Jason Webby

PMM 🤝 Sales Try THIS tip from Michael, Sr PMM at Thomson Reuters How they built strong PMM + Sales alignment with... 💬 A storytelling framework Your one pagers should start telling the story. Then when prospects want to see a demo? You continue the story. Like this 👇 THIS increased demo to win rate by 25% in < 90 days. But it didn't start that way... CONTEXT: Reps at a fast growing cybersecurity company were getting demos but failing to convert because the product was complex. Reps rattled off technical features instead of telling a story. THE SOLUTION: 1️⃣ Start with a real world problem "CISOs we talk to often worry about hidden vulnerabilities that traditional security tools miss..." 2️⃣ THEN introduce social proof "Just last month, a Fortune 500 healthcare company uncovered 37 critical vulnerabilities within minutes using our platform" 3️⃣ LAST, how, don't tell "Let me walk you through exactly how they did it – and how you can too..." How to keep demos structured yet authentic: ✅ Use a loose framework, not a rigid script ✅ Start with a hook about their pain point ✅ Prioritize storytelling, not features Your goal is to enable sales to personalize. 🧵 Follow the 80/20 rule for demos 80% core structure 20% tailored to prospect specific pain points Objections will happen. Train your reps on the Feel/Felt/Found approach: Feel: Acknowledge the concern. (“I get why you’d feel that way”) Felt: Relate to them. (“Other customers felt the same initially”) Found: Offer a solution. (“But what they found was X”) 📌 Want to deeper your PMM <> sales alignment? Run these exercises together: 1) Blindfolded demos: Deliver a demo without slides or screen sharing, focusing purely on verbal clarity and engagement. 2) Live demo critiques: Record your demos, and have your teams analyze engagement levels. 3) Reverse demos: Switch roles and play the prospect, experiencing the demo from the other side. TLDR; You need to bridge PMM <> Sales together. To build a personalization engine. According to McKinsey, 71% of buyers expect personalization – and 76% get frustrated when they don’t get it. Strong alignment is how you deliver it. Invest accordingly ✌️ -- P.S. Make sure you give Michael a follow btw! Ty for the great series Michael!!

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AI overviews and LLMs are reshaping search and traditional content strategies. On a recent episode of the #CMWorld Edition of Live with CMI, Zack Kadish, SEO Lead at Faire, shared tips on how marketers can stay on top of emerging trends in AI search and be THE trusted source of information.

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Feeling this? 🥊 Save this PMM <> Sales tip from Michael, Sr PMM at Thomson Reuters How they built strong PMM + Sales alignment with... A storytelling framework Your one pagers should start telling the story. Then when prospects want to see a demo? You continue the story. Like this... THIS increased demo to win rate by 25% in < 90 days. But it didn't start that way... CONTEXT: Reps at a fast growing cybersecurity company were getting demos but failing to convert because the product was complex. Reps rattled off technical features instead of telling a story. THE SOLUTION: 1) Start with a real world problem "CISOs we talk to often worry about hidden vulnerabilities that traditional security tools miss..." 2) THEN introduce social proof "Just last month, a Fortune 500 healthcare company uncovered 37 critical vulnerabilities within minutes using our platform" 3) LAST, how, don't tell "Let me walk you through exactly how they did it – and how you can too..." How to keep demos structured yet authentic: ✅ Use a loose framework, not a rigid script ✅ Start with a hook about their pain point ✅ Prioritize storytelling, not features Your goal is to enable sales to personalize Follow the 80/20 rule for demos 80% core structure 20% tailored to prospect specific pain points Objections will happen Train your reps on the Feel/Felt/Found approach: Feel: Acknowledge the concern. (“I get why you’d feel that way”) Felt: Relate to them. (“Other customers felt the same initially”) Found: Offer a solution. (“But what they found was X”) 📌 Want to deeper your PMM <> sales alignment? Run these exercises together: 1) Blindfolded demos: Deliver a demo without slides or screen sharing, focusing purely on verbal clarity and engagement. 2) Live demo critiques: Record your demos, and have your teams analyze engagement levels. 3) Reverse demos: Switch roles and play the prospect, experiencing the demo from the other side. TLDR; You need to bridge PMM <> Sales together. To build a personalization engine. According to McKinsey, 71% of buyers expect personalization – and 76% get frustrated when they don’t get it. Strong alignemnt is how you deliver it. Invest accordingly ✌️ -- P.S. Make sure you give Michael a follow btw! Ty for the great series Michael!!

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#Retailmedia myths fly around in this maturing industry. Don't fall victim to the noise — read our blog "Debunking 4 retail media myths" by Epsilon's Adam Skinner to separate fact from fiction: https://bit.ly/43y7mCg

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Stronger CMO–CFO alignment starts with one critical shift: eliminating fragmentation. In the latest issue of ANA Magazine (Association of National Advertisers), Erin McCallion, Perion CMO, explores why proving marketing’s business impact has become more complex in an AI-driven, multi-channel environment, and how marketers can close the gap. With 92% of marketers saying disconnected technology limits their ability to demonstrate value, and just 21% fully aligned with their CFO on budgets and metrics, the research highlights a clear opportunity: unify measurement to build trust and drive performance. The path forward is a connected system that reinforces marketing’s role as a revenue driver and strengthens collaboration across the C-suite. Read the full article in ANA Magazine: https://lnkd.in/e-5SZiMQ #Perion #MarketingLeadership #CMO #CFO

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The shifting landscape of tariffs observed in 2025 has created substantial uncertainty for #brands. What if this volatility could be turned into a strategic advantage? This is precisely what Jason McNellis of Analytic Partners discusses in "Tariffs Defense.” McNellis reveals how marketing teams can maintain momentum and safeguard brand value in the face of potential price increases and consumer hesitation. He presents a compelling case for leveraging analytics solutions to avoid financial pitfalls and to preemptively scenario plan. Don't just react to tariffs – navigate them strategically. Discover how in the full post: https://hubs.la/Q03nNxP_0 #CommercialAnalytics #Finance #Marketing #Tariffs

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Most media reports look good in a PowerPoint, but do they actually move your brand forward? In this new MM+M podcast episode, Evolvics leaders Oliver Nelson and Chris Tuleya break down why marketers need to rethink what they measure, how they report, and what truly drives business outcomes. From the pitfalls of vanity metrics to the promise of real-time, interactive performance intelligence, this is a conversation about media that’s built to matter. Listen now: https://lnkd.in/d7nvKQqj #Evolvics #HeartofHealth

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AI is accelerating change, but long-term strategy still wins. 💡 In the latest episode of the #AdTechHeroes podcast, Liane Nadeau (Chief Investment Officer at Digitas North America) joins host Jon Wallett to explore how AI, attention, and audience planning are reshaping modern media investment, covering: 📊 What true media convergence looks like and how to plan for it 🧠 How AI is changing workflows, activation, and planning 🎯 Why loyalty, long-term thinking, and context still matter in a performance-first world 🎧 Tune in via the link in the comments #AdTech #DigitalAdvertising #ContextualAdvertising

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Pressure to prove performance is at an all-time high, but are marketers measuring what truly matters? In this MarTech article, Laurie Gallien Miller explores how a fixation on short-term results can trap brands in a doom loop of underperformance. Her perspective: smarter measurement is the key to unlocking sustainable, long-term growth. Take a look here: https://bit.ly/4jjRic8

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Advertising practitioners are making great strides toward developing the necessary tools, processes, and practices that are needed to create an outcome-focused industry that delivers real — and fully measurable — business results for marketing organizations. This year’s IAB Measurement Leadership Summit, held mid-July in New York, showcased much of the progress that’s been made in recent years, in large part thanks to the IAB itself. But it also illuminated some of the key challenges that marketers are facing as they continue working toward those goals. Publicis Commerce VP-Analytics Prabhpreet Sidhu, who spoke on a panel examining cross-channel attribution, outcomes, and incrementality, presents his key takeaways from this year’s event here: https://lnkd.in/eBrFw33r #IAB #measurement #takeaways

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Yesterday Mediahub’s Jacob Schwartz, U.S. Media Director, Investments, joined the #PodcastZone at #AWNewYork25 for “Scaling the Value of Host Reads” alongside industry leaders from DAX United States and Horizon Media to unpack how brands can maximize the ROI and value of podcast host-read ads. A great takeaway from Jacob: “Context is key. Finding relevant conversations in non-intuitive genres helps us reach audiences when they’re most engaged. And when it comes to creative, don’t dictate — provide copy points and let creators do what they do best.”

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Hear it from Resonate CSO Jonathan Ricard: Most segmentation still relies on fixed attributes like age or income, assuming consumers behave consistently. But real people change, especially in times of disruption. Segmentation needs to reflect that nuance. Static models don’t cut it. #Marketing #ROI #ROAS #Tariffs #BusinessStrategy #ConsumerIntelligence #ConsumerBehavior #ConsumerData #AI #Economy

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The inbox is still in 📥 Amid social media turbulence and AI-driven search, email marketing remains a stable, high-ROI channel that delivers consistent results. Want to learn more? Check out the latest issue of Catalyst magazine for expert insights from Daniel Rowles: https://bit.ly/4o8pive #MyCatalyst #EmailMarketing #MarketingTips

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The way B2B buyers make decisions has changed. ABM needs to catch up. Today’s buying committees are larger, more distributed, and expect personalized engagement across multiple channels. But too often ABM platforms are still built for a different era—relying on linear journeys, limited targeting, and vanity metrics. At Madison Logic, we believe modern ABM must evolve to match modern buying: ✅ Committee-centric, not contact-centric ✅ Informed by intent and engagement data ✅ Measured by revenue impact ✅ Activated across every relevant channel (including emerging ones like audio, and CTV) For more on how ABM needs to evolve (and how to close the consensus gap), check out Madison Logic CEO, Keith Turco's latest op-ed in MarketingProfs: https://hubs.li/Q03sXb1N0 #abm #revenue #accountbasedmarketing #data #b2bmarketing #b2b #strategy #marketing #b2bbuyers

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