggle marketers face in getting proper investment, battling unrealistic expectations, and setting boundaries with the C-suite. They call out fake engagement on social media and why it’s time for marketers to be real about the ups and downs of the job. Honest communication, a clear plan, and a reasonable budget? Turns out, that’s the real “secret sauce” for effective marketing.

Takeaways:

• Marketing ≠ Miracle Worker: Marketing strategy supports business strategy, but can’t fix what’s broken.
• Business Strategy First: Without a clear direction, marketing is left spinning its wheels.
• Educate the Execs: Misunderstandings about marketing’s role often lead to misplaced expectations.
• Set Boundaries: Clear communication between marketing and the C-suite can save everyone a lot of headaches.
• Demand What You Need: Marketing requires real investment; advocating for budget based on strategic priorities is essential.
  
  

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Sponsors:

No more 'shit marketing leads' with Leadfeeder by Dealfront!
Extended free trial of their Lead Gen Platform for Blame it on Marketing listeners!