The Transaction

Today Craig and Matt welcome guest Andy Raskin, a renowned figure in the B2B space. The discussion revolves around the importance of creating impactful sales narratives. They discuss the structure and strategy behind compelling sales decks, leaning on examples like the famous Zuora deck. Andy shares insights on transitioning from founder-led sales pitches to scalable narratives and emphasizes the significance of CEO involvement in crafting these stories. The conversation also explores how narratives can frame market changes and embody a movement, making them more relatable and engaging for diverse audiences. 

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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 a deep dive into actionable strategies that can transform LinkedIn into a powerful tool for business growth.

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In this episode of The Transaction, Matt Amundsen and Craig Rosenberg are joined by Ray Rike 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 making informed business decisions. The conversation also explores the significance of shared goals among go-to-market teams and the need for a detailed analysis of the sales funnel. The episode wraps up with actionable...

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 sales teams. She emphasizes the importance of integrating data from diverse sources and creating systems in Salesforce to optimize outcomes. Th...

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 explores the effectiveness and potential drawbacks of digital sales rooms and inbound-led outbound strategies, concluding with a reflection on the importance of helping...

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 firing practices, leadership development, and leveraging unique people strategies. They stress the need for purposeful learning and personalized development plans to foster great leaders and...

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 optimizing digital channels. Sydney emphasizes the necessity of clean data, strong branding, and a focused organic LinkedIn strategy. Listen now to hear her personal insights and he...

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 fascinating insights into the world of software research analysis.

Takeaways:

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, and the importance of business acumen. He also shares multiple inspiring and informative stories from his many years of experience. Tune in for in...

In this engaging episode of The Transaction, hosts Matt Amundsen 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 messaging, and practical strategies for standing out in a crowded market. Whether you’re an entrepreneur, marketer, or business leader, this episode is packed w...