The Chat - Conversations with Marketing and Sales Leaders

The Chat - Content-Led Growth

From Cold Calls to Calendars on Fire with James Hanzimanolis
Guest: 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 https://www.linkedin.com/in/james-hanzimanolis/• Grab his book: Savage Outbound (search on Amazon or LinkedIn)• Learn more about Chat Metrics at Chat Metrics• Follow host Terry Wilson on LinkedIn• Subscribe to The Chat for weekly episodes with top B2B sales and marketing leaders 

The Chat - Why B2B Growth Fails

Why B2B Growth Fails Without Sales, Marketing & Product Alignment
Episode Description:In this episode of The Chat, we sit down with Rusty Stapp - fractional CRO, sales strategist, and B2B revenue leader with 25+ years of experience driving growth across sales, marketing, and product. Rusty makes the case for why silos between these core teams are one of the biggest threats to B2B success today - and what to do about it.
We dive into how the buyer journey has evolved, why the old handoff model between departments no longer works, and what it takes to build a truly aligned go-to-market engine.
Rusty shares hard-earned insights from the field, including how to spot misalignment early, how to create shared accountability, and how leaders can foster collaboration that actually drives revenue.
If you're a founder, sales leader, marketer, or product owner looking to scale sustainably - this episode is your blueprint for tearing down the walls and unlocking real growth.
What we cover:
The 3-legged stool of B2B success: Sales, Marketing & Product
Red flags of team misalignment (and how to fix them)
Why the buyer journey demands a unified GTM strategy
How to create shared KPIs and accountability
What leadership can do to drive collaboration, not chaos
Chat with us live here: www.chatmetrics.com
Connect with Rusty here: https://www.linkedin.com/in/rustystapp/

The Chat - Juliana Pereira Breaking the B2B Marketing Myth: What Consumer Brands Teach B2B Marketers

What if everything you’ve been taught about B2B marketing is… wrong?
In this episode of The Chat, we sit down with Juliana Pereira, a B2C-turned-B2B growth leader who’s built revenue engines at some of the fastest-scaling SaaS companies. She breaks down what B2B marketers can steal from the DTC playbook - and how applying consumer marketing tactics to the B2B funnel can dramatically accelerate results.
We cover everything from attribution myths and sales/marketing alignment to pipeline velocity, SDR strategy, and the real KPIs that matter.
You’ll learn:
Why B2B attribution is broken - and what to measure instead
How to shorten long sales cycles using B2C-style testing and feedback loops
The new definition of “qualified” - and why MQLs don’t cut it anymore
How top companies are aligning sales and marketing into one revenue team
The hidden gold in your funnel drop-offs, live chat, and chat data
Whether you're a demand gen leader, RevOps strategist, or GTM marketer - this episode is packed with insights you can apply immediately.
👉 Listen now and learn how to rethink the funnel, rebuild trust with sales, and turn marketing into the growth engine it’s supposed to be.

The Chat - Ellza Malok pt5 Building Trust in the Digital Age

🎧 Episode Title: Building Trust in the Digital Age with Ellza Malok
Description:
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 email
How over-relying on internal data is killing your conversion strategy
Why human connection is outperforming AI in sales conversations
How to fast-track trust with anonymous buyers (and generate 10x more leads)
Why your prospects have figured out the game  -  and how to play smarter
Whether 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.

The Chat - Ellza Malok (Part 4) The Human Touch in Business: Balancing Technology and Empathy

In this episode, Ellza Malok shares her unique perspective on the intersection of technology, psychology, and business leadership. She explores how companies can leverage AI and automation while maintaining human connection and why empathy remains a competitive advantage in today's digital landscape.
From her experiences growing up in Kosovo to her career in data science and marketing, Ellza’s journey offers deep insights into how businesses can build more meaningful, people-first experiences.

The Chat: Why Fast Live Chat Response Time Matters for B2B

🎙 The Chat: Why Fast Live Chat Response Time Matters for B2B
Ever 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 design
If 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!

The Chat with Ellza Malok pt3 - Understanding Customer Behavior & Speed to Lead

🎙 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 Matters
2️⃣ The Science of Gut Feelings & Decision-Making
3️⃣ The Hidden Power of Anomalies in Data
4️⃣ Fast Decision-Making vs. Rigorous Research
5️⃣ Speed to Lead: Why Fast Responses Matter in Marketing
“Marketing needs the same lesson as sales: it’s better to get the no.” Ellza Mallok
6️⃣ Marketing & Sales Alignment for Better Results
 
https://www.linkedin.com/in/ellzamalok/
https://bluemonarchgroup.com/
 

The Chat - Ellza Malok Pt2 - The Phsychology of Growth

In this episode of The Chat, we continue our deep dive with Ellza Malok on how behavioral science is transforming marketing, leadership, and business strategy.
We discuss the predictable irrationality of human behavior, how to apply psychology in business decision-making, and the challenges mid-sized businesses face in profit optimization, succession planning, and return-to-office policies.
From fractional leadership to employee retention strategies, this episode is packed with actionable insights for business leaders looking to drive sustainable growth.

The Chat - Ellza Malok and The Psychology of Marketing

Marketing is No Longer About Just Being Loud—It’s About Being First and Being Right
In today’s digital world, buyers are more informed than ever before. They research, compare, and consult peers long before they even engage with a brand. This shift has completely redefined marketing and sales strategies. On The Chat podcast, we had the pleasure of speaking with Ellza Malok, founder and chair of the Blue Monarch Group (BMG), who shared groundbreaking insights on buyer psychology, the power of speed to lead, and why marketing is shifting from ego-driven to empathy-driven strategies.
From her unique Alice in Wonderland-style curiosity to her experience in psychology-driven marketing, Ellza brings a fascinating perspective on how brands should approach modern marketing, sales, and customer intelligence.
 
https://www.linkedin.com/in/ellzamalok/
https://bluemonarchgroup.com/
https://www.chatmetrics.com/podcast/the-chat-ellza-malok-pt1-the-psychology-of-marketing/
 
 
 

The Chat - The Power of Purpose in Business

In this episode of The Chat, Terry sits down with Jeff Bogensberger, CEO & founder of The Laughing Otter, a platform that fuses entertainment, social impact, and blockchain to spread positivity. Jeff shares his journey of building a brand dedicated to counterbalancing negativity in the world, his approach to marketing, and how he’s leveraging tech and partnerships to create a thriving, purpose-driven business.
🔹 Key Themes Discussed:
The inspiration behind The Laughing Otter 🦦
Social impact & entrepreneurship 🌍
How businesses can align purpose with profit 💡
The role of entertainment & community in social change 🎭
Innovative go-to-market strategies for startups 🚀
The intersection of blockchain, social impact, and marketing 🔗
The reality of AI, blockchain, and tech hype 🤖
🚀 If you're a marketing or sales leader looking for fresh perspectives on branding, growth, and purpose-driven business, this episode is a must-listen!