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Nov 23, 2022

Today’s episode is special because we’re highlighting an amazing guest who shared some amazing knowledge on the show way back in 2021. This special guest is a longtime marketing leader and innovator that has been instrumental in his current company reaching its multi-billion dollar valuation. Udi Ledergor is a B2B marketing thought leader, the CMO of Gong, and the author of The 50 Secrets of Trade Show Success. Among Udi’s top secrets are why strategy must come before tactics, how to forge great relationships between sales and marketing, and why making your marketing human is so critical.



  • Tip #1: Strategy before tactics. Figure out your strategy before you send out your first email or do your first social post because, in marketing, it’s very easy to get busy with activities and campaigns that are usually a huge waste of your time. 
  • Tip #2: Don’t Produce anything that you wouldn’t want to consume. Think if you would want to get that next email, if not start over. Create something that you would be excited to consume. 
  • Tip #3: Don’t wait for inbound to come in, start outbound on your first day on the job. Create the script and monitor your SDRs’ calls, either manually or with technology. Start building inbound, but don’t expect it to bear fruits for close to a year.
  • Tip #4: Never compromise on the people you hire. Every person you add can either give you ten times more energy or drain ten times more of your energy. 
  • Tip #5: Don’t obsess about measurement. Do what seems right for the brand, if it works, you’ll see it show up on your dashboard. 
  • Tip #6: Marketers need to create strong relationships with their sales counterparts. Try to meet up at least once a week to collaborate on challenges, what is and isn’t working, and new needs. 
  • Tip #7: The first step in establishing your marketing strategy is to determine the end goal. What does success look like? For example, Gong set out to have double the social media mentions of all of its competitors combined. 
  • Tip #8: It’s easier to build an award-winning marketing strategy around a product that has an amazing product-market fit than if customers don’t use or like the product. When job-hunting, look for companies that already have a great product-market fit.
  • Tip #9: Make your marketing human. Being an authority in your industry does not mean your marketing needs to be stuffy and boring. Humanize everything from the experience at your events to the tone of voice and imagery on your website and content, etc.
  • Tip #10: Carve out 10%-20% of your marketing budget to use on ideas that you have a gut feeling about, but might not have an immediately measurable impact. For example, Gong’s Super Bowl ad not only drove business but also influenced job applicants.


Quote of the Show:

  • “If you're a marketer somewhere out there that is not closely connected with your CRO, or, as I like to say, if you don't know how they take their coffee, you're doing it wrong” - Udi Ledergor




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