The Transaction

If people are the ones buying software, then it’s probably important that your brand appeals to those people. Fresh off a successful Dreamforce, Mini Peiris, the Chief Market Officer of Nintex, joins co-hosts Craig Rosenberg and Matt Amundson for an examination of how a brand should make buyers feel about themselves, the problems they face, and the solution provided. Mini also gets into when is th...

What would you say if your CEO told you they wanted to speak with 100 customers in 100 days? That’s exactly what our guest, David Politis, did and he still thinks it’s one of the best things he’s done in his career. David, the Founder and Executive Chairman of BetterCloud and Host of Not Another CEO Podcast , joins co-hosts Craig Rosenberg and Matt Amundson for a must-listen episode for founders,...

How do you steal the spotlight from Marc Benioff at Dreamforce? By hiring a Benioff impersonator. Yes, Kyle Porter and the Salesloft team ACTUALLY did that. But they didn’t stop there… Joining co-hosts Matt Amundson and Craig Rosenberg to chat about the amazing stunts pulled in the early days of Salesloft and how to build a healthy company culture is Kyle Porter himself, the Founder and Board Chai...

What does a sales opportunity mean to you? Would the rest of your company give the same answer? Probably not. But not to fear, GTM leader, because Tricia Gellman, the Chief Marketing Officer of Box joins hosts Matt Amundson and Craig Rosenberg to explain how to fix the cracks between sales and marketing in B2B. Tricia outlines the importance of having shared goals across B2B sales and marketing te...

Wow, Season Two is kicking off strong with this incredible episode with Dave Gerhardt, an astonishing marketer and the Founder & CEO of Exit Five. Dave joins Craig Rosenberg and Matt Amundson to share how he approaches using AI for B2B marketing, why LinkedIn influencers present a huge opportunity for B2B brands, and the outsized impact that building a strong Founder Brand can have for startup...

Today Matt and Craig open the floodgates to actionable marketing insights with seasoned guest, Carlos Hidalgo Co-Founder and CEO of Digital Exhaust. The episode focuses on the landscape of marketing, shedding light on the challenges and missteps related to AI, new technologies, and the tendency to chase after shiny objects. It examines the struggles CMOs face in balancing short-term demands with l...

In this episode, Matt and Craig welcome Jon Miller, Co-Founder of both Marketo and Engagio, who discusses the evolution of B2B marketing and sales strategies. They critique traditional methodologies like MQLs and programmatic email marketing, stressing the need for creativity and relationship-building. Key themes from this episode include the significance of content quality over quantity, customer...

In this episode, Matt and Craig explore the role of advisors in driving B2B business growth with Carilu Dietrich, an ex-CMO and current hypergrowth advisor to CEOs and CMOs. Carilu shares her insights on the importance of having a skilled team of advisors to support executives, highlighting the need for different types of advisors at various growth stages. The discussion also delves into the nuanc...

In this episode, Craig and Matt host Dan Gottlieb, Vice President Analyst at Gartner. They discuss sales strategies, highlighting the need for modern sales organizations to rethink their talent strategies, simplify sales processes, and intelligently apply technology. Dan shares insights from Gartner research on the competencies of high-performing sales reps and the importance of adaptability, tact...

In today’s episode, Matt and Craig are joined by AJ Gandhi, Chief Growth Officer at Marlin Equity. The discussion is an in-depth exploration of go-to-market (GTM) strategies. They cover the importance of core selling skills, the impact of over-reliant sales enablement tools, and the undervalued power of creative marketing. AJ emphasizes the critical role of coherent, cross-functional collaboration...

In this episode of 'The Transaction,' Matt and Craig are joined by John Common, CEO of Intelligent Demand, to discuss various aspects of B2B growth strategy. The conversation focuses on the importance of different go-to-market motions, ICP targeting, and the implementation of cross-functional alignment. John stresses moving beyond tactical focus to strategic integration, operationalizing alignment...

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...

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 optimi...

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 a...

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 al...

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 ac...

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 individua...

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 practica...

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 hi...

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 sh...

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 pr...

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...

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, an...

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, di...

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...