2026-05-19
Most brand ambassadors get treated like event staff. Rae Russell makes the case that field marketing is a sales job. She runs a system to prove it. Rae is a Customer Success Manager at PAX in Massachusetts. She spent ten years in Verizon retail. Then she worked dispensary floors as a budtender. Now she runs a region of accounts, drops in, and runs pop-ups. She and Jason Reposa get into what makes a brand ambassador who sells. They cover how to measure a pop-up, when an activation wastes money, and why good people quit. They also cover the part nobody warns you about: safety in the field. If you hire field marketers or work the floor yourself, this is the playbook. Chapters below. 01:34 Why the Brand Ambassador Title Is Broken 05:19 What Makes a Good Brand Ambassador 09:46 How to Measure Customer Success 14:27 Running a Region: Routes and Pop-Ups 21:26 What Makes a Store Worth Your Time 26:51 Horror Stories and Physical Safety 31:26 Measuring ROI on a Small Category 38:36 Why Brand Ambassadors Quit 46:40 Advice: Be Proactive 57:01 Same Team: The No Repeal Fight Key takeaways: Field marketing is a sales function. Measure it with the same numbers you use for sales. A pop-up only works if the store has stock. Confirm the order before you schedule the visit. Silence from an account is a signal. If you have not heard anything, a step is breaking. Guest: Rae Russell, Customer Success Manager, PAX LinkedIn: https://www.linkedin.com/in/rae-russell PAX: https://www.pax.com High Functioning Podcast: https://highfunctioning.show 21+ where legal. Nothing for sale.