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Revenue Over Random

What happens when marketing lives in an ivory tower and sales is left to improvise in the field? In this episode of The Unscripted Leader, I sit down with Jennifer Zick, Founder and CEO of Authentic, to unpack the real work behind building a unified revenue organization. We dive into the evolution of the fractional CMO model, the difference between “little m” and “big M” marketing, and why sales and marketing alignment is the connective tissue every growth company needs. Jennifer shares how values-driven leadership, humility, and strategic marketing orchestration can eliminate “random acts of marketing” and build sustainable, profitable growth. If you’re a CEO, sales leader, or marketing executive looking to create true revenue alignment, this episode is for you. Guest Introduction: Jennifer Zick is the Founder and CEO of Authentic, a fractional CMO firm helping growth companies move beyond random acts of marketing and build strategic revenue engines. She serves on multiple boards, has been recognized by the Minneapolis–St. Paul Business Journal and Enterprising Women, and leads one of the fastest-growing private companies in America. Jennifer brings both sales and marketing perspective to the revenue conversation. Key Takeaways:  Sales and marketing alignment isn’t optional — it’s the connective tissue of a healthy revenue organization. “Little m” marketing supports sales; “Big M” marketing drives the entire customer experience and revenue flywheel. Fractional leadership isn’t a temporary fix — it can be a long-term strategic advantage. Marketing must move beyond random acts and become an orchestrated operating system. True alignment requires empowered leadership seats that can handle healthy friction and real-time feedback. Humility and confidence must coexist in modern marketing leadership. Chapter Markers:  0:00 Intro 1:05 Welcome & Jennifer Zick Introduction 3:05 The Origin of Authentic & Values-Driven Leadership 7:30 Hiring, Clients, and Values Alignment 10:00 From Random Acts of Marketing to Fractional CMO 14:10 The Evolution of Fractional Leadership 19:40 Big M vs. Little m Marketing 24:20 Sales & Marketing Alignment and Revenue Teams 28:00 The “Connective Tissue” Breakdown 31:20 Speaking Truth as a Fractional Leader 34:15 Leadership Growth, EQ, and Self-Awareness 39:00 Women in Business & What’s Next for Authentic 43:10 Closing Thoughts Keywords: Steve Margerin, Jennifer Zick, The Unscripted Leader, Authentic Brand, fractional CMO, sales and marketing alignment, revenue organization, Big M marketing, little m marketing, random acts of marketing, revenue growth strategy, fractional leadership, business leadership podcast, marketing strategy, customer experience