#5Things: Jake Braly

WEBVTT 1 00:00:05.839 --> 00:00:10.070 Are you trying to establish your brand as a thought leader? Start a PODCAST, 2 00:00:10.589 --> 00:00:15.669 invite industry experts to be guests on your show and watch your brand become 3 00:00:15.710 --> 00:00:21.620 the prime resource for decision makers in your industry. Learn more at sweetphish MEDIACOM. 4 00:00:26.539 --> 00:00:30.699 You're listening to be tob growth, a daily podcast for B TOB leaders. 5 00:00:31.300 --> 00:00:34.460 We've interviewed names you've probably heard before, like Gary Vanner, truck and 6 00:00:34.500 --> 00:00:38.250 Simon Senek, but you've probably never heard from the majority of our guests. 7 00:00:38.929 --> 00:00:43.689 That's because the bulk of our interviews aren't with professional speakers and authors. Most 8 00:00:43.729 --> 00:00:47.850 of our guests are in the trenches leading sales and marketing teams. They're implementing 9 00:00:47.890 --> 00:00:52.840 strategy, they're experimenting with tactics, they're building the fastest growing BTB companies in 10 00:00:52.880 --> 00:00:56.200 the world. My name is James Carberry. I'm the founder of sweet fish 11 00:00:56.240 --> 00:00:59.759 media, a podcast agency for BB brands, and I'm also one of the 12 00:00:59.880 --> 00:01:03.079 cohosts of this show. When we're not interviewing sales and marketing leaders, you'll 13 00:01:03.120 --> 00:01:07.790 hear stories from behind the scenes of our own business. Will share the ups 14 00:01:07.829 --> 00:01:11.469 and downs of our journey as we attempt to take over the world. Just 15 00:01:11.629 --> 00:01:19.980 getting well, maybe let's get into the show. Hey, everybody, Bunny 16 00:01:19.140 --> 00:01:23.379 Logan with sweetish here. Before we jump in today, I want to let 17 00:01:23.379 --> 00:01:27.140 you know about another podcast you might enjoy, full of sales focused episodes. 18 00:01:27.379 --> 00:01:32.299 If you're a regular listener of BB growth, you'll probably enjoy the modern sales 19 00:01:32.340 --> 00:01:36.730 podcast with listen with all check out their episode. Value based selling done right. 20 00:01:37.010 --> 00:01:41.010 You can find modern sales podcast wherever you do. You're listening. All 21 00:01:41.010 --> 00:01:44.569 right, let's get into the show. Welcome back to be tob growth. 22 00:01:44.650 --> 00:01:48.680 I'm Logan lyles with sweet fish media. Today is another episode in our five 23 00:01:48.840 --> 00:01:52.959 things series where we're talking to some past guests and other marketing leaders about the 24 00:01:53.000 --> 00:01:57.319 five things they can't live without as we create a never stopped learning resource here 25 00:01:57.439 --> 00:02:00.079 on BB growth. Today I'm joined by Jake Brawley. He joined us back 26 00:02:00.079 --> 00:02:04.829 on episode one thousand and sixty four talking about the sales enablement renaissance. So 27 00:02:04.829 --> 00:02:07.790 if you want to hear more from Jake after we chat today, go back 28 00:02:07.790 --> 00:02:10.270 and check out episode one thousand and sixty four. Today he is the VP 29 00:02:10.389 --> 00:02:15.150 of strategic alliances and partner sales at high spot. Jake, welcome back to 30 00:02:15.150 --> 00:02:17.379 the show man. Thanks it's great to be back here, happy to do 31 00:02:17.500 --> 00:02:21.419 it. Awesome. Well, thanks for joining me on a Friday afternoon. 32 00:02:21.460 --> 00:02:23.060 We're going to be talking about five things that you can't live without, some 33 00:02:23.180 --> 00:02:27.300 of them tied to work, some of them just personal. I think we're 34 00:02:27.300 --> 00:02:30.289 going to have some fun with this. Let's kick it off with number one 35 00:02:30.530 --> 00:02:32.250 of your five things you can't live without. What makes top of the list, 36 00:02:32.330 --> 00:02:35.449 man? So what I was thinking about. Okay, I can't live 37 00:02:35.449 --> 00:02:38.050 without it. This is like life or dust stuff, right, and it's 38 00:02:38.930 --> 00:02:42.210 well at. It's not necessarily what I do in my day job. We're 39 00:02:42.250 --> 00:02:45.560 not saving lives. These things are like life or death to get my job 40 00:02:45.680 --> 00:02:47.240 done, and I think they actually are. So the first one I put 41 00:02:47.240 --> 00:02:53.159 on my list is my advisory services with forester, serious decisions and Gartner, 42 00:02:53.199 --> 00:02:58.669 as well as Topo research, just another big one, and for what I 43 00:02:58.870 --> 00:03:01.590 do here at high spot and really any job that I'm in that's going to 44 00:03:01.629 --> 00:03:06.550 be revenue focused, I believe I just have to have those to get pulsive 45 00:03:06.629 --> 00:03:09.750 market, to get best practices and understand, you know, how a modern 46 00:03:09.990 --> 00:03:14.860 go to market looks, and they have really good resources for both. Yeah, 47 00:03:14.939 --> 00:03:17.020 absolutely, and I heard a lot of good things about the serious decision 48 00:03:17.139 --> 00:03:21.819 some wit from last year, other than just the content they put out in 49 00:03:21.900 --> 00:03:24.020 that sort of stuff. Of the events of those four, is there one 50 00:03:24.099 --> 00:03:29.370 that you really recommend for folks if they're just starting to take advantage of some 51 00:03:29.490 --> 00:03:31.569 of the content that they put out and stuff? Yeah, I'm I'm partial 52 00:03:31.650 --> 00:03:35.689 to the summit. Where there every year and man it's been a great event 53 00:03:35.770 --> 00:03:38.849 for us. So I was was so important to that I couldn't live with 54 00:03:38.889 --> 00:03:44.080 out it that we actually locked in presence there because we want to be there 55 00:03:44.319 --> 00:03:46.560 for several years to come. It's a good event. Awesome, man. 56 00:03:47.000 --> 00:03:51.280 All right. Well, number two is another name that a lot of folks 57 00:03:51.439 --> 00:03:54.479 in sales and marketing world are very familiar with. That's GTW. Tell us 58 00:03:54.479 --> 00:03:59.349 about why you can't live without get these days, man. Yeah, you 59 00:03:59.389 --> 00:04:02.030 know, one of the challenges you always have in marketing, product marketing and 60 00:04:02.189 --> 00:04:05.909 your revenue side of the business is kind of keeping tabs on your competition. 61 00:04:06.750 --> 00:04:12.819 Wow, I really in terms of what GTWO brings to the competitive conversation, 62 00:04:13.379 --> 00:04:19.819 you're getting credible perspective and direct comparison against some of the vendors you compete with, 63 00:04:20.579 --> 00:04:25.689 and it's not coming from the vendor and I think that's such an important 64 00:04:25.689 --> 00:04:29.449 source of information and super critical to the compete portfolio. And G too, 65 00:04:29.490 --> 00:04:31.290 I think, does it better than anybody. Yeah, absolutely, we are 66 00:04:31.370 --> 00:04:34.129 big fans of them. I think they're taking off like a rocket ship for 67 00:04:34.209 --> 00:04:38.600 a very good reason. I mean they're leaning into, you know, the 68 00:04:38.720 --> 00:04:43.000 psychology of why we buy. That's helping buyers. But you know, as 69 00:04:43.040 --> 00:04:46.040 you point out, for us as marketers looking at the competitive landscape, I 70 00:04:46.319 --> 00:04:49.839 mean they're just serving both sides of the market really well. Right. Yeah, 71 00:04:49.879 --> 00:04:53.629 and even beyond that, you know, as as I look now and 72 00:04:53.709 --> 00:04:56.949 at the alliances that we want to form, it's really useful for me to 73 00:04:56.990 --> 00:05:00.990 get educated on different ecosystems, different vendors that play and those so there's a 74 00:05:00.990 --> 00:05:06.579 lot of value. We also leverage ttwo for intent data, which helps our 75 00:05:06.699 --> 00:05:11.860 sales teams have a finger on the pulse, and all of those offerings have 76 00:05:11.939 --> 00:05:14.379 been really valuable for us. So, yeah, you two's been a great 77 00:05:14.420 --> 00:05:16.860 partner. Yep, absolutely. I've got to give a little plug into Brad 78 00:05:16.980 --> 00:05:20.259 Rosen, who the VP of revops over there at GTO. He's actually a 79 00:05:20.379 --> 00:05:24.810 cohost on another one of our podcast the BEB sales show. If you happen 80 00:05:24.850 --> 00:05:27.889 to be listening to this and you love every time we kind of hit on 81 00:05:27.970 --> 00:05:30.089 the sales side of the fence here on BB growth, make sure you're subscribed 82 00:05:30.129 --> 00:05:33.209 to that show, because it's all sales, all the time on the BB 83 00:05:33.329 --> 00:05:36.720 sales show. This next one that you had on your top five things, 84 00:05:36.759 --> 00:05:41.600 Jake, is something that we've heard a few guests here on BB growth recommend 85 00:05:41.639 --> 00:05:45.120 to folks, especially those in product marketing. Yeah, you know, my 86 00:05:45.560 --> 00:05:48.720 my DNA and lineage comes from product marketing. I think true product marketing. 87 00:05:48.920 --> 00:05:54.470 There's nothing else like it in the world because you're really miniature business owner. 88 00:05:54.550 --> 00:05:57.870 Your kind of get a play a CEO and CEO, and so for me 89 00:05:58.230 --> 00:06:03.459 product marketing and kind of the thought leadership around thinking about how to take products 90 00:06:03.459 --> 00:06:09.540 to market, it's just a great source of information. So I you know, 91 00:06:10.019 --> 00:06:13.899 pragmatics always been on the radar for me. They're they do a great 92 00:06:13.899 --> 00:06:17.100 job too. But Product Marketing Alliance, I first became introduced through their slack 93 00:06:17.180 --> 00:06:23.329 channel. It's very vibrant, very rich conversation, lots of really good best 94 00:06:23.410 --> 00:06:27.529 practices, new ideas, and they just introduced and I was so excited to 95 00:06:27.569 --> 00:06:30.449 see it an annual membership, and so I snag that as soon as I 96 00:06:30.449 --> 00:06:32.279 could. I don't know if they still have them because I think it was 97 00:06:32.319 --> 00:06:36.000 limited, but yeah, they have some really good content and it's it's a 98 00:06:36.079 --> 00:06:40.319 great group. Yeah, man, the Product Marketing Align and slack channel. 99 00:06:40.319 --> 00:06:43.639 I know we've had some other guests recommend that, so will link to that 100 00:06:43.800 --> 00:06:46.040 in the show notes. And cold to hear that they're kind of expanding their 101 00:06:46.149 --> 00:06:49.829 community and they're offering two folks. All right, so we talked a lot 102 00:06:49.910 --> 00:06:53.870 about, you know, your role as a marketing leader and things that you 103 00:06:53.910 --> 00:06:57.509 can't live without. These next two are going to be more on the personal 104 00:06:57.629 --> 00:07:00.509 side. Maybe this next one, you know, serves both. But what's 105 00:07:00.550 --> 00:07:02.579 number four on your list of five things, Jake Oh man? So this 106 00:07:02.740 --> 00:07:08.459 one's a little bit addictive for me in a dangerous way, but Amazon prime 107 00:07:08.620 --> 00:07:13.939 now service. When I am Jonesing for anything, they have it to my 108 00:07:14.060 --> 00:07:17.089 doorstep in an hour or two and I just think there's nothing really like that. 109 00:07:17.250 --> 00:07:23.889 So I definitely couldn't live without prime. Yeah, prime now. Yeah, 110 00:07:23.930 --> 00:07:27.689 absolutely. I've actually, you know, only done prime now a few 111 00:07:27.850 --> 00:07:30.600 times. I'm definitely addicted to just prime in general. I kind of think 112 00:07:30.600 --> 00:07:36.319 whoever is manufacturing and distributing cardboard boxes is really in the right game right now, 113 00:07:36.600 --> 00:07:41.240 especially as I looked around our house around Christmas time. Just like man, 114 00:07:41.360 --> 00:07:43.800 that is the business to be in right now. But who knows, 115 00:07:43.920 --> 00:07:47.350 maybe it's maybe it's super competitive whatever. After any the way that Amazon integrates 116 00:07:47.389 --> 00:07:50.509 that, that's probably their business somewhere. Yeah, yeah, you would think 117 00:07:50.629 --> 00:07:56.069 right, awesome. So number four on your list is is Amazon prime now, 118 00:07:56.189 --> 00:07:59.100 if you don't know, you know you can get stuff same day service, 119 00:07:59.220 --> 00:08:03.220 not just one or two day shipping like your normal Amazon prime not available 120 00:08:03.259 --> 00:08:07.139 everywhere but, as with everything Amazon, you know, spreading like wildfire very, 121 00:08:07.180 --> 00:08:09.259 very quickly. And number five on your list is one of those that 122 00:08:09.620 --> 00:08:13.569 you know. Prime now help feeds your other addiction. Right. This is 123 00:08:13.649 --> 00:08:16.089 my big addiction and prime now only AIDS and a bets that for me. 124 00:08:16.250 --> 00:08:20.410 But I got hooked on the Fizzy Water and man, once you get hooked 125 00:08:20.449 --> 00:08:26.089 you cannot get off that stuff. And it's the Lacroix Mango Flavor. And 126 00:08:26.209 --> 00:08:28.560 you guys can't see this on the podcast, but when I opped on Logan 127 00:08:28.639 --> 00:08:33.799 saw me sipping it like I didn't even plan this constant fixture. So when 128 00:08:33.840 --> 00:08:37.159 I run out, and I often run out quickly, then I just prime 129 00:08:37.240 --> 00:08:41.029 now some more lacroix in and I can take yeah, when I saw that 130 00:08:41.149 --> 00:08:43.669 on your list, I was like maybe he's just trying to come up with 131 00:08:43.830 --> 00:08:46.830 something kind of unique or something. Then you pull it out and I'm like 132 00:08:48.190 --> 00:08:50.789 no, he's going for product placement here. He got, you know, 133 00:08:50.870 --> 00:08:54.710 he got a sponsor for this episode. Jake Man, this has been anything 134 00:08:54.830 --> 00:08:58.779 to Lak Roix for that, by the way. Yeah, my life right 135 00:08:58.860 --> 00:09:01.259 now. Yeah, I mean, people get so passionate about things, from 136 00:09:01.259 --> 00:09:05.460 their flavor of Lacroix Fizzy water to their peloton. Has Come up twice already 137 00:09:05.500 --> 00:09:09.220 in this series. I've had to, you know, just mention like hey, 138 00:09:09.299 --> 00:09:13.049 we're not putting affiliate links out here. We're just trying to create this 139 00:09:13.250 --> 00:09:16.409 resource for folks to be able to you know, we have a ton of 140 00:09:16.490 --> 00:09:20.129 great marketing leaders on the show that have braced us with their presence, like 141 00:09:20.210 --> 00:09:22.009 you, Jake, and you know, as we think about the things that 142 00:09:22.169 --> 00:09:26.799 I like, Oh, I really love this this product or this tip or 143 00:09:26.879 --> 00:09:28.320 this APP, you know, it usually comes from our friends. So we're 144 00:09:28.360 --> 00:09:33.080 just trying to facilitate that here in the baby growth community. So I appreciate 145 00:09:33.120 --> 00:09:35.720 you adding to it. Man. You talked about some of the big analyst 146 00:09:35.799 --> 00:09:39.990 firms, get the product marketing alliance doing some great things, and then wrapping 147 00:09:39.990 --> 00:09:43.870 it up with Amazon prime now and your mango flavored and I'm would cry well, 148 00:09:43.909 --> 00:09:46.269 last of this one that you soon then I'm going to enjoy another one 149 00:09:46.309 --> 00:09:48.870 right out. All right, man, it's off to the weekend. All 150 00:09:48.909 --> 00:09:50.429 right. Well, Jake, thanks so much for joining us on the show 151 00:09:50.470 --> 00:09:54.460 again today. If anybody listening to this would like to stay connected with you, 152 00:09:54.500 --> 00:09:56.419 it's the best way. Man, just take jake a high spot. 153 00:09:56.779 --> 00:10:00.539 All right, Jake, have a great day, man. Yeah, Logan 154 00:10:00.659 --> 00:10:07.409 could, as always, Fan Youtube. I hate it when podcasts incessantly ask 155 00:10:07.490 --> 00:10:09.929 their listeners for reviews, but I get why they do it, because reviews 156 00:10:09.970 --> 00:10:13.809 are enormously helpful when you're trying to grow a podcast audience. So here's what 157 00:10:13.850 --> 00:10:16.730 we decided to do. If you leave a review for me to be growth 158 00:10:16.769 --> 00:10:22.240 in apple podcasts and email me a screenshot of the review to James at Sweet 159 00:10:22.279 --> 00:10:26.320 Fish Mediacom, I'll send you a signed copy of my new book content based 160 00:10:26.399 --> 00:10:30.039 networking. How to instantly connect with anyone you want to know. We get 161 00:10:30.080 --> 00:10:31.600 a review, you get a free book. We both win.