Raj Kapur on Bridging Sales and Marketing for Success (AUDIO)

Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

Guest Introduction: I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

Key Takeaways: Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag. Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results. Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused. Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter. Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

Chapter Markers: 0:00 - Intro 1:00 - Guest Introduction 3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin 15:41 - Success Story: Transforming a Home Services Company 18:01 - Differentiating And Marketing in a Crowded Market 22:48 - Sales and Marketing Alignment: Keys to Success 26:10 - When Sales, Not Marketing, Is the Answer 29:56 - Raj’s Vision for Small Business Strategy 33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower 37:12 - Closing

Keywords: John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing