GTM Unfiltered

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:

• Josh Wagner’s LinkedIn: https://www.linkedin.com/in/joshwagneraz/ 
• Justin Gray: https://www.linkedin.com/in/inrevenue/ 
• In Revenue Capital Website: https://inrevenue.capital/ 
• The Cheat Code Podcast: https://inrevenue.capital/insights/?article_category=podcast#! 
• The Cheat Code Podcast YouTube: https://www.youtube.com/@CheatCodePodcast 

Shoutouts:

• Sneakers, 1992: https://www.imdb.com/title/tt0105435/?ref_=ext_shr_lnk 
• Brandon del Gaudio: https://www.linkedin.com/in/brandondelgaudio/ 
• Chip Lewis: https://www.linkedin.com/in/chip123/ 
• Kyle Porter: https://www.linkedin.com/in/kyleporter/ 

Follow the Show:

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Unfiltered Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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:

• LinkedIn: https://www.linkedin.com/in/chrisorlob/ 
• pclub.io Website: https://www.pclub.io/ 
• Twitter: https://twitter.com/Chris_Orlob 

Shoutouts:

• Sales Mastery by Barry Trailer

Follow the Show:

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Unfiltered Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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:

• LinkedIn: https://www.linkedin.com/in/tedpurcell/ 
• Tealium Website: https://tealium.com/ 
• Ted’s Son’s Football Stats on ESPN: https://www.espn.com/college-football/player/_/id/4890418/teddy-purcell 
• Ted’s Son’s Football Highlights: http://www.hudl.com/v/2KwseX 

Resources Mentioned:

• Angela Duckworth’s Grit Scale: https://angeladuckworth.com/grit-scale/ 

New Terms Coined:

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

Follow the Show:

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Unfiltered Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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:

• LinkedIn: https://www.linkedin.com/in/matthewxdixon/ 
• Twitter: https://twitter.com/matthewxdixon 
• DCM Insights Website: https://www.dcminsights.com/ 
• Personal Website: https://www.dixonspeaks.com/ 
• Jolt Effect: https://a.co/d/a9pBiJQ 
• Challenger Sale: https://a.co/d/8yaFZYq 

Follow the Show:

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Unfiltered Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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

• LinkedIn: https://www.linkedin.com/in/matt-rizzetta-b878803/ 
• Ascoli Calcio FC Website: https://www.ascolicalcio1898.it/ 
• Campobasso FC Website: https://cb1919.com/ 
• North Sixth Group Website: https://northsixthgroup.com/ 
• His Books: https://bookshop.org/contributors/matt-rizzetta 

Shoutouts:

• Mark Consuelos
• Kelly Ripa

Follow the Show

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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 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:

• Scott’s LinkedIn: https://www.linkedin.com/in/scottalbro/
• Company Website: https://www.goldie.ai/
• GTM LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Website: https://www.gtmunfiltered.com/

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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!

Connect:

• GTM Website: http://GTMunfiltered.com
• GTM LinkedIn: https://www.linkedin.com/company/98484240/admin/feed/posts/?feedType=following

Ways to tune in:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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:

• GTM LinkedIn: https://www.linkedin.com/company/98484240/admin/feed/posts/?feedType=following
• GTM Website: http://GTMunfiltered.com

Ways to Tune In:

• Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
• Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
• Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
• YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
• Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
• Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered

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