#118: Marketing Leadership | How to align sales and marketing, why messaging matters over everything, and a new way to compensate marketing leaders (with Brian Kotlyar, VP of Marketing and Growth at H
B2B Marketing with Dave Gerhardt - En podcast af Dave Gerhardt

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This week, Dave is joined by Brian Kotlyar. Brian leads Marketing and Growth at Hightouch and previously led teams at Sprinklr, Intercom, and New Relic. He shares his perspective onAligning revenue teams toward common goalsThe importance of an effective messaging strategyPrioritizing numerous ideas from CEOsA high-reward compensation approachTimestamps(00:00) - - Performance metrics and career motivation (06:50) - - Understanding customer needs (10:14) - - Personal growth and getting recognition (12:32) - - Aligning goals and compensation (16:14) - - Higher earnings through higher risk (17:57) - - Aligning compensation to reality (21:09) - - The supply chain stages and revenue generation (29:43) - - Product marketing and brand management (31:44) - - Creative messaging (37:47) - - Understanding the managers’ mindset in crisis (41:07) - - Challenges of managing a startup (43:00) - - Managing content effectively (46:13) - - Sales enablement (48:38) - - Becoming a valued expert and resource in a business (51:47) - - The unpredictability of creative inspiration Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today’s episode is brought to you by Grammarly.Ever have one of those weeks where you spent more time replying to Slack and email than doing actual marketing work?You’re not alone. The average marketing team spends 28+ hours a week just keeping up with comms.That leads to burnout, frustration, and a whole lot of performative productivity that doesn’t actually move the needle.AI-fluent marketing teams are changing that. Grammarly’s 2025 Productivity Shift Report shows how they’re using AI to:– Cut down on back-and-forth– Automate content, research, and reporting– Eliminate busywork– Make space for strategyWe’re marketers because we love crafting campaigns, driving revenue, and proving impact – not spending all day buried in messages.Get the report and see how top teams are making AI actually useful.Visit go.grammarly.com/exitfive to grab it.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more