The Marketing Automation Discussion

Democratization of Marketing w/ Scott Brinker, VP of Platform Ecosystem @ HubSpot

An episode of The Marketing Automation Discussion

By Alex Glenn
Strategies, tools and tactics for all things marketing and sales automation - including customer success and internal automated flows for founders and teams to use to increase revenue and efficiency.
Available on 11 platforms
The Web Is Yours - Putting API's In Everyone's Hands w/ Phantom Buster
The CEO of Phantom Buster, Guillaume Boiret, joins me to discuss how they're changing the way we interact with websites to get our jobs done. This is one of my favorite discussions :) Learn more about API Integrators:
November 30, 2018
A Lesson In Democratization Of The Entire Internet... With Jan from Apify
Jan is a software engineer and computer scientist by trade. He has worked on dozens of projects in all kinds of environments. Oh, and he has his PhD in Artificial Intelligence... On this episode, Jan and I discuss why we are all owners of the web. And therefore, should all have the tools to master it.
November 26, 2018
How You 5X Your Sales With Phone Sales Automation w/ Chris Beall
Conversations matter. And this was one of the most enlightening conversations I've had around sales in a long while... We all have our [mis]conceptions about dialing for dollars, but few have those conceptions in line with the larger picture - what sales tools and tactics bring in the enormous revenues for some of the largest companies in the world like: To give you an idea of how serious Chris and his company are about sales automation, check out US patent #8649500B1 - "...automated operation of a system performing attempts to establish communication connections between a user and a target." Chris Beall, CEO of Connect and Sell tells me specifically: 1. How to get multi-channel to work. 2. Must have vs nice to have's in sales. 3. The human element of sales. 4. What to do with ‘dead’ leads. 5. And as always, we share a sales automation. Please tell me if you have a sales process that includes a cold call, and if so, what you have done to improve it lately.
November 15, 2018
How To Remain 'HUMAN' With Marketing Automation, Ryan Kulp of
Ryan is the founder of Fomo and a partner at Fork Equity, which buys and grows bootstrapped SaaS apps. I brought Ryan on today not only because I was so impressed with my experience with the fomo product, but also because of Ryan’s mature understanding of customer behavior and what automation is really about. On this episode, Ryan and I; 1. Showcase an automation using Clearbit, Google events, and FOMO 2. Talk about why you should be completely transparent about how you got customer data in your automated messaging. 3. Discuss another great automation FOMO uses to boost brand equity and bring back canceled accounts while also providing social good. This was an incredible discussion. I assure you the 40min will be well worth the time. Enjoy
November 8, 2018
Part 2 - Nathan Hague - What's New, What's Broken, & Who Should Foxtrot Oscar?
He gives value every time, so I gladly record it :) Yet another awesome installment with our Friend Nathan Hague: New Instagram Direct-Messaging Platform: Remaining GDPR-Compliant Quickly By Removing People From All Databases At Once: LinkedIn Ad Platform Updates:
November 6, 2018
"Democratizing Productivity" in your App / SaaS and "Productized Best Practices"
Calling all product developers, managers, and owners... We're looking for your insights 🧠 Below is a mastermind discussion between Zachary Schenkler, Matt Lo and I on: ☝️ "Democratizing Productivity", ✌️"Productized Best Practices" 👌and "Coaching Networks" in your app/saas/platform. Essentially, (a) what it means to capture and re-distribute the best uses of your product by other users back into the product for all users, (b) good and bad examples, (c) our consensus, and (d) where AI / ML fit into this. It's worth the listen/share. As always, a link to the entire discussion is in the comments 👇 The ASK: Consider what it would have been like if you were able to install a piece of software and simply choose to run it like another company's actual customized build. And what that would mean for you as a user. Then let us know if you have any good examples of this in practice, or if you have any follow-up questions for the panel. Alex - Founder, Automated Zack - Founder, CTO Holonis Consultant Matt - Founder of Chip Bot
November 2, 2018
Democratization of Marketing w/ Scott Brinker, VP of Platform Ecosystem @ HubSpot
I am so thankful to have had the VP of Platform at Hubspot, Mr. Scott Brinker on the show! This is a perfect episode for those marketing technologists who are inside an organization... We spoke mostly about the progress and democratization of MarTech in the last decade, but also touched on: ✔️ What it means to be a "citizen technologist". ✔️ What's coming in MarTech. ✔️ How HubSpot will stay relevant in the coming years. For more on this subject, check out Scott's blog and article:
October 29, 2018
Max Altschuler On Outreach Today - What Works And What Does Not...
This is the Marketing Automation Discussion where I look out for valuable sales and marketing technology and processes to help scale your business. Today I am excited to have Max Altschuler on the show to discuss; - Omnichannel and other key trends to watch. - A lead qualification process. - When you should hire that first inside salesperson. - And of course, what really works in sales outreach All links and the text or video version found:
October 24, 2018
Ben Raffi, CEO of Growlabs Tells Us How To Make Cold Email Work
Ben is the CEO at An all-in-one Lead Generation & Sales Automation platform. What people love about Growlabs is that they combine lead generation with automation in one UI - set filters, grab as many verified contacts as you need for your campaign, add them to the campaign you’ve created, and start sending. Ben is on today because he has scaled multiple companies using cold outreach as a part of his marketing stack, and can help shed some light on the ‘state of the union’ so to speak, of cold outreach. We discuss: > Why Gmail? > Metrics to monitor. > Tips to ensure cold email longevity > How to set up a cold email automation that works. If you enjoy this, please leave us a review! If you have any quesitons, please email
October 17, 2018
Our Recommended B2B Marketing & Sales Stack For Gmail Users!
Who is this for? This is my recommended marketing/sales stack for almost any B2B organization using G-Suite. ✅ Link to the full article👇 Here are the players involved in this stack: Copper CRM Copper is the Google-recommended CRM to manage your prospects, leads, partners, and more-right from Gmail. It is said to be the only CRM designed to fit right in your Gmail inbox. Jon Aniano and his team have taken this one over the top. Persist IQ A Sales Engagement Tool that to launch personalized campaigns with multiple touchpoints to get more engagements started with your cold leads. I am looking forward to what's next for Pouyan Salehi... G-Suite Formerly Google Apps for Work - combines all of the familiar productivity and collaboration tools by Google and combines them in an all-in-one suite for universal access across teams. Acquire For this stack, is my ideal chat platform. Laduram Vishnoi has built something very special here I am thrilled to be a user of.
October 15, 2018
Nathan Hague - What's New, What's Broken, & Who Should Foxtrot Oscar?
This is a new and different segment where I am going to phone a friend in Australia who I know has the answers to almost all things marketing. He's been on before, and it was a blast, so I'm excited about this new segment we're calling: "Nathan Hague answers What's New, What's Broken, and Who Should Foxtrot Oscar?" Follow Nathan (but do not send him automated messages...) -
October 13, 2018
Lessonly’s ‘Golden Llama’ Triggered Automation
I was invited down to Indianapolis to record this special episode from inside the amazing offices of (which happens to be a former high school). My guest is Kyle Lacy, VP of Marketing and all-around badass marketing executive. What started as a generic talk quickly turned into a fantastic discussion about maintaining your company culture in your marketing and sales automations. As Kyle and I were going through sound testing, I hit record because even that content was valuable. Enjoy...
October 10, 2018
A Product Hunt Strategy Mastermind With The Members
Have a listen to what we recorded today... Kaloyan Yankulov, Baptiste Debever, Matt Lo, Gaetano Caruana, and I dug into product hunt strategy on a new 'mastermind' podcast format (and these strategies are useful for ANY product launch - not just product hunt features). >> LINK TO THE FULL EPISODE IN THE COMMENTS < ✔️ Using tools to build a list of ideal 'hunters' to reach out to. ✔️ How to get more life from your hunt. ✔️ Why you do not want just anyone upvoting. ✔️ Dealing with negative feedback. ✔️ Prepping content and your team. And much more... Let me know what you think! If you have any mastermind discussion needs :)
October 5, 2018
How To Automate Custom Signature-Creation to Boost Sales
This is a fantastic new podcast episode! Please Please Please leave us a review on iTunes! "How To Automate Custom Signature-Creation to Boost Sales" 🤯 Brad Beutler (Director of Marketing at Sigstr) and I discuss the process and tools to turn email signatures into powerful brand engagements. Here are the use cases: ✔️ Customer marketing ✔️ Driving to events in real time from EVERY email account ✔️ Discount code at a specific stage in the (cold) email sequence What are the tools necessary to execute? Email marketing platform (or Gmail with campaign add-on), Sigstr, and your CRM with lead status's set. Example: hot prospects will see a banner that says “Sigstr love’s {{your_company_name}}”, OR: new downloaders, who also have a certain customer score, will see a banner saying "Please leave us a review in the App Store!"
October 4, 2018
Improving Sales Enablement with Alli McKee
Link to the full article: In this episode of the podcast, Alli and I cover: ✔️ Seller-centric communication vs buyer-centric communication. ✔️ Where we as sales leaders or business owners at in today’s world of marketing and sales enablement. ✔️ And steps to take to improve your sales presentations...
September 28, 2018
Jon Vaughn - Automated Lead Generation for B2B
Jon Vaughn is a genius level software engineer turned entrepreneur. He is now the founder and CEO of the software development firm Tier5. Tier5 specializes in building high-end SaaS applications for clients and Tier5 currently has 6 SaaS software’s in the market all aimed at helping other entrepreneurs scale and automate their business. Today, we’re going to discuss an automated lead prospecting system leveraging SMS. What you will need to execute this automation is: Robo Contact - TextInBulk - Magic Zap - Get the entire software package used in this automation for $1/day:
September 25, 2018
Automated Lead Segmentation w/ Axel Lavergne
We are going to show you how to be very strategic with your top-of-funnel prospect segmentation, and of course, automate it. This will allow you to not only increase conversion rates, but manage post-lead-capture nurturing efforts to increase ROI from all traffic campaigns. Axel Lavergne is the Head of Growth at Sendinblue, a French all-in-one marketing platform with email marketing, SMS marketing, and a marketing automation platform that can connect to pretty much any other service.
September 21, 2018
Email Followups Sales Automation For Gmail Users
So, let’s set the premise for when this automation would be useful: 1. Let’s say you or your sales team are sending out a lot of customer emails manually in gmail. 2. Or, maybe you are slightly more proficient and using a gmail-based-CRM like Mailshake to send those blasts. 3. Or, you are doing cold outreach using a third party like or Mailshake to push emails through your gmail or g-suite business email account. My guest today is going to show us a way to ensure no prospect falls through the cracks. Stephen is the co-founder and CEO of - a suite of tools used to by sales teams to reduce the time reps spend in their inbox so they can focus on building relationships with prospects.
September 17, 2018
Nathan Hague on Automated Quora, Reddit and GDPR Compliance!
Today, I have a special guest with me to discuss the following: GDPR compliance Quora ads strategy, what do and how Reddit - where and when to use it in your business routine It’s a lot to discuss, so let’s dive right in… My guest today is Nathan Hague. Nathan is a full stack marketer who specializes in systems, automation and making things easy where there is confusion and chaos beforehand. What tools are necessary to set this up: Tools, budget, hours/week and people: Not using our software: Use Cookiebot Using our software: Use Reddit Strategy:
September 14, 2018
The Feedback Loop Automation with Baptiste, CEO of
Today is all about automating your feedback loops to increase customer satisfaction, improve the speed/efficiency of bug fixes, and reduce churn. Full episode: My guest today is Baptiste, the founder of Baptiste, why don’t you tell us what Feedier is exactly? Yes of course. And thank you for setting this up Alex. I think everyone will find a lot of value in what we’re about to show them. Feedier is a feedback application focusing on gamification of the user experience in order to gain more actionable feedback results. It’s great to have you and I am really enjoying my initial experience with Feedier. It’s a gorgeous product.
September 10, 2018
Setting Up For Cold Email Longevity and High Open Rates!
In this episode, Karan and I talk about how to set up for cold email success - Adding the correct records - Testing for deliverability - Copywriting of the body copy and subject line - Getting off of blacklists...
August 27, 2018
What are the keys to Sales and Marketing alignment?
Here is a brand new and exciting episode with none other than Dan Smith 🤯 of Dan and I focus in on connecting sales and marketing flows with tools and processes to increase revenue with less human bandwidth. We talk about tools, strategies, processes and the keys to sales/marketing alignment. 🔑🔑 Issues you may have experienced: ✖️ Poor handoffs between sales and marketing. ✖️ Marketing copy not match sales collateral. ✖️ Not having proper lead attribution from marketing in the CRM. ✖️ Not having an automated the lead distribution process. ✖️ Missing pre-demo nurturing emails and post-demo sequences... Dan provides a great anecdote and I go through his chatbot in the full episode so definitely check that out. If you have any stories about sales and marketing issues in a team you've been on in your career, we'd love to hear about! #automation #marketing #sales #alignment
August 23, 2018
Intercom In Your Website Funnels - w/ CEO of
Today we’re going to discuss Intercom - the chat tool which is much more than a chat tool - and the automations which can be used for lead qualification and capture. Watch the video from this episode: We will discuss how Intercom can work in your marketing and sales automation when your goal is to treat the eager and qualified traffic on your site with urgency as opposed to pushing them to a simple demo request form which we see too often today. We harp on one-to-one experiences on this podcast. Intercom is uniquely flexible so we can use it for creating awesome lead capture funnels which also incorporate it’s inherent value of the excellent chat UI / UX. What's the best marketing automation tool for B2B lead generation? What is a good marketing automation tool to achieve my goals?
August 21, 2018
CRM Automation Strategy Discussion with CEO of
In this episode, Krish Ramineni (CEO of and I did some serious work recording our answers to the following questions: Why should teams invest in CRM automation? What sort of sales automation functionality can a CRM system offer? Why do most CRM implementations fail? Is personalized marketing the way to go? Check out the full video here:
August 16, 2018
Sales Automations with Steve Benson, CEO of Badger Maps
This episode is all about Sales Automation - we will cover some recent news, recommended software, intelligence tools, and as always, we will leave you with actionable tactics to take with you to use with your team. Who is Steve Benson? If you are an outside or field sales rep, or manage a sales team, you should know. Steve is the founder and CEO at We discuss: What is sales automation software? If you are in B2B sales, what are the top 3 sales intelligence tools you just cannot live without, and why? What is an effective sales automation strategy and the tools (and integrations) necessary to pull it off?
August 14, 2018
Facebook Ads For B2B SaaS Companies
This is a snippet from the full episode on How useful are Facebook ads for B2B marketing. Here's the text and video answer: Will it work for your saas company? Tips for saas companies targeting owners/heads of departments of company sizes < 100. What type of creatives to use and why.
August 12, 2018
Setup and use cases for B2B Facebook ads...
Nolan and I recorded this late Saturday night so it's a little rough... apologies. We discuss why B2B companies like Clearbit, Salesforce, LinkedIn, Kabbage, and the rest are utilizing Facebook ads and how they are executing those in an automated and efficient manner. Here are the questions we will answer in this episode: How useful is Facebook for B2B marketing? Are Facebook Ads effective for generating leads for SaaS companies? And, what are 3 best practices and tactics for B2B marketing with Facebook? Enjoy!
August 12, 2018
What is the most effective B2B Quora marketing strategy?
In this episode, we’re going to tackle two Quora questions with none-other than Adi Pineapple, founder and senior growth hacker of: Adi and I met in one of our shared private growth marketing groups and I have always had so much respect for what she’s accomplished. Today, Adi and I are going to tackle two questions, which for this episode, will have the same answer: As a B2B marketer, what are your most successful social media platforms? What is the most effective Quora marketing strategy?
August 9, 2018
A Quick Intro To Quora Marketing - General Strategy
The name of the game for marketing on Quora is showing THOUGHT LEADERSHIP. This will result in: More credibility to whatever you promote anywhere. Recognition of your brand (it shows up next to your name if you edit your tagline correctly). Targeted and educated traffic to your landing pages. Here are the steps in this thought leadership strategy...
August 7, 2018
Chatbots - The Hype, and Use Cases For B2B Lead Generation
Use cases: Customer service Lead generation Recruiting Serving content Main differences in use cases: Fully-chat-bot powered 24/7 Vs. A conversation starter… Vs. After-hours only with an option to schedule something with a human the next day or continue with the bot experience. A few big tools to checkout: - for creating and deploying custom bots into other applications (like Intercom) Manychat / Chatfuel - for Facebook Messenger chatbots. - for converting web traffic. - for creating bot-based landing pages, or embedding bots into content.
July 31, 2018
A 6-Step Lead Nurturing Strategy With The Tools To Execute It
What are some good lead nurturing strategies and proven tools? Great question… View the text version here: In this answer, my colleagues Karan Sharma (from and Nolan Clemmons (Founder of ( joined me to create a much-more robust answer than I could have come up with on my own… Enjoy! Here are the tried and tested 6 steps we recommend to execute a complete lead nurturing campaign for any audience.
July 26, 2018
What Are The Top Trends In Lead Generation For 2018?
We were requested to answer this question on Quora: To ensure we stay true to our expertise and provide actionable value in this discussion, we will focus on these key trends: Increased Regulations Force Higher Quality A Shift From Bulk Data Providers To In-House Or Outsourced Data-Curation Providers Sales Navigator Will Become More Necessary While LinkedIn Becomes Less Useful
July 25, 2018
How should an early stage B2B SaaS startup balance inbound marketing with outbound sales?…h-outbound-sales/ So, here is how I look at the dilemma of balancing sales efforts with inbound marketing in a B2B saas startup: First, I recommend always hedging sales efforts with marketing efforts, regardless of how well sales is working in its current state. Second, I have yet to see a SaaS startup where thought leadership and personal branding of the creators wasn’t (or wouldn’t be) enormously-beneficial to gaining PMF and their early growth. Finally, Treat any new marketing strategy as a proof of concept and wait until this marketing strategy is proven before you hire the team to scale it.
July 23, 2018
My actual daily routine for B2B lead generation!
Just me in this episode. Enjoy! I’ve been marketing B2B - including my personal services, platforms, marketplaces, saas products… for 11+ years now. It took me a long time to find lead generation strategy/routine which was compounding (creating more leads every month). When I found this routine, I try to practice it daily. The best part is, everything is at zero cost. I will preface with my belief that every B2B company needs at least one person in the company, preferably higher-up, to become thought leaders under the pain points your company solves. This requires at least one of you to be the ‘link-builder’ for your company. One of the responsibilities (if not the main responsibility) of this individual will be to publish valuable content and answers to these pain points as often and in as many formats as possible.
July 19, 2018
Can cold emailing for selling B2B SaaS be successful at all if it's not followed up by phone call?
The short answer is YES. But, not for all industries/products/price-points. Here are the criteria where you can/would succeed selling a saas product without a phone call: 1. Your audience is tech savvy and have purchased similar products (possibly your competitors) without talking to someone. 2. When the product has a lower price-points (less than $500/mo). 3. You have a free trial if not a free version of the tool. 4. Onboarding into your product is very robust - leveraging (at minimum) video tutorials, great documentation, and emails. 5. You’ve spent time creating a personal brand for yourself and shown thought leadership in your space. 6. Using a well-timed multi-touch approach to your cold outreach with very good copy.
July 17, 2018
This is part 2 and 3 of the presentation I gave last month at the CMO Data Summit. For the full presentation, check out: Here's the synopsis: Data protection trends Opportunities for higher engagement.. What marketers need to know about the General Data Protection Regulation (GDPR): Applicable on EU citizens personal data. Applies to you and your third party processors. The fines can be $20M or 4% of worldwide annual rev. Customers have rights: access, edit, erase and/or transfer. Redefine the scope and purpose of processing all data. What’s great about the GDPR? Increased consumers confidence. Less noise - fewer bad practices. Abiding to GDPR means you are forced to become a valuable and precise marketer.
July 15, 2018
Is LinkedIn useful for sales outreach? What should I know?
**Is LinkedIn useful for prospecting and personal branding?** Short answer = Yes. **How do I put LinkedIn to good Use?** 1. Thought leadership 2. Recruitment 3. Events 4. Biz/Dev 5. Channel Partnerships 6. But, no matter what you use it for, do not do it like this... (see examples below) 1. Try to sell/schedule a demo/ask them to register…. 2. Do not pretend your BFF’s… 3. Don’t lie… 4. Don’t embellish on your company or personal achievements… **How to do it correctly?** 1. Make it valuable and relevant! 2. Try not to send a message immediately 3. Start with something less invasive 4. Don't immediately send message after the connection request has been accepted but wait for a few days. 5. It’s ok to add a line about something you want them to check out, but do not make that the purpose of the message.
July 11, 2018
Cold Outreach Presentation - Part 1: being 'omnipresent' and 'human-like'
This is part 1 of 3 from a presentation I did last month. I'm joined by Karan from Presented by: Alex Glenn at the CMO Data Summit 2018 About me: I’ve spent my career helping companies build and optimize automated systems. My main focus is technology startups so the use cases I will explain in this presentation have been proven in multiple industries and target audiences. In this discussion, I will go over: 1:1 messaging - being ‘omnipresent’ and human-like. 4. What this means for marketers and data scientists is: a) We have to set up our systems to be better stewards of data and comply with regulations, b) We have to leverage the technology at our disposal to create more human-like interactions, c) We have to be passively-present for our targets. What marketers need to know about the General Data Protection Regulation (GDPR): Applicable on EU citizens personal data. Applies to you and your third-party processors. The fines can be $20M or 2% of worldwide GR
July 10, 2018
"Why are my cold email campaigns not working?" - my answer
This was a Quora question i answered late last night so i thought I would record a quick synopsis - "Why is my cold email campaign not working?" (Pisted by a B2B saas startup).
July 9, 2018
How to continue cold emailing under GDPR?
This was a question asked on Quora recently and we have a great answer recorded for you today: 1. Firstly, there is only one GDPR (it is new entirely). 2. Secondly, B2C ‘email prospecting’ under GDPR is strictly prohibited, so we’re only going to discuss the rules around B2B prospecting under GDPR. Now, how do you prospect for B2B leads in the EU post-GDPR without breaking the new law and being fined? 1. Gathering data - Purpose and accuracy of the data - Ad hoc vs pulling from a pre-built database 2. Acting on that data (outreach) 1. Follow opt-out vs opt-in regulation. - In opt-in regulation, start via a channel other than email. - Linkedin message/inmail/follow, Quora follow/comment Finally, I’d like to conclude on how to see GDPR as an opportunity. 1. Most bad practices will die-out and the ones who are doing it right will continue 2. Be relevant, add value and initiate dialogue (not sales)
June 23, 2018
We answer a question on Quora about GDPR & cold emailing
This was a loaded question, so we will have a number of episodes related to the topic of GDPR and cold messaging to make sure we do it justice. But I think we did a good job of summarizing the important things in 10min. If you would like more info, here is a link to the article with the main points to remember with regards to how GDPR has changed cold messaging:
June 23, 2018
Review of the "Cold Email Platform Analysis PDF"
In this recording, Karan (founder of Hubsell) and I dive into the what and how of cold emailing – what to know, and how to determine the best platform to execute. Here is the report to follow along: After reviewing 32 platforms built to perform bulk cold emails, my team and I came up with a shortlist of 5 we know provide a data + outreach solution for executing cold email campaigns (as opposed to only providing the ability to email). Towards the middle, you will find a detailed chart showing how all 5 cold emailing platforms compare based on specifics like data quality, copy customizability and GDPR compliance. I would recommend this paper to anyone sending cold emails first and foremost. Regardless of how much they are doing or how long they have been doing it.
June 20, 2018
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