The Chat - Conversations with Leaders of Marketing and Sales

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 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 ​