In this episode, Matt and Craig delve into the evolving landscape of LinkedIn as a key platform for B2B thought leadership and brand building with the insights of Alec Paul, a LinkedIn strategist and Founder of SalesBrand. Alec discusses the significance of authenticity, audience engagement, and the potential of LinkedIn video. The conversation also covers the limitations and strategies for optimizing LinkedIn profiles, promoting podcasts, and understanding LinkedIn's algorithm. This episode is ...
Sep 05, 2024•56 min•Season 1Ep. 23
In this episode of The Transaction, Hosts Matt Amundson and Craig Rosenberg are joined by Ray Rike, the Founder and CEO of BenchmarkIt and the Co-Host of SaaS Talk, to delve into the world of metrics. Ray shares his passion for allowing SaaS operators to make metric-informed and benchmark-validated decisions by looking at metrics across the entire customer journey. He highlights key metrics such as CAC ratio, inbound hand raisers, and expansion CAC ratio, emphasizing their crucial roles in makin...
Aug 29, 2024•56 min•Season 1Ep. 22
The Transaction’s guest today is one of many talents. Jen Igartua, who is not only the CEO of GoNimbly but also a side hustler in both comedy and board game designing, provides her insights on the sales and marketing world today. The conversation covers transforming B2B sales strategies using signal-based selling and PLG (Product-Led Growth) insights. Jen shares her innovative approach of using algorithmic scoring and playbooks to refine lead scoring and offering specific actionable insights for...
Aug 22, 2024•48 min•Season 1Ep. 21
Today Mark Kosoglow, an experienced sales professional and an advisor at HockeyStack, discusses with Craig and Matt his insightful perspectives on sales strategies. He emphasizes the importance of creativity over sheer volume in outreach and the challenges posed by current sales practices. Mark highlights his approach to sales from his time at Outreach, underscoring the significance of business acumen, the use of relevant buyer experiences, and the concept of a 'buyer room.' The discussion also ...
Aug 15, 2024•53 min•Season 1Ep. 20
This episode brings on Dennis Lyandres as the guest. He is currently an advisor at ICONIQ Capital and has many years of sales, marketing, and strategy experience. Along with Craig and Matt, Dennis discusses effective leadership techniques and the importance of relentless learning in the sales and marketing world. He emphasizes the importance of hiring curious, humble, and growth-oriented individuals. The conversation covers critical aspects of scaling a business, such as proactive hiring and fir...
Aug 08, 2024•53 min•Season 1Ep. 19
Today’s episode welcomes Sydney Sloan, former CMO of Drata and newest CMO of G2, to sit down with Craig and Matt to give strong insights on the evolving strategies being used in marketing. Sydney discusses the shift from account-based to segment-based strategies, and elaborates on how triangulation of data points can enhance targeting and campaign effectiveness. The discussion also covers practical approaches centered on data-backed decision-making, the importance of regular updates, and optimiz...
Aug 01, 2024•47 min•Season 1Ep. 18
Today’s episode showcases Craig and Matt as they hear powerful insights from the Founder of Cloud Ratings, Matt Harney, as he discusses the importance of ROI and value selling within the software industry. The conversation begins with a discussion on the underutilization of ROI calculators by software companies, emphasizing how personalized ROI can be a game-changer for sales. This episode also highlights AI potential and how that might look in the future. Listen to hear Matt Harney’s fascinatin...
Jul 25, 2024•54 min•Season 1Ep. 17
In today’s episode of The Transaction, hosts Craig and Matt sit down to talk with sales expert Dave Brock. Dave is a well-established sales consultant, the founder and CEO of Partners in EXCELLENCE, and the author of “Sales Manager Survival Guide”. They discuss the pivotal changes required in the sales approach, focusing on customer engagement, win rates, and efficient prospecting methods. Dave shares his insights on getting involved earlier in the buying cycle, understanding customer problems, ...
Jul 18, 2024•47 min•Season 1Ep. 16
In this engaging episode of The Transaction, hosts Matt Amundson and Craig Rosenberg welcome Kevin Maney, renowned author of “Play Bigger” and expert in category design. Kevin shares his insights on the importance of creating a unique market category, how to effectively communicate a company’s value, and why businesses need to focus on solving specific problems rather than just showcasing their products. The conversation delves into the evolution of tech categories, the role of innovative messag...
Jul 11, 2024•53 min•Season 1Ep. 15
In this episode of The Transaction, Matt Amundson and Craig Rosenberg are joined by Alastair Woolcock, a renowned expert in sales tech and AI. Together, they explore the current trends and future disruptions in sales technology, the importance of user experience, and the concept of signal-based selling. Alistair shares his insights on how enterprise buyers are adapting to new technologies and the vital role of data in driving sales and marketing strategies. Tune in for a deep dive into the futur...
Jun 26, 2024•46 min•Season 1Ep. 14
In this episode of The Transaction , Co-Hosts Matt Amundson and Craig Rosenberg chat with Adam Robinson, founder of a $20 million ARR bootstrapped SaaS company. Adam shares his journey of leveraging LinkedIn for marketing, discussing the power of personal branding and asymmetrical marketing in today’s competitive business environment. He offers insights on content creation, audience engagement, and the future of sales strategies. Takeaways • Personal branding on LinkedIn can significantly impact...
Jun 19, 2024•53 min•Season 1Ep. 13
In this episode of The Transaction , Co-Hosts Matt Amundson and Craig Rosenberg sit down with Becc Holland, a sales expert known for her innovative approaches to diagnosing and solving sales challenges. They delve into the nuances of effective sales strategies, emphasizing the importance of proper diagnosis over traditional sales tactics. Becc shares her insights on understanding buyer metrics, discovering hidden problems, and delivering real value. Takeaways Effective selling is about diagnosin...
Jun 08, 2024•46 min•Season 1Ep. 12
In this episode of The Transaction, Co-Hosts Matt Amundson and Craig Rosenberg sit down with John-Henry Scherck, a strategic marketing expert with a knack for bold, game-changing moves. Together, they dive into the evolving landscape of content marketing and the importance of taking risks for big wins. John shares his insights on why dipping your toes in the water just won't cut it anymore and how significant investments and bold strategies lead to remarkable results. Takeaways: Small, iterative...
May 30, 2024•52 min•Season 1Ep. 11
In this insightful episode of The Transaction, Craig Rosenberg and Matt Amundson are joined by Matt Dixon, renowned author and sales expert, to delve into the complexities of sales indecision. Matt Dixon shares profound insights from his book, The Jolt Effect, and discusses the significant challenges salespeople face today. He breaks down his innovative strategies for overcoming customer indecision, offering practical advice on how to navigate the nuanced sales landscape. Tune in for a mastercla...
May 23, 2024•55 min•Season 1Ep. 10
As a GTM leader, you’re probably working every day to improve your playbook and you’re not alone. If improving your sales motions is a serious priority, you should probably check out this episode. Doug Landis is the CEO of DL Advisory and both a renowned sales professional and storyteller. Doug joins Co-Hosts Craig Rosenberg and Matt Amundson for a B2B sales and messaging masterclass, including an explainer of his Hypothesis Selling methodology. Doug dives into why outbound sales motions have be...
May 09, 2024•48 min•Season 1Ep. 9
Please welcome a phenomenal sales thought leader that is bringing some much-needed fresh ideas to the world of B2B sales. Ashley Welch is the Co-Founder of Somersault Innovation and the author of Naked Sales . Ashley joins hosts Craig Rosenberg and Matt Amundson to discuss the core idea of “Selling by Design”, how to craft a collaborative co-creating process with your buyers, and why you need to know how to navigate your customer’s customer map. Also, Craig gives an update on his son’s Instagram...
May 02, 2024•58 min•Season 1Ep. 8
Our special guest today is a three-time CMO and seasoned veteran in the customer experience and SalesTech world who offers CX and sales software companies a wealth of expertise that he has accumulated over several decades. Nicolas de Kouchkovsky is a Fractional Chief Marketing Officer & Industry Analyst at CaCube Consulting. Nicolas joins Hosts Craig Rosenberg and Matt Amundson to discuss the transition from traditional methods to Signal-based Selling and the urgent need for precision and re...
Apr 25, 2024•52 min•Season 1Ep. 7
To help you wrap your head around the rapidly evolving technological landscape as a revenue leader, we have a very special guest today. Mary Shea is the former Principal Analyst at Forrester and is currently advising and coaching multiple high-growth companies. Mary joins Hosts Craig Rosenberg and Matt Amundson to discuss the technology-enabled future of B2B sales organizations, which stages of the funnel should be automated first, and understanding “Signal-based Selling.” Also, Craig relishes g...
Apr 18, 2024•51 min•Season 1Ep. 6
Joining Craig Rosenberg and Matt Amundson in Episode 5 is special guest Chris Orlob, the Co-Founder & CEO of pclub.io. Many of you probably know about Chris or his awesome work early on at Gong which helped the company reach hockey stick level growth. Chris shares his “unqualified” thoughts on when to gate content, how to get deals done on demo calls, and what prime sales prospecting outreach should look and feel like. Also, Craig compares himself to a cartoon image on a coffee mug and Matt ...
Apr 11, 2024•57 min•Season 1Ep. 5
Joining Hosts Craig Rosenberg and Matt Amundson is John Barrows, the CEO of JB Sales and Author of I Want To Be In Sales When I Grow Up . John outlines what led to the current poor performance amongst sales reps and what leaders can do about it to increase performance today and in the long run. They also get into why buyers dread demos, whether marketers should control all of the messaging from sales, and how smart sellers will approach incorporating AI into their workflows. Also, Craig tells a ...
Apr 04, 2024•55 min•Season 1Ep. 4
Today’s episode is a real treat because we have multiple amazing guests joining Craig Rosenberg and Matt Amundson for a deep dive into the state of MarTech today and how to think about generative AI within the larger AI conversation. Scott Brinker & Esteban Kolsky are two of the foremost thinkers and analysts in the B2B world and are here together to volley high-value concepts and insights. Scott, Esteban, and Craig dissect the challenges and potentials of generative AI (Gen AI), the prolife...
Mar 28, 2024•59 min•Season 1Ep. 3
Welcome back to The Transaction! In our second episode, you’ll hear from a truly classic Founder who is full of marketing ideas that are disrupting the status quo of B2B marketing. Mac Reddin is the Founder and El Rey de Dinos at Commsor, the company behind both Matcha and Bronto. Mac joins co-hosts Craig Rosenberg and Matt Amundson to save go-to-market teams from the 99% of what they do that is wrong or misguided. Mac dives into his Vibe-First Marketing approach, how a few hundred chicken wings...
Mar 21, 2024•50 min•Season 1Ep. 2
Welcome to the first full episode of The Transaction ! We’re kicking things off right with an amazing guest who is known for her time as President and COO of Gong, and as Executive Vice President, Sales at Tableau. Kelly Breslin Wright is now the Founder of Culture Driven Sales and an Adjunct professor at the University of Washington. Kelly joins Host Craig Rosenberg for a fantastic conversation about the shift from traditional sales methods towards a 'Culture Driven Sales' approach, how a compa...
Mar 14, 2024•1 hr 1 min•Season 1Ep. 1
Welcome to The Transaction! This is just a taste of what you can expect from the first four episodes of the show. First Episode drops 3/14 Learn more at https://thetransactionpod.com/ Follow The Show! Social Media: ~LinkedIn: https://www.linkedin.com/company/the-transaction/ ~Substack: https://thetransaction.substack.com/ =============================================== Podcast Players: ~YouTube: https://www.youtube.com/@TheTransaction?sub_confirmation=1 ~Apple Podcasts: https://podcasts.apple.co...
Mar 14, 2024•8 min
Welcome to The Transaction. 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. Hosted by Craig Rosenberg and Matt Amundson. Presented by Ringmaster Conversational Marketing, the go-to branded podcast team. To discover how your company can leverage B2B podcasts to deliver outsized ROI, visit ringmaster.com.
Mar 05, 2024•27 sec
