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 TakeawaysIdentify 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.Interested in becoming a sponsor of The Transaction? Contact transactionpod@samguertin.comChapters00:00 Introduction: The Intimidating Box01:07 Mr. Pickles and Misadventures in Pocket Dialing04:42 Craig’s Midlife Go-To-Market Crisis05:31 What’s broken with the Old Go-To-Market Playbooks07:30 What is The New World of Sales and AI13:04 Segmenting and Targeting with Data16:43 Permissionless Value Prop in Action23:25 The List is the Message25:47 Methodology and AI Integration26:55 Understanding Customer Segments29:56 Challenges in Sales and Marketing33:18 Effective Campaign Strategies35:16 Adapting to AI and Market Changes38:37 Purpose of Niche Targeting and SuccessSign up for our Newsletter: https://thetransaction.substack.com/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 CrawfordNew TermsPain Qualified Segment: Two to five unique heuristics, often that imply tension.Connect with JordanLinkedIn: https://www.linkedin.com/in/jordancrawford/ Website: https://blueprintgtm.com/ YouTube: https://www.youtube.com/@BlueprintGTM Jordan’s Latest Course: https://pvp.blueprintgtm.com/subscribe ShoutoutsScott Albro: https://www.linkedin.com/in/scottalbro/ Love the show? Give us a shoutout on LinkedIn and tell us what you loved!