GTM 55: Contagious B2B Messaging Mastery with Dave Gerhardt

Dave Gerhardt worked as a Senior Marketing Manager at Drift in 2015 and quickly grew into their VP of Marketing. Dave left Drift in 2019 to join Privy as their CMO for just under 2 years, then returned to Drift as a Chief Brand Officer. Dave now runs Exit Five, The #1 community for B2B Marketers.

What You Will Learn: 

  • How to successfully set yourself up as a one-person team.
  • Evolving your strategy and goals as your company’s goals change.
  • How to nail your company’s messaging.
  • Effectively building a founder brand.
  • The importance of niching down to drive growth.


(3:25) Shifting from a ‘Yes mindset’ to a ‘No mindset.’

(12:10) How Dave grew into a VP-level role at Drift.

(12:58) How Dave started his career at Drift.

(24:00) Moments in Dave’s career where he didn’t achieve his goals.

(28:48) Aligning revenue goals between Sales and Marketing.

(31:50) Getting people excited and engaged in Drift’s product at an early stage.

(36:50) The pros and cons of starting a founder brand.

(40:39) How Dave measured success for his podcast as they started out.

(43:00) Hot take: Measuring everything in Marketing is no longer relevant.

(45:00) The importance of niching down to drive growth.

Guest Speaker Links:
Exit5 Community:

Host Speaker Links:

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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