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 We tackle the age-old question: why do outdated sales tactics still exist—and who’s really to blame?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• Why cookie-cutter targets and outdated processes are sabotaging teams.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:

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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.
  
  

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/4dZp58a

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 Talya Heller G. Founder at 'Down to a T' tackle the misunderstood, often-overlooked world of product marketing. They dive into the real role of product marketing, share what it means to sit smack in the middle of marketing, product, and sales, and highlight why it’s one of the most misunderstood roles in the game. Talya drops a marketing confession about the chaos of translating customer comms for international markets and gives her two cents on the nonstop online “advice” around product marketing. Spoiler: not all of it is worth your time.

They also get into how product marketers can actually influence product decisions, pricing, and even the culture of the company. From navigating company culture to collaborating across teams, this episode’s packed with insights on how product marketing can make or break a company’s success—and why some marketers are ditching traditional roles to go freelance.

Takeaways:

• It’s a Balancing Act: Product marketing sits at the intersection of marketing, product, and sales—often juggling all three.
• Customer Insights Are Key: Understanding the market and the customer is everything in product marketing.
• Don’t Believe the Hype: Online “advice” on product marketing? Be discerning; not all of it holds up.
• Influencing the Product: Depending on the company, product marketers can impact product direction and pricing.
• Team Up: Collaboration with customer marketing and other teams is crucial for product marketing success.
• Culture Counts: Company culture can make or break product marketing’s effectiveness—especially in toxic workplaces.

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/4dZp58a

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 Greg Landon take on the rollercoaster that is global marketing. Think juggling time zones, dodging cultural landmines, and realizing pretty quickly that a one-size-fits-all strategy is a no-go. They chat about how to tailor your messaging for different markets, why just translating your English tagline won’t cut it, and the massive importance of local market research (hint: you can’t just wing it). Greg spills some behind-the-scenes stories, like how Starbucks tiptoed into Italy’s hardcore coffee culture and actually made it work. If you're ready to take your brand worldwide (without falling on your face), this episode’s for you.

Takeaways:

• Lost in Translation? Directly translating your marketing materials is a recipe for disaster. Localization is key.
• Know Your Audience: Each market is unique—do the legwork and adapt your strategy to the local culture.
• HQ Doesn’t Know Everything: Letting one office call the shots for global markets? That’s asking for trouble.
• Virtual Boots on the Ground: You don’t need a full team in every country, but you need local insights.
• Global ≠ Copy-Paste: What works in the US might bomb in France—don’t assume success translates across borders.

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/4dZp58a

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 Olga Karanikos tackle the wild ride that is building a career in marketing. Spoiler: there’s no neat, defined path here. They dive into why being a jack-of-all-trades (aka a Renaissance marketer) can be your secret weapon, how to show leadership without a fancy title, and why your stack of certifications might not matter as much as you think. Plus, they share tips on managing bad bosses, the shift from marketing as a cost center to revenue driver, and the cringe-worthy trend of marketers jumping on outdated bandwagons.

Takeaways:

• Your Career, Your Rules: No defined paths here—marketers need to take control and carve out their own growth.
• The Renaissance Marketer: Being versatile across marketing functions is a major key to career success.
• Certifications Are Cool, But... Experience and practical skills? Way more valuable.
• Leadership Without the Title: You can lead by taking initiative and showing up where it counts.
• Bad Boss? No Problem: Find support, make a business case for your ideas, and don’t let bad managers hold you back.
• Revenue Talks: Tie your marketing efforts to revenue, and watch your career (and paycheck) grow.
• Trend Alert: Avoid hopping on outdated trends and focus on what’s actually driving results.
  
  

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/4dZp58a

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 are joined by the brilliant Shana Pearlman, a seasoned content and brand leader with a journalism background. Shana spills her marketing confession about an expensive mishap with a video vendor (oops!) and then dives into why interviewing is a skill every marketer needs in their toolkit. Whether it’s talking to customers or getting the scoop from subject matter experts, the art of interviewing is all about breaking through the fear and tapping into stories that matter. Expect real talk on how to actually listen, ask the right questions, and use interviewing to strengthen every part of your marketing strategy—from content creation to relationship building.

Takeaways:

• Interviewing = Marketing Superpower: Learn to connect with customers, experts, and stakeholders to unlock valuable insights.
• Fear Not! Interviewing isn’t about pressure—it’s about uncovering great stories that serve your audience.
• Ask Like a Pro: Master open-ended questions, active listening, and the power of awkward silences.
• Beyond Content Creation: These skills can help marketers navigate everything from customer discovery to internal politics.
• The Human Touch Matters: AI is great, but it can’t replace genuine curiosity and the ability to connect with people.
• Strategic Insight: Use your interviewing skills to understand your audience and drive smarter marketing decisions.

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 team up with the marketing team from the Technology for Marketing and eCommerce Expo London, to spill all the dirty secrets of conference and event marketing. They’re calling out the most common mistakes vendors make—like thinking it’s enough to just show up and pitch products. Spoiler: It’s not.

This episode is packed with tips on how to actually engage with your audience, work hand-in-hand with the event’s marketing team, and turn your boring booth into the talk of the expo. Personalization, interactive experiences, and valuable content are the name of the game. Oh, and let’s not forget—using the resources the event organizers offer isn’t just smart, it’s essential.

From pre-event planning to post-event follow-ups, they cover everything you need to know to make your next conference not just another line item on the budget, but a major win for your brand. They even sprinkle in a few hilarious stories from the trenches because, hey, we’ve all been there.

Takeaways:

• Teamwork Makes the Dream Work: Engage with the event’s marketing team to create unforgettable experiences.
• Don’t Just Pitch—Provide Value: Ditch the hard sell and focus on delivering content that matters.
• Make it Personal: Stand out by creating personalized, interactive experiences that draw attendees in.
• Use What You’re Given: Maximize your exposure by taking advantage of the resources and tools provided by event organizers.
• Plan Ahead: Set clear goals, communicate with your main contact, and don’t forget the post-event follow-up.
• Learn and Adapt: Keep an eye on competitors, but remember to stay true to your brand and voice.
• Take Care of You: Conferences are marathons, not sprints—eat, drink, and take those much-needed breaks.
• Leadership Matters: Senior leaders should be hands-on and have clear goals for event sponsorships.
• Have Fun with It: A little humor and creativity go a long way, but always align it with your brand values.

Sponsors:

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