Ian sits down with Mike Manheimer, Chief Customer Officer at Postscript, to unpack how brands turn SMS into a revenue engine. Mike shares why Black Friday and Cyber Monday expose marketers who under-communicate, how Postscript aligns marketing and customer success under one leader, and why incrementality is the only metric that matters in e-commerce.

Key Takeaways:

· Under-communication kills revenue. During high-intent moments, hesitation leaves dollars on the table.
· E-commerce buyers care about one thing: making more money. Marketing strategy must tie directly to incremental revenue.
· Community drives pipeline. The fastest way into tight-knit markets is by creating spaces for customers to connect.
· B2B marketers are too risk-averse. Owned data and bold experimentation win.
· AI will redefine marketing. Don’t just buy tools — start building.

Episode Timestamps:

*(06:40) Black Friday mistakes: Why brands under-message at the worst time
*(17:09) Trust Tree: What Postscript does and how the buying process really works in e-commerce
*(46:22) The Playbook: Community-led pipeline and customer advisory boards

Sponsor:
Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.

Links:

· Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/
· Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikemanheimer/
· Learn more about Postscript: https://www.linkedin.com/company/postscriptio/
· Learn more about Caspian Studios: https://www.linkedin.com/company/caspian-studios/about/

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