Modern Prospecting Stop Chasing ROI, Start Banking Time: AI’s Real GTM Value
Oct 21, 2025
45:26
Welcome to another episode of Modern Prospecting! Host Andre Yee engages in a compelling conversation with Craig Rosenberg, a distinguished go-to-market expert. Craig's career has traversed sales, consulting, and venture capital, making him a seasoned guide in the tech industry. As the co-founder of Topo, a renowned sales consultancy acquired by Gartner, and now a leader at Scale Venture Partners, he helps startups navigate the dynamic tech landscape.
In this episode, Craig reflects on his unique career trajectory, sharing insights into the optimism that fuels startups and what he has learned from the venture capital world. The discussion delves into the integration of AI in sales and marketing, highlighting unexpected findings on productivity gains and examining the effects of technology on go-to-market teams. Craig also offers a glimpse into the future of sales roles and how organizations are adapting to the AI revolution, emphasizing the enduring importance of hope and human creativity.
This episode promises valuable takeaways for founders, sales professionals, and tech enthusiasts alike, offering practical advice and a new perspective on thriving in the evolving world of prospecting.
Chapters:
00:00 - Introduction
00:13 - "Sales Development Journey Reflection"
06:12 - Hope Fuels Happiness
10:02 - AI Adoption in SaaS Companies
11:40 - "AI Adoption with Rev Ops"
14:28 - "AI ROI: Functional Impact Insights"
18:13 - "Measuring ROI Through Productivity"
21:56 - AI's Role in Productivity Improvement
26:12 - "AI Power in Outreach Strategies"
28:42 - AI-Assisted Outreach with Human Touch
33:31 - "Business Acumen and Value Building"
37:12 - "Go-to-Market Transformation Insights"
37:50 - "AI's Impact on Market Teams"
41:58 - Exploring Fun and Relaxation
44:14 - "Embrace Failure, Keep Going"
45:14 - Outro
Quotes:
"Hope is a powerful force—chasing something amazing fuels unstoppable energy."- Craig Rosenberg
"Innovation inspires hope, not just for you, but for your customers too."- Andre Yee
Key Takeaways:
The Power of Hope in Startups
AI Adoption Is Real—and Rapid
Productivity Gains Trump Immediate ROI
The Future of Human-Centric Selling
GTM Engineering: The Next Frontier
Success Is About Learning, Resilience, and Action
Above All: Share Knowledge Generously
Connect with Craig Rosenberg
LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Website: https://www.scalevp.com/
Connect with the Host Andre Yee:
Website: http://tiga.ai/
In this episode, Craig reflects on his unique career trajectory, sharing insights into the optimism that fuels startups and what he has learned from the venture capital world. The discussion delves into the integration of AI in sales and marketing, highlighting unexpected findings on productivity gains and examining the effects of technology on go-to-market teams. Craig also offers a glimpse into the future of sales roles and how organizations are adapting to the AI revolution, emphasizing the enduring importance of hope and human creativity.
This episode promises valuable takeaways for founders, sales professionals, and tech enthusiasts alike, offering practical advice and a new perspective on thriving in the evolving world of prospecting.
Chapters:
00:00 - Introduction
00:13 - "Sales Development Journey Reflection"
06:12 - Hope Fuels Happiness
10:02 - AI Adoption in SaaS Companies
11:40 - "AI Adoption with Rev Ops"
14:28 - "AI ROI: Functional Impact Insights"
18:13 - "Measuring ROI Through Productivity"
21:56 - AI's Role in Productivity Improvement
26:12 - "AI Power in Outreach Strategies"
28:42 - AI-Assisted Outreach with Human Touch
33:31 - "Business Acumen and Value Building"
37:12 - "Go-to-Market Transformation Insights"
37:50 - "AI's Impact on Market Teams"
41:58 - Exploring Fun and Relaxation
44:14 - "Embrace Failure, Keep Going"
45:14 - Outro
Quotes:
"Hope is a powerful force—chasing something amazing fuels unstoppable energy."- Craig Rosenberg
"Innovation inspires hope, not just for you, but for your customers too."- Andre Yee
Key Takeaways:
The Power of Hope in Startups
AI Adoption Is Real—and Rapid
Productivity Gains Trump Immediate ROI
The Future of Human-Centric Selling
GTM Engineering: The Next Frontier
Success Is About Learning, Resilience, and Action
Above All: Share Knowledge Generously
Connect with Craig Rosenberg
LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Website: https://www.scalevp.com/
Connect with the Host Andre Yee:
Website: http://tiga.ai/