The Transaction

Craig Rosenberg & Matt Amundson | B2B Sales & Marketing Experts - Hosts of The Transaction
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  • 매주 업데이트

Welcome to The Transaction. The #1 Go-To-Market podcast on the planet. Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market. But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles. Whether you're a Chief Revenue Officer leading a B2B SaaS sales and marketing organization, a marketing leader trying to drive bigger outcomes with your demand gen team, or a new sales rep, you'll learn and laugh every episode. From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction. About Your Hosts Craig Rosenberg is the Chief Platform Officer at Scale Venture Partners. He is a seasoned expert in B2B revenue growth, helping SaaS companies transition from founder-led growth to becoming high-growth Go-To-Market machines. Previously, Craig was a Distinguished VP Analyst at Gartner and co-founder of TOPO Inc., a research and advisory firm acquired by Gartner in 2020. Craig thinks Die Hard is a Christmas movie. Matt Amundson is the Chief Marketing Officer of DuploCloud. He is also an advisor for companies such as Sendoso and Salesloft. Prior to DuploCloud, Matt spent time as an Executive In Residence with Scale Venture Partners and led marketing departments at Census, Very Good Security, and Everstring, to name a few. Matt thinks Die Hard 2 is better than Die Hard. The Transaction is produced by Sam Guertin.

  1. Solving the Go-To-Market Skills Crisis in B2B Sales with Chris Orlob, CEO of pclub - Ep 64

    8월 28일

    Solving the Go-To-Market Skills Crisis in B2B Sales with Chris Orlob, CEO of pclub - Ep 64

    B2B sellers and sales leaders find themselves in the midst of an unprecedented Go-To-Market skills crisis at a time when budgets are shrinking and selling is getting harder.Joining the show once again is the inimitable Chris Orlob, CEO at pclub.io, the #1 Skill Transformation Platform for Revenue Teams. Chris joins Co-Hosts Matt Amundson and Craig Rosenberg to dig into where the current sales skills crisis came from, what sales leaders can do to help improve their sales reps’ skill capacity, and why sales reps should start with getting a concrete understanding of a proper discovery process.Plus, Chris discusses why B2B sales leaders should implement a skill transformation loop into how they train their sales teams.Also, Craig addresses an elephant in the room, Matt bemoans the illegality of ‘hacking darts’ in Foster City, and Sam the Producer laughs at Craig. Critical Takeaways Investing only in Sales Process is not enough to help sellers hit their targets, because process only covers what to do. Whereas, Skill capacity doesn't stop at what to do. Skill capacity is what to do, why to do it, and how to do it so that you're building judgment. This way, reps can have audible-ready, rich business conversations that create value for both buyers and customers.When training sales reps on new skills, it’s best to make sure they master one skill before they move on to learning another. This builds skill depth, rather than very shallow skill breadth. Without ensuring competency in one skill before moving on, all you achieve is motion without accomplishment.The first, foundational skill that reps should train on is sales discovery. Having a strong grasp on discovery will help sales reps build stronger additional skillsets. It’s harder to build the other sales skills without having a solid understanding of sales discovery.As companies’ go-to-market motions become increasingly complex, if they don’t address the low skill capacity of their sales team, they incur a growing ‘skill deficit’, which if left unchecked will lead to catastrophic results down the line. Chapters 00:00 - Episode Preview 02:21 - Introducing Chris Orlob, CEO of pclub.io 03:33 - An Instructive B2B Sales Story: How to Interact with Procurement Leaders 08:06 - Craig & The Case of The Bloody-Eyed Business Meeting 12:19 - The State of the B2B Sales Skills Crisis in Go-To-Market Today 25:40 - Discovery is the Fundamental Sales Skills Reps Need to Learn 33:24 - How B2B Companies Should be Approaching Discovery and the Buying Process in Today's Market 44:25 - Why B2B Sales Leaders Need to Implement a Skill Transformation Loop Into Their Teams' Training Join our Newsletter: https://thetransaction.substack.com/ Epic Quotes “We are in an era of a Go-To-Market skills crisis.” - Chris Orlob“Reps and sellers are drowning in technology, but starving for skills and skill capacity.” - Chris Orlob“AI is not the solution to the skill gap.” - Craig Rosenberg“If they can't build a case for me of how they're going to solve my problem, I don't really want to buy it.” - Matt Amundson Connect with Chris LinkedIn: https://www.linkedin.com/in/chrisorlob/ pclub.io Website: https://www.pclub.io/Twitter: https://twitter.com/Chris_Orlob  Shoutouts Chris’s Last Episode on The Transaction: https://thetransactionpod.com/episodes/to-gate-or-not-to-gate-content-with-chris-orlob-the-transaction-ep-005 Scott Albro: https://www.linkedin.com/in/scottalbro/  Paul Rosenberg: https://www.linkedin.com/in/paul-rosenberg-0970421/ Ryan Tibbetts: https://www.linkedin.com/in/ryantibbetts/  Love the show? Give us a shoutout on LinkedIn and tell us what you loved!

    51분
  2. 10x Pipeline Using The New AI-First Go-To-Market Playbook with David Boskovic, CEO & Founder of Flatfile - Ep 63

    8월 18일

    10x Pipeline Using The New AI-First Go-To-Market Playbook with David Boskovic, CEO & Founder of Flatfile - Ep 63

    The old go-to-market playbook is broken, but in this episode we have a B2B SaaS founder who has actually figured out the new GTM playbook to grow in the current market. This SaaS savant is none other than the one and only David Boskovic, the CEO and Founder of Flatfile, which is the AI-powered data migration solution trusted by enterprise customers like ClickUp, HubSpot, Amazon, ADP, and Toast. David joins co-hosts Matt Amundson and Craig Rosenberg to outline how he and the GTM team at Flatfile developed their new AI-first go-to-market strategy, which is handling ten times the capacity of their previous GTM motions. David shares which of the 3 ways AI is being deployed works best, why you need to hire for individual contributors based on a candidate’s tastes, and why every Rev Ops team needs to hire an AI Engineer in order to stay ahead of the curve. Plus, David regales Matt and Craig with potentially the greatest story that’s ever been told on The Transaction, perhaps even better than ‘Maggots on a Plane.’ Also, Craig threatens someone with having to wear a raccoon costume, Matt reveals the secret of what makes Craig great, and Sam the Producer experiments with some AI artwork. Critical Takeaways When segmenting your ICP, segment into micro-verticals of 100–500 accounts, so you can then build tailored value propositions, demos, and collateral for each. AI allows this “luxury” level of personalization, which was once reserved for top accounts, to be applied to all targets. This dramatically improves first-call resonance, increases conversion rates, and differentiates your solution in competitive enterprise sales cycles.AI now allows you to turn things like costly enterprise-grade research into a commodity. Using tools like ChatGPT’s Deep Research or Perplexity you can produce insightful 40+ page market and account reports in hours instead of weeks. Validate quality by testing it with actual prospects. This “luxury” level of diligence, previously reserved for only top-tier accounts, can now be applied to every target at low cost.Having a CRM isn’t good enough. You should use AI to index every past customer/prospect interaction and extract key insights (budgets, pain points, workflows). Make this context instantly available to reps so every future conversation builds on a rich historical foundation.Every RevOps team, regardless of size, needs an AI Engineer to rapidly prototype and operationalize AI tools internally. If you want to remain ahead of the curve, you can’t be beholden to the slow development and innovation of tools from other SaaS companies.Operationalize everything in the company like a product. Treat your revenue org like a software system, debug bottlenecks, design orchestrations, and continuously iterate. The faster your GTM processes can be updated, the faster you can capitalize on new AI capabilities as they emerge.There are three main ways AI is deployed, Automation/Replacement, Augmentation, and Amplification. Amplification gives you the largest potential outcomes. To use the Amplification approach, deconstruct every GTM role into component tasks, give repetitive or low-value ones to AI, and keep humans focused on peaks of expertise like judgment, taste, and relationships. Chapters 00:00 - Episode Preview 01:32 - Introducing David Boskovic, The CEO & Founder of Flatfile 02:49 - The Crazy, Raccoon-Filled Story Behind David Starting His First Company 11:35 - Building an AI-First Go-To-Market Engine Internally from Scratch  15:07 - AI Lets You Do The ‘Unscalable’ At Scale with Quality and Affordability 22:02 - Why Segmenting Prospects into Micro-Verticals Increases Your ABM Strategy’s Effectiveness 33:26 - What it Takes to Spin Up an AI-First GTM Strategy & Why RevOps Teams Need an AI Engineer 39:57 - Where is Software Going & Which of The 3 Ways to Implement AI Works Best 47:12 - Why You Should Be Hiring Individual Contributors Based on Their Judgement 51:34 - Sam Debuts Some Interesting AI Artwork of David Sign up for our Newsletter: https://thetransaction.substack.com/ Epic Quotes It is incredibly hard to be optimistic enough about what’s possible” - David Boskovic“Dream your wildest dreams and see if you can make them happen. And if not, put them on the shelf, not for a year, but for a few weeks.” - David Boskovic“Part of what makes Craig great is his curiosity. He’s a lifetime learner.” - Matt Amundson Connect with David LinkedIn: https://www.linkedin.com/in/dboskovic/ Website: https://flatfile.com/  Shoutouts Rory O'Driscoll: https://www.linkedin.com/in/roryodriscoll/ Scott Albro: https://www.linkedin.com/in/scottalbro/ Endgame: https://www.endgame.io/  Love the show? Give us a shoutout on LinkedIn and tell us what you loved!

    53분
  3. How To Show up in ChatGPT Results & More B2B Marketing Secrets with Sydney Sloan, CMO of G2 - Ep 62

    8월 8일

    How To Show up in ChatGPT Results & More B2B Marketing Secrets with Sydney Sloan, CMO of G2 - Ep 62

    80% of B2B buyers are already using AI in some part of their research process. Yes, you read that correctly, and we’ve got a special, repeat guest on the show to help you understand that shift in buyer behavior, how to capitalize on it, and much more. We are thrilled to welcome back AI and marketing expert Sydney Sloan, the Chief Market Officer of G2, to the program on this episode. Sydney joins Co-Hosts Matt Amundson and special Co-Host Scott Albro to explore how AI is being used by buyers when making purchasing decisions, the transition from SEO (Search Engine Optimization) to GEO (Generative Engine Optimization), and where business opportunities are emerging along the ‘AI Gradient.’ Plus, we get into some super tactical ways to improve your review strategy to increase trust and show up in AI search results. Also, Matt fawns over Cursor once again, Scott asks about tweeting at Founders, and Sam The Producer mercilessly throws Craig squarely under the proverbial bus. Critical Takeaways 80% of buyers now use AI as part of their research process. In order to actually show up in results from an LLM, brands must embrace Generative Engine Optimization (GEO) by creating and optimizing brand content for people and problems, not just keywords.The best way to get more customer reviews is to embed review prompts in-app via tools like Medallia, Pendo, or Qualtrics. This leads to higher volume, verified reviews without incentives. Work with your product team to operationalize in-app review capture.To influence LLM outputs and improve buyer relevance, encourage customers to describe their specific use cases when writing reviews. This increases your company’s discoverability in AI-generated comparisons and rankings.Encourage founders and leaders to engage with reviews and even respond directly, this signals customer obsession and builds brand trust. Ps. you can pipe G2 reviews directly into Slack (Which is what Kyle Porter did at Salesloft).As AI agents become more integrated into your tech stack, you’ll start to feel the emerging need for an “AI architect” role in RevOps. This person would manage prompt engineering, agent workflows, and orchestration across sales, marketing, and customer systems. Chapters 00:00 - Episode Preview 00:48 - Introducing Sydney Sloan, Chief Market Officer at G2 04:15 - The Emerging Go-To-Market Playbook & New B2B Buyer Behavior Study 11:25 - How to Use G2 to Rank Your Brand in ChatGPT Results for Best SaaS Tools  15:11 - What Makes G2 Reviews Stand Out & Why You Should Always Respond to Customer Reviews  18:46 - How Founder-Led Companies are Using Customer Reviews Creatively 21:59 - How Buyers are Using AI Tools In Their Buyer Journey & To Compare Solutions 26:47 - How Generative Engine Optimization Helps Your Brand Show Up in AI Search Results 31:59 - Why Enterprises are Using AI Tools More Than Startups 33:53 - The Meteoric Rise of Cursor & Which Categories or Niches are Ripe for AI Disruption 44:24 - The AI Gradient & Why You Need an AI Architect on Your RevOps Team 50:21 - Throwing Craig Under The Bus For Causing a Technical Issue & Wrapping Up Sign up for our Newsletter: https://thetransaction.substack.com/ Epic Quotes “What we did six months ago is definitely not what we're going to do six months from now.” - Sydney Sloan“If you haven't yet started thinking about how do you show up in the LLMs, you're behind.” - Sydney Sloan“I don't think you can put all of AI generically into the hype cycle. I think you have to look at it by category or use case.” - Scott Albro“People use different language in LLMs than they do in search engines.” - Matt Amundson Connect with Sydney Sloan LinkedIn: https://www.linkedin.com/in/sydsloan/ G2 Website: https://www.g2.com/ G2.ai: https://ai.g2.com/ Putting AI Into Action Roadshow: https://sell.g2.com/ai-in-action-roadshow  Shoutouts Kyle Porter: https://www.linkedin.com/in/kyleporter/ Kyle’s Episode of The Transaction: https://thetransaction.substack.com/p/startup-stunts-and-loving-your-customers Tim Sanders: https://www.linkedin.com/in/sanderssays/ Guillaume CabaneCursor: www.cursor.soQualified: www.qualified.comClay: www.clay.comHubSpot: www.hubspot.com1mind: www.1mind.comSalesloft: www.salesloft.comGong: www.gong.ioIron Mountain: www.ironmountain.comAirbnb: www.airbnb.comWaze: www.waze.comUber: www.uber.comLovable: www.lovable.so Windsurf: www.windsurf.ai Waymo: www.waymo.com  Love the show? Give us a shoutout on LinkedIn and tell us what you loved!

    53분
  4. Building B2B Buyers’ Self-Confidence & Selling WAY More with Brent Adamson - Ep 61

    8월 1일

    Building B2B Buyers’ Self-Confidence & Selling WAY More with Brent Adamson - Ep 61

    Imagine you created a sales process so amazing that it was the only one customers actually enjoyed. Impossible? Today’s guest says no. Returning once again to grace this humble GTM-focused podcast with his immense intellect and immaculate presence is Brent Adamson, the co-author of The Challenger Sale and the upcoming new release, The Frame-Making Sale. Brent is back alongside Co-Hosts Matt Amundson and Craig Rosenberg to share how sellers can help B2B buyers become more confident in their own buying decisions, why “frame making” needs to be part of every seller's mindset, and how to tell powerful, emotionally engaging stories. Also, Craig confronts his own fleeting mortality, Matt says he likes “the big pullout”, and Sam the Producer contributes by swearing. Critical Takeaways Modern B2B buyers are overwhelmed and uncertain. Top-performing reps succeed by helping buyers build self-confidence in their decisions, not by pitching harder or throwing more whitepapers at them.The biggest predictor of successful SaaS deals isn’t objection handling, it’s whether the buyer believes they’re making a good decision. Sales teams should focus on guiding internal alignment and validating the decision process.Stop selling like you’re the expert and start selling like a guide. SaaS buyers want to see and hear what similar companies are doing when in their position. Social proof beats thought leadership when it comes to moving deals forward.Customer indecision is the real killer of your pipeline. B2B Buyers who feel overwhelmed delay action, your job is to make progress feel easy and safe.GTM leaders should train reps to speak with emotional clarity, using language that reflects how buyers feel, not just what they need to know.AI can’t replace human trust in B2B sales. Even as automation takes over task work, the real differentiator in SaaS GTM will be emotional connection and the ability to de-risk complex decisions.Vulnerability builds trust. Whether it’s storytelling, deal coaching, or just acknowledging awkward moments, honesty closes more than clever pitches. Sponsored Segment Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com Chapters 00:00 - Episode Preview 02:05 - Introducing Brent Adamson & Reliving the Maggots on a Plane Story 06:40 - Brent Recounts a Near-Death Experience, Courtesy of United Airlines 12:26 - The Origins of Brent’s Latest B2B Sales Research 16:15 - Why B2B Buyers Want a Rep-Free Buying Process & The Importance of Human Connection in Selling 19:35 - Customer Decision Confidence is the Biggest Factor in Driving High-Quality, Low Regret Deals 26:50 - B2B Sellers Need to Help SaaS Buyers Learn How to Buy Solutions Intelligently 31:26 - Sales Psychology will Play an Even Larger Role in B2B Moving Forward 37:49 - SaaS Sales Reps Need to Become Buying Coaches for their Prospects 41:18 - How to Increase Customers’ Confidence in Their Own Buying Decisions 48:32 - The Key to Telling Compelling, Emotionally Engaging Stories 53:25 - How Addressing the Elephant in the Room, like Bloody Eyeballs, can Create Better Human Connections   Sign up for our Newsletter: https://thetransaction.substack.com/ Epic Quotes “ When things like that make you nervous, uncomfortable, you don't run away from them you have to run right at 'em.” - Brent Adamson Connect with Brent Adamson LinkedIn: https://www.linkedin.com/in/brentadamson The Framemaking Sale: https://a.co/d/iQhqSzq Website: https://www.brentadamson.net/ A to B Insights Website: https://atobinsight.com/  Shoutouts Brent’s Last Episode: https://open.substack.com/pub/thetransaction/p/reframing-b2b-sales-to-drive-buyerCoffee with Brent Adamson & Matt Heinz: https://www.heinzmarketing.com/events/podcast-coffee-with-brent-adamson-matt-heinz/

    57분
  5. AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham - Ep 60

    7월 22일

    AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham - Ep 60

    What if cold calling isn’t dead—but everything we know about it is? From dissecting permission-based openers to dunking on dated tactics, sales experts Justin Michael and Charles Needham make a bold case for why the phone isn’t dead as a sales channel—it’s just misused.  Justin Michael, aka the John Wick of executive coaching, is a longtime B2B seller and sales trainer, as well as the Founder of the Justin Michael Method and co-author of The Cold Call Algo. Along with being Justin’s Co-Author on Cold Call Algo, Charles Needham is a bona fide B2B Sales Badass in his own right, being the Founding Account Executive at TitanX and the Founder of Needham Advisory Group. Joining co-host Matt Amundson for this episode, Charles and Justin dig into the unique benefits of cold calling, the evolving role of Sales Development Reps, and where sales orgs should be trying to implement AI sales tools. Critical Takeaways Encouraging SDRs to see cold calling as a means for intelligence gathering rather than merely scheduling meetings can lead to better insights and long-term relationships.The traditional methods of cold calling, like repetitive sales scripts, are losing effectiveness. Incorporate permission-based openers and insightful questions early in the call to create curiosity and engagement. Leveraging AI to clean and target data can dramatically increase the effectiveness of your outreach strategy. By focusing only on prospects who are likely to answer, teams can improve their connect rates and overall outcomes.Train teams to focus on tonality and pacing during calls. Using neutral, calm tones, can help in calming down the prospect's initial resistance and opening up a more natural conversation. Chapters 00:00 Intro 01:09 Introducing Justin Michael and Charles Needham 02:55 Discussing B2B Sales Strategies and Cold Calling as an effective sales channel 03:37 Justin's B2B Sales Stories and Experiences 08:07 Charles on Modern Sales Challenges for SaaS Startups 13:22 The Emerging Role of AI in B2B Sales Today 17:10 Cold Calling Sales Techniques and Best Practices 30:29 Debating Cold Call Openers 32:53 Unified Theory of Cold Calling for B2B sales 39:03 Mastering Tonality and Rhythm during B2B Sales Calls 56:26 The Future of Cold Calling Sign up for our Newsletter: https://thetransaction.substack.com/ Epic Quotes “Cold calling is a mechanism to survey the market and have conversations, rather than going in there like 8 Mile Eminem style—one shot, one opportunity to book a meeting.” - Charles Needham“Problems are isolating by nature. So if you can show someone that it’s common, they’ll open up more.” - Charles Needham“ People buy emotionally, they justify with logic.” - Justin Michael Connect with Justin Michael LinkedIn: https://www.linkedin.com/in/michaeljustin/ Website: https://www.salesborgs.ai/ Get the Book: https://coldcallalgo.com/  Connect with Charles Needham LinkedIn: https://www.linkedin.com/in/charles-needham/ TitanX Website: https://www.titanx.io/  Shoutouts Kai-Fu Lee: https://www.linkedin.com/in/kaifulee/ AI Superpowers: China, Silicon Valley, and the New World Order by Kai-Fu Lee: https://a.co/d/ex6F2Yz David Dulany: https://www.linkedin.com/in/davidkdulany/ Wyzer.aiMike Bosworth: https://www.linkedin.com/in/mikebosworth/  Love the show? Give us a shoutout on LinkedIn and tell us what you loved!

    1시간
  6. Explosive Growth of AI Startup Cursor 🔥 - The Direct Deposit - Ep 2

    7월 12일 · 보너스

    Explosive Growth of AI Startup Cursor 🔥 - The Direct Deposit - Ep 2

    In the second episode of 'The Direct Deposit,' Matt Amundson and Craig Rosenberg dive into the astonishing growth of Cursor, a startup providing an AI code editor for software developers, that has secured three funding rounds and achieved $500 million ARR in less than a year—all without a traditional marketing strategy. Matt & Craig explore how Cursor's product-led growth go-to-market model and simple SaaS pricing tiers contribute to their success in both raising new funding rounds and recurring revenue. Plus, there's a debate over the relevance of a traditional Go-To-Market team for such early-stage startups creating AI products. We also briefly touch upon Matt's favorite movie, John Carpenter's 'Big Trouble in Little China.' Join the newsletter to get new episodes straight to your inbox! Join here: https://thetransaction.substack.com/ Enjoy this episode? Share it with a friend!Believe it or not, even in the tech-fueled world we live in, the number one way podcasts grow is word of mouth. So, if you learned something, lost your cool at something, or laughed at something from the show, give us a hand by sharing this with someone else who will get that same value from the show, regardless if it's education, entertainment, or outrage-inducing.

    6분
  7. Actually Actionable Advice For Implementing AI with Jake Dunlap - Ep 59

    7월 6일

    Actually Actionable Advice For Implementing AI with Jake Dunlap - Ep 59

    Everyone's talking about how amazing AI can be, but there’s a real dearth of actionable advice on how to actually put generative AI to work for your sales, marketing, customer service, or other go-to-market team. Well, that was until we talked to this week’s incredible guest… Jake Dunlap is truly a thought leader on using AI in B2B go-to-market strategies and is the CEO of Skaled Consulting, a revenue performance agency dedicated to helping B2B companies scale smarter. Jake joins Matt Amundson and Craig Rosenberg to delve into the tactical and practical ways he is implementing AI tools into go-to-market motions and how you can get the benefits of new AI technology. Jake and Matt have both been building some interesting agents and custom GPTs, and they get into how they set them up and how they are using them. Jake discusses why B2B sales leaders need to stop managing by measuring sales rep activity, how to avoid major pitfalls when implementing generative AI tools in your organization, and how to build an efficient and effective outbound strategy today.  Also, Craig shares that both of his cars were stolen straight out of his driveway, Matt remembers the name of a consumer product, and Producer Sam interrupts to ask a question about podcasts. Critical Takeaways Train your sellers to think critically. Don't just provide templates. Teach your sales team how to analyze trends, customize outreach, and add value based on their understanding of the buyer's industry and challenges. Encourage creativity and problem-solving skills.Measure outcomes, not just the activities of your sellers. Shift your focus from tracking the sheer volume of sales activities to measuring meaningful conversations and outcomes. The quality of interactions should take precedence over the quantity.Start using AI to improve bottlenecks that you or your team are facing. While there are myriad amazing things you could do with AI, by focusing on the boring, unsexy things that constrain your revenue team, you’ll actually drive greater outcomes for your team.Sellers, try doing the type of outreach that isn’t massively scalable, but that provides immense value and really sticks out. This is likely going to yield better results than hitting ‘send all’ again. For example, you could use new AI tools like Deep Research and NotebookLM to create customized podcasts and white papers tailored to the specific role and industry needs of a contact at a target account.AI is not a go-to-market strategy in and of itself, nor is it something that can be applied in a blanket fashion across every role or function. Let sellers play to their strengths. For example, some reps are great on video, while others excel on the phone. Don’t force every sales rep into the same volume-driven mold. Focus on outcomes, not activities.Don’t wait for Enablement to hold your hand and train you on using AI. As Jake said, “ sales leaders, executives, listen to me. You have to learn this yourself. You cannot outsource this through rev ops.” Why is that? Because AI is more than just another tech tool, it’s a fundamental shift in problem-solving. Don’t sit around waiting for a playbook—experiment, build, and iterate. Training wheels are for losers… and small children. Chapters 00:00 - Episode Preview 00:36 - The Fast & The Furious: Silicon Valley Drift 07:39 - Two Insightful Examples of How B2B Companies are Using & Operationalizing Gen AI 11:41 - Why B2B Sales Reps Need to Start Using AI for Account Research & How to Get Started with New AI Tools  13:36 - How to Build AI Agents for Each Buyer Persona & How Matt is Using AI as a Chief Marketing Officer 16:08 - The Power of Building Custom AI Agents for Revenue Growth 22:22 - B2B Sales Leaders are Still Getting Stuck on Activity Metrics, When They Should Measure Impact 30:04 - How to Construct a Successful B2B Outbound Strategy in the Current Market 37:01 - How Will Anthropic and OpenAI’s Custom GPTs Integrate with Existing SaaS Tools & Will Gen AI Tools Replace the Go-To-Market Function as We Know It? 42:01 - What Hurdles to Avoid When Implementing AI Tools in Your Company & Why Leaders Need to Stay on Top of AI Advancements Sign up for our Newsletter: https://thetransaction.substack.com/ Epic Quotes “Stop asking the question, ‘What’s our AI go-to-market strategy?’ It’s not the right question.” - Jake Dunlap“The goal are the outcomes, not the activities.” - Jake Dunlap“Outbound never ends. You cannot take a project-based mindset to outbound.”  - Jake Dunlap Connect with Jake Dunlap LinkedIn: https://www.linkedin.com/in/jakedunlap/ Website: https://skaled.com/ The Innovative Seller (Jake’s Book): https://www.jakedunlap.com/the-innovative-seller  Shoutouts Dirty Mike and The Boys: https://youtu.be/1FkK8ZFE7Y0?si=WpJ9miacA2CdLq0u NotebookLM: https://notebooklm.google/ The Goal: A Process of Ongoing Improvement by Eliyahu M. Goldratt & Jeff Cox: https://a.co/d/03F3RE2 Matt Heinz: https://www.linkedin.com/in/mattheinz/ Matt’s Episode of The Transaction: https://open.substack.com/pub/thetransaction/p/how-to-implement-ai-in-your-go-to?r=3iae7z&utm_campaign=post&utm_medium=web&showWelcomeOnShare=false Sydney Sloan: https://www.linkedin.com/in/sydsloan/ Sydney’s Episode of The Transaction: https://open.substack.com/pub/thetransaction/p/unlocking-strategic-marketing-with?r=3iae7z&utm_campaign=post&utm_medium=web&showWelcomeOnShare=false The Club: https://store.winner-intl.com/the-original-club-p2.aspx  Love the show? Give us a shoutout on LinkedIn and tell us what you loved!

    53분
  8. What Made RevFest 2025 Such a Great B2B Event? - The Direct Deposit by The Transaction - Ep 1

    7월 6일 · 보너스

    What Made RevFest 2025 Such a Great B2B Event? - The Direct Deposit by The Transaction - Ep 1

    1. We are testing a new The Transaction product - The Direct Deposit. The idea is to take something that happened that week and one host asks the other host 5 questions. The result is a 5 minute quick hit.2. For this week's Direct Deposit, we cover RevFest. I'll give you the high level: 🐰 Jen Igartua and the Go Nimbly team killed it. Also, I am leading an unauthorized effort to rename it LoveFest 2026 but Matt Amundson keeps killing it. Lesss go!  This is the first edition of The Direct Deposit presented by The Transaction.========================================Subscribe to the Newsletter: https://thetransaction.substack.com/  Follow the Show: - Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ - Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/- Sam's LinkedIn: https://www.linkedin.com/in/sam-guertin/ - The Transaction on LinkedIn: https://www.linkedin.com/company/the-transaction/ - The Transaction Website: https://thetransactionpod.com/  Ways to Tune In: - Spotify: https://open.spotify.com/show/3i3r3WLacRZiSa7dOaOgDz - Apple Podcasts: https://podcasts.apple.com/us/podcast/the-transaction/id1734518309 - YouTube: https://www.youtube.com/@TheTransaction?sub_confirmation=1 - More Options: https://thetransactionpod.com/subscribe

    6분
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Welcome to The Transaction. The #1 Go-To-Market podcast on the planet. Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market. But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles. Whether you're a Chief Revenue Officer leading a B2B SaaS sales and marketing organization, a marketing leader trying to drive bigger outcomes with your demand gen team, or a new sales rep, you'll learn and laugh every episode. From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction. About Your Hosts Craig Rosenberg is the Chief Platform Officer at Scale Venture Partners. He is a seasoned expert in B2B revenue growth, helping SaaS companies transition from founder-led growth to becoming high-growth Go-To-Market machines. Previously, Craig was a Distinguished VP Analyst at Gartner and co-founder of TOPO Inc., a research and advisory firm acquired by Gartner in 2020. Craig thinks Die Hard is a Christmas movie. Matt Amundson is the Chief Marketing Officer of DuploCloud. He is also an advisor for companies such as Sendoso and Salesloft. Prior to DuploCloud, Matt spent time as an Executive In Residence with Scale Venture Partners and led marketing departments at Census, Very Good Security, and Everstring, to name a few. Matt thinks Die Hard 2 is better than Die Hard. The Transaction is produced by Sam Guertin.

정보

  • 제작진
    Craig Rosenberg & Matt Amundson | B2B Sales & Marketing Experts - Hosts of The Transaction
  • 방송 연도
    2024년 - 2025년
  • 에피소드
    68
  • 등급
    무삭제판
  • 저작권
    © The Transaction
  • 웹사이트 보기
    The Transaction

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