GTM Unfiltered Transistor (https://transistor.fm) https://feeds.transistor.fm/gtm-unfiltered GTM Unfiltered, a podcast featuring Go-To-Market veterans Judd Borakove and Deanna Ransom, is the best way to learn the latest and greatest in GTM and growth strategy – with fun, hilarious, insightful, and…unfiltered conversations. No scripts. No canned questions. Authentic conversations and as a result, a solid laugh and something new you can put to work right away. Ringmaster 70fc37e1-6dda-5ad5-b3e0-dff4572b0798 no Judd Borakove Sam Guertin Deanna Ransom en Wed, 23 Jul 2025 10:36:19 -0400 Tue, 02 Dec 2025 21:26:11 -0500 https://gtmunfiltered.com https://img.transistor.fm/JGxTQNH5wJtTcUQHiDrprbjcTFhiL-KFZvKlOQ1ZDpI/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82YzVk/OGUzMzhjYzJkNzIy/OTM3Y2RiNGE5MjBj/MmQ4ZS5wbmc.jpg GTM Unfiltered https://gtmunfiltered.com episodic Judd Borakove & Deanna Ransom GTM Unfiltered, a podcast featuring Go-To-Market veterans Judd Borakove and Deanna Ransom, is the best way to learn the latest and greatest in GTM and growth strategy – with fun, hilarious, insightful, and…unfiltered conversations. No scripts. No canned questions. Authentic conversations and as a result, a solid laugh and something new you can put to work right away. GTM Unfiltered, a podcast featuring Go-To-Market veterans Judd Borakove and Deanna Ransom, is the best way to learn the latest and greatest in GTM and growth strategy – with fun, hilarious, insightful, and…unfiltered conversations. Business, GTM, Go-To-Market, gtm strategy Ringmaster gtmunfiltered@ringmaster.com No Yes How To Survive As A StartUp Founder - David Politis - GTM Unfiltered - Episode # 018 18 18 How To Survive As A StartUp Founder - David Politis - GTM Unfiltered - Episode # 018 full 0ac5fa7a-05d0-4ed6-8789-b4ab7e2407f7 https://www.gtmunfiltered.com/episodes/how-to-survive-as-a-startup-founder-david-politis-gtm-unfiltered-episode-018 There’s a lot going on when you’re the Founder of a startup, so how do you keep yourself from going insane? Lucky for you, we’ve brought on someone who has not only survived founding multiple startups but has been able to thrive. Our special guest is David Politis, the Founder and Executive Chairman of BetterCloud. David joins Craig Rosenberg in the first half of the episode to share the most important advice from the 63-page paper he published titled, The StartUp Founder Survival Guide. In the second half of the episode (34:49), Judd Borakove and Matt Amundson hop on with Craig to dig into an awesome LinkedIn post from Jon Miller that’s all about how the new B2B Growth playbook differs from the old. Your favorite three hosts discuss innovative ways of investing in brand, which types of companies should build their own communities, and how to approach the “anonymous” portions of the buyer journey.


Also, Craig admits his technological limitations, Judd starts out of order, and Matt shares a UPS Corner update.


Chapters:

  • 00:00 - Introducing Special Guest David Politis
  • 04:40 - Don’t Get Derailed by a Whale
  • 08:34 - Narrow in on Your ICP
  • 15:16 - Talking to Your Customers
  • 19:28 - The Value of Staying Focused On What’s Working
  • 24:29 - Early-Stage Startups need to Hire for Grit
  • 29:16 - The Impact of Hiring Force Multipliers
  • 34:49 - Transition
  • 35:06 - Dissecting Jon Miller’s LinkedIn Post
  • 35:46 - Getting Buy-In to Invest in Brand
  • 47:06 - Matt’s UPS Corner Update
  • 48:26 - Redefining Marketing Metrics and Shifting to a Team-based Approach
  • 55:20 - Making the Buyer Journey Increasingly Self-Service
  • 1:03:46 - How & When to Use Community
  • 1:16:43 - Matt Argues for More Time to be Spent Discussing UPS


Quote of the Show:

  • “I literally did 100 customer meetings, one hour each, one-on-one with whoever our buyer was at that particular company. 100 customers in a hundred days. It was one of the best experiences in my career” - David Politis


Sponsor:


Connect with David:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> There’s a lot going on when you’re the Founder of a startup, so how do you keep yourself from going insane? Lucky for you, we’ve brought on someone who has not only survived founding multiple startups but has been able to thrive. Our special guest is David Politis, the Founder and Executive Chairman of BetterCloud. David joins Craig Rosenberg in the first half of the episode to share the most important advice from the 63-page paper he published titled, The StartUp Founder Survival Guide. In the second half of the episode (34:49), Judd Borakove and Matt Amundson hop on with Craig to dig into an awesome LinkedIn post from Jon Miller that’s all about how the new B2B Growth playbook differs from the old. Your favorite three hosts discuss innovative ways of investing in brand, which types of companies should build their own communities, and how to approach the “anonymous” portions of the buyer journey.


Also, Craig admits his technological limitations, Judd starts out of order, and Matt shares a UPS Corner update.


Chapters:

  • 00:00 - Introducing Special Guest David Politis
  • 04:40 - Don’t Get Derailed by a Whale
  • 08:34 - Narrow in on Your ICP
  • 15:16 - Talking to Your Customers
  • 19:28 - The Value of Staying Focused On What’s Working
  • 24:29 - Early-Stage Startups need to Hire for Grit
  • 29:16 - The Impact of Hiring Force Multipliers
  • 34:49 - Transition
  • 35:06 - Dissecting Jon Miller’s LinkedIn Post
  • 35:46 - Getting Buy-In to Invest in Brand
  • 47:06 - Matt’s UPS Corner Update
  • 48:26 - Redefining Marketing Metrics and Shifting to a Team-based Approach
  • 55:20 - Making the Buyer Journey Increasingly Self-Service
  • 1:03:46 - How & When to Use Community
  • 1:16:43 - Matt Argues for More Time to be Spent Discussing UPS


Quote of the Show:

  • “I literally did 100 customer meetings, one hour each, one-on-one with whoever our buyer was at that particular company. 100 customers in a hundred days. It was one of the best experiences in my career” - David Politis


Sponsor:


Connect with David:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 09 Feb 2024 04:15:58 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 4608 There’s a lot going on when you’re the Founder of a startup, so how do you keep yourself from going insane? Lucky for you, we’ve brought on someone who has not only survived founding multiple startups but has been able to thrive. Our special guest is David Politis, the Founder and Executive Chairman of BetterCloud. David joins Craig Rosenberg in the first half of the episode to share the most important advice from the 63-page paper he published titled, The StartUp Founder Survival Guide. In the second half of the episode (34:49), Judd Borakove and Matt Amundson hop on with Craig to dig into an awesome LinkedIn post from Jon Miller that’s all about how the new B2B Growth playbook differs from the old. Your favorite three hosts discuss innovative ways of investing in brand, which types of companies should build their own communities, and how to approach the “anonymous” portions of the buyer journey.


Also, Craig admits his technological limitations, Judd starts out of order, and Matt shares a UPS Corner update.


Chapters:

  • 00:00 - Introducing Special Guest David Politis
  • 04:40 - Don’t Get Derailed by a Whale
  • 08:34 - Narrow in on Your ICP
  • 15:16 - Talking to Your Customers
  • 19:28 - The Value of Staying Focused On What’s Working
  • 24:29 - Early-Stage Startups need to Hire for Grit
  • 29:16 - The Impact of Hiring Force Multipliers
  • 34:49 - Transition
  • 35:06 - Dissecting Jon Miller’s LinkedIn Post
  • 35:46 - Getting Buy-In to Invest in Brand
  • 47:06 - Matt’s UPS Corner Update
  • 48:26 - Redefining Marketing Metrics and Shifting to a Team-based Approach
  • 55:20 - Making the Buyer Journey Increasingly Self-Service
  • 1:03:46 - How & When to Use Community
  • 1:16:43 - Matt Argues for More Time to be Spent Discussing UPS


Quote of the Show:

  • “I literally did 100 customer meetings, one hour each, one-on-one with whoever our buyer was at that particular company. 100 customers in a hundred days. It was one of the best experiences in my career” - David Politis


Sponsor:


Connect with David:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Approach Vectors & Understanding Futurism - Lauren Vargas - GTM Unfiltered - Episode # 017 17 17 Approach Vectors & Understanding Futurism - Lauren Vargas - GTM Unfiltered - Episode # 017 full eda51e4f-8e8b-4c80-9454-5d2932fb1a52 https://www.gtmunfiltered.com/episodes/approach-vectors-understanding-futurism-lauren-vargas-gtm-unfiltered-episode-017 Special guest Lauren Vargas, a Digital Dragon wrangler and Principal at Your Digital Tattoo, joins Host Craig Rosenberg in the first half of this episode for an enlightening conversation on the ways organizations should think about the future, how the place of communities in the B2B world has evolved, and the "new" growth of influencers in B2B. Lauren became a significant figure in the era of social media's emergence and over her career, has worked at firms like Radiant Six, Aetna, and Fidelity.


In the second half of this episode, Craig is joined by Hosts Matt Amundson and Judd Borakove to dive into an awesome LinkedIn post written by Sam Jacobs, the Founder and CEO of Pavillion. Strap in for a meaty discussion of the future of partnership programs, how to overcome the difficulties in outbound sales, and the necessity for better alignment in the messaging from company leadership online.


Also, Craig mispronounces a name, Judd accidentally cuts off Matt, and Matt presents a new Approach vector.


Chapters:

  • 00:00 - Introducing Special Guest Lauren Vargas
  • 04:40 - Everyone Can and Should Be a Futurist
  • 05:55 - What is Futurism?
  • 12:39 - Design Fiction vs Speculative Fiction
  • 19:24 - The State of Community in 2024
  • 24:14 - Creating a Community Pact With the Members
  • 31:46 - Everything Lauren’s Up To
  • 33:24 - Lauren’s Candid Thoughts on LinkedIn
  • 36:17 - Transition and A Quick Horticultural Conversation
  • 39:25 - Breaking Down Sam Jacob’s Post on LinkedIn
  • 44:50 - Where are the Conversations Happening? 
  • 52:33 - The Perplexing Problem with Partnerships
  • 1:10:50 - Big Picture Thoughts on Sam Jacob’s Post about Outbound
  • 1:13:19 - The Key to Your Approach Vector


Quote of the Show:

  • “I really advocate for people to explore and figure out ways in which they can bring others along on a collective imagination process. And I truly believe that's something that belongs to everyone.” - Lauren Vargas


Sponsor:


Connect with Lauren:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Special guest Lauren Vargas, a Digital Dragon wrangler and Principal at Your Digital Tattoo, joins Host Craig Rosenberg in the first half of this episode for an enlightening conversation on the ways organizations should think about the future, how the place of communities in the B2B world has evolved, and the "new" growth of influencers in B2B. Lauren became a significant figure in the era of social media's emergence and over her career, has worked at firms like Radiant Six, Aetna, and Fidelity.


In the second half of this episode, Craig is joined by Hosts Matt Amundson and Judd Borakove to dive into an awesome LinkedIn post written by Sam Jacobs, the Founder and CEO of Pavillion. Strap in for a meaty discussion of the future of partnership programs, how to overcome the difficulties in outbound sales, and the necessity for better alignment in the messaging from company leadership online.


Also, Craig mispronounces a name, Judd accidentally cuts off Matt, and Matt presents a new Approach vector.


Chapters:

  • 00:00 - Introducing Special Guest Lauren Vargas
  • 04:40 - Everyone Can and Should Be a Futurist
  • 05:55 - What is Futurism?
  • 12:39 - Design Fiction vs Speculative Fiction
  • 19:24 - The State of Community in 2024
  • 24:14 - Creating a Community Pact With the Members
  • 31:46 - Everything Lauren’s Up To
  • 33:24 - Lauren’s Candid Thoughts on LinkedIn
  • 36:17 - Transition and A Quick Horticultural Conversation
  • 39:25 - Breaking Down Sam Jacob’s Post on LinkedIn
  • 44:50 - Where are the Conversations Happening? 
  • 52:33 - The Perplexing Problem with Partnerships
  • 1:10:50 - Big Picture Thoughts on Sam Jacob’s Post about Outbound
  • 1:13:19 - The Key to Your Approach Vector


Quote of the Show:

  • “I really advocate for people to explore and figure out ways in which they can bring others along on a collective imagination process. And I truly believe that's something that belongs to everyone.” - Lauren Vargas


Sponsor:


Connect with Lauren:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Fri, 02 Feb 2024 10:46:25 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 4511 Special guest Lauren Vargas, a Digital Dragon wrangler and Principal at Your Digital Tattoo, joins Host Craig Rosenberg in the first half of this episode for an enlightening conversation on the ways organizations should think about the future, how the place of communities in the B2B world has evolved, and the "new" growth of influencers in B2B. Lauren became a significant figure in the era of social media's emergence and over her career, has worked at firms like Radiant Six, Aetna, and Fidelity.


In the second half of this episode, Craig is joined by Hosts Matt Amundson and Judd Borakove to dive into an awesome LinkedIn post written by Sam Jacobs, the Founder and CEO of Pavillion. Strap in for a meaty discussion of the future of partnership programs, how to overcome the difficulties in outbound sales, and the necessity for better alignment in the messaging from company leadership online.


Also, Craig mispronounces a name, Judd accidentally cuts off Matt, and Matt presents a new Approach vector.


Chapters:

  • 00:00 - Introducing Special Guest Lauren Vargas
  • 04:40 - Everyone Can and Should Be a Futurist
  • 05:55 - What is Futurism?
  • 12:39 - Design Fiction vs Speculative Fiction
  • 19:24 - The State of Community in 2024
  • 24:14 - Creating a Community Pact With the Members
  • 31:46 - Everything Lauren’s Up To
  • 33:24 - Lauren’s Candid Thoughts on LinkedIn
  • 36:17 - Transition and A Quick Horticultural Conversation
  • 39:25 - Breaking Down Sam Jacob’s Post on LinkedIn
  • 44:50 - Where are the Conversations Happening? 
  • 52:33 - The Perplexing Problem with Partnerships
  • 1:10:50 - Big Picture Thoughts on Sam Jacob’s Post about Outbound
  • 1:13:19 - The Key to Your Approach Vector


Quote of the Show:

  • “I really advocate for people to explore and figure out ways in which they can bring others along on a collective imagination process. And I truly believe that's something that belongs to everyone.” - Lauren Vargas


Sponsor:


Connect with Lauren:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin The Lost Episode: Re-Energizing MarTech & Unification Through Data - GTM Unfiltered - Episode # 016 16 16 The Lost Episode: Re-Energizing MarTech & Unification Through Data - GTM Unfiltered - Episode # 016 full 931bcad6-0e6b-4e3f-94e8-602da58a58ae https://www.gtmunfiltered.com/episodes/the-lost-episode-re-energizing-martech-unification-through-data-gtm-unfiltered-episode-016 Get ready to dive into the game-changing role that the right data used with the cloud data warehouse plays in revamping the B2B marketing experience. Host Craig Rosenberg, Judd Borakove, and Matt Amundson touch on the power of integrating creativity with data-driven strategies, the current state of sales development reps (SDRs), and how improved targeting and messaging can revitalize outbound motion. 


Also, Craig brags about his retention rate with friends, Judd says something to the crowd, and Matt repositions his microphone.


Chapters:

  • 00:00 - The Real Draw Behind the Success of This Podcast
  • 02:25 - How Would You Advise a MarTech Company to Make a Splash
  • 08:37 - Utilizing and Optimizing the Customer Journey
  • 10:10 - What Marketers Can Unlock With the Cloud Data Warehouse
  • 26:25 - Resurrection of the SDR Motion?
  • 31:18 - Creating a New Kind of Customer Experience
  • 35:49 - Newer Marketers aren’t Learning the Basics
  • 38:00 - Creating a Layered Go-To-Market Strategy
  • 42:28 - Matt Asks a Quick Question


Quote of the Show:

  • “Get jazzy dude.” - Craig Rosenberg


Sponsor:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Get ready to dive into the game-changing role that the right data used with the cloud data warehouse plays in revamping the B2B marketing experience. Host Craig Rosenberg, Judd Borakove, and Matt Amundson touch on the power of integrating creativity with data-driven strategies, the current state of sales development reps (SDRs), and how improved targeting and messaging can revitalize outbound motion. 


Also, Craig brags about his retention rate with friends, Judd says something to the crowd, and Matt repositions his microphone.


Chapters:

  • 00:00 - The Real Draw Behind the Success of This Podcast
  • 02:25 - How Would You Advise a MarTech Company to Make a Splash
  • 08:37 - Utilizing and Optimizing the Customer Journey
  • 10:10 - What Marketers Can Unlock With the Cloud Data Warehouse
  • 26:25 - Resurrection of the SDR Motion?
  • 31:18 - Creating a New Kind of Customer Experience
  • 35:49 - Newer Marketers aren’t Learning the Basics
  • 38:00 - Creating a Layered Go-To-Market Strategy
  • 42:28 - Matt Asks a Quick Question


Quote of the Show:

  • “Get jazzy dude.” - Craig Rosenberg


Sponsor:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 26 Jan 2024 09:07:24 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 2661 Get ready to dive into the game-changing role that the right data used with the cloud data warehouse plays in revamping the B2B marketing experience. Host Craig Rosenberg, Judd Borakove, and Matt Amundson touch on the power of integrating creativity with data-driven strategies, the current state of sales development reps (SDRs), and how improved targeting and messaging can revitalize outbound motion. 


Also, Craig brags about his retention rate with friends, Judd says something to the crowd, and Matt repositions his microphone.


Chapters:

  • 00:00 - The Real Draw Behind the Success of This Podcast
  • 02:25 - How Would You Advise a MarTech Company to Make a Splash
  • 08:37 - Utilizing and Optimizing the Customer Journey
  • 10:10 - What Marketers Can Unlock With the Cloud Data Warehouse
  • 26:25 - Resurrection of the SDR Motion?
  • 31:18 - Creating a New Kind of Customer Experience
  • 35:49 - Newer Marketers aren’t Learning the Basics
  • 38:00 - Creating a Layered Go-To-Market Strategy
  • 42:28 - Matt Asks a Quick Question


Quote of the Show:

  • “Get jazzy dude.” - Craig Rosenberg


Sponsor:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin The ChatGPT Marketplace & LinkedIn Reach Issues(?) - Neil Harrington - GTM Unfiltered - Episode # 015 15 15 The ChatGPT Marketplace & LinkedIn Reach Issues(?) - Neil Harrington - GTM Unfiltered - Episode # 015 full e71b56ab-092b-49a9-9eef-cb1fe3e87d3b https://www.gtmunfiltered.com/episodes/the-chatgpt-marketplace-linkedin-reach-issues-neil-harrington-gtm-unfiltered-episode-015 It’s time to rethink how we work with AI from the ground up! Joining this episode is special guest Neil Harrington, the Vice President of Sales and Alliances at Stack Moxie. Craig chats with Neil about the emerging trends he’s noticed in generative AI, from exploring the feasibility of incorporating AI-driven features in existing products to the idea of vertical disruption. Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove discuss what UPS eliminating the CMO role means for GTM leaders going forward, the drastic changes impacting organic reach on LinkedIn, and a few NFL-related storylines.


Also, Craig asks why he keeps getting elderly bra ads, Judd explains his LinkedIn reach conspiracy theory, and Matt espouses his innermost thoughts on UPS.


Chapters:

  • 00:00 Introduction and Casual Banter
  • 01:35 Discussing Football and Super Bowl Predictions
  • 04:22 Challenges with Following an Iconic Leader
  • 09:34 UPS Eliminates CMO Role
  • 25:23 LinkedIn's Algorithm Change and Its Impact
  • 32:38 The Power of Specificity in Content
  • 35:37 Introducing Neil Harrington 
  • 37:43 What new AI Features underperforming indicates
  • 44:17 Neil’s 3 Key AI Takeaways
  • 56:22 ChatGPT rolls out new Marketplace
  • 57:54 Closing 


Quote of the Show:

  • “We're all going to be proficient in many different LLMs and bringing them together to figure out what we need.” - Neil Harrington


Sponsor:


Connect with Neil:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> It’s time to rethink how we work with AI from the ground up! Joining this episode is special guest Neil Harrington, the Vice President of Sales and Alliances at Stack Moxie. Craig chats with Neil about the emerging trends he’s noticed in generative AI, from exploring the feasibility of incorporating AI-driven features in existing products to the idea of vertical disruption. Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove discuss what UPS eliminating the CMO role means for GTM leaders going forward, the drastic changes impacting organic reach on LinkedIn, and a few NFL-related storylines.


Also, Craig asks why he keeps getting elderly bra ads, Judd explains his LinkedIn reach conspiracy theory, and Matt espouses his innermost thoughts on UPS.


Chapters:

  • 00:00 Introduction and Casual Banter
  • 01:35 Discussing Football and Super Bowl Predictions
  • 04:22 Challenges with Following an Iconic Leader
  • 09:34 UPS Eliminates CMO Role
  • 25:23 LinkedIn's Algorithm Change and Its Impact
  • 32:38 The Power of Specificity in Content
  • 35:37 Introducing Neil Harrington 
  • 37:43 What new AI Features underperforming indicates
  • 44:17 Neil’s 3 Key AI Takeaways
  • 56:22 ChatGPT rolls out new Marketplace
  • 57:54 Closing 


Quote of the Show:

  • “We're all going to be proficient in many different LLMs and bringing them together to figure out what we need.” - Neil Harrington


Sponsor:


Connect with Neil:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 19 Jan 2024 08:20:19 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3584 It’s time to rethink how we work with AI from the ground up! Joining this episode is special guest Neil Harrington, the Vice President of Sales and Alliances at Stack Moxie. Craig chats with Neil about the emerging trends he’s noticed in generative AI, from exploring the feasibility of incorporating AI-driven features in existing products to the idea of vertical disruption. Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove discuss what UPS eliminating the CMO role means for GTM leaders going forward, the drastic changes impacting organic reach on LinkedIn, and a few NFL-related storylines.


Also, Craig asks why he keeps getting elderly bra ads, Judd explains his LinkedIn reach conspiracy theory, and Matt espouses his innermost thoughts on UPS.


Chapters:

  • 00:00 Introduction and Casual Banter
  • 01:35 Discussing Football and Super Bowl Predictions
  • 04:22 Challenges with Following an Iconic Leader
  • 09:34 UPS Eliminates CMO Role
  • 25:23 LinkedIn's Algorithm Change and Its Impact
  • 32:38 The Power of Specificity in Content
  • 35:37 Introducing Neil Harrington 
  • 37:43 What new AI Features underperforming indicates
  • 44:17 Neil’s 3 Key AI Takeaways
  • 56:22 ChatGPT rolls out new Marketplace
  • 57:54 Closing 


Quote of the Show:

  • “We're all going to be proficient in many different LLMs and bringing them together to figure out what we need.” - Neil Harrington


Sponsor:


Connect with Neil:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Sparking a Movement with a Strategic Narrative - Andy Raskin - GTM Unfiltered - Episode # 014 14 14 Sparking a Movement with a Strategic Narrative - Andy Raskin - GTM Unfiltered - Episode # 014 full f49f5175-484d-42e0-a4e0-411d4d4ccc18 https://www.gtmunfiltered.com/episodes/sparking-a-movement-with-a-strategic-narrative-andy-raskin-gtm-unfiltered-episode-014 Today's guests wrote The Greatest Sales Deck I’ve Ever Seen, one of the most famous blog posts in the history of B2B go-to-market and has worked with some of the largest B2B SaaS companies on the planet. Special guest Andy Raskin joins Host Craig Rosenberg to discuss the power of strategic narratives and how to create a movement around your company. Andy shares the importance of shifting from an "arrogant doctor" approach to messaging to a strategic narrative that sparks a movement of dire importance. Additionally, Host Matt Amundson explains how a veteran CMO thinks about storytelling and Craig shares his experience with first using ChatGPT recently.


Also, Craig shares why you need to know your audience your when pitching a Narcos rewatch, Matt shows off his great view, and Judd put serving customers ahead of this recording.


Chapters:

  • 00:00 - Craig doesn’t know how to start the show
  • 01:20 - A Silicon Valley veteran CMO’s approach to Messaging
  • 08:05 - Craig wrestles with Category Design
  • 12:27 - Do kids sit in first class on planes?
  • 15:17 - Recounting Craig’s first foray into using ChatGPT
  • 18:41 - Introducing special guest Andy Raskin
  • 27:10 - Is it better to create a category or spark a movement? 
  • 34:31 - Key prinicples for defining a movement
  • 39:51 - Using a Strategic Narrative to sell higher in an organization
  • 46:57 - The impact of the Strategic Narrative beyond Sales and marketing


Quote of the Show:

  • “The building of this narrative is not just a go-to-market thing, but a company thing, a CEO thing. The go-tomarket team, of course, has a huge role to play here, but it's not just them.” - Andy Raskin


Sponsor:


Connect with Andy:


Shoutouts:


Resources Mentioned: 


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Today's guests wrote The Greatest Sales Deck I’ve Ever Seen, one of the most famous blog posts in the history of B2B go-to-market and has worked with some of the largest B2B SaaS companies on the planet. Special guest Andy Raskin joins Host Craig Rosenberg to discuss the power of strategic narratives and how to create a movement around your company. Andy shares the importance of shifting from an "arrogant doctor" approach to messaging to a strategic narrative that sparks a movement of dire importance. Additionally, Host Matt Amundson explains how a veteran CMO thinks about storytelling and Craig shares his experience with first using ChatGPT recently.


Also, Craig shares why you need to know your audience your when pitching a Narcos rewatch, Matt shows off his great view, and Judd put serving customers ahead of this recording.


Chapters:

  • 00:00 - Craig doesn’t know how to start the show
  • 01:20 - A Silicon Valley veteran CMO’s approach to Messaging
  • 08:05 - Craig wrestles with Category Design
  • 12:27 - Do kids sit in first class on planes?
  • 15:17 - Recounting Craig’s first foray into using ChatGPT
  • 18:41 - Introducing special guest Andy Raskin
  • 27:10 - Is it better to create a category or spark a movement? 
  • 34:31 - Key prinicples for defining a movement
  • 39:51 - Using a Strategic Narrative to sell higher in an organization
  • 46:57 - The impact of the Strategic Narrative beyond Sales and marketing


Quote of the Show:

  • “The building of this narrative is not just a go-to-market thing, but a company thing, a CEO thing. The go-tomarket team, of course, has a huge role to play here, but it's not just them.” - Andy Raskin


Sponsor:


Connect with Andy:


Shoutouts:


Resources Mentioned: 


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 12 Jan 2024 13:15:21 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3020 Today's guests wrote The Greatest Sales Deck I’ve Ever Seen, one of the most famous blog posts in the history of B2B go-to-market and has worked with some of the largest B2B SaaS companies on the planet. Special guest Andy Raskin joins Host Craig Rosenberg to discuss the power of strategic narratives and how to create a movement around your company. Andy shares the importance of shifting from an "arrogant doctor" approach to messaging to a strategic narrative that sparks a movement of dire importance. Additionally, Host Matt Amundson explains how a veteran CMO thinks about storytelling and Craig shares his experience with first using ChatGPT recently.


Also, Craig shares why you need to know your audience your when pitching a Narcos rewatch, Matt shows off his great view, and Judd put serving customers ahead of this recording.


Chapters:

  • 00:00 - Craig doesn’t know how to start the show
  • 01:20 - A Silicon Valley veteran CMO’s approach to Messaging
  • 08:05 - Craig wrestles with Category Design
  • 12:27 - Do kids sit in first class on planes?
  • 15:17 - Recounting Craig’s first foray into using ChatGPT
  • 18:41 - Introducing special guest Andy Raskin
  • 27:10 - Is it better to create a category or spark a movement? 
  • 34:31 - Key prinicples for defining a movement
  • 39:51 - Using a Strategic Narrative to sell higher in an organization
  • 46:57 - The impact of the Strategic Narrative beyond Sales and marketing


Quote of the Show:

  • “The building of this narrative is not just a go-to-market thing, but a company thing, a CEO thing. The go-tomarket team, of course, has a huge role to play here, but it's not just them.” - Andy Raskin


Sponsor:


Connect with Andy:


Shoutouts:


Resources Mentioned: 


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin B2B Lessons From Streaming & What It Takes To Be Disruptive - GTM Unfiltered - Episode # 013 13 13 B2B Lessons From Streaming & What It Takes To Be Disruptive - GTM Unfiltered - Episode # 013 full ba75f23d-2560-43f1-9a20-8f6b698b7b44 https://www.gtmunfiltered.com/episodes/b2b-lesson-from-streaming-what-it-takes-to-be-disruptive-gtm-unfiltered-episode-013 This week, Co-Hosts Matt Amundson, Craig Rosenberg, and Judd Borakove dive into the importance of focusing on your core product, the significance of innovation in tech companies like Salesforce, Marketo, and HubSpot, and what to do when old playbooks fail. They also wrap up the year with each of their key takeaways: 1. Focus, 2. Test your butt off, and 3. Stop Firing Talent.


Also, Craig texts his son, Judd mentions bundling more than Patrick Mahomes, and Matt shares his love for Die Hard 2.


Chapters:

  • 00:00 - Judd welcomes everyone back!
  • 01:32 - Seriously, is Die Hard a Christmas Movie?
  • 03:25 - Are Movies Obsolete?
  • 06:11 - What B2B can learn from Consolidation in the Streaming world
  • 09:14 - Is Bundling the next big thing?
  • 12:49 - Tech Companies that are Losing Focus on Core Products
  • 21:17 - How HubSpot is Disrupting Marketo by Innovating
  • 22:53 - Google Backtracks on Proposed New Email Policy
  • 25:25 - How Marketo Could Hold Off HubSpot
  • 35:03 - The Big Takeaways from 2023


Quote of the Show:

  • “Focus. Do what you do and do it extraordinarily well.” - Matt Amundson


Sponsor:


Shoutouts:

  • Brandon Sanderson - Author
  • Busting Silos by Travis Henry and Hillary Carpio


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> This week, Co-Hosts Matt Amundson, Craig Rosenberg, and Judd Borakove dive into the importance of focusing on your core product, the significance of innovation in tech companies like Salesforce, Marketo, and HubSpot, and what to do when old playbooks fail. They also wrap up the year with each of their key takeaways: 1. Focus, 2. Test your butt off, and 3. Stop Firing Talent.


Also, Craig texts his son, Judd mentions bundling more than Patrick Mahomes, and Matt shares his love for Die Hard 2.


Chapters:

  • 00:00 - Judd welcomes everyone back!
  • 01:32 - Seriously, is Die Hard a Christmas Movie?
  • 03:25 - Are Movies Obsolete?
  • 06:11 - What B2B can learn from Consolidation in the Streaming world
  • 09:14 - Is Bundling the next big thing?
  • 12:49 - Tech Companies that are Losing Focus on Core Products
  • 21:17 - How HubSpot is Disrupting Marketo by Innovating
  • 22:53 - Google Backtracks on Proposed New Email Policy
  • 25:25 - How Marketo Could Hold Off HubSpot
  • 35:03 - The Big Takeaways from 2023


Quote of the Show:

  • “Focus. Do what you do and do it extraordinarily well.” - Matt Amundson


Sponsor:


Shoutouts:

  • Brandon Sanderson - Author
  • Busting Silos by Travis Henry and Hillary Carpio


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 05 Jan 2024 00:00:00 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 2495 This week, Co-Hosts Matt Amundson, Craig Rosenberg, and Judd Borakove dive into the importance of focusing on your core product, the significance of innovation in tech companies like Salesforce, Marketo, and HubSpot, and what to do when old playbooks fail. They also wrap up the year with each of their key takeaways: 1. Focus, 2. Test your butt off, and 3. Stop Firing Talent.


Also, Craig texts his son, Judd mentions bundling more than Patrick Mahomes, and Matt shares his love for Die Hard 2.


Chapters:

  • 00:00 - Judd welcomes everyone back!
  • 01:32 - Seriously, is Die Hard a Christmas Movie?
  • 03:25 - Are Movies Obsolete?
  • 06:11 - What B2B can learn from Consolidation in the Streaming world
  • 09:14 - Is Bundling the next big thing?
  • 12:49 - Tech Companies that are Losing Focus on Core Products
  • 21:17 - How HubSpot is Disrupting Marketo by Innovating
  • 22:53 - Google Backtracks on Proposed New Email Policy
  • 25:25 - How Marketo Could Hold Off HubSpot
  • 35:03 - The Big Takeaways from 2023


Quote of the Show:

  • “Focus. Do what you do and do it extraordinarily well.” - Matt Amundson


Sponsor:


Shoutouts:

  • Brandon Sanderson - Author
  • Busting Silos by Travis Henry and Hillary Carpio


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin 2023 Takeaways & Getting Maniacally Focused with Anna Baird - GTM Unfiltered - Episode # 012 12 12 2023 Takeaways & Getting Maniacally Focused with Anna Baird - GTM Unfiltered - Episode # 012 full db9cdcef-337b-4d9b-bbe6-d13aacb8b2fb https://www.gtmunfiltered.com/episodes/2023-takeaways-getting-maniacally-focused-with-anna-baird-gtm-unfiltered-episode-012
2023 had a lot of ups and downs, from the explosion of AI to the endless layoffs. This week, Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove say goodbye to 2023 and remember a few of their favorite memories. 


Craig is joined by special guest Anna Baird, Operating Partner at Madrona and Board Member of companies such as SeatGeek and Semrush. Within Anna’s incredible career so far, she has been a CFO, CRO, and COO. She was also a Partner at KPMG and helped take Google public. Anna and Craig dive into the three things you need to focus on as a go-to-market leader: 1. What pain do you solve for your customers? 2. Why does your company exist? 3. What does the market want? Anna shares her take on the current state of the SalesTech market and the impact of AI in 2023.


Also, Craig shares tactical tips for winning a “Nog-off”, Judd asks for recipe suggestions, and Matt explains the nuances of ordering a group flamingo drink.


Chapters:

  • 00:00 - A Holly Jolly Judd Says Hello
  • 00:53 - Favorite Holiday Drinks
  • 08:38 - Takeaways from 2023
  • 23:45 - Introducing Special Guest Anna Baird
  • 27:53 - Get Maniacally Focused on the Pain You Solve for Customers
  • 34:09 - What to do When the Market Changes What it Wants
  • 37:51 - Taking a Business-wide Approach to Customer Feedback
  • 40:49 - Simplifying Goals and How to Report on Them
  • 44:54 - What is Happening in the SalesTech Market Right Now?
  • 52:24 - The ‘Sonic Boom’ of AI Has REALLY Disrupted the Software Market
  • 1:01:01 - What’s The Food You Could Eat Forever? 


Quote of the Show:

  • “When the market is hard, you need to have a maniacal focus on the pain you solve for your customers” - Anna Baird


Sponsor:


Connect with Anna:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]>
2023 had a lot of ups and downs, from the explosion of AI to the endless layoffs. This week, Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove say goodbye to 2023 and remember a few of their favorite memories. 


Craig is joined by special guest Anna Baird, Operating Partner at Madrona and Board Member of companies such as SeatGeek and Semrush. Within Anna’s incredible career so far, she has been a CFO, CRO, and COO. She was also a Partner at KPMG and helped take Google public. Anna and Craig dive into the three things you need to focus on as a go-to-market leader: 1. What pain do you solve for your customers? 2. Why does your company exist? 3. What does the market want? Anna shares her take on the current state of the SalesTech market and the impact of AI in 2023.


Also, Craig shares tactical tips for winning a “Nog-off”, Judd asks for recipe suggestions, and Matt explains the nuances of ordering a group flamingo drink.


Chapters:

  • 00:00 - A Holly Jolly Judd Says Hello
  • 00:53 - Favorite Holiday Drinks
  • 08:38 - Takeaways from 2023
  • 23:45 - Introducing Special Guest Anna Baird
  • 27:53 - Get Maniacally Focused on the Pain You Solve for Customers
  • 34:09 - What to do When the Market Changes What it Wants
  • 37:51 - Taking a Business-wide Approach to Customer Feedback
  • 40:49 - Simplifying Goals and How to Report on Them
  • 44:54 - What is Happening in the SalesTech Market Right Now?
  • 52:24 - The ‘Sonic Boom’ of AI Has REALLY Disrupted the Software Market
  • 1:01:01 - What’s The Food You Could Eat Forever? 


Quote of the Show:

  • “When the market is hard, you need to have a maniacal focus on the pain you solve for your customers” - Anna Baird


Sponsor:


Connect with Anna:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 29 Dec 2023 00:00:00 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3842
2023 had a lot of ups and downs, from the explosion of AI to the endless layoffs. This week, Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove say goodbye to 2023 and remember a few of their favorite memories. 


Craig is joined by special guest Anna Baird, Operating Partner at Madrona and Board Member of companies such as SeatGeek and Semrush. Within Anna’s incredible career so far, she has been a CFO, CRO, and COO. She was also a Partner at KPMG and helped take Google public. Anna and Craig dive into the three things you need to focus on as a go-to-market leader: 1. What pain do you solve for your customers? 2. Why does your company exist? 3. What does the market want? Anna shares her take on the current state of the SalesTech market and the impact of AI in 2023.


Also, Craig shares tactical tips for winning a “Nog-off”, Judd asks for recipe suggestions, and Matt explains the nuances of ordering a group flamingo drink.


Chapters:

  • 00:00 - A Holly Jolly Judd Says Hello
  • 00:53 - Favorite Holiday Drinks
  • 08:38 - Takeaways from 2023
  • 23:45 - Introducing Special Guest Anna Baird
  • 27:53 - Get Maniacally Focused on the Pain You Solve for Customers
  • 34:09 - What to do When the Market Changes What it Wants
  • 37:51 - Taking a Business-wide Approach to Customer Feedback
  • 40:49 - Simplifying Goals and How to Report on Them
  • 44:54 - What is Happening in the SalesTech Market Right Now?
  • 52:24 - The ‘Sonic Boom’ of AI Has REALLY Disrupted the Software Market
  • 1:01:01 - What’s The Food You Could Eat Forever? 


Quote of the Show:

  • “When the market is hard, you need to have a maniacal focus on the pain you solve for your customers” - Anna Baird


Sponsor:


Connect with Anna:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> SalesTech, SaaS, Go To Market, Generative AI, tech news No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Trekking Across The MarTech Landscape - Scott Brinker - GTM Unfiltered - Episode # 011 11 11 Trekking Across The MarTech Landscape - Scott Brinker - GTM Unfiltered - Episode # 011 full 2808da3a-4714-4500-9924-d01d22999a27 https://www.gtmunfiltered.com/episodes/trekking-across-the-martech-landscape-scott-brinker-gtm-unfiltered-episode-011 Join us for an expedition into the harsh and ever-changing world of MarTech with special guest Scott Brinker as our guide. Scott Brinker is the creator of chiefmartec.com and the MarTech Landscape all while also being the VP of Partner Ecosystem at HubSpot. Scott breaks down the rapid acceleration and complexity of MarTech, touching on the burgeoning role of AI and the importance of data in the evolving ecosystem. Co-hosts, Craig Rosenberg, Judd Borakove, and Matt Amundson dive into the idea of Super Apps and how to rehumanize B2B customer interactions.


Also, Craig gets a win, Judd makes a breakthrough in understanding himself, and Matt reminisces about trying to be a thought leader.


Chapters: 

  • 00:00 - Where are we Going?
  • 01:26 - Craig welcomes Scott to the Show
  • 04:16 - What’s behind the explosion in Tech Startups and what does it mean?
  • 09:57 - The Impact of AI on MarTech
  • 16:38 - When AI met Cloud Data Warehouses
  • 20:37 - How AI could help Users overcome the growing complexity of MarTech
  • 27:52 - The secret behind HubSpot’s lasting Success
  • 31:20 - What Scott is Looking out for in 2024
  • 35:10 - The Pros and Cons of a ‘Super App’
  • 41:38 - Craig shares his least favorite LinkedIn comments
  • 46:27 - Humanizing Business Interactions and how Events can Help
  • 50:13 - The Power of Data in Personalizing the Customer Experience
  • 59:49 - The Resistance Against Standard Go-to-Market Play
  • 01:00:38 - Reimagining the B2B Sales Process


Quote of the Show:

  • “SaaS is hard to kill.” - Scott Brinker


Connect with Scott:


Shoutouts: 


Phrases Coined: 

  • “Operational AI” - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Join us for an expedition into the harsh and ever-changing world of MarTech with special guest Scott Brinker as our guide. Scott Brinker is the creator of chiefmartec.com and the MarTech Landscape all while also being the VP of Partner Ecosystem at HubSpot. Scott breaks down the rapid acceleration and complexity of MarTech, touching on the burgeoning role of AI and the importance of data in the evolving ecosystem. Co-hosts, Craig Rosenberg, Judd Borakove, and Matt Amundson dive into the idea of Super Apps and how to rehumanize B2B customer interactions.


Also, Craig gets a win, Judd makes a breakthrough in understanding himself, and Matt reminisces about trying to be a thought leader.


Chapters: 

  • 00:00 - Where are we Going?
  • 01:26 - Craig welcomes Scott to the Show
  • 04:16 - What’s behind the explosion in Tech Startups and what does it mean?
  • 09:57 - The Impact of AI on MarTech
  • 16:38 - When AI met Cloud Data Warehouses
  • 20:37 - How AI could help Users overcome the growing complexity of MarTech
  • 27:52 - The secret behind HubSpot’s lasting Success
  • 31:20 - What Scott is Looking out for in 2024
  • 35:10 - The Pros and Cons of a ‘Super App’
  • 41:38 - Craig shares his least favorite LinkedIn comments
  • 46:27 - Humanizing Business Interactions and how Events can Help
  • 50:13 - The Power of Data in Personalizing the Customer Experience
  • 59:49 - The Resistance Against Standard Go-to-Market Play
  • 01:00:38 - Reimagining the B2B Sales Process


Quote of the Show:

  • “SaaS is hard to kill.” - Scott Brinker


Connect with Scott:


Shoutouts: 


Phrases Coined: 

  • “Operational AI” - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Fri, 22 Dec 2023 10:13:18 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3789 Join us for an expedition into the harsh and ever-changing world of MarTech with special guest Scott Brinker as our guide. Scott Brinker is the creator of chiefmartec.com and the MarTech Landscape all while also being the VP of Partner Ecosystem at HubSpot. Scott breaks down the rapid acceleration and complexity of MarTech, touching on the burgeoning role of AI and the importance of data in the evolving ecosystem. Co-hosts, Craig Rosenberg, Judd Borakove, and Matt Amundson dive into the idea of Super Apps and how to rehumanize B2B customer interactions.


Also, Craig gets a win, Judd makes a breakthrough in understanding himself, and Matt reminisces about trying to be a thought leader.


Chapters: 

  • 00:00 - Where are we Going?
  • 01:26 - Craig welcomes Scott to the Show
  • 04:16 - What’s behind the explosion in Tech Startups and what does it mean?
  • 09:57 - The Impact of AI on MarTech
  • 16:38 - When AI met Cloud Data Warehouses
  • 20:37 - How AI could help Users overcome the growing complexity of MarTech
  • 27:52 - The secret behind HubSpot’s lasting Success
  • 31:20 - What Scott is Looking out for in 2024
  • 35:10 - The Pros and Cons of a ‘Super App’
  • 41:38 - Craig shares his least favorite LinkedIn comments
  • 46:27 - Humanizing Business Interactions and how Events can Help
  • 50:13 - The Power of Data in Personalizing the Customer Experience
  • 59:49 - The Resistance Against Standard Go-to-Market Play
  • 01:00:38 - Reimagining the B2B Sales Process


Quote of the Show:

  • “SaaS is hard to kill.” - Scott Brinker


Connect with Scott:


Shoutouts: 


Phrases Coined: 

  • “Operational AI” - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin How To Panic Responsibly in the AI Apocalypse - Katie Harbath - GTM Unfiltered - Episode # 010 10 10 How To Panic Responsibly in the AI Apocalypse - Katie Harbath - GTM Unfiltered - Episode # 010 full 19b40630-7c2e-48ba-b144-b8e8c0c937cb https://www.gtmunfiltered.com/episodes/how-to-panic-responsibly-in-the-ai-apocalypse-katie-harbath-gtm-unfiltered-episode-010 Imagine a world where the largest number of elections in one year occurred at the same time as the conversation around how people use technology to communicate about those elections is at its most uncertain. No, what you’ve imagined isn’t some far-off nightmare world, it’s actually the world you’re living in right at this very moment. 


Ahead of the record 2024 election cycle, special guest Katie Harbath joined the show to help Co-hosts Matt Amundson and Judd Borakove make some sense of the meeting point between technology and democracy. Katie and the GTM Unfiltered crew discuss the potential impact of AI in upcoming elections, how to approach policy and business decisions across different cultures, and what the changes in the private equity world mean for businesses.


Katie is the Founder and CEO of AnchorChange, a civic tech strategies firm focused on developing solutions for global issues related to democracy, elections, and civic engagement online. She is the writer of a popular Substack (AnchorChange) and hosts a podcast, Impossible Tradeoffs with Katie Harbath. Katie became well-known for writing an op-ed for The New York Times after she left her position as Public Policy Director at Facebook in 2021.


Also, Matt muses on the morals guiding global corporations and Judd asks an owner of the Green Bay Packers to put a dome on Lambeau Field.


Chapters:

  • 00:00 - Judd compliments Matt
  • 03:08 - Update on the Green Bay Packers and Lambeau Field renovations
  • 06:49 - How to “Panic Responsibly” in 2024
  • 10:09 - AI’s potential impact on elections
  • 24:20 - Making business decisions across countries and cultures
  • 29:13 - The impact of social media platforms on free speech
  • 36:38 - Preparing a company for when a crisis strikes
  • 41:02 - Changes in private equity and what they mean
  • 51:31 - Fantastic outro by Judd

Sponsors:


Quote of the Show:

  • “My mantra going into next year is to panic responsibly” - Katie Harbath


Connect with Guest:


Shoutouts: 


Follow the Show:


Ways to tune in:

]]> Imagine a world where the largest number of elections in one year occurred at the same time as the conversation around how people use technology to communicate about those elections is at its most uncertain. No, what you’ve imagined isn’t some far-off nightmare world, it’s actually the world you’re living in right at this very moment. 


Ahead of the record 2024 election cycle, special guest Katie Harbath joined the show to help Co-hosts Matt Amundson and Judd Borakove make some sense of the meeting point between technology and democracy. Katie and the GTM Unfiltered crew discuss the potential impact of AI in upcoming elections, how to approach policy and business decisions across different cultures, and what the changes in the private equity world mean for businesses.


Katie is the Founder and CEO of AnchorChange, a civic tech strategies firm focused on developing solutions for global issues related to democracy, elections, and civic engagement online. She is the writer of a popular Substack (AnchorChange) and hosts a podcast, Impossible Tradeoffs with Katie Harbath. Katie became well-known for writing an op-ed for The New York Times after she left her position as Public Policy Director at Facebook in 2021.


Also, Matt muses on the morals guiding global corporations and Judd asks an owner of the Green Bay Packers to put a dome on Lambeau Field.


Chapters:

  • 00:00 - Judd compliments Matt
  • 03:08 - Update on the Green Bay Packers and Lambeau Field renovations
  • 06:49 - How to “Panic Responsibly” in 2024
  • 10:09 - AI’s potential impact on elections
  • 24:20 - Making business decisions across countries and cultures
  • 29:13 - The impact of social media platforms on free speech
  • 36:38 - Preparing a company for when a crisis strikes
  • 41:02 - Changes in private equity and what they mean
  • 51:31 - Fantastic outro by Judd

Sponsors:


Quote of the Show:

  • “My mantra going into next year is to panic responsibly” - Katie Harbath


Connect with Guest:


Shoutouts: 


Follow the Show:


Ways to tune in:

]]> Fri, 15 Dec 2023 00:00:00 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3194 Imagine a world where the largest number of elections in one year occurred at the same time as the conversation around how people use technology to communicate about those elections is at its most uncertain. No, what you’ve imagined isn’t some far-off nightmare world, it’s actually the world you’re living in right at this very moment. 


Ahead of the record 2024 election cycle, special guest Katie Harbath joined the show to help Co-hosts Matt Amundson and Judd Borakove make some sense of the meeting point between technology and democracy. Katie and the GTM Unfiltered crew discuss the potential impact of AI in upcoming elections, how to approach policy and business decisions across different cultures, and what the changes in the private equity world mean for businesses.


Katie is the Founder and CEO of AnchorChange, a civic tech strategies firm focused on developing solutions for global issues related to democracy, elections, and civic engagement online. She is the writer of a popular Substack (AnchorChange) and hosts a podcast, Impossible Tradeoffs with Katie Harbath. Katie became well-known for writing an op-ed for The New York Times after she left her position as Public Policy Director at Facebook in 2021.


Also, Matt muses on the morals guiding global corporations and Judd asks an owner of the Green Bay Packers to put a dome on Lambeau Field.


Chapters:

  • 00:00 - Judd compliments Matt
  • 03:08 - Update on the Green Bay Packers and Lambeau Field renovations
  • 06:49 - How to “Panic Responsibly” in 2024
  • 10:09 - AI’s potential impact on elections
  • 24:20 - Making business decisions across countries and cultures
  • 29:13 - The impact of social media platforms on free speech
  • 36:38 - Preparing a company for when a crisis strikes
  • 41:02 - Changes in private equity and what they mean
  • 51:31 - Fantastic outro by Judd

Sponsors:


Quote of the Show:

  • “My mantra going into next year is to panic responsibly” - Katie Harbath


Connect with Guest:


Shoutouts: 


Follow the Show:


Ways to tune in:

]]> social media, tech, silicon valley, facebook, election, democracy No Judd Borakove Matt Amundson Sam Guertin From Corporate To Comedy - Alexis Gay - GTM Unfiltered - Episode # 009 9 9 From Corporate To Comedy - Alexis Gay - GTM Unfiltered - Episode # 009 full 0a3bf8a9-953f-43dc-b791-5dc56b9b80c1 https://www.gtmunfiltered.com/episodes/from-corporate-to-comedy-alexis-gay-gtm-unfiltered-episode-009 Joining the GTM Unfiltered crew today is a hilarious comedian who actually started out in B2B working at companies like FEVO, Twillio, and Patreon. Special guest Alexis Gay is a professional funny person and Host of the Non-Technical podcast. Co-hosts Craig Rosenberg, Judd Borakove, and Matt Amundson talk with Alexis about her journey from managing GTM roles into comedy, how to make mature decisions about your future, and the absurdity of trends in business that make for such great comedy.


Also, Craig dissects the mind of travel baseball dads, Matt gawks at a $102 million funding round, and Judd shows respect to Craig’s brilliance.


Quote of the Show:

  • “If you're not mortally embarrassed by your first solo show preview, then you waited too long to ship it.” - Alexis Gay


Chapters:

00:00 - Judd Praises Craig’s Brilliance

03:29 - The Journey from GTM to Standup

11:25 - Alexis Rates the Podcast

12:02 - How Alexis Approached Her Career Pivot

19:47 - The Founder-Led Approach to Selling Podcast Ads

22:13 - What Everyone Is Making Fun of

28:04 - Alexis Explains Comedy

35:15 - Alexis Gets Groceries Delivered

35:55 - Free Ad for Birkenstocks

41:08 - Craig Learns about Video Editing

46:21 - What’s Next for Alexis

48:46 - Outro


Connect with Alexis:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Joining the GTM Unfiltered crew today is a hilarious comedian who actually started out in B2B working at companies like FEVO, Twillio, and Patreon. Special guest Alexis Gay is a professional funny person and Host of the Non-Technical podcast. Co-hosts Craig Rosenberg, Judd Borakove, and Matt Amundson talk with Alexis about her journey from managing GTM roles into comedy, how to make mature decisions about your future, and the absurdity of trends in business that make for such great comedy.


Also, Craig dissects the mind of travel baseball dads, Matt gawks at a $102 million funding round, and Judd shows respect to Craig’s brilliance.


Quote of the Show:

  • “If you're not mortally embarrassed by your first solo show preview, then you waited too long to ship it.” - Alexis Gay


Chapters:

00:00 - Judd Praises Craig’s Brilliance

03:29 - The Journey from GTM to Standup

11:25 - Alexis Rates the Podcast

12:02 - How Alexis Approached Her Career Pivot

19:47 - The Founder-Led Approach to Selling Podcast Ads

22:13 - What Everyone Is Making Fun of

28:04 - Alexis Explains Comedy

35:15 - Alexis Gets Groceries Delivered

35:55 - Free Ad for Birkenstocks

41:08 - Craig Learns about Video Editing

46:21 - What’s Next for Alexis

48:46 - Outro


Connect with Alexis:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 08 Dec 2023 02:42:09 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3012 Joining the GTM Unfiltered crew today is a hilarious comedian who actually started out in B2B working at companies like FEVO, Twillio, and Patreon. Special guest Alexis Gay is a professional funny person and Host of the Non-Technical podcast. Co-hosts Craig Rosenberg, Judd Borakove, and Matt Amundson talk with Alexis about her journey from managing GTM roles into comedy, how to make mature decisions about your future, and the absurdity of trends in business that make for such great comedy.


Also, Craig dissects the mind of travel baseball dads, Matt gawks at a $102 million funding round, and Judd shows respect to Craig’s brilliance.


Quote of the Show:

  • “If you're not mortally embarrassed by your first solo show preview, then you waited too long to ship it.” - Alexis Gay


Chapters:

00:00 - Judd Praises Craig’s Brilliance

03:29 - The Journey from GTM to Standup

11:25 - Alexis Rates the Podcast

12:02 - How Alexis Approached Her Career Pivot

19:47 - The Founder-Led Approach to Selling Podcast Ads

22:13 - What Everyone Is Making Fun of

28:04 - Alexis Explains Comedy

35:15 - Alexis Gets Groceries Delivered

35:55 - Free Ad for Birkenstocks

41:08 - Craig Learns about Video Editing

46:21 - What’s Next for Alexis

48:46 - Outro


Connect with Alexis:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Comedy, Comedian, Alexis Gay, stand up, improv, business, startup, tech, saas No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin The Power of Partner-Led - Justin Gray & Josh Wagner - GTM Unfiltered - Episode # 008 8 8 The Power of Partner-Led - Justin Gray & Josh Wagner - GTM Unfiltered - Episode # 008 full 240c71a4-3e39-48f7-a95b-ce5b5941a146 https://www.gtmunfiltered.com/episodes/the-power-of-partner-led-justin-gray-josh-wagner-gtm-unfiltered-episode-008
Congratulations! You’ve found the ever-elusive Show Notes for this awesome episode of GTM Unfiltered, featuring special guests Justin Gray & Josh Wagner. Justin and Josh are Co-Founders of In Revenue Capital and Hosts of The Cheat Code Podcast. Justin and Josh join Co-Hosts Craig Rosenberg, Judd Borakove, and Matt Amundson for an awesome conversation about the immense potential of a Partner-Led motion for B2B companies, how to optimize your existing Partner-Led strategy, and what they think are the best gifts they’ve gotten as part of a salescycle.


Chapters:

  • 00:00 - This is Definitely The Show
  • 00:48 - Host and Guest Intros
  • 05:26 - What Happened to the Efficiency of Inbound & Outbound Machines?
  • 09:01 - Integrating Partners into the Whole Organization
  • 34:32 - Empowering Reps to Work with Partners
  • 38:06 - Potential Changes to Incentive Methodology in Sales
  • 47:18 - The Biggest Challenge Coming for the Partner-Led Motion


Quotes of the Show:

  • “You have to give to get” - Justin Gray
  • “Selling net new is always the sexiest, but it's also the hardest.” - Josh Wagner


Connect with Guest:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]>
Congratulations! You’ve found the ever-elusive Show Notes for this awesome episode of GTM Unfiltered, featuring special guests Justin Gray & Josh Wagner. Justin and Josh are Co-Founders of In Revenue Capital and Hosts of The Cheat Code Podcast. Justin and Josh join Co-Hosts Craig Rosenberg, Judd Borakove, and Matt Amundson for an awesome conversation about the immense potential of a Partner-Led motion for B2B companies, how to optimize your existing Partner-Led strategy, and what they think are the best gifts they’ve gotten as part of a salescycle.


Chapters:

  • 00:00 - This is Definitely The Show
  • 00:48 - Host and Guest Intros
  • 05:26 - What Happened to the Efficiency of Inbound & Outbound Machines?
  • 09:01 - Integrating Partners into the Whole Organization
  • 34:32 - Empowering Reps to Work with Partners
  • 38:06 - Potential Changes to Incentive Methodology in Sales
  • 47:18 - The Biggest Challenge Coming for the Partner-Led Motion


Quotes of the Show:

  • “You have to give to get” - Justin Gray
  • “Selling net new is always the sexiest, but it's also the hardest.” - Josh Wagner


Connect with Guest:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 01 Dec 2023 16:08:54 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3353
Congratulations! You’ve found the ever-elusive Show Notes for this awesome episode of GTM Unfiltered, featuring special guests Justin Gray & Josh Wagner. Justin and Josh are Co-Founders of In Revenue Capital and Hosts of The Cheat Code Podcast. Justin and Josh join Co-Hosts Craig Rosenberg, Judd Borakove, and Matt Amundson for an awesome conversation about the immense potential of a Partner-Led motion for B2B companies, how to optimize your existing Partner-Led strategy, and what they think are the best gifts they’ve gotten as part of a salescycle.


Chapters:

  • 00:00 - This is Definitely The Show
  • 00:48 - Host and Guest Intros
  • 05:26 - What Happened to the Efficiency of Inbound & Outbound Machines?
  • 09:01 - Integrating Partners into the Whole Organization
  • 34:32 - Empowering Reps to Work with Partners
  • 38:06 - Potential Changes to Incentive Methodology in Sales
  • 47:18 - The Biggest Challenge Coming for the Partner-Led Motion


Quotes of the Show:

  • “You have to give to get” - Justin Gray
  • “Selling net new is always the sexiest, but it's also the hardest.” - Josh Wagner


Connect with Guest:


Shoutouts:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Skill Development & Dueling Hotwings - Chris Orlob - GTM Unfiltered - Episode # 007 7 7 Skill Development & Dueling Hotwings - Chris Orlob - GTM Unfiltered - Episode # 007 full fd223d4d-ae4c-4861-8ee0-4e5a87b48553 https://www.gtmunfiltered.com/episodes/skill-development-dueling-hotwings-chris-orlob-gtm-unfiltered-episode-007 Sit down and buckle up for a new episode featuring 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 joins Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss how to sell to and through CFOs, the right approach to skill development for sales organizations, and how to make discovery calls deliver value for everyone involved.


Also, Matt gets publicly shamed, Judd uses air quotes offensively, and Craig challenges Chris to a hot wing-eating duel.


Chapters:

  • 00:31 - The Breakthrough Solution for RBF
  • 09:03 - The Problem with How Sales Orgs Approach Skill Development
  • 18:14 - The Difference between Value-Creating Discovery and Selfish Information Gathering
  • 22:23 - The Purpose of Product Demos
  • 27:10 - Who is Responsible for Skill Development?
  • 44:10 - The Change in Mentality needed to Drive Greater Alignment 
  • 49:12 - Becoming Besties with FP&A (Financial Planning & Analysis)
  • 54:16 - “How to Event Good”


Quote of the Show:

  • “I think we're too broad when it comes to how we tackle skill development in a typical revenue or go-to-market function.” - Chris Orlob


Connect with Chris:


Shoutouts:

  • Sales Mastery by Barry Trailer


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Sit down and buckle up for a new episode featuring 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 joins Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss how to sell to and through CFOs, the right approach to skill development for sales organizations, and how to make discovery calls deliver value for everyone involved.


Also, Matt gets publicly shamed, Judd uses air quotes offensively, and Craig challenges Chris to a hot wing-eating duel.


Chapters:

  • 00:31 - The Breakthrough Solution for RBF
  • 09:03 - The Problem with How Sales Orgs Approach Skill Development
  • 18:14 - The Difference between Value-Creating Discovery and Selfish Information Gathering
  • 22:23 - The Purpose of Product Demos
  • 27:10 - Who is Responsible for Skill Development?
  • 44:10 - The Change in Mentality needed to Drive Greater Alignment 
  • 49:12 - Becoming Besties with FP&A (Financial Planning & Analysis)
  • 54:16 - “How to Event Good”


Quote of the Show:

  • “I think we're too broad when it comes to how we tackle skill development in a typical revenue or go-to-market function.” - Chris Orlob


Connect with Chris:


Shoutouts:

  • Sales Mastery by Barry Trailer


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 17 Nov 2023 00:00:00 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3538 Sit down and buckle up for a new episode featuring 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 joins Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss how to sell to and through CFOs, the right approach to skill development for sales organizations, and how to make discovery calls deliver value for everyone involved.


Also, Matt gets publicly shamed, Judd uses air quotes offensively, and Craig challenges Chris to a hot wing-eating duel.


Chapters:

  • 00:31 - The Breakthrough Solution for RBF
  • 09:03 - The Problem with How Sales Orgs Approach Skill Development
  • 18:14 - The Difference between Value-Creating Discovery and Selfish Information Gathering
  • 22:23 - The Purpose of Product Demos
  • 27:10 - Who is Responsible for Skill Development?
  • 44:10 - The Change in Mentality needed to Drive Greater Alignment 
  • 49:12 - Becoming Besties with FP&A (Financial Planning & Analysis)
  • 54:16 - “How to Event Good”


Quote of the Show:

  • “I think we're too broad when it comes to how we tackle skill development in a typical revenue or go-to-market function.” - Chris Orlob


Connect with Chris:


Shoutouts:

  • Sales Mastery by Barry Trailer


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> product led growth, PLG, go to market, chris orlob, saas, software, b2b saas, sales No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Building Trust Through Grit-Based Authenticity - Ted Purcell - GTM Unfiltered - Episode # 006 6 6 Building Trust Through Grit-Based Authenticity - Ted Purcell - GTM Unfiltered - Episode # 006 full 736a6653-0b6d-4d82-9ef8-44433c175b97 https://www.gtmunfiltered.com/episodes/building-trust-through-grit-based-authenticity-ted-purcell-gtm-unfiltered-episode-006 Curious about what a longtime, successful, and well-respected revenue leader thinks are the most important things to look for when hiring? Well, you’re in luck! Today’s guest is Ted Purcell, the Chief Revenue Officer at Tealium. Ted has over 20 years of experience leading sales and marketing teams at the highest level at companies such as SAP, Marketo, and Clarizen. Ted joins Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss why grit and curiosity are key to hiring for GTM roles, why sellers are faced with such a challenging market landscape, and even a little college football.


Also of note, Matt debuts a fresh cut straight from the barber, Craig gives Ted a one-man standing ovation, and Judd surprises Craig with some great questions.


Chapters:


00:34 - Michael Penix Jr.’s Case for Heisman after the Win against Oregon

12:09 - Should you Hire based on the Playbooks they’ve run or based on Their Ability to Lead and Adapt?

20:50 - Why Curiosity is a Vital Trait to Hire for in an Ever-changing B2B Market

28:08 - Welcome (Back) to the Trust Era in Tech Sales

36:28 - How to Become a Trusted Advisor in Sales and Why It Matters NOW

38:46 - Here Lies the SDR/BDR Motion… Or Does It?

56:38 - The Biggest Fan of Legally Blonde is… Craig Rosenberg?

58:53 - Judd Compliments Matt’s Haircut


Quote of the Show:

  • “I don't think people know how to buy software and they think they do” - Ted Purcell


Connect with Ted:


Resources Mentioned:


New Terms Coined:

  • Grit-Based Authenticity - Ted Purcell
  • The Multiplier Economy - Judd Borakove
  • Concierge-based Sales Process - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Curious about what a longtime, successful, and well-respected revenue leader thinks are the most important things to look for when hiring? Well, you’re in luck! Today’s guest is Ted Purcell, the Chief Revenue Officer at Tealium. Ted has over 20 years of experience leading sales and marketing teams at the highest level at companies such as SAP, Marketo, and Clarizen. Ted joins Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss why grit and curiosity are key to hiring for GTM roles, why sellers are faced with such a challenging market landscape, and even a little college football.


Also of note, Matt debuts a fresh cut straight from the barber, Craig gives Ted a one-man standing ovation, and Judd surprises Craig with some great questions.


Chapters:


00:34 - Michael Penix Jr.’s Case for Heisman after the Win against Oregon

12:09 - Should you Hire based on the Playbooks they’ve run or based on Their Ability to Lead and Adapt?

20:50 - Why Curiosity is a Vital Trait to Hire for in an Ever-changing B2B Market

28:08 - Welcome (Back) to the Trust Era in Tech Sales

36:28 - How to Become a Trusted Advisor in Sales and Why It Matters NOW

38:46 - Here Lies the SDR/BDR Motion… Or Does It?

56:38 - The Biggest Fan of Legally Blonde is… Craig Rosenberg?

58:53 - Judd Compliments Matt’s Haircut


Quote of the Show:

  • “I don't think people know how to buy software and they think they do” - Ted Purcell


Connect with Ted:


Resources Mentioned:


New Terms Coined:

  • Grit-Based Authenticity - Ted Purcell
  • The Multiplier Economy - Judd Borakove
  • Concierge-based Sales Process - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 10 Nov 2023 05:39:13 -0500 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3587 Curious about what a longtime, successful, and well-respected revenue leader thinks are the most important things to look for when hiring? Well, you’re in luck! Today’s guest is Ted Purcell, the Chief Revenue Officer at Tealium. Ted has over 20 years of experience leading sales and marketing teams at the highest level at companies such as SAP, Marketo, and Clarizen. Ted joins Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss why grit and curiosity are key to hiring for GTM roles, why sellers are faced with such a challenging market landscape, and even a little college football.


Also of note, Matt debuts a fresh cut straight from the barber, Craig gives Ted a one-man standing ovation, and Judd surprises Craig with some great questions.


Chapters:


00:34 - Michael Penix Jr.’s Case for Heisman after the Win against Oregon

12:09 - Should you Hire based on the Playbooks they’ve run or based on Their Ability to Lead and Adapt?

20:50 - Why Curiosity is a Vital Trait to Hire for in an Ever-changing B2B Market

28:08 - Welcome (Back) to the Trust Era in Tech Sales

36:28 - How to Become a Trusted Advisor in Sales and Why It Matters NOW

38:46 - Here Lies the SDR/BDR Motion… Or Does It?

56:38 - The Biggest Fan of Legally Blonde is… Craig Rosenberg?

58:53 - Judd Compliments Matt’s Haircut


Quote of the Show:

  • “I don't think people know how to buy software and they think they do” - Ted Purcell


Connect with Ted:


Resources Mentioned:


New Terms Coined:

  • Grit-Based Authenticity - Ted Purcell
  • The Multiplier Economy - Judd Borakove
  • Concierge-based Sales Process - Craig Rosenberg


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Understanding The Slump in SaaS Sales - Matt Dixon - GTM Unfiltered - Episode # 005 5 5 Understanding The Slump in SaaS Sales - Matt Dixon - GTM Unfiltered - Episode # 005 full 35713d48-2234-4830-a4ae-626d2a1a9806 https://www.gtmunfiltered.com/episodes/understanding-the-slump-in-saas-sales-matt-dixon-gtm-unfiltered-episode-005 Matt Dixon is the Founding Partner at DCM Insights and the Co-author of The Jolt Effect, The Challenger Sale, The Challenger Customer, and The Effortless Experience. Matt joins Hosts Craig Rosenberg and Judd Borakove to discuss the reasons behind the slowdown in B2B sales cycles (4:53), how sellers can build trust with wary buyers (14:42), and the changing role marketing needs to play in educating customers (20:46). Matt, Craig, and Judd also get into the current business trends they’re keeping an eye on.


Quote of the Show:

  • “Marketing has a big role to play in terms of helping salespeople with the tools, resources, and content to instill that confidence to get that customer to say, you know what? I feel pretty good about this decision. I think I'm going to look like a hero, not like a fool. If anything, we're going to overperform here.” - Matt Dixon


Connect with Matt Dixon:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Matt Dixon is the Founding Partner at DCM Insights and the Co-author of The Jolt Effect, The Challenger Sale, The Challenger Customer, and The Effortless Experience. Matt joins Hosts Craig Rosenberg and Judd Borakove to discuss the reasons behind the slowdown in B2B sales cycles (4:53), how sellers can build trust with wary buyers (14:42), and the changing role marketing needs to play in educating customers (20:46). Matt, Craig, and Judd also get into the current business trends they’re keeping an eye on.


Quote of the Show:

  • “Marketing has a big role to play in terms of helping salespeople with the tools, resources, and content to instill that confidence to get that customer to say, you know what? I feel pretty good about this decision. I think I'm going to look like a hero, not like a fool. If anything, we're going to overperform here.” - Matt Dixon


Connect with Matt Dixon:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Fri, 03 Nov 2023 00:00:00 -0400 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3282 Matt Dixon is the Founding Partner at DCM Insights and the Co-author of The Jolt Effect, The Challenger Sale, The Challenger Customer, and The Effortless Experience. Matt joins Hosts Craig Rosenberg and Judd Borakove to discuss the reasons behind the slowdown in B2B sales cycles (4:53), how sellers can build trust with wary buyers (14:42), and the changing role marketing needs to play in educating customers (20:46). Matt, Craig, and Judd also get into the current business trends they’re keeping an eye on.


Quote of the Show:

  • “Marketing has a big role to play in terms of helping salespeople with the tools, resources, and content to instill that confidence to get that customer to say, you know what? I feel pretty good about this decision. I think I'm going to look like a hero, not like a fool. If anything, we're going to overperform here.” - Matt Dixon


Connect with Matt Dixon:


Follow the Show:


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Welcome To Campobasso - Matt Rizzetta - GTM Unfiltered - Episode # 004 4 4 Welcome To Campobasso - Matt Rizzetta - GTM Unfiltered - Episode # 004 full ae3ec25a-8831-4279-8e55-c6bd13a80fb0 https://www.gtmunfiltered.com/episodes/welcome-to-campobasso-matt-rizzetta-gtm-unfiltered-episode-004 Benvenuti al nuovo episodio! Today’s guest started one of the 50 most powerful PR agencies in the US and then decided to follow his lifelong passion and bought a professional soccer team in Italy. He is also the author of The Death of Irrelevant PR and Embrace the Pace.


Matt Rizzetta, Chairman of the North Sixth Group, joins Hosts Judd Borakove, Matt Amundson, and Craig Rosenberg to share how he bought the team and brought them to the championship in his first year. Matt gets into the process of how they selected the club, the strategy they used for growing the business, and the differences between running a business in Europe and the United States.


Connect with Matt Rizzetta


Shoutouts:

  • Mark Consuelos
  • Kelly Ripa


Follow the Show


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/ 

]]> Benvenuti al nuovo episodio! Today’s guest started one of the 50 most powerful PR agencies in the US and then decided to follow his lifelong passion and bought a professional soccer team in Italy. He is also the author of The Death of Irrelevant PR and Embrace the Pace.


Matt Rizzetta, Chairman of the North Sixth Group, joins Hosts Judd Borakove, Matt Amundson, and Craig Rosenberg to share how he bought the team and brought them to the championship in his first year. Matt gets into the process of how they selected the club, the strategy they used for growing the business, and the differences between running a business in Europe and the United States.


Connect with Matt Rizzetta


Shoutouts:

  • Mark Consuelos
  • Kelly Ripa


Follow the Show


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/ 

]]> Fri, 27 Oct 2023 00:00:00 -0400 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3313 Benvenuti al nuovo episodio! Today’s guest started one of the 50 most powerful PR agencies in the US and then decided to follow his lifelong passion and bought a professional soccer team in Italy. He is also the author of The Death of Irrelevant PR and Embrace the Pace.


Matt Rizzetta, Chairman of the North Sixth Group, joins Hosts Judd Borakove, Matt Amundson, and Craig Rosenberg to share how he bought the team and brought them to the championship in his first year. Matt gets into the process of how they selected the club, the strategy they used for growing the business, and the differences between running a business in Europe and the United States.


Connect with Matt Rizzetta


Shoutouts:

  • Mark Consuelos
  • Kelly Ripa


Follow the Show


Ways to tune in:


GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/ 

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Sam Guertin Navigating Tech Acquisitions & Consolidation Insights - Scott Albro - GTM Unfiltered - Episode # 003 4 4 Navigating Tech Acquisitions & Consolidation Insights - Scott Albro - GTM Unfiltered - Episode # 003 full 8de0431c-e1a5-4d64-97ab-fbd7b37db992 https://www.gtmunfiltered.com/episodes/navigating-tech-acquisitions-consolidation-insights-scott-albro-gtm-unfiltered-episode-003 Join us for an exhilarating, unfiltered episode as Scott Albro, the Co-founder & CEO of Goldie, gives his hot takes on tech acquisitions and his interpretation of consolidating. In this engaging conversation, he shares his insights with our esteemed hosts: Judd Borakove, Craig Rosenberg, and Matt Amundson. Don't miss out on this opportunity to gain valuable knowledge and inspiration!


Connect:


Ways to tune in:


GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Join us for an exhilarating, unfiltered episode as Scott Albro, the Co-founder & CEO of Goldie, gives his hot takes on tech acquisitions and his interpretation of consolidating. In this engaging conversation, he shares his insights with our esteemed hosts: Judd Borakove, Craig Rosenberg, and Matt Amundson. Don't miss out on this opportunity to gain valuable knowledge and inspiration!


Connect:


Ways to tune in:


GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Fri, 20 Oct 2023 09:10:10 -0400 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3393 Join us for an exhilarating, unfiltered episode as Scott Albro, the Co-founder & CEO of Goldie, gives his hot takes on tech acquisitions and his interpretation of consolidating. In this engaging conversation, he shares his insights with our esteemed hosts: Judd Borakove, Craig Rosenberg, and Matt Amundson. Don't miss out on this opportunity to gain valuable knowledge and inspiration!


Connect:


Ways to tune in:


GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Bekah Chenel Marketing Surveys & Podcasts - GTM Unfiltered - Episode # 002 3 3 Marketing Surveys & Podcasts - GTM Unfiltered - Episode # 002 full e20e3962-542a-4ee9-a1c4-38bf31244489 https://www.gtmunfiltered.com/episodes/marketing-surveys-podcasts-gtm-unfiltered-episode-002 Step into the electrifying world of GTM Unfiltered, where the dynamic trio of hosts—Judd Borakove, Craig Rosenberg, and Matt Amundson—take you on an exhilarating journey through the captivating realms of marketing surveys, the tantalizing allure of paid social media, and their unfiltered, thought-provoking insights into the ever-evolving world of podcasts. Get ready for a rollercoaster of unscripted excitement that's bound to keep you on the edge of your seat! Don't even think about missing this wild ride!

Connect:


Ways to tune in:


GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

]]> Step into the electrifying world of GTM Unfiltered, where the dynamic trio of hosts—Judd Borakove, Craig Rosenberg, and Matt Amundson—take you on an exhilarating journey through the captivating realms of marketing surveys, the tantalizing allure of paid social media, and their unfiltered, thought-provoking insights into the ever-evolving world of podcasts. Get ready for a rollercoaster of unscripted excitement that's bound to keep you on the edge of your seat! Don't even think about missing this wild ride!

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GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

]]> Fri, 13 Oct 2023 08:00:00 -0400 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3379 Step into the electrifying world of GTM Unfiltered, where the dynamic trio of hosts—Judd Borakove, Craig Rosenberg, and Matt Amundson—take you on an exhilarating journey through the captivating realms of marketing surveys, the tantalizing allure of paid social media, and their unfiltered, thought-provoking insights into the ever-evolving world of podcasts. Get ready for a rollercoaster of unscripted excitement that's bound to keep you on the edge of your seat! Don't even think about missing this wild ride!

Connect:


Ways to tune in:


GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Bekah Chenel Desert Islands and Branding Challenges - GTM Unfiltered - Episode # 001 2 2 Desert Islands and Branding Challenges - GTM Unfiltered - Episode # 001 full 5bba8089-06b2-40a3-9ff1-6a2da5722582 https://www.gtmunfiltered.com/episodes/desert-islands-and-branding-challenges-gtm-unfiltered-episode-001 Welcome to the premiere of GTM Unfiltered! In this episode, hosts Judd Borakove, Craig Rosenberg, and Matt Amundson give their hot takes on desert island essentials, ROI tools, and their personal insights on online branding! It’s a crazy, unfiltered episode you don’t want to miss!


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GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Welcome to the premiere of GTM Unfiltered! In this episode, hosts Judd Borakove, Craig Rosenberg, and Matt Amundson give their hot takes on desert island essentials, ROI tools, and their personal insights on online branding! It’s a crazy, unfiltered episode you don’t want to miss!


Links:

Ways to Tune In:

GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Fri, 06 Oct 2023 08:00:00 -0400 Judd Borakove & Deanna Ransom Judd Borakove & Deanna Ransom 3531 Welcome to the premiere of GTM Unfiltered! In this episode, hosts Judd Borakove, Craig Rosenberg, and Matt Amundson give their hot takes on desert island essentials, ROI tools, and their personal insights on online branding! It’s a crazy, unfiltered episode you don’t want to miss!


Links:

Ways to Tune In:

GTM Unfiltered is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ 

]]> Business, GTM, Go-To-Market, gtm strategy No Judd Borakove Craig Rosenberg Matt Amundson Bekah Chenel