The Transaction
Craig Rosenberg & Matt Amundson | B2B Sales & Marketing Experts - Hosts of The Transaction
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.
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.
Episodes
Mentioned books
25 snips
Sep 12, 2024 • 50min
Pitching the Promised Land with Andy Raskin - The Transaction - Ep # 24
Andy Raskin, a renowned figure in the B2B space, dives into the art of impactful sales narratives. He emphasizes the shift from founder-led pitches to creating universal stories that resonate across teams. Andy discusses the importance of CEO involvement in storytelling and how it frames market changes. He shares insights on effective communication, urging leaders to convey the benefits of new approaches and foster a sense of movement rather than just selling products. Rich anecdotes and strategies make this a must-listen for anyone in sales.
Sep 5, 2024 • 56min
Becoming a LinkedIn Master with Alec Paul - The Transaction - Ep # 23
In this discussion, Alec Paul, a LinkedIn strategist and Founder of SalesBrand, shares valuable insights on harnessing LinkedIn for brand building. He emphasizes the power of authenticity and vulnerability in connecting with audiences, encouraging leaders to share personal stories, including failures. Discover how high-quality content outperforms quantity, and learn about the evolving role of video on the platform. Alec also highlights strategies for optimizing profiles and promoting podcasts, making LinkedIn a potent tool for business growth.
Aug 29, 2024 • 56min
Which Metrics ACTUALLY Matter for B2B Marketers with Ray Rike - Ep 22
Ray Rike, a passionate advocate for SaaS operators, joins the hosts to explore the world of metrics. He emphasizes the importance of understanding customer acquisition costs and the need for shared goals between marketing and sales teams. Ray critiques traditional marketing metrics, advocating for a focus beyond just top-of-funnel leads. The discussion also highlights effective benchmarking frameworks and the necessity of analyzing the entire customer journey to drive informed decision-making and improve business efficiency.
11 snips
Aug 22, 2024 • 48min
The New Playbook: Signal Based Selling with Jen Igartua - The Transaction - Ep # 21
Jen Igartua, CEO of GoNimbly, is a multi-talented force in comedy and board game design. In a lively discussion, she unpacks the concept of signal-based selling, emphasizing the integration of diverse data sources to enhance B2B sales strategies. Jen shares her innovative approach to lead scoring and actionable insights for sales teams using algorithms and playbooks. She also explores the evolving roles of SDRs in a data-driven environment and the journey of her board game 'Side Effects,' highlighting its unexpected success.
5 snips
Aug 15, 2024 • 53min
Unlocking Sales Success: Creativity Over Volume with Mark Kosoglow - The Transaction - Ep # 20
Mark Kosoglow, an experienced sales professional and advisor at HockeyStack, shares his innovative sales strategies. He prioritizes creativity over sheer outreach volume, advocating for more meaningful interactions. Mark discusses the evolving landscape of sales, highlighting the importance of a seamless buyer experience amidst fragmentation. He introduces the concept of sales rooms for streamlined communication and emphasizes leveraging tools like Slack and AI to enhance buyer-centric engagement. Ultimately, he calls for a shift towards quality-driven sales approaches.
Aug 8, 2024 • 53min
People Strategy: Hiring, Firing, and Leadership with Dennis Lyandres - The Transaction - Ep # 19
Dennis Lyandres, an advisor at ICONIQ Capital with vast sales and marketing experience, shares his insights on effective leadership and hiring strategies. He emphasizes seeking out candidates who are curious, humble, and growth-oriented. The conversation highlights the vital role of compassionate firing and proactive hiring in scaling businesses. Dennis also discusses the importance of continuous learning and tailored development plans in nurturing strong leaders, as well as the need for maintaining trust within teams for organizational success.
11 snips
Aug 1, 2024 • 47min
Unlocking Strategic Marketing with Sydney Sloan - The Transaction - Ep # 18
Sydney Sloan, former CMO of Drata and newly appointed CMO of G2, shares her expertise on modern marketing strategies. She discusses the evolution from account-based to segment-based marketing, emphasizing data triangulation for better targeting. Clean data and strong branding take center stage, complemented by effective use of digital channels like LinkedIn. Sloan also highlights the growing importance of live events and the necessity of focusing on a few impactful segments rather than spreading efforts too thin. Personal anecdotes add a relatable touch to her insights.
12 snips
Jul 25, 2024 • 54min
Mastering Value and ROI in SaaS with Matt Harney - The Transaction - Ep # 17
Listen to the Founder of Cloud Ratings, Matt Harney, share insights on the importance of ROI in SaaS. Discover how personalized ROI can revolutionize sales strategies. Learn about the impact of AI integration in the software industry and the significance of support quality for customer satisfaction. Find out why security and HR software sectors have higher sales success rates than collaboration tools.
Jul 18, 2024 • 47min
Really Knowing Your Customer with Dave Brock - The Transaction - Ep # 16
Sales expert Dave Brock shares valuable insights on improving sales win rates by prioritizing customer needs, understanding pain points, and engaging in meaningful conversations. He emphasizes the importance of aligning sales approaches with customer problems, using industry-specific language, and guiding buyers through the purchasing process for business success.
20 snips
Jul 11, 2024 • 53min
The Power of Category Design with Kevin Maney - The Transaction - Ep # 15
Renowned author Kevin Maney discusses the importance of category design in businesses, focusing on problem-solving over product features. The conversation explores tech category evolution, the power of unique messaging, and strategies for staying ahead in a competitive market.
