Aligning marketing, sales and CS with Janet Jaiswal.
In this episode, Maeva Cifuentes sits down with Janet Jaiswal, chief marketing officer at Blueshift and long-time marketing advisor.
CMO, Blueshift
Maeva CifuentesHost, Founder and CEO of Flying Cat
In this episode, Maeva Cifuentes sits down with Janet Jaiswal, chief marketing officer at Blueshift and long-time marketing advisor. Janet unpacks why her team now owns 90 percent of pipeline, how she killed the vanity of MQLs in favour of BANT-qualified “stage 1” leads, and what it really takes to align marketing, sales and CS around the same revenue target. She explains the hidden CRM and training work that comes with that shift, the dangers of chasing efficiency before effectiveness, and why AI-powered search is rewriting the SEO rulebook. Janet also shares practical steps for surfacing in LLM results—from tweaking robots.txt to publishing Q&A-style content—and reveals how Blueshift is already closing deals that start with ChatGPT queries.
“If a strategy is not effective, pacing up the efficiency level will make the system more ineffective. You’re in the wrong direction and you’re just getting there faster.”Janet Jaiswal
What leaders can take from Janet
- 1Marketing’s new revenue mandateJanet shows how shifting to stage-1 leads put marketing in charge of 90 percent of pipeline.
- 2Redefining lead scoringDitching MQL vanity metrics forces tighter CRM hygiene and sales-driven training for higher conversion.
- 3LLM search playbookJanet details robots.txt tweaks, llms.txt and q&a content to surface in ChatGPT results.
- 4Relevance over authorityAI search levels the field so smaller brands win by publishing proprietary data and earning citations.
- 5Full-funnel alignmentEmbedding marketing in sales and cs breaks the hamster wheel and protects cmos from short tenures.
