Inverting your Go-To-Market Strategy Thinking with Jordan Crawford - Ep 55
Welcome to the latest weekly edition of The Transaction newsletter & podcast. Every Thursday, we share resources you should check out, what we’ve found insightful recently, and tactical ways you can improve your go-to-market today. For more: Podcast | YouTube
Hopefully, everyone is recovering well from SaaStr. To that end, relax and enjoy this edition of the podcast and the newsletter.
Here’s what’s on deck this week:
What Craig’s Reading
Recent Insights from Past Guests
Latest Episode: Inverting your Go-To-Market Strategy Thinking with Jordan Crawford - Ep 55
Movie Poster Mockup: Step Brothers
Did someone forward you this newsletter? I’m sorry about that, but since you’re here, you might as well subscribe…
What Craig’s Reading: Here's how you can create an entire prompt library for any marketing tactic via Kieran Flanagan
Shared prompts and other AI hacks are my favorite share on social right now. At Scale Venture Partners, we are going to start a prompt library shortly. Expect more shares as good ones pop up.
Recent Insights from Past Guests
Carilu Dietrich, Carilu’s Episode
Jordan Crawford, Jordan’s Episode (Keep Scrolling)
Esteban Kolsky, Esteban’s Episode
Latest Episode: Inverting your Go-To-Market Strategy Thinking with Jordan Crawford - Ep 55
YouTube | Spotify | Apple Podcasts | GoodPods | OverCast | Snipd | More Options
AI use cases & tactics are moving at a million miles per hour which can make it hard to adopt some of these amazing innovations into your go-to-market strategy. Thankfully, we knew just the guy to have on the show to help us put into practice what otherwise could seem like technological mumbo, and or jumbo.
That man’s name is Jordan Crawford, the Founder of Blueprint GTM and one of the foremost go-to-market engineers innovating B2B sales and marketing on the cutting edge of AI advancements.
Jordan joins co-hosts Craig Rosenberg and Matt Amundson to dive into where we’re thinking about our go-to-market strategy and tech stack in the wrong way, how to segment cold outbound leads in an effective, yet scalable way based on pain, and how to evolve your revenue organization to excel in the new, ai-powered world.
Also, Craig shows off his sandwich shop shirt, Matt gets on yet another soapbox, and Producer Sam is asked for his opinion.
Critical Takeaways
Identify specific, narrow segments by understanding unique heuristics that indicate a need for your product. For instance, identifying complex sales teams with high traffic who would benefit from LeanData's routing solutions is more effective than broad targeting.
You need to understand your customers and their pain before bringing in tools like Clay or ZoomInfo. Sales leaders should spend time with SDRs to gain insights on what truly resonates with prospects, ensuring that any data or tools used are enhancing proven strategies rather than replacing deep understanding.
The burden placed on SDRs to make sense of complex data without adequate support is a recurring issue. Leaders should simplify data insights and ensure SDRs are equipped with actionable, digestible information, alleviating stress and improving effectiveness.
Adopt a 'pain-qualified' segmentation approach. Identify segments that not only fit demographic profiles but also exhibit specific pain points that your product can address, such as complex routing needs in high-traffic sales teams for LeanData. This ensures messages are highly relevant and more likely to result in conversions.
Chapters
00:00 Introduction: The Intimidating Box
01:07 Mr. Pickles and Misadventures in Pocket Dialing
04:42 Craig’s Midlife Go-To-Market Crisis
05:31 What’s broken with the Old Go-To-Market Playbooks
07:30 What is The New World of Sales and AI
13:04 Segmenting and Targeting with Data
16:43 Permissionless Value Prop in Action
23:25 The List is the Message
25:47 Methodology and AI Integration
26:55 Understanding Customer Segments
29:56 Challenges in Sales and Marketing
33:18 Effective Campaign Strategies
35:16 Adapting to AI and Market Changes
38:37 Purpose of Niche Targeting and Success
Epic Quotes
“The list is the message.” - Jordan Crawford
“Never in my life has there been a more intimidating box than the ChatGPT, Claude, Gemini entry box because for the first time in our lifetimes, and maybe human history, we are the limiters.” - Jordan Crawford
New Terms
Pain Qualified Segment: Two to five unique heuristics, often that imply tension.
Connect with Jordan
Website: https://blueprintgtm.com/
Jordan’s Latest Course: https://pvp.blueprintgtm.com/subscribe
Shoutouts
Scott Albro: https://www.linkedin.com/in/scottalbro/
Love the show? Give us a shoutout on LinkedIn and tell us what you loved!
Movie Poster Mockup: Step Brothers
Matt definitely touched Craig’s drum set.
Sponsored Segment
Ringmaster Conversational Marketing - The Transaction is sponsored by Ringmaster, on a mission to create connections through branded podcasts. Learn more at https://ringmaster.com/
Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com
Follow the Hosts
Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/
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Until next week, adios from Matt, Craig, and Sam.