Try for free
The Dave Gerhardt Show (from Exit Five)
The Dave Gerhardt Show (from Exit Five)

Demand Gen Plays for the Antisocial Buyer

22 June 2026 50:31 Exit Five

Listen to episode

About this episode

#366 | The B2B buyer has gone antisocial. No form fills, no hand raises, just self-directed research through Google, Reddit, and AI before they ever talk to sales. In this session, you'll hear from three marketing pros about how they built a LinkedIn influencer program that doubled branded search volume, why ungating top-of-funnel content drives more meetings - not fewer, and how to build an LLM visibility page so AI models correctly answer questions about your product. Plus the case for measuring trust in hours of content watched, and much more. Featuring Judy Kimball (Consensus), Hunter Talpas (Tekmetric), and Mason Cosby (Scrappy ABM).

Timestamps

  • (00:00) - - How the B2B funnel has flipped
  • (05:52) - - Why brand is the new demand
  • (08:23) - - Running a LinkedIn influencer program that moves pipeline
  • (13:19) - - Why ungating content drives more meetings, not fewer
  • (15:57) - - Building for AI and LLM visibility
  • (19:00) - - What an LLM visibility page looks like
  • (24:48) - - Using async video to build trust at scale
  • (29:14) - - Why seven hours of content watched beats 28 touch points
  • (36:26) - - How to get leadership to ditch the MQL model
  • (42:00) - - Measuring demand gen by stage of the buyer journey

Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletter

Learn more about Exit Five's private marketing community: https://www.exitfive.com/


***


Brought to you by:


Optimizely - A no-code AI platform where autonomous agents execute marketing work across webpages, email, SEO, and campaigns. Join the next cohort of Opal U, a live 5-day course designed for senior marketing leaders who are ready to ship more with AI, at optimizely.com/exitfive. 


Vector - A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn more at vector.co, and get their new MCP server by clicking here. 


Customer.io - An AI powered customer engagement platform that help marketers turn first-party data into engaging customer experiences across email, SMS, and push. Learn more at customer.io/exitfive.

Join us in Stowe, Vermont for Drive 2026 - three days away from your desk to learn what's working in B2B marketing from the people who are actually doing it. Grab your ticket at exitfive.com/drive.


***


Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.


  • They give you unlimited podcast editing and strategy for your B2B podcast.
  • Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.

Visit hatch.fm to learn more

More AI podcast episodes

Browse all →

Want to find AI jobs?

Join thousands of AI professionals finding their next opportunity

We respect your inbox. Unsubscribe at any time.

© 2026 The Dave Gerhardt Show (from Exit Five). All rights reserved.

Common Questions

Frequently asked questions

Quick answers about how DevFound's AI matching, resumes, and referrals work.

DevFound's AI Copilot ingests your profile, goals, and live job data to deliver curated matches in seconds. Every match includes a resume variant, suggested referrals, and interview prep so you can act immediately. The more feedback you provide, the sharper the Copilot becomes.

AI-led job searches shrink the hours spent sifting through boards and formatting resumes. DevFound pairs automation with your personal outreach, so you reserve energy for interviews and negotiation. Traditional networking still matters, but AI gives you a lift before you even send a message.

Modern AI roles expect comfort with production-grade code, data fluency, and practical ML tooling. The strongest candidates pair deep technical chops with storytelling—translating model impact to product, GTM, and exec partners. Continuous learning keeps you ahead as stacks evolve.

DevFound rewards active seekers. Keep your profile fresh, respond to match quality prompts, and enable alerts so you never miss a role. The AI prioritizes companies and teams that align with your feedback, accelerating both introductions and interview invites.

High-density tech hubs continue to host the deepest AI talent pools, yet distributed teams are catching up fast. Use DevFound filters to hone in on onsite, hybrid, or fully remote roles and watch openings expand across time zones.

DevFound aggregates thousands of remote AI openings and flags the nuances—core hours, async culture, and visa needs—up front. The Copilot also recommends how to position your distributed work experience so hiring managers know you can thrive on a remote team.

Still have questions?

Contact Support