In this episode of Straight to Voicemail, Rachel Elsts Downey connects with David Nour, CEO of Avnir, to discuss the reality behind AI’s promise: it’s only as smart as the data you feed it.

He warns CMOs that “Garbage in, garbage stays.” AI can’t clean up bad data, and most B2B orgs are swimming in it. He shares how Avnir unlocks real relationship intelligence by enriching the data that actually matters. Forget automation overload. It’s time to focus on depth, not volume.

You’ll learn:

• Why AI needs relationship context, not just clean data
• How to calculate the value of your existing network
• The danger of chasing new logos at the expense of deeper relationships

Jump into the conversation:

(00:00) Why Rachel wanted to talk to David

(00:41) The 3 truths about AI no one is talking about

(00:47) Why clean data is the real enabler of AI

(01:21) How Avnir scores relationships to quantify trust

(02:26) The myth of more and why chasing quantity hurts strategy

(03:18) A $10M missed opportunity rooted in hidden relationships

(04:08) Final thoughts and where to learn more

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.

Audience trust lives with people, not logos. That’s exactly why brands need to start investing in influencers with intention.

In this episode of Straight to Voicemail, Rachel Elsts Downey talks with Justin Levy, Director of Content and Social Media at ZoomInfo, about why creator partnerships are one of the smartest investments a brand can make. With 15 years of building influencer programs, Justin breaks down how influencer relationships expand reach, deepen credibility, and unlock audiences brands can’t access on their own. He also shares how to choose the right creators, what smart cross‑platform investment actually looks like, and why starting with small, structured pilots is the fastest path to proof.

You’ll learn:

• How to start small with 3–5 creators
• Where to invest beyond LinkedIn
• What guardrails keep creator content on-brand

Jump into the conversation:
(00:00) Why we called Justin Levy about influencer marketing
(00:09) From affiliate links to creator-led brands
(00:35) The core reason brands should invest in influencers
(00:54) Why audiences trust creators over logos
(01:24) How platform influence has evolved, and why LinkedIn isn’t enough
(02:11) Where to invest beyond LinkedIn: podcasts, newsletters, YouTube
(02:37) Why brands should start small with creator pilots
(03:05) Choosing platforms and setting smart guardrails
(03:22) The brands that wait will fall behind

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.

Building trust in brand content is harder than it seems, especially in a world full of quick fixes and AI-driven solutions.

In this episode of Straight to Voicemail, Amanda Smith speaks with Erika Childers, Director of Content and Brand at Qualytics. With years of experience in B2B content marketing, Erika shares why trust is built in the details: through authenticity, consistency, and the human touch in every piece of content. She also discusses how brands often miss the mark when they prioritize scale over connection.

You’ll learn:

• Why scaling content can actually break trust
• How authenticity and consistency build lasting connections
• The role of human oversight in AI-driven content

Jump into the conversation:
(00:00) Why we wanted to hear from Erika
(00:10) Meet Erika Childers and the importance of trust in content
(01:00) How scaling content can hurt trust
(01:40) Why authenticity matters more than ever
(02:10) The role of humans in content creation
(02:40) Building trust through consistent messaging
(03:20) Why people-first content wins every time
(03:50) Erika’s insights from her experience at Qualytics

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.

Most B2B teams treat content as a marketing tool, but its real job is to guide trust through every stage of the buyer’s journey.

In this episode of Straight to Voicemail, Rachel Downey talks with Adam Sockel, Senior Content Marketing Lead at Orum. With 17 years in the field, Adam shares how content builds awareness, educates prospects, and strengthens customer relationships long after the deal closes.

You’ll learn:

• How to use content to build trust from awareness to renewal
• Why data-driven storytelling gives your brand credibility
• How post-sale content deepens relationships and drives retention

Jump into the conversation:
(00:00) Why we wanted to hear from Adam
(00:10) Why emotional connection drives every buying decision
(00:31) Meet Adam Sockel from Orum
(01:00) How content builds awareness and trust
(01:41) Moving from awareness to education
(02:00) Using data to differentiate your brand
(02:41) How content supports the customer after the sale
(03:20) Building long-term trust through continuous education
(03:45) Closing thoughts from Adam Sockel

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.

In B2B marketing, trust is the ultimate currency…but it’s built one interaction at a time.

In this episode of Straight to Voicemail, Amanda Smith connects with Jeff Coyle, Head of Strategy at SiteImprove. Jeff shares his expertise on how content can build trust throughout the entire buyer journey, from awareness to purchase and beyond. He discusses the importance of knowing your customer, delivering value consistently, and creating content that speaks to each stage of the journey.

You’ll learn:

• How content builds trust by understanding the customer journey
• Why consistent, value-driven content inspires confidence
• How to create content that resonates across buyer personas

Jump into the conversation:
(00:00) Why we wanted to hear from Jeff
(00:18) Meet Jeff Coyle and the role of trust in B2B
(01:00) Why knowing your customer is key to building trust
(01:40) How content fits into every stage of the funnel
(02:00) The importance of consistent, valuable content
(02:40) Creating content for multiple buyer personas
(03:10) How to show expertise through your content
(03:40) Why trust must be maintained after the sale

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.

Building trust starts long before the first sales call.

In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Selma Chauvin, Chief Revenue Officer at Agorapulse, to explore why content is the most valuable lever a CRO can invest in. Drawing from her experience leading global revenue teams, Selma shares how trust, education, and connection drive acquisition, retention, and expansion in modern B2B sales.

In this episode, you’ll learn:

• Why content alignment between marketing and sales improves deal quality
• How education-based content builds trust before the first conversation
• Why scalable content can outperform headcount growth

Jump into the conversation:

(00:00) Why we wanted to talk to Selma Chauvin

(01:07) Why content is the most important lever for a CRO

(01:42) How cultural differences shape the buying journey

(02:12) Building trust before sales even begin

(02:23) Aligning content with the sales message

(02:36) How content drives retention and expansion

(02:50) Selling to marketers who see through surface-level content

(03:19) The scalability advantage of strong content

(03:40) Final thoughts from Selma Chauvin

Listen to the full episode to learn how content creates connection, scales trust, and drives sustainable revenue growth.

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.

Every brand says they want trust, but few realize how quickly the wrong content can break it.

In this episode of Straight to Voicemail, Rachel Downey talks with Stephanie Yoder, Director of Content at Rebrandly. Stephanie shares how thoughtful content earns trust, why salesy messaging breaks it, and how brands can use every touchpoint to prove credibility. She also explains how branded links drive 39% higher clicks by showing audiences exactly where they’re headed.

You’ll learn:

• How to write content that educates before it sells
• Why understanding your audience builds long-term trust
• How branded links strengthen credibility and increase engagement

Jump into the conversation:
(00:00) Why we wanted to hear from Stephanie
(00:27) Why content is a brand’s best trust-building tool
(01:00) How marketing language can break audience trust
(01:20) What people-first content looks like
(01:40) How helpful content drives stronger relationships
(02:00) The importance of giving value before promoting products
(02:20) Why branded links create trust through transparency
(02:40) How Rebrandly connects content and credibility
(02:47) Closing thoughts from Stephanie Yoder

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 usually peaks in the sales process and drops at kickoff. So, how do you stop the free fall?

In this episode of Straight to Voicemail, Amanda Smith connects with Mason Cosby, CEO of Scrappy ABM. As a founder leading a services business, Mason has seen firsthand where trust breaks down and shares the systems his team uses to close that gap early. From internal handoffs to client comms, this conversation is packed with clarity and practical fixes.

You’ll learn:

• How to introduce your team before the kickoff call
• What sales teams model that delivery teams should adopt
• Why daily client updates make trust easier to maintain

Jump into the conversation:
(00:00) Why we wanted to hear from Mason

(00:45) Meet Mason Cosby and the trust drop-off point

(01:34) Why delivery teams feel like strangers after the sale

(02:12) How Scrappy ABM makes internal team members visible

(02:22) Tactics for keeping trust across the handoff

(02:34) What sales teaches us about expectation setting

(03:09) A simple format for daily client comms

(03:52) The rule Mason uses to reset expectations

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.