Board alignment is harder than ever. Budgets are tight, expectations are high, and every decision feels under a microscope.

In this episode of Straight to Voicemail, Rachel Downey connects with John E. Lepto IV, CRO at Clear Go-To-Market, a buyer intelligence firm serving private equity-backed SaaS companies. With deep experience across sales, healthcare tech, and private equity ops, John shares how strategic clarity helps leaders earn trust in the boardroom even without a formal board himself.

In this episode, you’ll learn:

• How buyer intelligence builds credibility with executive stakeholders
• What boards actually want to hear from go-to-market leaders
• Why clarity is the antidote to boardroom anxiety

Things to listen for:
(00:00) Why we wanted to talk to John
(01:40) From lending to SaaS to PE-backed GTM
(02:20) What Clear Go-To-Market actually delivers
(03:00) Why win-loss is more than “why we lose”
(04:10) Why John bets on service, not SaaS
(05:20) The two converging shifts in PE and SaaS
(07:00) What trust really means in boardroom settings
(08:40) Bringing clarity to win-loss and GTM strategy
(10:15) How Clear helps clients validate or challenge assumptions
(11:30) One piece of advice for CROs walking into the boardroom

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

When your company outgrows its original narrative, how do you shift the story without losing your audience?

In this episode of Straight to Voicemail, Rachel Elsts Downey taps Josh Privett, Communications Strategist and Principal Copywriter at Mantra. Josh discusses what it really takes to evolve your message and earn trust in the process.

You’ll learn:

• Why clarity beats cleverness when it comes to brand trust
• How to know when it’s time to shift your story, and what happens when you wait too long
• A real-world case study of turning fear into record-breaking growth

Jump into the conversation:

(00:00) Why brand stories blur and how truth cuts through the noise

(00:57) Rebuilding trust by narrowing your message

(02:20) How a PT clinic won by owning their unique voice

(04:11) From “fix pain” to “better you” and a 77% growth spike

(05:21) Trusting your message is a business move

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

The key to credibility in sales? A business case your customer believes in.

In this episode of Straight to Voicemail, Rachel Elsts-Downey reaches out to Mike Genstil, Co-Founder and CEO of ValueCore. Mike talks about the disconnect between how sellers present ROI and how buyers perceive it, and offers a practical path to closing that gap with trust and transparency.

You’ll learn:

• Why proving ROI isn’t just about numbers, it’s about trust
• How to turn value storytelling into a sales advantage
• The biggest mistake companies make when trying to demonstrate impact

Jump into the conversation:
(00:00) Why we wanted to talk to Mike about ROI, trust, and real-world impact
(00:25) Introducing Mike Genstil of ValueCore
(00:51) How to prove ROI and win customer trust
(01:59) Why skipping “cost of the problem” is a missed opportunity
(03:25) Building trust by letting customers adjust assumptions
(04:49) The three essentials of delivering credible ROI conversations

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Trust isn’t a soft skill, it’s a foundational asset.

In this episode of Straight to Voicemail, Amanda Smith connects with Dr. Denise Healy, Ph.D., CEO and Co-founder of Streets2Schools and an expert in organizational psychology. With a Ph.D. in the field and decades of executive experience, she leads with empathy and strategy, building cultures where trust isn’t just a value, but an operational tool. Her approach blends radical candor, emotional intelligence, and transformational leadership.

You’ll learn:

• How to define trust in a way that drives organizational alignment
• Why trust is essential for innovation, collaboration, and accountability
• Practical examples of “radical candor” and building reliable, transparent teams

Jump into the conversation:
(00:00) Why trust gets talked about but rarely operationalized in leadership
(00:24) Meet Dr. Healy: How Streets2Schools turned trust into a core business function
(01:08) Denise breaks down the definition of trust leaders must align on
(02:06) How Denise uses team feedback to steer the company
(03:13) Real examples of incentive planning and strategic retreats
(04:50) Why violating stated values kills trust fast
(05:22) Radical candor and reliability: The twin pillars of trustworthy leadership
(06:15) Denise closes with two research-backed frameworks to explore

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

When change hits, teams often rush to message before they’ve earned the right to be heard. Dr. Jennie Victoriano's says slow down, build trust, then speak.

What you’ll learn:

• Why trust is non-negotiable for transformational leadership and marketing
• How transparency, empathy, and character drive brand loyalty in times of change
• What it means to “serve, not sell” when the market is uncertain

In this episode of Straight to Voicemail, Amanda Smith calls Dr. Jennie Victoriano, Director of Professional Development at Commitment2Change, to explore how trust becomes the real driver of transformation inside your org and out in the market.

Jump to the conversation:

(00:00) Why Amanda wanted to hear from Dr. Jennie Victoriano

(00:42) Dr. Jennie Victoriano explains how trust transforms both teams and messaging

(03:20) Why leading with message before trust fails

(06:05) How brands and teams build credibility

(08:15) What trust looks like in your next campaign or leadership move

(10:30) Empathy, transparency, and what consumers really want

(12:00) Dr. Jennie Victoriano's reminder that character is always revealed

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Attention is currency, and trust is the ultimate growth lever.

In this episode of Straight to Voicemail, Rachel Elsts Downey taps Gretchen Freemyer, Associate Director of Growth at Gravity Global where she helps B2B brands cut through noise with bold, audience-first campaigns. Her expertise spans sales enablement, brand strategy, and content design that converts.

You’ll learn:

• Gravity Global’s “Fame, Admiration, Belief” framework for building brand trust
• Why naming your audience’s fear is key to earning attention and action
• How taking bold risks can transform B2B storytelling

Jump into the conversation:
(00:10) Gretchen frames today’s B2B landscape: attention is currency, trust is what keeps it
(00:50) The FAB framework: Fame, Admiration, Belief, and how each builds trust
(02:30) Why naming your audience’s fear is more powerful than showcasing your product
(03:35) How to spark admiration by creating bold, curiosity-driven content
(04:40) The lemur campaign: turning plumbing into a memorable B2B brand moment
(05:30) Trust starts by understanding what your audience truly cares about

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

Consistent branding isn’t just a nice-to-have, it’s how you build trust across every touchpoint.

In this episode of Straight to Voicemail, Rachel Elsts-Downey taps Matt Lyman, VP of Marketing at Flosum. He zooms in on why brand consistency isn’t just about design or tone, it’s about building trust. If you’re struggling to keep your message clear across a growing org, this conversation is your playbook.

You’ll learn:

• How consistent brand messaging builds trust across teams and with your audience
• Why clear documentation and shared strategy are key to staying aligned
• A simple shift in mindset that makes cross-functional collaboration actually work

Jump into the conversation:

(00:00) Why we wanted to talk to Matt Lyman about brand messaging

(00:36) Why consistency is the foundation of brand trust

(01:11) How documentation helps teams stay aligned

(02:11) Making strategies transparent and tied to business goals

(02:29) Creating feedback loops that keep messaging relevant

(03:20) What inconsistent email signatures say about your brand

(03:45) How internal trust shows up in external credibility

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.

What if building trust didn’t start with the product, but with the story you tell before you ever show it?

In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Natalie Marcotullio, Head of Growth and Product Marketing at Navattic. With over a decade of marketing experience, Natalie helps B2B companies build trust through transparent content, demo-led experiences, and storytelling that centers the customer.

You’ll learn:

• Why most product marketing comes off as a pitch and how to make it a conversation instead
• A trust-building framework to anchor your marketing in authenticity, not just ROI
• How Navattic uses customer “show-and-tells” to create high-context, low-pressure demos

Jump into the conversation:
(00:00) The big question: how do you build authentic trust in product marketing?
(01:00) Why storytelling always comes before product demos
(01:34) The power of founder origin stories and leading with customer voices
(02:00) Navattic’s “customer show-and-tells” - a non-salesy way to showcase value
(03:00) Natalie’s “Unique and Valuable” framework for trust-driven content

Straight to Voicemail is for CMOs, CEOs, and Heads of Marketing in B2B tech who want insights from the people who’ve been there. Each episode centers on one big question answered like a voicemail you’ll want to play again.

Don’t miss this conversation! Follow Straight to Voicemail and explore Genius Cuts for more B2B content strategy insights.