Shows / Revenue on the Rocks
Revenue on the Rocks
We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.
One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.
Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).
It’s not all just us drinking and chatting - we also include…
Episodes
- Revenue on the Rocks
Is your sales process ready for buyers who research with AI? ft. Matt Finch
Ben and I are joined by our first guest of the season: Matt Finch, Founder of Demo Atelier and longtime SE and sales enablement leader. Buyers now show up to…
- Revenue on the Rocks
Are conference booths dead? What we learned from a workshop-only event
Ben and I are back together after finally meeting in person in Holland, Michigan (Ben’s hometown) for the We’re Not Marketers conference. As sponsors, we…
- Revenue on the Rocks
BDRs under marketing: What changed since season 3
Ben and I are back for season 6! We start by celebrating Ben's return from paternity leave, both of our five-year Navattic anniversaries, and making it through…
Revenue on the RocksGTM News Desk: We're Pausing GTM News Desk, Here's Everything We Learned
After six months and a run of conversations spanning Reddit, YouTube, website conversion, and onboarding, Mark Kilens and Natalie Marcotullio are hitting pause…
Revenue on the RocksGTM News Desk: Why Onboarding at an AI-Native Company Broke Her Definition of Fast
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: The Reddit Guy Was Right, Now He's Betting on YouTube
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: The Difference Between a Partner Program and an Ecosystem with Bryn Jones
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: The Onboarding Framework That Still Works in the Age of AI with Ramli John
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: Redefining Pricing in the Age of AI with Roee Hartuv
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: Why Your AI Outputs Are Only As Good As the Brain You Fed It with Eric Holland and Anna Furmanov
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: The Product Marketing x Content Marketing Playbook with Camille Trent
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: Customer Value is the Only Metric That Matters with Keith Frankel
As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksGTM News Desk: Cracking the Product-led Growth Code with Anastasia Kudrow
As we discussed in the last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing…
Revenue on the RocksWhy we're taking a pause from Revenue on the Rocks
Ben and I discuss why we're pausing the podcast a bit for his upcoming paternity leave and how he planned for his leave. We cover factoring paternity leave…
- Revenue on the Rocks
How marketing and sales at Navattic set 2026 targets
Ben and I discuss how set 2026 revenue and pipeline goals at Navattic. We talk about working backwards from end-of-year goals, looking at historical data, and…
- Revenue on the Rocks
Advisor Live Session: What Worked in 2025 + Bets for 2026
Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're carrying…
- Revenue on the Rocks
Our 2026 predictions
Ben and I discuss our 2026 predictions for B2B SaaS, but we let ChatGPT generate the first half of the list and gave our takes on its predictions. We cover…
- Revenue on the Rocks
What it was like to launch a new product line at Navattic
Ben and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to…
- Revenue on the Rocks
How to transition from a lead gen to demand gen and ungated marketing strategy
We're joined by guest Niall Sullivan to discuss why MQLs (at least the traditional way of defining MQLs) suck and how to shift to more demand gen and…
- Revenue on the Rocks
Ben "ask me anything" interview
I do an "ask me anything" style interview to ask Ben questions about his career and journey at Navattic. We reflect on hosting this podcast, changing from an…
- Revenue on the Rocks
Why product marketing struggles to work with sales
Our advisor and product marketing expert, Yi Lin, interviews Ben to explore the relationship between product marketing and sales. She asks about sales reps'…
- Revenue on the Rocks
Natalie "ask me anything" interview
Ben does an "ask me anything" style interview to ask me questions he's always wanted to know about marketing. We talk about what makes each marketing role…
- Revenue on the Rocks
Why should marketing leaders attend sales kickoffs
Ben and I discuss our recent sales kickoff (SKO) in Dallas and Natalie's transition to a product marketing role at Navattic. We cover why you should bring…
- Revenue on the Rocks
How we built a SaaS sales team focused on buyer experience
Ben Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy…
- Revenue on the Rocks
Our predictions on how B2B buying will change in 2025
Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year. We discuss topics like…
- Revenue on the Rocks
Takeaways from our first ever user conference
Ben and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We…
- Revenue on the Rocks
Planning our first ever user conference
Ben and I discuss planning and hosting our upcoming first-ever customer event for Navattic in New York City. We chat about how we got early customer feedback…
- Revenue on the Rocks
Tips for getting hired/ hiring at a startup
Ben Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic. We cover why you want to love the product/problem…
- Revenue on the Rocks
Reflections from our freemium launch
One month after our freemium launch, Ben Pearson and I deep dive into the highs and lows of the launch. We discuss everything from celebrating the small wins…
- Revenue on the Rocks
Why we introduced Freemium at Navattic
In our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic. We discuss our initial reservations, what we've…
- Revenue on the Rocks
Bonus Episode: Why marketers don’t “get” sales (Crossover with We’re Not Marketers)
In this bonus episode of the Revenue on the Rocks - we collaborated with the We're Not Marketers team to discuss the disconnect between sales and product…
- Revenue on the Rocks
When should you bring on your first product hire at a startup
In the last episode of Season 2 - we discuss the relationship between go-to-market and product with our co-founder and Head of Product at Navattic, Randy…
- Revenue on the Rocks
How to run B2B partnership events and recap of our fist CMO dinner
In Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on…
- Revenue on the Rocks
Why is end of quarter so stressful for sales teams
In Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at…
- Revenue on the Rocks
Why make a failure list as a first-time startup leader
In Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup…
- Revenue on the Rocks
Sales kickoff and B2BMX conference reflection
In Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person…
- Revenue on the Rocks
What’s the software buying market like in 2024?
In Episode 10 of Season 2 - a month into 2024 Ben and I give our take on how the software buying market compares to 2023. Specifically, we cover: 1) Why…
- Revenue on the Rocks
How to make a B2B report sales will actually use
In Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024. Specifically, we cover: 1) How we…
- Revenue on the Rocks
How to get sales excited about creative marketing campaigns
In Episode 8 of Season 2 - Ben and I talk with Molly Bruckman from Mutiny about their widely successful Surv-ai-vor campaign and how they got sales bought into…
- Revenue on the Rocks
Bonus: How to be a better software buyer
In this bonus episode, Ben and I talk about how to be a better software buyer. We usually talk about how to be better software sellers, but in this mini…
- Revenue on the Rocks
What’s it like to work in both SaaS Sales and Marketing
In Episode 6 of Season 2 - Natalie and Ben talk with Arthur Castillo (who has worked in both sales and marketing roles) to discuss the differences between the…
- Revenue on the Rocks
Attribution, Intent, and Sharing Data with Sales
In Episode 5 of Season 2 - Natalie and Ben dive into the nitty gritty of sales data, attribution, and intent with Kevin White to figure out what is the most…
- Revenue on the Rocks
What Motivates SaaS Sales and Marketers?
In Episode 4 of Season 2 - Ben, our guest Dee Acosta, and I discuss what motivates salespeople and marketers. Specifically, we cover: 1) Why salespeople are…
- Revenue on the Rocks
Getting Past Startup Growing Pains
In Episode 3 of Season 2 - Ben and I discuss the growing pains of startups as they transition from scrappy upstarts to more established companies…
- Revenue on the Rocks
How a Marketing Team of One Works with Sales
In Episode 2 of Season 2 - Ben interviews me on the realities of being a solo marketer. Specifically, we cover: 1) My background and how I fell in love with…
- Revenue on the Rocks
What Actually Causes B2B Buyers to Buy
In Episode 1 of Season 2 - Ben and I debate what factors actually sway prospects in a deal cycle. Specifically, we cover: 1) What drives B2B buyers' decisions…
Revenue on the RocksWhat we learned from our first season of this podcast
In Episode 12 we discuss what it was like to create a podcast and what we learned about sales and marketing departments over the season. Specifically, we…
Revenue on the RocksHow to be a revenue-driven marketer
In Episode 11 we speak with Brittany Brown Head of Enterprise Marketing at Lokalise. We talk all about how to ensure any new campaign or initiative is revenue…
Revenue on the RocksShifting to a people-first GTM strategy
In Episode 10 we speak with Nick Bennett founder of ClubPF, podcast host of the Anonymous marketer, and B2B creator. We talk all about how to adopt a…
Revenue on the RocksRevops and data’s role in alignment
In Episode 9 we speak with Peter Kirk who runs RevOps at MadKudu and has built operations functions at multiple product-led and sales-led companies, including…
Revenue on the RocksHow to perfect product launches
In Episode 8 we speak with Jason Oakley - founder of productive PMM and founding product marketing lead at amazing SaaS companies like Klue, Chili Piper, and…
Revenue on the RocksSales fears around PLG
In Episode 7 we have our second guest - growth and PLG expert Andrew Capland who is the founder and a growth advisor at Delivering Value. We discuss why sales…
Revenue on the RocksWhy everyone constantly complains about content
In Episode 6 we have our first guest! We talk with Mark Huber - Head of Brand & Product Marketing at Metadata about sales content (testimonials, blog posts…
Revenue on the RocksBattling imposter syndrome at a high growth startup
In Episode 5 we talk about how to combat imposter syndrome at a startup - both from the individual and company perspective. Specifically, we cover: 1) How…
Revenue on the RocksHow we set Q2 quota and marketing targets
In Episode 4 we cover how we set quotas and marketing goals at Navattic for the next quarter. Specifically, we cover: 1) The difference between Ben's and my…
Revenue on the RocksHow marketing + sales can help combat churn
In Episode 3 we discuss ways sales and marketing can work with customer success to reduce churn and increase customer satisfaction. Specifically, we cover: 1)…
Revenue on the RocksWhy we put pricing on our website
In Episode 2 we discuss our journey of putting pricing on the Navattic website, how we aligned on this decision, and the results we've seen so far…
Revenue on the RocksSales + marketing alignment
In our first episode, we chat about why we made this podcast, why sales and marketing don't typically get along, and ways to improve the relationship…