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 visionHow building a long-term brand directly reduces future marketing spendWhy a clear long-term strategy makes operational, product, and sales decisions significantly easierJump 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 choiceStraight 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. 

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 themPrioritizing prospects already engaging with your brand and communityWhy breaking through requires the networks and thought leadership of the entire leadership teamJump 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 goalStraight 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.

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 impactBuilding ultimate brand credibility through your own subject matter expertsTransforming a single episode into a vehicle for multi-channel distributionAligning your show, creative assets, and guest list with your ideal customer conversionJump 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 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 our big little wins newsletter for more B2B content strategy insights. 

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-makingWhy automating documentation is critical in an understaffed industryHow contactless 4D radar sensors monitor residents without cameras or wearablesWhat risk scoring reveals about health changes before they become criticalJump 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 ROIStraight 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. 

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 transformationThe difference between deterministic automation and agentic workflows, and when to use eachHow to get value from AI today without overcomplicating your stackJump 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 firstStraight 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. 

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 oppositesHow empathy impacts retention and performanceWhat practical empathy looks like at workJump 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 ConversationStraight 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 LinkedInhttps://www.linkedin.com/in/rachelelstsdowney/Follow Liesel Martes on LinkedInhttps://www.linkedin.com/in/lieselmertes/Handle with Care Consulting https://www.linkedin.com/company/handle-with-care-consulting/

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 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 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 Bryn Jones on LinkedInhttps://www.linkedin.com/in/bryn-jones/PartnerStack http://www.partnerstack.com/

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 brandingHow to show up consistently in shared spaces for better visibilityHow to unify messaging across personal and corporate platformsJump 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 takeawaysStraight 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 Anne Murlowski on LinkedInhttps://www.linkedin.com/in/annemurlowski/Claravine https://www.claravine.com/

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 worldPractical strategies to improve discoverabilityHow to create content workflows that combine human insight with AI efficiencyJump 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 optimizationStraight 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 Sydney Sloan on LinkedInhttps://www.linkedin.com/in/sydsloan/G2 https://www.g2.com/

Successful account managers don’t push harder. They listen better. Too often, account managers rely on territory knowledge, product expertise, or years of experience to close deals, but that’s only half the equation. Real impact isn’t about what you know, it’s about how you show up. So, how can account managers drive results that are truly meaningful, both for their clients and their business?In this episode of Straight to Voicemail, Amanda Smith hears from Cassandra Farr, SVP and Head of Enterprise Strategic Solutions at Philips, about the areas account managers should prioritize to succeed. Cassandra shares how leading with curiosity not only strengthens customer relationships but also unlocks measurable business outcomes.You’ll learn:Why curiosity is the starting point for every successful enterprise relationshipHow connection turns account executives into trusted partners, not vendorsWhat “closing” really means and how to guide customers to make confident decisionsJump into the conversation:(00:00) Why top account executives win based on presence, not product or territory(01:00) The role of curiosity in understanding your customer(02:00) The airplane story that shows how fast real connection can be built(03:30) Why “Always Be Closing” falls short and what to focus on instead(04:15) Breaking down the three Cs: curiosity, connection, and closing in practice(05:00) How to move from vendor status to becoming a true trusted partnerStraight 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 Cassandra Farr on LinkedInhttps://www.linkedin.com/in/cassandra-farr-586784/Philips http://www.philipsmedicalcapital.com/