Shows
RevOps UnlockedHow to Break Buyer Inertia & Stop "No Decision" Deals | Jen Allen-Knuth & Michael AronowitzIn this episode of RevOps Unlocked, host Michael Aronowitz sits down with B2B demand generation strategist, Challenger keynote speaker, and founder Jen Allen-Knuth (widely known as DemandJen).
Why do over 50% of qualified pipeline deals end in "no decision"? How can marketing, sales, and RevOps teams break customer indecision, challenge the status quo, and create urgency that drives closed-won revenue?
Michael Aronowitz and Jen Allen-Knuth break down the mechanics of modern B2B buying behavior, actionable Challenger selling methodologies, and real-world GTM alignment tactics revenue leaders can deploy today.
2026-10-1129 min
The Sales Hunter PodcastWhy Should the Customer Buy from You When They Can Build In-House Using AI?The status quo isn't just holding steady, it's fighting back with new tools. Jen Allen Knuth, sales strategist and former Challenger executive, joins Mark Hunter for a revealing dive into why "build versus buy" decisions are now derailing deals across industries. Jen pulls back the curtain on the hidden pressures modern executives feel and warns sellers about the rising threat of in-house alternatives powered by AI. Together, they probe what's broken in current prospecting tactics and debate the real dangers of relying on intent signals that leave reps stuck in endless bidding wars. Today's episode challenges sales l...
2026-09-1723 min
The Prompt> Did we make selling easier, and buying worse? — Jen Allen-KnuthWe've spent nearly two decades trying to make selling easier, CRMs, automation, sequences, intent data, and now AI. So why does it feel harder than ever to actually earn a buyer's trust? Jen Allen-Knuth, founder of DemandJen, joins Rachel Truair to explore whether sales technology was ever really built for the buyer, or whether it mostly optimized the seller's side of the interaction. Jen makes the case that “personalization” has become one of the emptiest words in sales, breaks down what actually makes a cold email work, and gives her honest read on whether the sales profession shri...
2026-08-2027 min
Training That WorksHave an Opinion with Jen Allen-KnuthEighteen years in sales, and she didn't want to share her opinion on what she actually thought. Then everything changed.In this episode of Training That Works, Rustin Schroeder talks with Jen Allen-Knuth, founder of DemandJen, about why having an opinion beats sounding smart, and why the training that sticks is the training you actually do.Jen's unfair advantage isn't a flawless résumé. She spent 18 years carrying a bag, closed more than 50 million in revenue, rose to chief evangelist at Challenger, and built an audience of over 100,000 on LinkedIn. But her real edg...
2026-07-2120 min
Fr8 Marketing GurusFrom Gut Feel to Data Driven Kevin Miles Vision for LogisticsSend us Fan MailWhat happens when the one person who "just knows the lanes" retires, hits the lottery, or goes on vacation? For too many brokerages, the answer is panic — and a scramble of spreadsheets, tabs, and weekend work every time an RFP lands.In this episode, Jennie Malafarina sits down with Kevin Miles, Co-Founder and CEO of Eureka, to talk about why freight pricing is still stuck in 2005 — and what it takes to move from gut feel to defensible, data-driven decisions. Kevin shares how Eureka helps brokers and carriers process RFPs 40–60% faster, score their compet...
2026-07-2042 min
Fr8 Marketing GurusQuality vs Quantity Finding the Balance in MQLs and SQLsSend us Fan MailMarketing says sales won't work the leads. Sales says marketing's leads are junk. Both teams are chasing the exact same goal — revenue — so why do they act like rivals?In this episode of FR8 Marketing Gurus, host Jennie Malafarina sits down with revenue leader Chris Gelder to break down one of the oldest tensions in business: the divide between marketing and sales. Drawing on three decades of sales and revenue operations experience, Chris explains why the "war of attrition" between the two teams is really a visibility problem — and exactly how to fix...
2026-07-1349 min
Buyer TruthsThe VP of Marketing at Commerce Was Ready to Buy More. The Rep's Hustle Cost Him... Michael Scholz, VP of Product & Customer Marketing at commercetools, came into an analyst relations renewal as the named budget holder. His CEO and chief strategy officer had both pointed the rep his way. He wasn't a gatekeeper, and he was genuinely open to buying more across the multiple brands and products he owned. The hustle lost the deal. The listening won the expansion. One account manager went around him anyway, forwarding emails past the budget holder to product managers who couldn't sign anything. The firms that won more from Michael did the opposite: they listened...
2026-07-1019 min
Buyer Truths"I Tried to Buy an AI-Native CRM, But the Rep Was So Bad I Bought HubSpot Instead" - Mutiny's CEO Jaleh Rezaei, CEO and co-founder of Mutiny, went in ready to buy an AI-native CRM. She had budget, authority, and a three-week timeline. The vendor she wanted to pick kept replying three days late, and somewhere in the delay her read flipped from "this rep is slow" to "this company is a mess we can't trust with our data." She bought HubSpot instead. In this episode, Jaleh walks us through: Why she leads with a Loom request and a red/green/yellow self-critique instead of a demo How "sincere apologies for the delay" quietly lost the...
2026-06-2622 min
Fr8 Marketing GurusCleveland Rocks: The New Home of the Jarrett Supply Chain SummitSend us Fan MailThe Jarrett Supply Chain Summit is back for year four — and it's bigger than ever. In this episode of Freight Marketing Gurus, Jennie Malafarina sits down with Jacquie Mazziotta, Senior Marketing Manager at Jarrett, to talk about what's coming to Cleveland on August 5–6, 2026.We cover it all: Kevin O'Leary as the keynote, the Port of Cleveland tour, the VIP reception at the Rock and Roll Hall of Fame, and a packed agenda built around three tracks — supply chain expertise, supply chain risk mitigation, and supply chain innovation. Jacquie also breaks down the ho...
2026-06-1435 min
Buyer TruthsHow a Global Sales Enablement Director Navigated Two Six-Figure Renewals Becky Abraham is the Global Director of Sales Enablement at Safeguard Global. Within the same renewal cycle, she cut one six-figure tool and expanded another. One vendor panicked and offered a 40% discount nobody asked for. The other showed up three months early, listened to her internal conversations, and painted a vision of what her team could do differently. The discount lost the deal. The vision won the expansion. In this episode, Becky walks us through: Why a 40% unprompted discount devalued the tool instead of saving the renewal How a narrow point solution lost to...
2026-06-1213 min
Buyer TruthsAccord vs Aligned vs DIY: Why the Vendor Who Did More Lost at WordPress VIP Accord vs Aligned vs DIY: Why the Vendor Who Did More Lost at WordPress VIP Josh Fosberg leads the media and publishing segment at WordPress VIP, managing a sales org that was drowning in PDFs, scattered emails, and deals happening in rooms they couldn't see. They needed deal room software. They had three options: Accord, Aligned, or build it themselves on WordPress. Accord's seller was excellent. He multi-threaded well, built relationships outside the core buying committee, and made a strong case. He still lost. Because when the feature set didn't match what WordPress VIP actually...
2026-06-0511 min
Buyer TruthsHow a VP of Post-Sale Navigated 8 Stakeholders to Buy Onboarding Software Alicia is the VP of everything post-sale at Daxko's boutique division. She inherited a 234-step manual onboarding process and an average of 17 emails per customer deal. After a 90-day internal sprint with her CTO cut the problem by only 30%, a company acquisition finally unlocked the budget to look outside. A teammate surfaced Onramp. The demo went well. Then pricing hit the table -- and it cost more than Daxko's entire Salesforce contract. In this episode, Alicia walks us through: Why she pumped the brakes on the AE's attempts to reach her boss -- and...
2026-05-2830 min
Fr8 Marketing GurusHow Role-Based Networking is Changing Industry EventsSend us Fan Mail Inside the New TMSA Elevate with Jen Karpus Romain | Freight Marketing GurusTMSA just made one of the biggest changes in its 100-plus-year history — and if you do marketing or sales in transportation and logistics, this episode is required listening before you head to Denver.Jennie Malafarina sits down with Jennifer Karpis Romain, Executive Director of TMSA, to unpack what's new at Elevate 2026 (June 7–9 in Denver), how role-based programming changes the conference experience for every attendee, and why this...
2026-05-2546 min
Fr8 Marketing GurusConnecting with Drivers: The Key to Dispatch's SuccessSend us Fan MailIf you’re trying to figure out marketing to drivers, this episode breaks down what actually works—straight from the front lines.Jennie Malafarina sits down with Lamar Solomon, Product Marketer at Dispatch, to talk about how to reach, engage, and retain gig and delivery drivers in a world where traditional marketing just doesn’t cut it.From Facebook ads and YouTube Shorts to in-app messaging and driver trust, Lamar shares real-world strategies that are working across 80+ U.S. markets.Wh...
2026-05-0454 min
Fr8 Marketing Gurus$500M Revenue Growth Utilizing the 2V 2R Rapid Sales Growth SystemSend us Fan MailSales has changed, and most teams are still using an outdated playbook.In this episode, Jennie Malafarina sits down with Andy Hedrick, CEO of GreenPath Tech, to break down what is actually working in modern B2B sales and why traditional approaches are failing.From the rise of the “invisible buying phase” to the impact of AI, digital presence, and buyer-led journeys, this conversation is packed with practical insights for sales and marketing leaders looking to drive real pipeline and close deals faster.
2026-04-2652 min
Buyer TruthsThe HubSpot Sales Rep Was Great. The Implementation Partner Almost Ruined It. Rob runs marketing at LockThreat, an early-stage GRC startup he joined with no MarTech stack and one strong conviction: they needed HubSpot. First he had to survive two failed Zoho consultants and months of internal politics just to get approval to switch. The HubSpot sales rep was excellent. The implementation partner was a disaster. And now the guy who fought hardest to bring HubSpot in can't bring himself to recommend it. In this episode, Rob walks us through: Why two Zoho consultants failed and what finally got him approval to switch What the HubSpot...
2026-04-1117 min
Fr8 Marketing GurusElevating Your Freight Game with Robert BainSend us Fan MailElevating Your Freight Game with Robert Bain
2026-04-0649 min
The Dave Gerhardt Show (from Exit Five)How to Make Outbound Work and Build Pipeline in 2026 (with Jen Allen-Knuth, Founder of DemandJen)#343 | In this session from Drive 2025 titled “Building Pipeline in the Shiny Object Era”, Jen Allen Knuth unpacks why deals stall even when your product is objectively better, how the explosion of shiny tools and AI noise is making it worse, and why most teams are unintentionally fueling the problem with me-centric messaging. Jen shares the two zero-dollar exercises every team should run to quantify how much pipeline they’re losing today, align sales and marketing around the true blocker, and rebuild outbound messaging that creates curiosity.PS. Want to join us at Drive 2026?Head over t...
2026-04-0344 min
Fr8 Marketing GurusScaling Smart: The Rise of Fractional Marketing LeadershipSend us Fan MailWhat do companies really need right now: a full-time marketing hire, an agency, or experienced fractional leadership?In this episode of Freight Marketing Gurus, Jennie Malafarina talks with Mark Buford, founder of Traction Bridge, about why fractional marketing support is becoming more relevant, how senior marketers create value faster, and what companies should think about when they need help launching, fixing, or structuring their marketing.In this conversation, we cover:• why fr...
2026-03-2953 min
Buyer TruthsHow a $500M SaaS RVP Bought an AI Writing Tool to Close a Sales Skill Gap How a $500M SaaS RVP Bought an AI Writing Tool to Close a Sales Skill Gap Keith is an RVP at Bullhorn, a $500M CRM and ATS platform for recruiting and staffing firms. When he noticed a communication skill gap across his 35-person mid-market sales team, he didn't go looking for a vendor. He already knew one. He had been following Nate, the founder of Fluint, on LinkedIn for years and had even bought his sales course before the software existed. No RFP. No competitive evaluation. A paid pilot, a 45-day window, and a budget...
2026-03-1828 min
Fr8 Marketing GurusEP 3: Merging Creativity and Strategy in Freight MarketingSend us Fan MailHow do you market a company that sits at the intersection of logistics, real estate, entrepreneurship, and community?In this episode of Fr8 Marketing Gurus, Jennie Malafarina talks with Josh Peterson, VP of Marketing at Elevator Co-Warehousing, about building a fast-growing brand in a niche category and what it really takes to drive demand as a solo marketer.Josh shares how Elevator Co-Warehousing helps entrepreneurs, e-commerce brands, startups, and small businesses bridge the gap between...
2026-03-1559 min
Customer Success Talks: Real Challenges, Experts' AdviceWhy Your Emails Are Getting Ignored (And How to Fix It)Learn how to write effective emails that actually get replies by understanding the buyer's perspective.The best way to improve your communication is to step into the shoes of the person on the other side. Jen Allen-Kanuth shares a tactical tip: ask an executive at your company to show you their inbox. When you see exactly what they delete and what they open, you gain a massive advantage in understanding buyer psychology.We break down why your current sales outreach might be failing and how to fix it by...
2026-03-1152 min
Buyer TruthsSkeptic to Signed: How an AI Sales Tool Finally Won Over a CMO Kathleen is a CMO who was first introduced to One Mind through a trusted VC referral, not a cold pitch. What started as a novelty demo featuring digital Deepak Chopra took two years to become a signed contract, as the tech matured, use cases sharpened, and the One Mind team methodically built trust across her entire buying committee. The deal was tens of thousands of dollars, and she signed before her team was even ready to implement. In this episode, Kathleen walks us through: The exact demo moment that shifted "this is cool" to "this is...
2026-03-0922 min
Buyer TruthsHow a CMO Evaluated 3 Headless CMS Platforms (Then Built His Own) Pete Vomocil 💛 is a CMO overseeing marketing for a 1,800-person company while running new ventures on the side. When his team needed a headless CMS that could serve both heavy-duty engineering and self-serve marketing, his engineering team screened 20 vendors down to 6. Three made it to finalist calls. The vendor with the best sales orchestration won. A year later, Pete ripped it out and rebuilt the entire platform himself in 4 weeks. In this episode, Pete walks us through: Why he'll instantly disqualify vendors for "woo-woo" What separated good sales orchestration from great across the 3 finalist cal...
2026-02-2329 min
Buyer TruthsHow a $10M SaaS Evaluated 6 LLM Visibility ToolsMadhav runs marketing at Storylane, an 11-person team at an angel-strapped $10M ARR company. When 1 in 5 demo requests started citing ChatGPT and Perplexity as their source, he knew he needed an LLM visibility tool - but the category barely existed. He evaluated 6 vendors. He chose Profound. And he did the whole thing without ever talking to a salesperson. In this episode, Madhav walks us through: - Why he went to someone he knew instead of requesting a demo - How he and his SEO lead evaluated vendors separately (and disag...
2026-02-1928 min
Fr8 Marketing GurusEP 2: Women in Supply Chain: Driving Change with Marina MayerSend us Fan MailIn this episode of Fr8 Marketing Gurus, Jennie sits down with Marina Mayer, Editor-in-Chief of Food Logistics and Supply & Demand Chain Executive, and the visionary behind the Women in Supply Chain Forum. They dive into the intentionality behind building authentic communities in logistics, the evolution of media in supply chain, and how events like the Women in Supply Chain Forum are driving real change—not just professionally, but personally.Marina shares behind-the-scenes insights into launching an award-winning event without an events background, the importance of mentorship and branding, and why setting bo...
2026-02-0949 min
Mostly GrowthFantasy Startup Draft: The First 5 Hires We’d Make TodayIn this episode of Mostly Growth, Kyle Poyar and CJ Gustafson run a fantasy startup draft—Super Bowl–style. If you were founding a company today, who would you hire first? Marketing generalist, founding BDR, product marketing, RevOps, customer success, or a first business hire? Kyle and CJ draft five non-technical roles each, debate tradeoffs, and explain how early hiring choices shape growth, efficiency, and execution. Then it’s on you to vote on the winning roster—with real (and painful) stakes for the loser.—SPONSORS:RightRev is an automated revenue recognition platform built for...
2026-02-0633 min
Fr8 Marketing GurusBuilding Better Businesses: Lessons from the Growth DepartmentSend us Fan MailTune into this episode of Fr8 Marketing Gurus, where we sit down with Chelsey Reynolds, the visionary Founder of Growth Department, renowned for her insight into shaping successful growth trajectories. Known for engineering two successful exits, Chelsey is here to demystify the strategies and shifts poised to redefine markets in 2025 and beyond.Explore pivotal growth strategies for 2026 and how they can be adapted to your business. Learn from Chelsey's wealth of experience interviewing leaders with successful exits, and discover whether those lessons still hold true today. We also...
2026-02-0250 min
Mostly GrowthThe Psychology Behind Why Buyers Don’t Change | DemandJenIn this episode of Mostly Growth, Kyle Poyar and CJ Gustafson sit down with Jen Allen-Knuth to break down why “status quo” is the most dangerous competitor in B2B sales. They unpack the psychology of change, why buyers care more about confidence than features, and how sales principles show up in leadership, forecasting, and finance. The conversation covers qualifying real pipeline, running better discovery, smarter outbound, and how execs—from CROs to CFOs—can sell change inside their own companies.—SPONSORS:RightRev is an automated revenue recognition platform built for modern pricing models lik...
2026-01-2842 min
LodeStar"A Better Way of Learning" - LodeStar S1 EP 8: Jen Allen-Knuth Part 2Cliff and Jen (Founder of DemandJen) discuss their philosophy on how to run a business while keeping it simple and small ensuring success without the noise. They also take a deep dive into how to be a practical learner in business.About Jen:Jen Allen-Knuth (aka DemandJen) is a B2B sales expert and founder of the training firm DemandJen. A former Enterprise seller with 18 years of experience closing seven-figure deals with Fortune 500 brands, she now helps revenue teams at companies like Autodesk, GE, G2, IBM, Bloomberg, Instructure, Sprout Social, and more.Known for her...
2026-01-1529 min
Fr8 Marketing GurusFreight Marketing That Actually Works: Real Talk with Sandy CahillSend us Fan MailIn this episode of FR8 Marketing Gurus, Jennie Malafarina sits down with Sandy Cahill of Cahill Consulting for a no-BS conversation about what’s actually working in trucking and logistics marketing today.🎯 Topics we cover:Why content still reigns—and how to do it rightThe role of thought leadership and executive branding on LinkedInDemand generation tips from 15+ years at DATWhy events are changing—and how to adaptWhat intentionality in marketing really looks likeSales and marketing alignment (and where it breaks down)How to stand out in a sea of “great...
2026-01-1244 minLodeStar"Finding Real Success" - LodeStar S1 EP 7: Jen Allen-KnuthCliff and Jen (Founder of DemandJen) discuss their philosophy on navigating the demands of high-stakes entrepreneurship while prioritizing personal well-being, family presence, and the crucial skill of knowing when and how to effectively "turn-off" as an entrepreneur.About Jen:Jen Allen-Knuth (aka DemandJen) is a B2B sales expert and founder of the training firm DemandJen. A former Enterprise seller with 18 years of experience closing seven-figure deals with Fortune 500 brands, she now helps revenue teams at companies like Autodesk, GE, G2, IBM, Bloomberg, Instructure, Sprout Social, and more.Known for...
2026-01-0625 min
Fr8 Marketing GurusMastering the 3 Vs with Intent Data: Volume, Velocity, ValueSend us Fan MailWhat happens when two top minds in logistics marketing stop pretending to compete and start collaborating?In this episode of FR8 Marketing Gurus, Jennie Malafarina sits down with Kara Smith Brown, CEO of LeadCoverage, to talk shop on what’s actually working in B2B freight marketing—and what’s holding teams back.🚛 Topics covered:Why Kara says contacts and content have lost value—and what matters more nowThe explosion of marketing tech (and how to avoid “tech inflation”)Why 75% of the tools companies...
2026-01-051h 14
Fr8 Marketing GurusFreight Marketing: Social Media, Strategy, and AI with Michelle LeBlanc | FR8 Marketing Gurus PodcastSend us Fan MailIn this episode of FR8 Marketing Gurus, Jennie Malafarina sits down with Michelle LeBlanc, Founder of Drop & Hook, to talk about how freight marketing is evolving in 2025 — and where it’s heading next.They dive into what’s working in logistics marketing, how social media is transforming B2B visibility, and how AI is changing the game for marketers, content creators, and brands across transportation and supply chain.Michelle shares lessons from leading one of the top marketing agencies in logistics, includ...
2025-12-0850 min
Fr8 Marketing GurusBuilding Relationships That Drive Revenue | Michael Jenkins, Wheelhouse Logistics | Free Marketing Gurus PodcastSend us Fan MailIn this episode of FR8 Marketing Gurus, Jennie Malafarina sits down with Michael Jenkins, General Manager at Wheelhouse Logistics, to talk about the real side of building a business in today’s logistics market — from startup challenges to personal branding, authentic relationships, and leading with transparency.Michael shares how he transitioned from 23 years in software to freight brokerage, what it takes to build trust in a volatile market, and why authenticity and process—not perfection—fuel growth.You’ll hear:How relati...
2025-12-0153 minThe Dave Gerhardt Show (from Exit Five)How To Create Urgency, Build Pipeline, and Make Outbound Work (with Jen Allen-Knuth, Founder of DemandJen)#308 Sales Alignment | In this session from Drive 2025 titled “Building Pipeline in the Shiny Object Era”, Jen Allen Knuth unpacks why deals stall even when your product is objectively better, how the explosion of shiny tools and AI noise is making it worse, and why most teams are unintentionally fueling the problem with me-centric messaging. Jen shares the two zero-dollar exercises every team should run to quantify how much pipeline they’re losing today, align sales and marketing around the true blocker, and rebuild outbound messaging that creates curiosity.PS. Want to join us at Drive 2026? Head over to exi...
2025-12-0144 min
Fr8 Marketing GurusAI SEO Strategy: The Author-Led Playbook That Works (with Wesley Gehman, Web Studios)Send us Fan MailSearch isn’t dead—it’s multiplying. Google, Bing, ChatGPT, Gemini, Perplexity… your buyers are searching everywhere, and the old SEO playbook doesn’t cut it anymore.In this episode, Jennie Malafarina from Virago Marketing sits down with Wesley Gehman of Web Studios to unpack how AI is reshaping search and what smart marketers are doing to stay visible.We dig into:What actually still works in SEO (and what’s changed)How to build an AI SEO Strategy that ranks an...
2025-11-101h 05
Fr8 Marketing GurusOvercoming Obstacles & Finding Purpose: A Raw Conversation on Mental ResilienceSend us Fan MailIn this deeply personal episode of FR8 Marketing Gurus, host Jennie Malafarina sits down with Nick Klingensmith from Stride Motivation for an unfiltered conversation about overcoming obstacles, finding purpose, and building mental resilience in both personal and professional life.What You'll Learn:How to reframe challenges as opportunities for growth and storytellingThe difference between burnout and losing focus on what matters mostWhy vulnerability can be a superpower in building authentic connectionsHow to establish non-negotiable priorities that support everything elsePractical strategies for managing...
2025-10-2657 min
Fr8 Marketing GurusWhen Tech Gets Boring Make It a StorySend us Fan MailIn this episode of FR8 Marketing Gurus, host Jennie Malafarina sits down with Mike Marut, Marketing Manager at Revenova, to explore how his background as a TV reporter is revolutionizing marketing in the logistics industry.What You'll Learn:How storytelling techniques from journalism translate to freight tech marketingWhy focusing on people over product specs builds stronger customer relationshipsCreative content strategies that stand out in a crowded TMS marketThe power of authentic, long-term relationship building vs. transactional sales approachesHow Revenova leverages their...
2025-10-121h 04
Fr8 Marketing GurusAI in Warehousing: Computer Vision, Safety & Quality with Aaron Hatfield | Arvist AISend us Fan MailJoin host Jennie Malafarina as she sits down with Aaron Hatfield, Director of Sales at Arvist AI, for an insightful discussion about AI's practical applications in warehousing operations, the current state of freight, and why relationships still trump technology.In this episode, you'll discover:👁️ Computer Vision in Action - How AI cameras are revolutionizing warehouse safety and quality control📈 Real ROI Results - Why one client reduced their QA team from 3 people to 1 while increasing efficiency🏭 Overlay Technology - How Arvist integrates with existing warehouse systems wit...
2025-10-0659 min
Fr8 Marketing GurusFrom Freight Brokerage to FreightTech: Jenni Ruiz on Authenticity, AI, and Industry EvolutionSend us Fan MailJoin host Jennie Malafarina as she sits down with Jenni Ruiz, Head of Marketing at Transfix, for a refreshingly authentic conversation about navigating major business transformations, the role of AI in marketing, and why being yourself is your secret weapon.In this episode, you'll discover:🚛 The Great Transfix Transformation - How a top-3 freight broker successfully pivoted to become a freight tech company🤖 AI as Your Marketing Assistant - Smart ways to leverage AI without losing your authentic voice🎙️ Reverse Engineering Content - Jennie's brilliant solution fo...
2025-10-0153 min
Fr8 Marketing GurusSales Revolution: The 2V to 2R Ratio That's Changing B2B Sales with Andy HedrickSend us Fan MailJoin host Jennie Malafarina as she interviews Andy Hedrick, founder of Green Path Technology, for an eye-opening discussion about modern B2B sales strategies that are delivering 15x-35x returns for clients.In this episode, you'll learn:📈 The 2V to 2R Framework - Value + Verified Results must outweigh Risk + Resistance for successful sales🎯 Executive-First Strategy - Why targeting decision makers (not dispatchers) changes everything💰 ROI-Driven Results - How clients achieve 15x-35x returns while reducing costs by 40-80%🚫 Death of the Donut Drop - Why tradit...
2025-09-0851 min
Fr8 Marketing GurusMarketing and Magic: How to Captivate Your Audience with Jimmy GibsonSend us Fan MailJoin host Jennie Malafarina as she sits down with Jimmy Gibson, VP of Brand Communication at Thrive Agency, for a fascinating conversation that blends marketing strategy with the art of magic.In this episode, you'll discover:🎩 The Magic Script Framework - Jimmy's unique 3-phase approach (Connection, Curiosity, Conversion) that applies magic principles to marketing campaigns🧠 Brain Chemistry & Marketing - How oxytocin, dopamine, and serotonin play crucial roles in audience engagement🤖 AI's Role in Modern Marketing - The evolving landscape of AI tools and why human connectio...
2025-09-0155 min
Fr8 Marketing GurusBehind the Scenes of Supply ChaneySend us Fan MailFrom Freight Broker to Industry Connector: Nathan Chaney’s Wild Ride Through Supply Chain In this episode of Freight Marketing Gurus, we dive deep with Nathan Chaney of Supply Chaney to explore how one logistics pro turned his entrepreneurial itch into a full-blown ecosystem—complete with a brokerage, a podcast, a newsletter, and a thriving virtual Social Club.Nathan shares how COVID transformed public perception of supply chains, why community and conversation are the real currency in logistics, and how a simple mindset shift can open doors to incredible oppor...
2025-07-2849 min
Fr8 Marketing GurusCracking the Code on Freight Fraud with Danielle SpinelliSend us Fan MailIn this episode of Fr8 Marketing Gurus, Jennie Malafarina chats with Danielle Spinelli of Descartes about her dynamic role in sales, her standout social media presence, and her soon-to-launch podcast, "Tell Me Everything." Danielle shares how she’s built a personal brand rooted in networking, authenticity, and a deep passion for fraud prevention in logistics.They dive into real-world fraud scenarios, from stolen avocados to copper wire, and explore how tools like VIN verification and tracking technology are changing the game. Danielle offers practical advice on vetting carriers, building lasting relationships, an...
2025-07-0748 min
Fr8 Marketing GurusThe Productivity Playbook: Time Management Hacks & Career InsightsSend us Fan MailIn this episode, we sit down with Ava Barnes, the powerhouse VP of Brand & Community at Alvys, a fast-growing logistics software company that 3X’d its growth in 2024. With a background in psychology, Ava brings a fresh, human-centered lens to B2B marketing—and it’s transforming how brands connect, grow, and scale.We talk about everything from building customer-led communities and simplifying technical products, to scrappy startup mindsets and time management hacks. Ava also shares how personality theory helps her build stronger teams, plus her favorite lead magnet strategies and the be...
2025-06-2357 min
1,000 Routes with Nick Bennett#47 The Jen Allen-Knuth RouteJen Allen-Knuth is a sales strategist, keynote speaker, and founder of DemandJen, where she helps teams simplify selling and rediscover the joy of driving meaningful conversations.In this episode, Jen opens up about the mindset shifts that finally pushed her to go solo after years at Challenger and Lavender. She shares the insecurities she had to overcome, the messy behind-the-scenes of setting up her business, and the surprising joys (and pains) of self-employment. From being called out by Josh Braun to forging a playful feud with Will Aitken on LinkedIn, Jen walks through the...
2025-05-0951 min
Revenue DiariesEpisode 10: Cold Emails, Foster Dogs, and Finding Your Voice with Jen Allen-Knuth"What's more important—helping someone write a cold email or paying attention to a kid who's excited to come home and tell you the score on their test?"In this episode, I speak with Jen Allen-Knuth, founder of DemandJen, sales educator, LinkedIn powerhouse, and rescue dog evangelist. We talk about what it means to truly show up—not just in work, but in family, in grief, and in life. Jen opens up about becoming a stepmom to four kids, how that role helped her finally disconnect from hustle culture, and what losing her dad taug...
2025-04-2932 minThe PromptEp. 527 | AI-First GTM: The New Playbook for Sales ExecutionEpisode SummaryIn this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.Hannah reflects on her career journey and the moment she realized that many teams don’t truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.Whether you're leading a sales team, rolling...
2025-04-2429 min
Fr8 Marketing GurusHow Coaching & a Growth Mindset Can Transform Your CareerSend us Fan MailWhat if the key to your next big breakthrough isn’t working harder—but getting curious?In this episode of Fr8 Marketing Gurus, Tiana Schowe, COO and Co-Founder of meshVI, shares how coaching and a growth mindset helped her redefine success—and how they can do the same for you.Tiana opens up about her personal evolution from corporate life to conscious leadership, and the mindset shifts that made it possible. From embracing mistakes as feedback to making space for clarity through digital boundaries and journaling, this episode is packed...
2025-04-1758 min
Fr8 Marketing GurusThe State of Freight & Emerging Tech Trends for 2025Send us Fan MailIn this episode of the Fr8 Marketing Gurus podcast, host Jennie Malafarina sits down with Aaron Hatfield, Head of Sales at Arvist, for a candid and insightful conversation about what’s ahead for freight and logistics in 2025.From tariffs and inflation to the evolving labor market and rapid AI innovation, Aaron shares his expert take on how these forces are shaping the industry. He also gives us a behind-the-scenes look at Arist AI’s growth and their work in cutting-edge computer vision technology. But this isn’t just a tech talk — it’s a r...
2025-04-171h 08
Fr8 Marketing GurusFrom Startup to Scale-Up: Building a High-Performance Revenue TeamSend us Fan MailWhat does it really take to go from scrappy startup to scalable success? In this episode, we sit down with Chelsey Reynolds—growth strategist and revenue org whisperer—to talk all things team building, scaling smart, and sustaining momentum through hypergrowth phases.Chelsey unpacks the biggest challenges startups face when evolving from founder-led sales to fully formed revenue teams, and shares the must-haves for creating a culture of accountability, clarity, and ownership. From hiring the right people to knowing when to shift your go-to-market strategy, this episode is your guide to buil...
2025-04-071h 01The Dave Gerhardt Show (from Exit Five)How Marketers Can Be Better Partners with Sales (with Jen Allen-Knuth)#232: Sales | Dave sits down with Jen Allen-Knuth, founder of DemandJen. Jen shares her insights from her 15+ years in B2B Sales, from managing a quota to building great working relationships with marketing.Jen and Dave cover:Co-creating content with Marketing and Sales that drives better customer engagement and grows your pipelineHow Jen successfully built her audience using video on LinkedIn and leveraged it to start DemandJenHow companies should focus on genuine diversity efforts rather than superficial inclusivityTimestamps(00:00) - – Intro to Jen
(06:10) - – Why you should have a mentor and how to get...
2025-03-2750 min
Fr8 Marketing GurusMarketing Myths in Freight: What’s Holding Your Brand Back?Send us Fan Mail Marketing Myths in Freight: What’s Holding Your Brand Back? Is your freight brand stuck in a cycle of outdated marketing strategies? In this episode of FR8 Marketing Gurus, Coleman Ruffin breaks down the biggest myths holding companies back—and what it really takes to stand out in an evolving industry. We dive into: Why trusting your marketing team leads to real innovation How to craft a brand story where your customer is the hero The constraints stifling creativity in freight marketing—and how to break free With new v...
2025-03-2459 min
Fr8 Marketing GurusAI, Algorithms, and Engagement: The Future of Freight MarketingSend us Fan MailHow is AI shaping the future of social media in the freight industry? In this episode, Jennie Malafarina sits down with Lindsey Nolan, founder of Social Media Mind, to discuss the evolving landscape of digital marketing in logistics.Lindsey shares her journey from journalism to social media management, offering insights into:The power of personal branding in freight marketingHow AI and automation are enhancing efficiency in social mediaThe importance of paid ads and adapting to evolving algorithmsWhy businesses must focus...
2025-03-121h 00
Fr8 Marketing GurusEP 18: From Imposter Syndrome to Impact: A Podcaster's JourneySend us Fan Mail🎙️ Mastering the Art of Podcasting: Industry Secrets & Success Strategies | Freight Marketing GurusJoin host Jennie Malafarina as she sits down with Jeremy Thone, co-founder of We Create Creators, for an insightful discussion about podcasting success, content creation, and building authentic connections in the digital age. Learn how Jeremy went from battling imposter syndrome to helping others launch successful podcasts, including one that led to a radio show in Western Australia!🔍 IN THIS EPISODE: 00:00 Intro & Jeremy's memorable world adventure 02:26 Getting started in podcasting 04:03 Overcoming imposter syndrome...
2025-02-1647 min
Fr8 Marketing GurusEP 17: ABM in Action: How Supply Chain Leaders Win and Retain Big AccountsSend us Fan Mail🎯 Account-Based Marketing Demystified: Beyond List-Based Marketing | Freight Marketing GurusJoin host Jennie Malafarina as she sits down with Eric Gruber, CEO of Personal ABM, to unpack the true meaning of Account-Based Marketing (ABM) and why it's more than just list-based targeting. Learn how to transform your go-to-market strategy and drive significant revenue growth with your highest-value accounts.🔍 IN THIS EPISODE: 00:00 Intro & Eric's ideal superpower 04:11 What ABM really is (and isn't) 16:35 Digital sales rooms & content strategy 28:39 Key Performance Indicators for ABM 36:00 Enterprise vs. mid-market approach 45:08 Real-w...
2025-02-161h 05
Sales Stories IRL 2.0Episode 3: Jen Allen-KnuthJoin us for a conversation with Jen Allen-Knuth, CEO of DemandJen. Follow Sales Stories IRL 2.0 and stream on all your favorite platforms.Learn how to start your own podcast: https://mralexbruschi.gumroad.com/l/startmynewpodcast?_gl=1*1ybwblp*_ga*MTQwNDM1NzE4NC4xNzI4NjgxMDI1*_ga_6LJN6D94N6*MTczMDY4ODQzMC44LjEuMTczMDY4OTQ5NS4wLjAuMA..
2025-02-1021 min
Fr8 Marketing GurusEp. 16 Events, AI, and Unconventional Marketing: What’s Next for 2025Send us Fan MailIn this episode, Jennie Malafarina, CEO of Virago Marketing, sits down with Nate Wright, founder (and self-proclaimed "Chief Everything Officer") of B2B Bandits, to talk all things marketing, events, and AI. They dive into what’s on the horizon for 2025, sharing real-world experiences and lessons learned from hosting unconventional events, using humor in marketing, and leveraging AI tools to boost productivity.Nate shares his take on balancing creativity with profitability in event planning, the long-lasting power of tangible marketing (hello, sticker campaigns!), and how AI is reshaping sales and marketing. Pl...
2025-01-1649 min
Move The Needle - Real strategies. Data-driven growth. B2B results that move the needle.163: Why You're Losing to 'No Decision'—and How to Fix It (w/ Jen Allen-Knuth, DemandJen)Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIn this episode, we explore why so many deals end in "no decision" and how to turn those losses into wins. Join us as Jen Allen-Knuth, aka Demand Jen, breaks down the "Cost of Inaction" framework—a powerful approach to showing prospects what they're losing by sti...
2024-12-1833 min
Fr8 Marketing GurusEP. 15 - Building a Bigger Picture: Integrated Marketing Done RightSend us Fan MailIn this episode, Jennie and Mary Koburi, a Strategic Marketing Director, dive deep into the art of marketing strategy, sharing actionable tips and insights to elevate your campaigns and drive results. From leading integrated campaigns to balancing demand and lead generation, this conversation is packed with practical advice for marketers at every level.Key Takeaways:✔️ How to create cohesive campaigns that align with sales and product needs.✔️ The difference between demand generation and lead generation—and why it matters.✔️ Tips for testing and optimizing campaigns with analytics and A/B testing.
2024-12-0531 min
Collin Cadmus PodcastHow to Win Outbound Sales w/ Jen Allen-Knuth, Founder at DemandJenHello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jen Allen-Knuth.
Jen graduated from Penn State University in 2003 and then started her career as an Account Analyst for CEB, where she spent over 14 years crushing her way up the ladder through 8 different sales positions including large enterprise.
After CEB Jen spent the next 4 years closing enterprise deals for Challenger, before founding her most recent and current venture DemandJen, where she delivers keynotes and workshops to help sales teams generate pipeline and defeat the buyer status quo.
I’ve been...
2024-12-0457 min
Revenue MakersThe Give a SH#! EpisodeSales teams face immense pressure to meet monthly quotas, which often lead them to resort to tactics that prioritize their convenience over the customer’s needs.It’s time for sellers to step up and truly give a sh*t.In this episode, Jen Allen-Knuth, Founder of DemandJen, talks about what it means to care about your prospects. Having been in sales for 18 years, Jen points out the common pitfalls for sellers such as relying on outdated scripts, generic outreach, and shallow research. When sellers can demonstrate an understanding of their customer's pain poin...
2024-11-2732 min
Fr8 Marketing GurusEP. 14 - Breaking the Mold: Unconventional Sales Tactics That Drive GrowthSend us Fan MailIn this episode, we sit down with Nate, founder and lead hustler of B2B Bandits, as he shares insights from 16 years of experience in sales and marketing. We explore Nate's unique journey, from his early adoption of technology and unconventional hiring practices to creative sales tactics like sending donuts to potential clients. Learn how Nate leverages personality and authenticity to build strong relationships and stand out in a crowded market.Jennie and Nate also discuss the importance of tone in communication, the role of live events for genuine connections, and...
2024-11-141h 08
Fr8 Marketing GurusEP. 13 - Simplifying Sales: How to Cut the Complexity and Boost ResultsSend us Fan MailGet ready to transform your sales game! In this episode, Lars Ward, VP of Sales and Strategic Partnerships at Cheema, shares a masterclass on building meaningful customer relationships, simplifying the sales process, and leveling up your brand on LinkedIn.Lars reveals:🚀 His journey from Night Swift to Cheema and what drives his passion for problem-solving in transportation.🔍 How to streamline sales without overcomplicating, including tips on crafting a powerful value proposition.💡 Why aligning sales and marketing can skyrocket your team’s impact.🌟 The secrets to personal branding on LinkedIn—being authentic, shari...
2024-11-071h 11
Fr8 Marketing GurusBeyond the Pitch: Crafting Value Propositions That ResonateSend us Fan MailIn this episode, John McClymont, Principal - Supply Chain and Operations Transformation at Operational Innovations joins Jennie Malafarina to discuss his dynamic career journey, from the food industry to the cash and transit sector, and now as an independent consultant helping organizations solve problems and improve operations. They dive into a wide range of topics, including:🔹 John's career transition and consulting work 🔹 Time travel and its connection to modern problem-solving 🔹 The role of AI and technology in business efficiency 🔹 Common mistakes service providers make when approaching shippers 🔹 Building relationsh...
2024-10-171h 02
Belkins PodcastStop Writing Emails Like You're in the 18th Century — Jen Allen-Knuth | Belkins Podcast Episode 9Welcome back to the Belkins Podcast after a long break.In this new episode, our updated studio. And no more leather jackets!In episode 9, Michael sits down with Jen Allen-Knuth, founder of DemandJen and renowned sales trainer and keynote speaker. Jen shares her incredible journey from an individual contributor in sales to a LinkedIn thought leader with over 70,000 followers. Discover how she used authentic writing, data-driven insights, and a focus on problem solving to transform her career and empower sales teams around the world.Timecodes:0:00 - Intro: New Studio and No...
2024-10-1748 min
Fr8 Marketing GurusThe Hidden Edge: How External Advisors Transform Sales & MarketingSend us Fan MailIn this episode, Jennie Malafarina of Virago Marketing sits down with Trey Griggs, Founder and Chief Encouragement Officer at Beta Consulting Group, to explore how podcasts can drive brand recognition, lead generation, and industry connections. Trey shares his journey in podcasting, the SEO benefits, and how companies can leverage podcasts to align with their marketing and sales strategies. From building authentic connections through storytelling to navigating the future of AI in marketing, this episode is packed with valuable advice for anyone looking to enhance their brand’s reach.Key Takeaways:Po...
2024-10-1052 min
Agency JourneySlowing Down to Speed Up: 3 Strategies to Unblock Your Sales with Jen Allen-Knuth"Don't lead with the solution. This is my number one tip for agency operators. And it's my number one tip for traditional sellers, SaaS sellers—anybody who is trying to get someone to work with them."Are your sales suffering? Are you finding it harder to get calls and close deals? Are you looking for ways to run cold outreach or follow-up after an event that actually gets responses?If so, this episode of Agency Journey is for you.Jen Allen-Knuth is the founder of DemandJen, where she he...
2024-10-0244 min
Fr8 Marketing GurusThe Power of Partnership: Aligning Sales and Marketing for SuccessSend us Fan MailIn this episode, Jennie chats with Holly LaBoda, Co-founder and Partner at Luminaries Consulting, about aligning marketing and sales teams to drive commercial growth in the logistics industry. Holly shares her expert insights on building trust, overcoming silos, and creating shared goals to ensure both teams work seamlessly toward organizational success.Key Topics Discussed:▪️Common challenges in marketing and sales alignment▪️Foundational strategies for aligning teams▪️Prospecting and customer engagement tips▪️Building trust and overcoming silos▪️Thoughts on collaboration and influenceListen to the full conversation to...
2024-09-1240 min
Fr8 Marketing GurusDashboard Dynamics: Metrics that Drive Sales and Marketing SynergySend us Fan MailIn this episode, Jennie sits down with Jess Kodrich from OnStation to dive into the world of marketing, sales alignment, and digital solutions for the heavy highway industry. Jess shares her unique role as Director of Marketing while also contributing to sales initiatives. From karaoke fun (her go-to song is "Drops of Jupiter"!) to in-depth discussions about HubSpot, ZoomInfo, and data-driven strategies, this episode is packed with insights.🔑 Key Takeaways:*The role of OnStation in digital stationing for the heavy highway industry*How Jess aligns marketing and sales to str...
2024-09-0540 minThe Dave Gerhardt Show (from Exit Five)#170: Sales | How Marketers Can Be Better Partners with Sales with Jen Allen-KnuthDave sits down with Jen Allen-Knuth, founder of DemandJen. Jen shares her insights from her 15+ years in B2B Sales, from managing a quota to building great working relationships with marketing.Jen and Dave cover:Co-creating content with Marketing and Sales that drives better customer engagement and grows your pipelineHow Jen successfully built her audience using video on LinkedIn and leveraged it to start DemandJenHow companies should focus on genuine diversity efforts rather than superficial inclusivityTimestamps(00:00) - - Intro to Jen
(04:51) - - Why You Should Have a Mentor and How...
2024-08-2650 min
gtmPRO#38: Content From a Sales POV - Featuring Jen Allen-KnuthLearn how to build resilient GTM sales strategies with our special guest, Jen Allen-Knuth. Discover how understanding your customer's world and addressing their problems, rather than showcasing solutions, can revolutionize your sales approach. Jen's experiences highlight the power of delivering a compelling sales experience without relying on product demos, making this episode a must-listen for revenue leaders at B2B software and services companies.In this episode we explore:The two pivotal moments that transformed Jen's approach: the realization that 53% of B2B purchasing decisions are influenced by the sales experience and the importance of focusing...
2024-08-2552 min
Fr8 Marketing GurusEpisode 8 - The Strategic Marketer: From Tactics to TriumphsSend us Fan MailIn this episode we are thrilled to welcome Frank Gambino, Senior Marketing Manager at Transflo. Join us as we dive deep into the world of marketing strategies and campaigns, focusing on database management and the significance of quality content.Key Takeaways:-Effective Database Management: Learn the importance of maintaining a clean and active database, growing it through segmentation, and leveraging tools to find new customers.-Quality Over Quantity: Discover why quality content trumps quantity and how to build strong relationships with customers and prospects.-Email Marketing Best...
2024-08-151h 02
Reed Between the LinesThe Truth About Being a Successful Content Creator with Jen Allen-Knuth, Eddie Schleyner, and RajNATIONIn this episode, you’re getting FOUR power-house content creators all in one episode. For the season 1 finale, we’re bringing it back to Chicago with Eddie Schleyner, DemandJen (Jen Allen-Knuth), and RajNationr. Each are crushing it in their own way in the B2B consulting, coaching, and content creation space. They’ve created thousands of followers and raving fans while balancing their lives outside of work. We're diving into betting on yourself, content creation, the power of unique personal branding, and the courage it takes to stand out in the digital era. Here are a few of m...
2024-08-1458 mingtmPRO#36: Fuel For Your Content Engine - The Content August Series IntroWe are SO excited to present our latest gtmPRO series🥁 🥁 🥁 🥁 🥁 "Content August" with THE ultimate special guests who preach the buyer led growth language 🙌 This episode will give you a sneak peak on our starring guests:Mary Keough (OUT NOW!!) - Where Product and Content Marketers meet Georgiana Laudi - Co-Founder and CEO of Forget The FunnelBrendan Hufford - Founder of Growth SprintsJen Allen-Knuth - also known as DemandJenEmma Stratton - Founder of Punchy | Positioning & MessagingMake sure you don't miss out!Hosts: Gary Schwake, Andy Monahan and Tiana Quiroga
2024-08-1022 min
Fr8 Marketing GurusTailored Freight Solutions Meeting Industry Demands with PrecisionSend us Fan Mail🚛 Welcome to our latest episode! In this engaging discussion, we dive deep into freight marketing strategies and industry trends with a special focus on chemical manufacturing. Our experts explore the evolution of freight solutions, the importance of vertical-specific approaches, and the impact of technology and sustainability on the industry. 🌐Key Takeaways:General vs. Vertical Solutions:Understanding the critical difference and why vertical solutions are essential for industries like chemical manufacturing.Evolution of Freight Solutions:From general to vertical solutions, driven by industry needs and evolution.Sustainability and Regula...
2024-08-0737 min
Beyond Pipeline - 24 Episode Mini SeriesDoing Sales & Life Differently w/Jen Allen-Knuth | Ep. 14Jen Allen-Knuth shares why "focusing on the customer's problem over your solution" creates trust with your buyer and makes you more valuable.
We also discuss how she became "DemandJen" and the internal struggles she faced along the way.
Not listening to this one is a bad idea :)
Jen's LinkedIn: https://www.linkedin.com/in/demandjen1/
Website: https://demandjen.com/
Check out her newsletter!!
2024-07-2747 min
Fr8 Marketing GurusInside the Brand: Unpacking Culture and IdentitySend us Fan MailIn this episode, we explore the crucial connection between company brand and culture, and how aligning internal values with external goals can drive marketing and business success. Join Jennie Malafarina and Leigh Sauter as they share insights on prioritizing values, focusing on core competencies, and the role of leadership in maintaining a strong company culture. Discover the importance of employee involvement, customer testimonials, and the impact of culture on attracting and retaining top talent.Key Takeaways:- The link between brand and culture for effective marketing- Prioritizing...
2024-07-1042 min
Fr8 Marketing GurusEpisode 5: Momentum Makers: Stories from TMSASend us Fan MailIn this compelling episode of the FR8 Marketing Gurus Podcast, Jennie Malafarina and our special guest, Jennifer Karpus Romain dive deep into the intricacies of branding and naming conventions tailored for industry-specific events organized by TMSA. Discover the secrets behind creating a cohesive brand that boosts event recognition and drives attendee engagement.Our discussion begins with a focus on strategic positioning of TMSA’s events in a competitive landscape, followed by targeted marketing strategies to attract the right audience for executive summits. Learn about the importance of leadership an...
2024-06-261h 01
Fr8 Marketing GurusEpisode 4: Supply Chain Spotlight: Strategies & StoriesSend us Fan MailIn this episode, we dive into freight brokerage marketing strategies with Jesse Thomas, director of marketing for Highway.Key Insights:Personalized Marketing: Jesse highlights the importance of account-based marketing and tech integration, with effective strategies like webinars and virtual events.Digital Trends: Understanding customer language and continuous dialogue are crucial. Digital marketing in logistics has unique trends.Tech Startups: Effective strategies include social media, content creation, and partnerships. Jennie Malafarina discusses keyword targeting challenges and the importance of building personal brands...
2024-06-1757 min
Fr8 Marketing GurusEpisode 3: Converge & Convert: Uniting Sales and MarketingSend us Fan MailIn this episode, we dive deep into the critical role of communication in aligning marketing strategies with sales objectives with Jacquie Mazziotta . Discover how improved communication processes can bridge the gap between marketing and sales, leading to better performance and more successful outcomes.Key Highlights:Importance of Communication: Learn how communication ensures marketing and sales alignment and why its absence can lead to challenges in the sales pipeline.Integrating Efforts: Explore how technology and data can enhance the integration of marketing...
2024-06-1743 min
Fr8 Marketing GurusEpisode 2: Pitch Perfect -Mastering Media RelationsSend us Fan Mail🎙️ Join us on a magical journey through the realms of imagination and reality! ✨ Our latest podcast episode features Jennie Malafarina and our esteemed guest from XRC Ventures, Amanda Bell. Watch as they swap tales with beloved fictional characters, starting with a whimsical visit to Hogwarts. 🏰 Dive deep into the art of storytelling and the transformative power of PR strategy as Amanda shares her fascinating career trajectory from prestigious firms like Edelman to nurturing startups at XRC.🚀 Don't miss out on this captivating conversation that unravels the secrets of media cove...
2024-05-2446 min
Make It Happen Mondays - B2B Sales Talk with John BarrowsJen Allen-Knuth: The Challenge with Challenger Sale and What's NextJen Allen-Knuth is the Founder at DemandJen and is well renowned for her expertise in transforming sales strategies. Starting her career in account management, Jen pivoted to embrace the "challenger" sale approach, finding success in stirring constructive client conversations. Jen shares insights into reducing buyer effort, the importance of authenticity in sales, and strategic decision-making which will empowere and revolutionize your sales tactics and client interactions.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with...
2024-05-131h 02
Fr8 Marketing GurusMarket Mechanics: Fine Tuning Your Digital StrategySend us Fan Mail🎙️ Dive into the fascinating world of podcasting, branding, and workflow with Blythe Brumleve and Jennie Malafarina in this captivating episode! 🌟 From tackling logistical challenges to discussing the importance of visual aesthetics, Blythe and Jennie share invaluable insights and personal anecdotes that resonate with both seasoned podcasters and aspiring content creators alike. 💡 Explore their experiences with podcasting challenges and solutions, the nuances of branding and aesthetics, and the intersection of personal narratives with professional content. Plus, gain valuable insights into utilizing AI and technology, implementing effective marketing strategies, and planning for future...
2024-05-0942 min
Reed Between the LinesHow to Create Provocative & Bold Messaging with Jen Allen Knuth (Founder, DemandJen)Jen Allen Knuth is one of the most respected and compelling voices in B2B sales and marketing. She’s a keynote speaker, podcast host, advisor, and founder of DemandJen where she helps sales teams defeat the status quo. On the stage or online, she’s a pro at creating highly engaging content that turns readers into raving fans. Before founding DemandJen in September 2023, she was a successful enterprise seller and chief evangelist at Challenger where she created thought leadership content that generated real pipeline. It is safe to say that she knows what it takes to creat...
2024-05-081h 28
Sales Stories IRL 2.0Episode 3: Jen Allen-KnuthJen Allen-Knuth (Founder of DemandJen) shares a story about how she was sold by a contractor during a home remodeling.
2024-04-0114 min
The Outpost by UserEvidenceWhy your GTM messaging fails (and how to fix it)Jen Allen-Knuth may have lost a few friends with this one.Jen (DemandJen), Kaylee Edmondson (DemandLoops), and Jason Oakley (Productive PMM) share some of the biggest failings around creating, socializing, and iterating on GTM messaging that resonates.What’s working for GTM messaging:START WITH THE PROBLEM AND VALUE If you know your ICP, the problem you’re solving, and the value you’re bringing, your messaging will resonate. Period.What’s not working for GTM messaging: CRAFTING IN A SILO Even if you’re your own ICP, don’t fall...
2024-03-0644 min
Outbound Squad[Live Training] The State of Cold Email in 2024This episode is audio from our recent webinar on cold email. We were joined by Jen Allen-Knuth of DemandJen and Colby Hogan of ZoomInfo.Check out the show notes, more free content, and get coaching at https://outboundsquad.com
2024-02-131h 02
The Win Rate Podcast with Andy PaulTurning Buyer's Problems Into OpportunitiesWelcome back to another amazing roundtable of sales pros brought together by Andy. Jen Allen-Knuth, Head of DemandJen, Katie Swick, Global Sales Enablement Lead at Stripe, and Richard Rivera, President of The Champion Sell share their perspectives on improving sales and the importance of building business acumen. They get into the challenges sales representatives face in the rapidly evolving market landscape, emphasizing the need for self-driven capacity building and fostering intellectual curiosity. They also debate on whether sales teams are overemphasizing product knowledge instead of understanding how to connect with the buyer's needs and motivations. The also touch on th...
2024-02-0755 min
The Rising LeaderThe Unconventional Sales Leader with Jen Allen-KnuthJen Allen-Knuth, a seasoned sales professional and keynote speaker, is sharing her transformative journey in the sales industry. Jen discusses how she challenges conventional sales beliefs and assumptions, emphasizing the importance of adapting and innovating in sales tactics. Her unique approach, which includes questioning traditional methodologies and focusing on personal growth and psychological safety, provides invaluable insights for anyone looking to enhance their sales skills. Jen's story is a testament to the power of self-reflection and the courage to challenge the status quo, making this episode a must-listen for those aspiring to excel in sales and leadership....
2024-01-2839 min
30 Minutes to President's Club | No-Nonsense Sales#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)Our new Social Selling course with Sam McKenna is live! Save $50 during launch week, through October 25. Order here →
FOUR ACTIONABLE TAKEAWAYS
Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen".
Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like.
Always assume there are multiple decision-makers in a deal (not just 1).
Tell the customer upfront who you're NOT for - it actually makes you appear more credible.
PATH TO PRESIDENT’S CLUB
...
2023-11-2133 min
Closing Time: quick insights from sales & marketing expertsUnveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel ActivitiesB2B buyers are making one thing clear: They want to research on their own before engaging with a salesperson. What's shocking is how far into the funnel they get alone, as much as 83% of the way. We call this the 'dark funnel' (also referred to as dark social), and on this Halloween episode of Closing Time, we're going to break down how marketers can unearth and track what's going on in the hidden shadows of B2B marketing. Jen Allen-Knuth, a marketing consultant and evangelist partner at Lavendar.ai joins Val Riley to explain...
2023-10-3125 min
B2BoringBoiler Room Sales Dude... No Thanks!: B2Boring With DemandJenJoin Chris in a dynamic conversation with Jen Allen-Knuth, the revolutionary mind behind "DemandJen". This episode is a deep dive into the transformative landscapes of sales and marketing, illuminating the pathways of evolution and innovation in the field. From redefining the essentials of sales methodologies and the crucial call for enriched educational frameworks, to breaking free from the traditional stereotypes that shadow the sales persona, Chris and Jen unravel a spectrum of insights. They also spotlight the power of technological innovation and creative campaigns in redefining the realms of sales engagements. Dive in for a...
2023-10-2827 min
Beyond The Job Title | Underrepresented Career StoriesUnlocking Authenticity, Longevity, and Growth in Your Career Path with Jen Allen-Knuth | BJT14Episode SummaryJoin us in this insightful podcast episode as we sit down with the remarkable Jen Allen-Knuth, aka DemandJen, as we explore the essence of Jen's mission and the art of crafting a career path that's marked by authenticity, longevity, and growth.(00:00) - Intro
(02:20) - Who is Jen and What Is Her Mission?
(03:52) - The Power Of Having Mentors That Care About Your Growth
(06:15) - Advocating for Yourself And Unleashing Your Hidden Talents
(08:21) - Conquering Imposter Syndrome
(10:22) - Crafting Your Career Path For Longevity and Growth
(15:49) - Do The Job Before It’s...
2023-08-1241 min
Inside: The Digital Health & Sales Locker RoomEpisode #13: Jen "DemandJen" Allen, Lavender AIWelcome to Jen (DemandJen) Allen from Lavender to the podcast!Jen "DemandJen" Allen leads Community Growth & Partnerships at Lavender and co-founded the community Social Social. Jen was the Chief Evangelist at Challenger Inc. and host of the Winning the Challenger Sale podcast. Jen works with Sales teams to help them stop losing deals to status quo, price, or no-decision. Jen spent the last 18 years selling and advising CEOs, Chief Sales Officers, and Chief Marketing Officers, for Challenger Inc, Corporate Executive Board (CEB) and Gartner. Jen holds a Bachelor of Arts degree from The Pennsylvania State University and...
2023-04-1433 min
I'm Not Selling You AnythingJen Allen-Knuth (Community, Lavender)Welcome back to INSYA! The only podcast in B2B tech that isn’t boring! On this episode we’re joined by Jen Allen-Knuth, she got her start back when internet wasn’t really a thing which is surprising because Jen and I are kind of the same age and I refuse to think back that far. From CEB/Gartner, to Chief Evangelist at Challenger, to co-founder of Social Social and now also showcasing her talents holding down Community at Lavender. Stick with us and find out why DemandJen finds herself firmly entrenched in everyone’s top-right quadrant. (That was a Ga...
2023-03-2319 min