I think you could probably go back and track the stages of grief, probably that is what I went through. But I think if you do it right, you end up at acceptance. And that's where I ended up. And that's not to say that I've fully accepted the idea that the golden toad is extinct. Personally, I do still hold out hope that it could still be out there in those forests." - Trevor Ritland This conversation is with Trevor Ritland, who—along with his twin brother Kyle—authored The Golden Toad . The book chronicles their remarkable journey into Costa Rica’s cloud forest, once home to hundreds of brilliant golden toads that would emerge for just a few weeks each year—until, one day, they vanished without a trace. What began as a search for a lost species soon became something much more profound: a confrontation with ecological grief, a meditation on hope, and a powerful call to protect the natural world while we still can. Links: SpeciesUnite.com Kyle and Trevor: https://kyleandtrevor.com/ Instagram: https://www.instagram.com/adventureterm/ Goodreads - https://www.goodreads.com/book/show/222249677-the-golden-toad Amazon - https://www.amazon.com/Golden-Toad-Ecological-Mystery-Species/dp/163576996…
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GTM AI Podcast with Coach K and Jonathan Moss
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Jonathan Kvarfordt and AI Business Network에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Jonathan Kvarfordt and AI Business Network 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
Welcome to the GTM AI Podcast, your go-to independent resource to help GTM Professionals become AI Powered. We will cover strategies, new AI tools, AI news and trends, all for the purpose of helping you create real measurable business impact and help your life be easier. We do weekly episodes ranging from interviews to updates to strategy sessions. Sponsored by the AI Business Network www.aibusinessnetwork.ai and GTM AI Academy www.gtmaiacademy.com
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Jonathan Kvarfordt and AI Business Network에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Jonathan Kvarfordt and AI Business Network 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
Welcome to the GTM AI Podcast, your go-to independent resource to help GTM Professionals become AI Powered. We will cover strategies, new AI tools, AI news and trends, all for the purpose of helping you create real measurable business impact and help your life be easier. We do weekly episodes ranging from interviews to updates to strategy sessions. Sponsored by the AI Business Network www.aibusinessnetwork.ai and GTM AI Academy www.gtmaiacademy.com
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GTM AI Podcast with Coach K and Jonathan Moss

1 How AI Is Finally Fixing the Sales Administrative Nightmare 23:11
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www.aibusinessnetwork.ai www.gtmaipodcast.com www.gtmaiacademy.com https://www.linkedin.com/in/kenbabcock/ https://www.tango.ai/ Ken Babcock, CEO of Tango, reveals how AI is solving sales teams' biggest pain point: administrative work that keeps reps away from selling. With 2M+ users and partnerships with Walmart and Nike, Tango evolved from documentation tool to AI automation platform. The CRM Problem : Sales reps spend 70%+ time on admin instead of customer-facing activities. "No one ever hired a sales rep because of how good they were with the CRM," Babcock notes. Speed 60 Method : Tango's approach compresses post-call work into 15-minute blocks: 45 minutes customer interaction, 10 minutes CRM updates, 5 minutes prep for next call. Trust Through Transparency : Unlike "black box" AI tools, successful automation requires human oversight and real-time visibility into processes. Competitive Advantage : Quick follow-up wins deals. One prospect told Babcock: "I forgot all those vendor conversations. The one that emailed me? I'm going with them." Start AI implementation with specific pain points like CRM updates Maintain human validation to build trust in automated processes Use data to identify low-adoption workflows for automation opportunities Quick response times after prospect meetings create momentum Build learning-oriented culture with regular career development conversations Focus on behaviors, not just values, when establishing company culture Tango's journey shows that successful AI adoption comes from solving real user problems while keeping humans in control of the process. Sales Reps Don't Wake Up Excited About CRM Updates: How AI Is Finally Fixing the Administrative NightmareKey InsightsMain Takeaways…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaipodcast.com www.aibusinessnetwork.ai www.gtmaiacademy.com Summary Ross Rich , CEO and co-founder of Accord , brings a unique perspective to sales technology after scaling Stripe's sales organization from three to 300 people. In this conversation from GoNimbly's RevFest, Rich reveals how execution excellence goes beyond doing more work to creating clarity, consistency, and reinforcing winning behaviors across the customer journey. The foundation of execution excellence starts with data and knowing exactly who you're talking to. Rich emphasizes that most sales teams fail because they engage with associates and below-the-line people rather than senior stakeholders and decision makers. At Accord, they track both the number of stakeholders and the frequency of engagement as primary indicators of deal health. This focus on stakeholder mapping becomes even more critical as buying committees expand and decisions require broader consensus. AI represents both an opportunity and a threat for sales professionals. The technology can handle transactional SMB deals, pushing human sellers toward more complex mid-market and enterprise opportunities. However, this concentration means top performers who previously closed one or two deals annually might now close three to five, potentially increasing the revenue contribution of the top 20% of sellers from 80% to 90% or more. Those at the bottom who rely on lucky breaks or helpful buyers will find their roles increasingly challenged by technology. The practical application of AI in sales focuses on two key areas. First, deep research that previously required hours of manual work analyzing 10-Ks, financial statements, and stakeholder backgrounds can now happen in seconds. This allows thoughtful sellers to craft more informed outreach and stand out from the noise. Second, AI helps identify and engage the right senior stakeholders with relevant messages. Counterintuitively, Rich finds higher response rates when reaching out to more senior executives because thoughtful, informed messages stand out more in a CEO's inbox than in a mid-level manager's cluttered email. The implementation of AI tools must meet sellers where they already work rather than asking them to become prompt engineers. Rich points out that if revenue operations leaders struggle to get representatives to input data into Salesforce, expecting them to master AI prompting is unrealistic. Instead, AI should be embedded into existing workflows like account research, stakeholder mapping, and business case development. This approach eliminates the need for additional tabs, tools, or manual updates while enhancing the work sellers already do.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The AI Agent Revolution: How Peel's Voice AI is Killing the Traditional Sales Demo (And Why That's a Good Thing) 32:38
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www.gtmaipodcast www.aibusinessnetwork.ai www.gtmaiacademy.com https://www.getpeel.ai/ https://www.linkedin.com/in/brannon-santos/ The Genesis Story Brannon Santos brings a unique perspective as a founder - he's not a technologist who stumbled into sales problems, but a seasoned sales leader who deliberately chose entrepreneurship. His background includes choosing his college specifically for its entrepreneurship program and strategically entering sales to understand how businesses operate from the inside out. This sales-first DNA permeates Peel's entire approach. The conversation reveals a painful truth about modern B2B sales: the process is riddled with friction. Santos shares a perfect example - a CMO who hasn't spoken to a salesperson in 15 years because her calendar is perpetually full, yet she researches solutions at 11 PM when sales teams are offline. This temporal mismatch between when buyers want to engage and when sellers are available represents billions in lost opportunity. Peel positions itself as a "voice AI layer" that creates intelligent, conversational agents for brands. But this isn't your typical chatbot - these agents can: Conduct full discovery calls in 5 minutes instead of 30-45 minutes Generate detailed "tear sheets" formatted to match specific sales methodologies Create automated "Peel Rooms" (similar to deal rooms) with all conversation insights Enable stakeholders to have the same conversation asynchronously One of the most compelling use cases Santos demonstrates is Peel's ability to conduct mass qualitative research. A marketing agency used Peel to interview 38 sales professionals about lead quality, creating a study called "Do My Leads Really Suck?" What traditionally costs thousands of dollars and takes months can now be done in a day, with results that update in real-time as more participants engage. Santos reveals how Peel uses the Winning by Design bow tie framework, allowing companies to deploy conversational agents at every stage of the customer journey - from awareness through renewal. This strategic approach ensures conversations are contextually appropriate whether someone is just discovering the brand or negotiating renewal terms. The discussion unveils key insights for training conversational AI: Start with easy, closed-ended questions Include personal questions early (people enjoy talking about themselves) Focus on present challenges and near-term goals Build dynamically based on responses Santos predicts that within a year, the entire enterprise sales cycle could theoretically be handled by AI agents. He envisions a world of "agent-to-agent" commerce where your personal AI assistant negotiates with vendor AI assistants on your behalf. While acknowledging human relationship-building will remain important, he sees AI eliminating the mechanical, repetitive aspects of sales.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The $5 Million POC: How One AI Pilot Exposed the 88% Failure Rate Nobody's Talking About 35:43
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www.gtmaipodcast.com www.aibusinessnetwork.ai www.gtmaiacademy.com https://www.linkedin.com/in/anuraggoel2/ The Hidden Crisis: Why Your AI Investment Is Probably Failing (And How to Fix It) If you're like most executives diving into AI, you're doing it wrong. Dead wrong. And the numbers prove it. In this week's explosive episode of the Go to Market AI podcast, enterprise transformation expert Anurag Goel (Red Hat, Salesforce, Adobe) drops a truth bomb that should terrify every C-suite executive: 88% of AI pilots never make it to production . But here's the kicker – he also reveals exactly how his team turned a simple POC into a $5 million value driver. The Problem Nobody Wants to Admit Let's start with the uncomfortable truth. While everyone's racing to implement AI tools, Goel exposes the fundamental flaw in most approaches: "AI founders are so passionate about what they have built... they jump to the shiny object. Look at the features that my technology has. It's so cool. Guess what? Executive buyers don't care." This isn't just philosophical musing. BCG's research backs it up – 68% of AI pilots fail to scale because companies skip the critical step of defining clear objectives and success metrics. They're essentially burning money on technology theater. The Strategic Framework That Changes Everything Goel's approach flips the script entirely. Instead of starting with tools (the mistake 90% of companies make), he advocates for a three-phase transformation framework: Phase 1: Problem Archaeology Dig past symptoms to find root causes Map the actual business process (not the idealized version) Identify where value is being destroyed, not just where AI could be added Phase 2: The Hypothesis-Led Discovery This is where things get interesting. Rather than running blind pilots, Goel's team creates what he calls a "hypothesis business case" BEFORE touching any technology. In the energy company example he shares, they identified a million-dollar opportunity in incident resolution time – then exceeded it by 10% during the pilot. Phase 3: Power Dynamics Navigation Here's the brutal reality: Your POC champion isn't your buyer. Goel emphasizes the critical transition from "proof of concept" to "proof of value" – packaging results in a way that speaks to economic buyers who control budgets.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 From Prompting Secrets to AI Agents: How This Marketing Expert Saves 18% of Work Time with Simple AI Tricks 38:07
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www.aibusinessnetwork.ai www.gtmaiacademy.com https://theaihat.com/podcast/ https://www.linkedin.com/in/mikeallton/ Just wrapped up an incredible conversation with Mike Alton, Chief Storyteller at Agorapulse, and my mind is still buzzing from all the AI gold he dropped. If you're feeling overwhelmed by AI or wondering how to actually use it in your day-to-day work, this one's for you. Here's what struck me most about Mike: he's a coder who speaks human. After 20+ years in digital marketing and a computer science background, he's become what I call a "translator" - someone who can take complex AI concepts and make them click for regular folks like us. Mike discovered something fascinating when he asked AI to analyze him based on their conversations. It identified his superpower: bridging the gap between highly technical concepts and simple, practical applications. And honestly? That's exactly what we need more of in the AI space. One of the biggest takeaways was Mike's RICC prompting framework. Here's the breakdown: R - Role: Tell the AI who it needs to be I - Instructions: What you want to accomplish C - Context: All the relevant background info C - Constraints: Any limitations or specific requirements But here's the kicker - Mike always adds "Take your time. Ask me whatever questions you need before we move on." This simple addition transforms AI from a one-way output machine into an actual collaborative partner. During our chat, I asked Mike about the small tweaks that make big differences. Beyond just using a framework, here's what moves the needle: Chain Prompting : Instead of asking for a finished product, break it down. For a blog post, start with topic ideas, then outline, then headline, then content. Each step builds on the last. Let AI Ask Questions : Most people don't realize AI won't push back unless you tell it to. Give it permission to clarify, and watch your outputs improve dramatically. Specific Use Cases : The magic happens when you show someone exactly how AI solves THEIR specific problem, not generic examples. The Bridge Between Tech and RealityThe RICC Framework That Changes EverythingThe 20% Game-ChangersReal-World Magic in ActionThe Creativity Factor That Blew My MindThe Agent Revolution Is HereThe Mindset Shift for Leaders and DoersMy Personal TakeawaysYour Next Steps…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The $30M Playbook Part 2: How to Build an Autonomous Business with 3 People and AI Agents 38:28
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Part 2: Building Autonomous Businesses with AI Agents (Jonathan Moss Interview)Podcast Description Jonathan Moss welcomes Amos Bar Joseph, co-founder and CEO of Swan AI (getswan.ai), for a strategic discussion on the autonomous business model that's challenging Silicon Valley's traditional playbook. Having built and sold multiple startups, Amos explains why he's now focused on reaching $30M ARR with just three founders using AI agents. This episode covers the philosophical framework behind autonomous businesses, detailed breakdowns of Swan's agentic technology, and exclusive announcements about new tools that democratize access to AI-powered go-to-market strategies. 99% of companies fail chasing funding rounds Focus shifts from value creation to "valuation inflation" Building for investors rather than customers "These types of companies, they don't pursue value creation, but what they are actually focused is valuation inflation." "It's not the fault of the founders I've been there myself. It's just that it's kinda like the natural tendency of building for the next round all the time." Website : getswan.ai LinkedIn : https://www.linkedin.com/in/amos-bar-joseph/…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The $30M Playbook Part 1: How to Build an Autonomous Business with 3 People and AI Agents 36:39
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Part 1: The Autonomous Business Revolution with Amos Bar Joseph (Coach K Interview)Podcast Description Join Coach K (Jonathan Kvarfordt) for an energetic conversation with his friend Amos Bar Joseph, CEO of Swan AI (getswan.ai), who's rewriting the startup playbook by building to $30M ARR with just three founders and AI agents. After burning out on the traditional "unicorn playbook" through two successful exits, Amos shares his revolutionary approach to scaling with intelligence instead of headcount. This episode features a deep dive into Swan's actual AI agent ecosystem, controversial takes on popular GTM tools, and a practical framework for implementing AI in any business. Companies focus on "valuation inflation" over value creation The VC route makes founders forget customers and employees Building on "sick foundations" by scaling before product-market fit "I'm sick of the unicorn playbook... It hasn't changed for the last 15 years. It's outdated, it's not relevant for 2025." "They forget about their customers. They forget about their employees, they forget about how to build a company." AI will create MORE jobs, not fewer Hundreds of thousands of new autonomous businesses will emerge SMBs can now compete at enterprise scale "A three person team could achieve what took a 1000 team before that." Website : getswan.ai Connect : https://www.linkedin.com/in/amos-bar-joseph/…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Why 90% of Sales AI Tools Fail (and the 3-Step Fix That Changed Everything) 37:54
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www.aibusinessnetwork.ai www.gtmaiacademy.com www.gtmaipodcast.com https://www.linkedin.com/in/tasleem1/ Tas Newsletter: https://www.linkedin.com/newsletters/7245478675247173632/?displayConfirmation=true The Experiment That Exposed Everything When Tas Hirani, a veteran enablement leader with a Six Sigma background from GE, noticed her sales teams struggling despite having access to cutting-edge AI tools, she did something radical. She didn't run another survey or schedule more training sessions. Instead, she went undercover as a sales rep while maintaining her enablement role. What she discovered explains why companies are spending millions on AI tools that collect dust while reps continue drowning in admin work. The Brutal Truth About Sales AI Adoption "Everyone's got LinkedIn, LinkedIn Navigator, ChatGPT, Perplexity... but when I actually sat in the seat and tried to use these tools the way reps do, it was Pandora's box," Hirani reveals. The problem isn't the technology—it's how we're implementing it. Here's why 90% of sales AI tools fail: The "Dead Weight" Problem: Traditional tech forced salespeople to adapt their workflow to the tool. As Hirani puts it, "Technology was like dead weight that people were hauling up the hill... trying to get to this sale, but I can't get there because I have to go to 12 different places." The Generic Solution Trap: Companies throw in Microsoft Copilot or ChatGPT behind a firewall and declare themselves "AI-enabled." Hirani calls this "a recipe for failure" because it ignores business-specific context. The IT Power Play: When IT departments impose generic AI solutions because they have "those two magic letters," adoption inevitably fails. The tools that work are chosen by the business teams who actually use them. The Reality Check That Changed Everything During her time in the sales trenches, Hirani discovered something shocking. When she shared AI tools that worked brilliantly for her, the reactions from her team were mixed: "Some reps said, 'I don't have any confidence in AI. It doesn't sound like me. My prospect is gonna know that it's not me if I haven't felt the pain and written that email myself.'" This revelation led to a fundamental insight: Every rep is at a different point in their AI adoption journey, and one-size-fits-all solutions are doomed to fail. Visual learners needed completely different tools than text-based processors New reps loved real-time coaching popups; veterans found them distracting Some thrived with vanilla ChatGPT; others needed specialized solutions…
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GTM AI Podcast with Coach K and Jonathan Moss

www.aibusinessnetwork.ai www.gtmaiacademy.com https://www.linkedin.com/in/scott-martinis/ https://www.b2bcatalyst.com/ Breaking Down GTM Engineering with Scott Martinez: A Game-Changing Conversation Holy smokes, folks. I just had one of those conversations that makes you want to completely rebuild your entire go-to-market motion. Scott Martinez from B2B Catalyst dropped some absolute truth bombs that I'm still processing. Let me be straight with you - I've been in sales and enablement for years, and Scott's approach to GTM engineering is unlike anything I've seen. This isn't your typical "send more emails" or "hire more SDRs" playbook. This is surgical precision applied to revenue generation. Scott shared a story that stopped me in my tracks. He generated 700 MQLs across three companies - 180 for one, 90 for another, and 399 for the third. Guess how much converted to revenue? Zero. Zilch. Nada. Why? Because generating leads isn't the same as generating revenue. And that's where most of us get it wrong. Here's what blew my mind: While most RevOps teams are doing territory planning based on industry and company size, Scott's data shows that proper account qualification criteria can result in 2-5x higher close rates . Think about that. If you're targeting accounts outside your true ICP, you're operating at 50-80% reduced effectiveness. You could make 100 calls into qualified accounts and get 5x better results than the same effort into unqualified accounts. Interview your top 3 sales reps with a "Perfect Opportunity Worksheet" Ask them: "When you're researching the best prospect ever, what do you expect to see?" Look for specific signals: Scott's approach is brilliant here. Instead of trying to automate everything at once, he asks: "What's the one constraint that, if fixed, would unblock everything else?" Real example: An SDR team spending 2 hours per day on account qualification. Instead of replacing them with AI, Scott's team: Identified 13 discrete website signals Built a scoring rubric Automated the qualification process Ran 80% of their CRM through it Found all the whitespace in their market Result? SDRs got 2 hours back per day, marketing got proper targeting, and AEs could finally hit self-sourcing targets. Here's the exact math Scott uses (and you should too): To hit $10M ARR: Need: 180 new customers at $50K each At 25% close rate = 720 opportunities needed At 20% meeting-to-opp rate = 3,600 meetings needed At 20% conversation-to-meeting rate = 18,000 conversations needed At 20% contact-to-conversation rate = 90,000 dials/emails needed With 5 contacts per account = 18,000 accounts needed But here's the kicker - every 10% of unqualified accounts in this mix torpedoes your downstream metrics. Scott's take on AI is refreshingly practical: "AI on its own is useless. You have to target it, constrain it, focus it, and give it examples to mimic and scale." His process: Understand the manual process that works Document exactly how your best people do it Use AI to scale that proven process Never try to AI your way around a broken process Scott doesn't worship tools, but he's specific about what works: Phone data : You need 20%+ connect rates. If you're at 3%, your data sucks Email : Industry average is dying. Apollo worked a year ago, doesn't now Clay : Great for enrichment, but it's <50% of the actual work Dialer stack : Get your team having 3-5 conversations per hour Forget activity metrics. Here's what to track: Qualified account identification rate Contact-to-conversation rate (aim for 20% with good data) Conversation-to-meeting rate (10% minimum, fix messaging if lower) Meeting-to-opportunity rate Close rate by account qualification score…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Navigating the AI Revolution: AI Transformation Five Step Framework 34:28
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www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.linkedin.com/in/lauren-schiavone/ https://www.wonderconsultingllc.com/ Navigating AI Transformation: A Conversation with Lauren Morgenstein Join host Jonathan Kvarfordt, AKA Coach K, in the latest episode of the G-T-M-A-I podcast, as he engages with Lauren Morganstein. Lauren shares her journey from a 16-year career at P&G to venturing into the dynamic field of AI. They discuss her decision to found Wonder Consulting and her passion for demystifying AI for non-technical leaders. The conversation delves into practical applications of AI in business, the importance of upskilling, and the transformational potential of AI within organizations. Lauren also outlines her five-step AI transformation framework and shares insights on the evolving landscape of AI native companies and the critical role of effective AI councils. 00:00 Introduction and Guest Welcome 00:47 Lauren's Background and Career Journey 01:20 Diving into AI and Its Impact 02:48 Upskilling and Learning AI 05:08 AI in Consumer Insights and Innovation 12:42 AI Councils and Organizational Transformation 17:33 The Future of Prompting in AI 17:58 Adoption and Tool Recommendations 18:27 Maximizing Approved Tools 20:28 Balancing AI and Human Roles 22:59 Trends in AI for 2025 23:46 AI Native Companies 27:15 Culture and Change Management in AI 30:43 Personal AI Tools and Final Thoughts…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.linkedin.com/in/kimberlyhacker/ AI in the Sales Journey: Lessons from Testing 22 Note-Taking Tools I recently connected with Kim Hacker, Head of Business Operations at Arrows, who ran a fascinating experiment testing 22 AI note-taking tools simultaneously on sales calls. (read her in depth analysis here ) Her insights opened my eyes to how AI is changing our sales processes in practical, meaningful ways. Kim's experiment came from a real need. Working at Arrows, a company building AI-powered digital sales rooms, she wanted to understand which note-taking tools would best support their AI features. "I use ChatGPT, I use Claude, I use AI day to day. But I was feeling like I didn't have the knowledge to back up a marketing campaign for our AI features," Kim explained. What surprised her was how different the results were across all 22 tools. The top performers weren't just capturing information - they were making it immediately useful for sales reps. Fathom took first place, with Granola second and Circle Back third. These winners stood out by producing skimmable notes that captured exactly what matters in sales - key stakeholders, timeline, and buyer interests - without unnecessary fluff.…
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GTM AI Podcast with Coach K and Jonathan Moss

www.aibusinessnetwork.ai www.gtmaiacademy.com Sami Rejeb is no stranger to transformative technology. With over 20 years of experience in revenue management, he's seen the sector evolve from manual operations to dynamic, AI-driven systems. His journey began as a CRM consultant at KPMG, followed by roles such as Customer Care Director for a mobile operator, Head of Value Selling for Oracle in the EMEA region, and managing RevOps for Salesforce in the Nordics. These experiences, filled with challenges and successes, motivated him to leverage AI to address the key issues revenue leaders face today. From Global Corporations to Entrepreneurial Ventures Sami’s global experience stretches across Oracle and Salesforce, and he has now taken a bold leap into entrepreneurship with ValueOrbit. This transition from large corporations to a startup naturally comes with its own set of differences. Sami recognizes that the agility of a startup offers unique advantages not typically found in larger, more established organizations. While major corporations like Oracle and Salesforce are marked by a high level of sophistication in sales strategies, the startup ecosystem allows for more flexibility and fortunately quick adaptation to new opportunities. At ValueOrbit, Sami aims to harness this flexibility to answer crucial sales-related questions: What deal should I prioritize? Should this be in our forecast? What should my next step be? These questions were central during his tenure at Oracle and Salesforce, and remain so as he pioneers ValueOrbit. The Birth of ValueOrbit The inception of ValueOrbit stemmed from a personal mission: to maximize the potential of CRM systems in driving sales success. While working at major organizations, Sami built layers of methodologies atop existing CRM tools, but it wasn’t until the advent of AI that he truly saw the potential to transform these processes. The use of AI in sales—something that previously seemed like a distant dream—became a reality, offering unprecedented possibilities for process enhancement. Sami’s approach with ValueOrbit focuses on revenue intelligence—spanning deal generation, closing, forecasting, and even conversational intelligence. Unlike traditional competitors, ValueOrbit doesn't simply aim to replicate existing solutions; it strives to redefine them by concentrating on process efficiency and automation. The Future of CRM and AI Integration Throughout our conversation, we explored the transformative potential of AI on CRM platforms. Sami believes that while CRM systems like Salesforce offer substantial value, they are ripe for evolution. He envisions a future where traditional CRM models, driven largely by manual input, are replaced or supplemented by automated systems that enhance user interactions. In the modern sales ecosystem, the integration of AI is not just about speeding up existing processes. It offers a unique opportunity to rethink and redesign the entire sales methodology. The current tools provide enormous data capabilities, but aligning these with practical, day-to-day operations remains a challenge that Sami is eager to tackle. Connect with Sami Rejeb If you’re interested in learning more about ValueOrbit and the innovative work that Sami Rejeb is doing, I encourage you to connect with him directly. You can reach out via LinkedIn or email him at sami@valueorbit.com . Thank you for joining me in this deep dive into the future of sales and AI with Sami Rejeb. Keep innovating and challenging the status quo—together, let’s build the future of sales.…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com www.aibusinessnetwork.ai www.loyee.ai Join Coach K, also known as Jonathan Kvarfordt, in an engaging episode of the GTM AI Podcast featuring Dr. Desiree. They discuss Dr. Desiree's impressive journey from Macho Akia to Germany and the US, her entrepreneurial ventures, and her deep expertise in financial economics and AI. Dr. Desiree shares insights into her current work at Loyee.ai, an innovative company revolutionizing sales and marketing through AI and machine learning. Learn how Loyee.ai helps businesses refine their Ideal Customer Profiles (ICPs), enhance lead quality, and optimize go-to-market strategies for maximum efficiency and impact. Tune in for valuable lessons on the intersection of AI, data, and sales strategy. 00:00 Introduction and Guest Welcome 01:44 Guest Background and Journey 03:27 Early Startups and PhD Experience 04:46 Founding the Current Company 05:39 Product and Market Fit 07:18 Competitive Landscape and Differentiation 10:33 Data Sources and Technology 14:11 Quality and Effectiveness of Leads 15:53 Machine Learning Models vs. Practical Solutions 16:31 Simplifying Data for Clients 16:56 Challenges with Machine Learning Models 17:26 Leveraging External Data Sources 17:56 Future of Machine Learning in Business 18:16 Diving into AI and LLMs 19:42 Quality and Cost Trade-offs in AI 20:33 Strategy and Data Refreshing 24:22 Signal Identification vs. Signal Creation 28:06 Business Impact Stories 32:54 Conclusion and Contact Information…
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GTM AI Podcast with Coach K and Jonathan Moss

1 THE FUTURE OF HIRING: AI AND HUMAN INSIGHT WITH Gary Schwake of Sparkhire 29:55
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www.aibusinessnetwork.ai www.gtmaiacademy.com www.sparkhire.com In the latest episode of the GTM AI Podcast, I got into an amazing discussion with Gary Schwake from Spark Hire, Inc. , a leading provider of hiring solutions for people-powered organizations. Their conversation explores the intersection of AI within the go-to-market (GTM) strategy and the hiring process, examining how AI can serve as a transformative tool rather than a mere technological novelty. The Spark Hire Story When asked about Spark Hire, Gary enthusiastically explains the unique proposition of the company. Spark Hire, initially a one-way video interview solution, has expanded to include an amalgamation of offerings by acquiring Co Meet and Cha, thereby providing holistic hiring solutions. These solutions are specifically tailored for people-powered organizations in sectors such as healthcare, education, and professional services. This approach allows Spark Hire to address the nuanced needs of these industries by leveraging advanced technologies. AI in Go-To-Market and Hiring A key part of the discussion revolves around AI’s role in both the GTM strategy and the hiring process. Gary emphasizes the imperative of utilizing AI to enhance human capabilities rather than replace them. He highlights the challenges of relying on probabilistic AI outcomes in hiring, pointing out the need for deterministic results to avoid unintended biases. In contrast, Jonathan reflects on the opportunities AI presents for refining interview processes and enhancing decision-making in hiring, balancing the need for data-driven insights with the irreplaceable value of human judgment. Strategizing with AI in a Changing Landscape Both speakers delve into how AI influences strategic decisions in contemporary business environments. Gary discusses how AI facilitates defining ideal customer profiles (ICPs) with unprecedented precision, extracting insights from unstructured data to improve targeting and engagement strategies. Jonathan, on the other hand, likens the application of AI to a strategic advantage, especially for experienced leaders who understand the framework of effective GTM strategies. The Collaborative Future The exchange of ideas also touches on the evolving relationship between roles within organizations, such as the CIO and CRO, as AI becomes more embedded in operations and strategy. Gary notes the necessity of a cross-functional approach in AI implementation, often orchestrated by CEOs to ensure seamless integration across departments and improve overall customer experience. Concluding Thoughts In concluding the episode, Gary gave insights on what businesses should prioritize and avoid as they approach the upcoming year. He stresses the importance of aligning AI initiatives with core business objectives, advising companies to begin simply and scale thoughtfully. By focusing on fundamental questions and challenges, organizations can effectively employ AI to bolster their operations and drive meaningful outcomes. Stay tuned for more insightful conversations on the GTM AI Podcast, where technology meets strategy in the fast-evolving business landscape. For direct engagement, connect with Gary Schwake through his LinkedIn profile or explore Spark Hire solutions at sparkhire.com.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI Strategy and Adoption Unlocking AI's Potential in Business 33:23
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www.aibusinessnetwork.ai www.gtmaiacademy.com Daniel Beecham: https://www.linkedin.com/in/daniel-beecham/ In a rapidly evolving world where artificial intelligence (AI) is reshaping industries and redefining job roles, understanding the nuances of AI implementation and adoption is crucial. In this enlightening podcast, I got to dig in with Daniel Beecham a fellow Founding Member of the AI Circle . We got into the intricacies of AI strategy, the challenges of adoption, and the exciting prospects for 2025. Meeting Daniel Beecham: AI Pro and Advocate Daniel's journey from a biomedical engineering student at Georgia Tech to a pioneer in AI strategy is both remarkable and instructive. His experiences range from spending time at a marketing startup, navigating IT consulting at Capgemini, to tackling AI challenges in product management, offering valuable insights into AI integration within businesses. Navigating AI Strategy in Organizations One of the core discussions revolves around the AI strategy in organizations. Daniel explains the importance of understanding the "why" behind AI adoption, emphasizing that AI should genuinely enhance business processes rather than act as a mere technological gimmick. He highlights critical steps in setting up an AI strategy, including assessing data maturity and ensuring good data governance. According to Daniel, businesses must have well-rounded representation within their AI governance teams, underscoring the need for executive leadership to play a role in prioritizing AI initiatives. Challenges in AI Adoption and Trust Building The complexities tied to AI adoption are well-articulated, particularly the gap between initial excitement and sustainable usage. Daniel notes the essential role executive sponsorship plays in fostering widespread adoption within an organization. Furthermore, the conversation touches on trust in AI systems—how do organizations ensure their AI tools are providing accurate, reliable results? Jonathan and Daniel explore techniques such as prompt engineering and citations in AI outputs to bolster trust and reliability in AI solutions. The Power of Proof of Concept and Evaluating Success Proof of concept (POC) initiatives are invaluable in evaluating AI tools' efficacy. Daniel shares insights from prior projects, illustrating how success metrics must be explicitly defined from the onset to measure POCs effectively. The conversation underlines how reductions in time and cost should align with stakeholder value, advocating for a metric-based approach to identify areas ripe for AI-driven transformation. Future Outlook: Hardware Innovations and Agentic Workflows As the podcast draws to a close, attention shifts to future predictions for AI in 2025. Daniel expresses excitement around AI hardware advancements and agentic workflows, highlighting their potential to revolutionize personal and professional landscapes. The integration of AI into hardware promises to enhance the realism and applicability of AI technologies, paving the way for increased optimization and user experience. Conclusion The podcast session with Daniel Beecham is an insightful exploration of AI's multifaceted journey through business strategy, workforce impact, and ethical considerations. It's a conversation that paints a comprehensive picture of where AI stands today and where it could potentially lead us tomorrow. As organizations continue to adapt and evolve, the insights shared in this discussion serve as guiding principles for embracing AI as a transformational force in society.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Dramatic Shift and Impact of AI on Business and Go To Market 51:49
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www.aibusinessnetwork.ai www.gtmaiacademy.com www.winningbydesign.com DRAMATIC SHIFT AND IMPACT OF AI ON BUSINESS AND GO TO MARKET Today hosted by Jonathan Moss we are thrilled to have Jacco van der Kooij the Founder of Winning by Design on to join us and talk about our favorite topic ;) Jonathan kicks off the conversation by highlighting the recent shifts in the go-to-market landscape. Over the past few years, businesses have transitioned from a "growth at all costs" mentality to emphasizing profitable, efficient growth. This shift coincides with the rise of AI as a transformative platform, presenting both challenges and opportunities for businesses. As Jacco points out, the impact of AI is not just about automation—it's about fundamentally transforming business models. Traditional inbound and outbound models are being replaced by AI-led growth, which emphasizes efficiency and scalability. Jacco introduces three key growth models: Product-Led Growth (PLG), Human-Led Growth (HLG), and AI-Led Growth (AILG). Each has its place in the market, but AI-Led Growth is particularly effective in optimizing costs and processes. According to Jacco, this model allows businesses to scale operations without exponentially increasing personnel costs. This change is crucial, especially in saturated markets where traditional human-led approaches are financially unsustainable. The discussion underscores the importance of viewing businesses like factories, where efficiency, quality, and scalability are the cornerstones of success. AI enhances these factors by providing rapid, accurate data insights, enabling businesses to adapt swiftly to market demands. While AI can substantially augment operations, Jacco and Jonathan agree on one crucial aspect: the human element. Relationships remain a cornerstone of business, especially in high-value transactions. The trust and brand reputation that a company establishes are invaluable. AI, rather than replacing human interaction, should enhance experiences by reducing friction in the buying process and allowing businesses to focus on nurturing relationships. Jacco highlights how AI is revolutionizing customer experience by delivering timely, accurate responses without the inefficiencies of traditional methods. Whether it's answering customer queries precisely or automating repetitive tasks, AI is redefining what businesses can achieve. However, achieving this requires businesses to rethink their processes and leverage AI to foster a seamless buying journey. The episode concludes with insights into where the industry is headed. Jacco envisions a future where AI reshapes pricing models, with dynamic pricing responding to real-time market demands. This shift, much like the introduction of AI itself, represents a renaissance in business—one where constant innovation and adaptation are key. The GTM AI Pod episode with Jacco is a critical exploration of how AI is not just an optional tool but an essential component of modern business strategy. For businesses looking to thrive in this new landscape, embracing AI to enhance both operational efficiency and customer experience is non-negotiable. As we continue to explore these changes, keeping the focus on creating exceptional buying experiences will be the defining element of success. For listeners and businesses alike, the message is clear: AI is here to stay, and integrating it thoughtfully will be the key to unlocking future growth.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Exploring AI in Email & Communications to increase revenue with Luella.AI CEO Mustafa Saaed 24:37
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www.aibusinessnetwork.ai www.gtmaiacademy.com https://www.luella.ai/ https://www.linkedin.com/in/mustafasaeed/ Good morning, good evening, or good afternoon—whenever you find yourself diving into this exploration of AI and business technology. I am excited to dive deep into the world of AI-driven communication innovations with Mustafa Saeed, CEO and co-founder of Luella.AI. The Genesis of Luella AI Meeting Mustafa was like meeting a force of nature in the tech world. His story begins with a YouTube channel that funded his university education, transitioning into a tumultuous but rewarding role at a marketing agency impacted by Apple's iOS 14 update. This led to a life-changing pivot that set him on a path of technological exploration and growth. At Clearco, a significant player in e-commerce investment, Mustafa thrived, honing skills in sales and consultancy that eventually culminated in founding Luella AI. Driven by overcoming challenges he experienced firsthand, Mustafa and his team have focused intensely on AI's potential to revolutionize business communication. Why Luella? What's in a Name? Interestingly, Luella didn’t start with a grand story. Mustafa candidly admits the name was suggested by ChatGPT during a low moment of noodling through domain names. It was deemed suitable through its uniqueness and simplicity—fitting for a tech solution aiming to be straightforward and effective. Transforming Email Deliverability Luella AI's focus is a response to an immense pain point in today's digital communication landscape—email deliverability. All too often, emails, including key business communications, end up in spam due to AI-driven spam filters' evolutions from giants like Google and Microsoft. Luella positions itself as a protector of sender reputation and deliverability. By employing intricate systems mimicking those of major platforms, it ensures that spam rates can be reduced significantly for its users. This isn't just an enhancement tool; it's a potential game-changer for any business reliant on effective email outreach. Insights into the AI-Empowered Future Mustafa sees a promising horizon where communication agents do not just automate but optimize. Luella isn't just about sending emails; it’s about refining and targeting these messages to maximize engagement and results. The AI isn’t just an executor but a strategist alongside the human element, constantly experimenting and learning. Agents of Change: The Larger Vision Where does Luella see its future? While staying grounded in cold email outreach for now, the company eyes potential expansions into other channels. The philosophy is intentionality over breadth—specialize deeply in a single facet and excel before branching out. There's an eagerness to innovate without losing focus, ensuring their existing solutions remain unmatched.…
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GTM AI Podcast with Coach K and Jonathan Moss

www.aibusinessnetwork.ai www.gtmaiacademy.com For FrontRace www.frontrace.com In this episode of the GTM AI Podcast, host Jonathan Kvarfordt, also known as Coach K, is joined by Jack Siney from FrontRace. They dive deep into Jack's unique career journey, his transition from working with the Navy to entrepreneurship, and how he came to build his current company, FrontRace. Jack elaborates on how FrontRace helps companies effectively manage and analyze large datasets using AI, enabling better decision-making and operational efficiency. The conversation also touches upon the changes in sales processes post-COVID, the integration of AI in workflow, and future trends in automation and human interaction. The episode concludes with a discussion on the exciting yet challenging future of AI in various industries. 00:00 Introduction and Guest Welcome 00:26 Jack Siney's Background and Career Journey 02:08 Introduction to FrontRace 04:04 Challenges in Data Management and AI Solutions 06:13 The Future of AI in Sales and Customer Interaction 09:13 Human Element in AI and Automation 15:48 Current AI Innovations at FrontRace 16:08 The Data Dilemma: Too Much Information, Not Enough Insight 16:54 Connecting the Dots: Integrating Data for Better Insights 17:20 AI to the Rescue: Leveraging Artificial Intelligence for Data Analysis 19:06 Real-World Applications: Success Stories and Challenges 26:40 The Future of Sales and AI: Predictions and Expectations 30:15 Conclusion: Embracing Change and Innovation…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Key Strategies for Integrating AI in Business Operations with Paul Glover 25:42
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www.aibusinessnetwork.ai www.gtmaiacademy.com Had a blast on the GTM AI Podcast with Paul Glover . As a tech enthusiast and a principal consultant at Burendo , Paul shares his profound understanding of AI's role in enhancing business processes, and I'm eager to share our dialogue with you. Discovering AI's Potential From tech beginnings as a business analyst to becoming a luminary in AI, Paul Glover has a rich story. He started exploring AI by viewing interactions with large language models as microservices, each contributing to the broader value in business settings. His journey led him to create PromChain, where he delved deeper into AI applications. Unravelling Burendo’s Mission Burendo is a UK-based consultancy firm. Paul, as a principal consultant, runs the AI community of interest and guides clients on utilizing AI effectively. Burendo’s approach is about embracing productivity through AI while ensuring that the clients can harness this technology efficiently. Simply put, it’s about trimming the complexity and aiding businesses in understanding and applying AI to streamline their procedures. The Shift in AI Usage AI is rapidly morphing, but there's a common pattern Paul has observed: organizations test AI tools stealthily. They view tools like ChatGPT as supportive yet unofficial. The challenge today is how businesses can officially integrate AI into their operations to derive clear value and efficiency. The Tools of Tomorrow As for the future, Paul believes we’re leaning towards deeper automation in tools like Jira and Azure DevOps. Companies are testing new functionalities to manage projects better, enhancing productivity by automating significant chunks of work. Transforming how we work with AI isn't just about adopting technologies; it’s about how these tools mature and reshape operations to reduce the workload on human resources. Process Overhaul One significant discussion point was the balance between adopting AI and evolving processes. AI isn’t a silver bullet that simply makes old processes faster; it's about understanding when current methods need transformation. Implementing AI should inspire improvements rather than merely automate outdated methods. Creating the Right Structure A pivotal part of this AI revolution is having the correct data structure. Paul emphasizes the importance of a knowledge base that supports AI tools, allowing efficient access and the right context for quality outputs. For those venturing into AI, setting up a test group to identify potential benefits across various tools is crucial. The Human Element in AI Paul’s innovative perspective involves working alongside AI, using it as a tool to support human creativity. By delegating routine tasks to AI, teams can focus on value-added activities, ensuring an optimal blend of human oversight and machine efficiency. Health Care App Case Study One real-world application of these principles was when Paul's team developed a health care app prototype for a client aiming for quick market entry. By leveraging AI tools, they compressed weeks of development into a matter of hours. Such examples highlight the tangible business value brought forth by intelligent AI deployment. Conclusion In wrapping up our conversation, Paul left us with a thought-provoking note on how AI is transforming the landscape of business productivity. With insights, tools, and practical applications, his approach at Burendo exemplifies a forward-thinking stance on technological evolution, ensuring businesses not only survive ...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The Art and Science of AI Implementation with Reuben Bailon 33:43
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www.aibusinessnetwork.ai www.gtmaiacademy.com For more from Reuben Bailon: https://www.linkedin.com/in/reubenbailon/In this episode of the GTM AI podcast, Coach K hosts AI specialist Reuben Bailon to discuss the critical steps for successful AI implementation in businesses. Reuben emphasizes the importance of understanding business objectives, defining specific problems, and aligning on clear goals to ensure project success. He shares his personal journey into AI, which began with a passion for smarter tools and led to a focus on machine learning and generative AI. Through detailed examples, Reuben illustrates how AI can improve operational efficiency, assist in budget planning, and enhance employee experiences. The conversation also explores the future of AI, where augmented human tasks could evolve into more automated, agentic systems. Reuben concludes by highlighting the immense potential of AI to transform the quality of work, ultimately shifting organizations from a survival mindset to a thriving one.00:00 Introduction and Guest Welcome00:31 Reuben's Journey into AI03:08 Implementing AI in Business05:15 Steps for Successful AI Implementation07:10 Real-World AI Use Cases21:28 Future of AI in Business29:19 Enhancing Employee Experience with AI32:29 Conclusion and Contact Information…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI, Influence, and the Future of Brand Growth with Joy CEO of Markable.ai 24:50
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www.gtmaiacademy.com www.aibusinessnetwork.ai To find Joy you can go to: www.markable.ai https://www.linkedin.com/in/joy-tang-markable/Join Coach K as he interviews Joy Tan, the CEO of Markable, who shares her compelling journey from China to the U.S., as a math prodigy attending MIT, to her experiences in high-frequency trading, and finally, her current role in utilizing AI to empower social media influencers. From personal stories to professional insights, this conversation covers Joy's entrepreneurial spirit, her impactful use of AI in recognizing products in media, and her vision for making AI accessible to non-technical creators. Learn about her challenges, successes, and future aspirations in this engaging discussion.00:00 Introduction and Special Guest Announcement00:09 The Serendipitous Meeting01:21 Joy's Early Life and Education02:58 First Taste of Entrepreneurship04:30 High Frequency Trading Career06:08 Transition to Social Media and AI07:16 Building Markable and Helping Creators13:28 Challenges and Lessons in AI17:03 Future of AI in Social Media22:52 Closing Thoughts and Contact Information…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The Year of the AI Agent: How Thynk.ai is Revolutionizing Sales 28:32
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www.gtmaiacademy.com www.aibusinessnetwork.ai www.thynk.ai The Year of the AI Agent: How Thynk.ai is Revolutionizing Sales In my latest GTM AI Podcast episode, I reconnected with John Long and Dane Oborn, longtime friends and co-founders of Thynk.AI Their journey from sales professionals to AI innovators is remarkable - after experiencing the frustrations of inefficient sales processes firsthand, they've built a solution that's changing the game. Thynk.ai has developed autonomous AI agents that handle the entire pre-sales process from prospecting to discovery, solving a problem every GTM leader understands: ensuring every sales conversation is productive. What struck me most was seeing how their experience in the trenches of sales informed their tech development, creating a solution that addresses real pain points rather than theoretical problems. [00:40:04] From frustration to innovation: Thynk.ai emerged because John and Dane couldn't find existing tools that managed the complete pre-sales workflow—they needed something that called, texted, qualified, and prepared prospects before human sales involvement [00:49:43] True AI agents vs. assistants: Unlike interactive AI assistants that require constant human guidance, their agents work autonomously toward defined objectives, fundamentally changing how we think about sales development roles [01:02:27] The "hands-off" moment: Business owners experience a paradigm shift watching AI agents independently engage with leads in real-time, handling complex conversations without human intervention [01:19:31] AI's workforce transformation: Rather than simply cutting jobs, the most strategic companies are leveraging AI to amplify their human talent while expanding their total addressable market [01:25:31] Strategic AI implementation framework: John's "three buckets" approach helps GTM leaders distinguish between superficial AI tools, meaningful operational enhancements, and revolutionary custom solutions Building Intelligence: The Core of Thynk AI When I invited John and Dane to dig into the mechanics of their AI agents, he explained, "Dan and I both have a background in sales… and through that process, we were constantly frustrated with unqualified leads." This mutual frustration led them to explore AI's potential to streamline the pre-sales process, ensuring sales reps engage with prospects ready for meaningful conversations. "Imagine if there was a way for AI to help with that pre-sales motion," John continued. "Wouldn't it be cool?" This vision materialized into Thynk AI's agent technology, capable of performing tasks like prospecting, calling, texting, and even holding discovery calls autonomously.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Mastering Sales with AI: Strategies for Effective Coaching & Revenue Growth 38:17
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www.gtmaiacademy.com www.aibusinessnetwork.ai In the ever-evolving landscape of sales, artificial intelligence (AI) has emerged as a pivotal tool for redefining how companies operate. Recently, on the GTMAI podcast, Jonathan Moss interviewed 🚀 Victor Adefuye co-founder and CEO of Dana Consulting (NYC) to explore how AI is revolutionizing the sales industry. Below, we delve into the conversation, capturing Victor's insights on training, coaching, forecasting, and more. AI: A Catalyst for Sales Efficiency Victor opened the discussion by highlighting a key area of inefficiency in sales: the gap between training and actionable results. He stressed that despite tactical inefficiencies within sales teams, the disconnect between coaching and real-world outcomes is a deeper challenge. Victor pointed out that while market conditions and products can make any salesperson appear successful, true proficiency is tested when outcomes are lacking. AI, he argues, provides the clarity needed to reassess strategies, structure training, and sustain behavioral changes necessary for long-term success. Training and Development: The Athlete's Mindset Drawing a parallel between sales professionals and athletes, Victor emphasized the importance of preparation. Just as athletes prepare for game day, sales professionals must refine their skills continuously. Coaching, regular training, and reliable feedback form the cornerstone of sustained improvement. AI plays a significant role here, by providing data-driven insights that help identify precise skill gaps. Through this, organizations can develop tailored training and coaching strategies that ensure progress is tangible and accountable. The Power of Personalized Coaching AI enhances sales training by offering personalized insights, enabling meaningful, targeted interventions. Victor shared examples of how AI can analyze call data, provide constructive feedback, and monitor progress. This not only optimizes the coaching process but ensures that sales reps aren't practicing on customers. By establishing clear baselines and mapping sales processes, AI ensures organizations can define and track both individual and team growth effectively. Revolutionizing Forecasting Through AI On forecasting, Victor discussed leveraging AI to enhance accuracy. By incorporating standardized scoring systems, such as MEDDPICC, companies can objectively evaluate opportunities based on defined criteria. AI streamlines this process, offering managers a comprehensive view of deal status and potential, helping to avoid inflated forecasts. Such precision allows sales leaders to align closer with reality and provide more reliable, data-driven projections. Implementing AI: Training and Workflow Integration Victor cautioned against the misconception that simply acquiring AI tools is enough. Instead, he emphasized a focused implementation strategy, rooted in proper training and integration into existing workflows. Training sales teams for comfort and proficiency in using AI tools is essential. He underscored the importance of creating environments where AI use blends seamlessly into daily activities, ensuring the transition is smooth and sustainable. Key Quotes: "The disconnect between training and skill development and actual results has driven me the most in sales." "Salespeople are performers. Just like athletes, you get judged on what happens when it's game time." "AI allows us for the first time to address a lot of these gaps in insight and behavior change necessary to sustain growth...…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.linkedin.com/company/velocityengine-ai/about/ AI-Powered Go-To-Market Strategies with Nick Bhavsar | GTM AI Podcast In this episode of the GTM AI podcast, host Jonathan welcomes Nick Bhavsar, Co-Founder and CMO of Velocity Engines, to discuss the critical state of go-to-market (GTM) strategies and how AI can revolutionize this space. They explore the inefficiencies plaguing GTM today and trace Nick's transition from a career in engineering to becoming a thought leader in marketing. Nick elaborates on the foundational aspects of GTM, covering essential phases like segmentation, positioning, and persona-specific content creation. He also unveils how Velocity Engines leverages AI to streamline these marketing processes, from strategy development to content execution, and closes with visionary insights on the future of AI in both B2B marketing and consumer behavior. Tune in for an enlightening conversation filled with practical advice, industry stats, and future trends. 00:00 Introduction and Guest Overview 00:43 Nick Bhavsar's Background and Career Journey 05:37 The Broken State of Go-To-Market Strategies 07:50 Fundamentals of Marketing and AI's Role 10:23 Solving Go-To-Market Challenges with AI 17:10 Understanding the Buying Committee 18:36 Personalizing Content for Different Personas 19:54 The Role of AI in Sales and Marketing 22:40 Founding Velocity Engine 23:48 Velocity Engine's Go-to-Market Strategy 26:39 Future of AI in B2B Marketing 30:02 Consumerization of B2B 35:34 Closing Thoughts and Contact Information…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Inside the Future of AI Events: How HumanX is Revolutionizing AI Conferences 25:17
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www.gtmaiacademy.com www.humanx.co Before we dive in, here is a special offer from Andrew about HumanX exclusively for our subscribers: Calling All Directors, VPs, and C-Level Executives at Large Companies I’m thrilled to extend a special, complimentary invitation to join our SolutionBridge program, an exclusive opportunity at HumanX: Connect with tailored vendors in 8 pre-set, double-opt 15-minute meetings. Join an elite lineup featuring leaders like the CPO of OpenAI, CEO of Snowflake, and VP of AI at AWS. $3,995 registration fee waived for qualified buyers. Don’t miss the chance to simplify sourcing and supercharge your AI initiatives. Interested? Learn more about SolutionBridge: https://lnkd.in/ezSzQZ9v Apply to join (2 min): https://lnkd.in/e8A7cjNh Let’s shape the future of AI together. Podcast Summary Andrew recounts his journey from early startup ventures—including his experience founding a consumer company that integrated hardware and software—to transitioning into roles at primary venture partners, where he honed his approach to scaling businesses and events. He emphasizes a critical lesson learned early on: the market’s dynamics often outweigh the merits of any single business. Andrew discusses how his experiences led him to pivot toward AI, a field undergoing rapid change and offering immense potential for businesses. In exploring AI’s deployment in various sectors, he highlights the confusion many business leaders face when attempting to integrate AI into their operations, given the often overwhelming array of vendor-led solutions. Instead, Andrew’s approach with the HumanX event is intentionally independent, avoiding vendor biases. The event is designed to serve as a comprehensive roadmap for businesses aiming to implement AI. Bullet Points of Discussion Andrew Blum’s Journey: Transition from founding startups to taking on roles at primary venture partners. Key insight: “The market matters a lot more than the individual business itself.” Pivot to AI: Observations on the rapidly evolving AI landscape and the confusion among business leaders regarding effective adoption. Recognition that traditional vendor-led events are limited by inherent biases. Event Strategy: Scaling an event from the outset by planning for a large audience (starting at 3,500 attendees in Las Vegas). Incorporation of multiple session formats: keynotes, industry-specific panels, workshops, and networking through one-to-one matchmaking. Differentiating the Event: Combining the best elements of academic, thought leadership, and vendor ecosystem events to deliver actionable insights. Emphasis on an independent perspective free from vendor bias. Leadership and AI Adoption: The dual importance of robust data infrastructure (managed by CTOs/CIOs) and a culture that encourages sharing practical AI use cases. Discussion on how AI tools can empower individuals across all business functions. Quotes from Andrew Blum “My biggest takeaway was that the market matters a lot more than the individual business itself.” “Rising tide lifts all boats.” “If you're not encouraged to share use cases and openly speak about the stuf...…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com www.gtmaipodcast.com www.magai.co In this episode of the GTM AI Podcast, host Jonathan "Coach K" Kvarfordt sits down with Dustin, founder of Magi AI, a platform transforming how businesses leverage artificial intelligence. A long-time fan of Magi, Kvarfordt delves into Dustin's journey from struggling entrepreneur to AI innovator. The conversation explores how Magi provides a unified interface for multiple AI models and tools. It makes powerful AI accessible to teams of all sizes. Key Conversational Topics: Dustin's entrepreneurial background and the birth of Magi The challenges of scaling a marketing agency Magi's core features (folders, search, team collaboration, personas) Comparing Magi to ChatGPT Real-world use cases: brand voice consistency, content creation, GTM strategy The future of AI and SEO Magi's upcoming features: actions (agents) and automation The democratization of AI through a persona marketplace Key Quotes from Dustin: "Magi is one subscription to give you access to all the subscriptions you are probably already paying for." "We've got some of the best users in the world, the smartest AI people in the world use Magi." "People who are building these applications are developers, not SEO experts." "I envision a world where people are creating these really high-level agents and selling them." "[With agents] you will be able to create entire procedural workflows...and that I think is going to just reinvent work as we know it." 3 Main Takeaways for GTM Professionals and Leaders: AI Can Radically Enhance Productivity, But Requires a Human Touch: Magi demonstrates how AI can streamline content creation, research, and strategy development. It still necessitates human oversight for quality and strategic alignment. Consolidated AI Platforms Offer Efficiency: Magi's approach of integrating multiple AI models into a single platform offers significant efficiency gains over managing multiple individual subscriptions. The Future of GTM is AI-Powered and Automated: The development of AI agents and automation within Magi foreshadows a future where GTM processes can be orchestrated with unprecedented speed and precision. This has the ability to dramatically improve efficiency and speed up execution.…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaipodcast.com https://www.linkedin.com/in/ram-b-01012b183/ www.gtmaiacademy.com www.aibusinessnetwork.ai The 2024 AI Go-To-Market Playbook: How to Successfully Sell AI Solutions in Today's Market | Insights from Tech Leader Ram Bulusu In a recent conversation with Ram Bulusu, a veteran technology leader with 35 years in healthcare technology and current head of AI and Digital at Sanofi, we explored the evolving landscape of AI implementation and go-to-market strategies. Ram shared invaluable insights from his experience bridging the gap between advanced technology and practical business applications, particularly in highly regulated industries like healthcare. The Evolution of AI Implementation The conversation revealed a critical shift in how organizations should approach AI adoption. Traditional methods of implementing AI have focused heavily on technological capabilities, often leading to sophisticated platforms that fail to address specific business needs. Ram emphasized that the future belongs to industry-specific solutions that prioritize practical application over technical prowess. Healthcare serves as a perfect case study for this evolution. The industry, traditionally lagging in technology adoption due to regulatory constraints and complexity, is now seeing successful AI implementations that focus on specific outcomes rather than general capabilities. These successes come from understanding and addressing particular industry challenges, from drug development to patient care. The New Go-to-Market Paradigm Ram's insights revealed a fundamental truth about selling AI solutions: success lies not in the sophistication of the technology but in its ability to solve specific business problems. This approach requires a deep understanding of industry verticals and the ability to translate technical capabilities into practical business outcomes. The most successful implementations start with a clear business problem, develop a targeted solution, and ensure easy implementation. This contrasts sharply with the traditional approach of building complex platforms and trying to find problems they might solve. Security and Implementation Challenges A significant portion of our discussion focused on the critical balance between innovation and security. Ram highlighted how companies, particularly in regulated industries, must navigate the complex landscape of data protection, compliance, and practical implementation. The solution, he suggests, lies in a graduated approach: starting small, proving value, and expanding gradually while maintaining robust security measures. Looking Ahead: 2024-2026 Ram predicts a significant shift in the AI landscape over the next few years, with industry-specific solutions becoming dominant. He envisions a future where AI tools are as ubiquitous as electricity but implemented in highly specialized ways for different industries and applications. ## Key Quotes from Ram: "Nobody cares how great your technology is - show me what business problem it can solve." "Don't start with the technology. Start with the end user problem you're trying to solve." "You can't have your software tool making a final decision. You can have it make a recommendation, but you need a human being to come in and make sure you protect the privacy of the patient." "The vast majority of the technology really is a platform. I can't use a platform to do my job. I want a plug and play tool." "When I first demonstrated Gen AI to my quality team and said, this is going to create a quality plan for you... they looked at me like I was crazy. But when they saw the res...…
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GTM AI Podcast with Coach K and Jonathan Moss

https://www.gtmaiacademy.com https://www.alysio.ai Revolutionizing Sales Metrics with Alysio and AI In an era where AI and automation dominate sales technology headlines, this week's episode uncovers a refreshingly fundamental truth: sometimes the most powerful innovations start with the simplest questions. Ryan, CEO and co-founder of Alysio, joins us to share how a basic spreadsheet at Qualtrics evolved into a revolutionary approach to sales performance tracking. This episode dives deep into the intersection of metrics, motivation, and meaningful results, revealing how a straightforward question - "How do I know I've had a great day in sales?" - led to a transformation in how we think about sales success. For sales leaders struggling with accountability and performance tracking, and teams looking to drive consistent results, this conversation offers both practical insights and a glimpse into the future of sales performance management. What began as a simple spreadsheet experiment at Qualtrics would eventually reshape how sales teams approach daily success metrics. The story unfolds with a common challenge: despite having a full stack of sales tools (Salesforce, Clari, Gong, Outreach), teams still couldn't definitively answer whether they'd had a productive day. The solution emerged in the form of a point-based system where: - Sales activities were assigned specific point values - 10 cold calls might equal one point - One demo set could be worth two points - Daily goal: achieve 10 points The results were remarkable. Teams using this system consistently outperformed their peers and dominated President's Club nominations. The secret wasn't just in the tracking – it was in the clarity and motivation the system provided. Sellers knew exactly what constituted a successful day, and managers had concrete metrics to coach against. The success at Qualtrics was just the beginning. When Aaron, Ryan's co-founder, moved to Okta and later Lacework, he brought the spreadsheet system with him. At each company, the pattern repeated: - Teams using the point system consistently hit quota - The approach created positive accountability - Results were replicable across different sales environments - The system worked for both SDRs and AEs This consistent success across multiple organizations revealed something crucial: the fundamental principles of the system transcended individual company cultures and sales processes. What started as a spreadsheet had uncovered a universal truth about sales performance: when you can measure and incentivize the right activities consistently, results follow. The decision to transform this spreadsheet into a software platform came from recognizing several key factors: - Manual tracking became unwieldy beyond 5 reps - Real-time visibility was crucial for motivation - Historical data analysis was nearly impossible - Teams needed better ways to identify skill gaps - The system needed to scale while maintaining simplicity Modern Sales Trends - Physical, in-person connections becoming more valuable in the AI era - LinkedIn messages and referrals emerging as crucial but undertracked metrics - Balance between activity volume and personal touch points AI Integration in Sales Performance - AI-powered coaching based on individual performance patterns - Custom playbook integration for personalized guidance - Focus on closing skill gaps identified through data analysis - AI's role varies based on sales cycle complexity - More suitable for shorter sales cycles and PLG motions - Human touch remains crucial for complex, longer sales cycles - Emphasis on...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Unlocking Business Intelligence with Secure, In-House Database AI Solutions 33:22
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www.gtmaiacademy.com www.tursio.ai In the latest episode of the GTM AI Podcast , host Jonathan Kvarfordt, aka Coach K, spoke with Murali Mahalingam, co-founder and Head of GTM at Tursio.ai . Their discussion explored how Tursio.ai’s groundbreaking technology is redefining data analytics, helping GTM professionals gain faster, actionable insights while ensuring security and compliance. Tursio primarily targets regulated industries where data security, compliance, and precision analytics are critical. These industries benefit significantly from Tursio’s ability to securely analyze structured operational data within their own environments, ensuring privacy and compliance while enabling actionable insights. If you need more detailed information or additional industries, let me know! 1. Tursio.ai’s Unique Value Proposition Tursio.ai eliminates the complexity of traditional data analytics by embedding AI directly within enterprise databases . This innovative approach allows teams to query structured operational data (finance, marketing, sales, etc.) in natural language , bypassing the need for data migration or external systems. The result? Faster insights and reduced data engineering overhead. 2. Security and Compliance as Priorities For regulated industries like healthcare and finance, data privacy is critical. Tursio.ai brings AI directly to on-premise or hybrid setups, ensuring sensitive data remains secure. By integrating AI models into existing databases, organizations can unlock insights without compromising security or compliance. 3. Addressing AI Challenges with Precision Tursio.ai is designed to tackle common AI issues like hallucinations by focusing on "high precision" rather than broad answers. This ensures that GTM teams receive reliable insights for informed decision-making, even in complex scenarios. 4. Enhancing ROI Through Real-Time Insights By automating workflows and enabling instant access to critical data, Tursio.ai empowers GTM leaders to make decisions faster and more confidently. Whether addressing churn, optimizing campaigns, or evaluating market opportunities, Tursio.ai transforms how businesses leverage their data. 5. Bridging the Skill Gap Tursio.ai simplifies advanced analytics for non-technical users, enabling executives and GTM professionals to interact with data intuitively. With its AI-powered co-pilot, Tursio.ai supports business intelligence efforts across all organizational levels. Key Quotes from Murali Mahalingam 1. On Tursio.ai’s Unique Approach: *“Instead of moving data to AI, we bring AI to where the data is located. This ensures security, privacy, and compliance, especially for regulated industries like healthcare and finance.”* 2. On Eliminating AI Hallucinations: Business decisions demand 100% accuracy. Unlike broad AI models, Tursio.ai focuses on high precision to deliver reliable insights without hallucinations. 3. On Redefining Analytics for GTM Professionals: We simplify analytics by enabling users to ask natural language questions and get actionable insights instantly. It’s like giving your data a brain and a voice. 4. On the Value of Real-Time Insights: In the old world, getting insights took weeks of meetings and manual effort. With Tursio.ai, it’s all at your fingertips in seconds—helping businesses act faster and smarter. 5. On the Future of AI and Human Collaboration: AI won’t replace humans; it will augment their capabilities. Our goal is to make AI a co-pilot for decision-makers, enabling them to focus on strategy while automation handles th...…
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GTM AI Podcast with Coach K and Jonathan Moss

So I finally got to sit down with Ioanna Mantzouridou Onasi CEO of Dextego Ioanna’s passion for understanding human motivation, coaching, and technology shines through her story—from her psychology roots to becoming a startup leader. We explored the gaps in traditional sales training, particularly how ineffective and biased role plays are, and how Dextego leverages AI to deliver timely, personalized coaching that actually works. She shared her take on the human-AI balance, emphasizing that technology should optimize human performance, not replace it. Dextego aims to coach reps throughout the sales cycle, reduce ramp-up times, and help them deliver value-driven messaging to the right persona at the right time. Ioanna also highlighted how AI can shift enablement from reactive to proactive, shorten sales cycles, and elevate reps with gamified, real-time learning. Lastly, we discussed the broader impact of AI on business workflows, emphasizing change management and the importance of clear strategies. AI Coaching Gaps in Sales Enablement : Traditional role plays are outdated and biased. Reps need coaching that aligns with real-world scenarios. First-time managers often lack proper coaching support. Dextego’s Core Value : AI coaching platform that blends company data, sales best practices, and human expertise to deliver targeted, real-time coaching. Use cases span onboarding, consistent messaging, and deal support. Results and Impact : Shortens sales cycles by 30% on average. Drives reps to deliver persona-specific value props, not scripts. AI as an Optimizer, Not a Replacer : Ioanna believes in improving human performance while automating low-value tasks. Sales remains a human-centric art of communication. Future of Enablement : AI agents will focus on specialized coaching areas like negotiation, discovery, and methodologies. Continuous feedback and tailored coaching styles are key. Upcoming Trends for Leaders : Companies need to rethink their tech stacks and decide what tools are foundational vs. integrative. AI tools can transform workflows, but change management is critical. On Coaching Gaps : “We found that the first-time managers—BDR managers, for example—just don’t get the training they deserve.” On the Power of AI : “The goal is to deliver the right coaching at the right time. Reps don’t have time to wait for feedback—AI makes it immediate.” On Sales Enablement Problems : “You tell a rep, ‘If the customer says A, say B,’ but the customer always says C or D.” On Human vs. AI Balance : “Sales is the art of communication. If we lose that, what are we as a civilization?” On Dextego’s Results : “On average, companies shorten their sales cycles by 30% when they use our platform.” On Using AI Responsibly : “Founders have a responsibility to create solutions that improve well-being, not just replace jobs because they can.” On the Bigger Picture : “It’s not about trying 10 pilots. It’s about being strategic and supporting yearly goals with real ROI.” This conversation was all about transforming sales enablement into something modern, effective, and human-first. Ioanna’s ...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 How AI Surveys are Revolutionizing Sales Pipeline Generation 34:42
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https://www.gtmaiacademy.com https://www.theysaid.io/ https://www.linkedin.com/in/lihonghicken/ Here's a clean breakdown of the interview: I spoke with Lihong Hicken, CEO and co-founder of Theysaid.io, about revolutionizing sales pipeline generation through AI-powered surveys. Lihong's journey from an intern building desks to becoming a CEO shapes her practical approach to sales technology. The conversation centered on transforming traditional surveys into intelligent sales tools. Theysaid.io's platform creates natural, conversational experiences that simultaneously qualify leads and gather market insights. This dual-purpose approach helps companies understand customer needs, predict churn, and identify upsell opportunities before they surface through conventional metrics. We explored several practical applications, including win/loss analysis, customer sentiment tracking, and pipeline building. A key differentiator is their ability to achieve a conversation depth of 10.5 interactions per question, vastly outperforming traditional surveys' 0-1 response rate. The most valuable insights came from Lihong's examples of using AI surveys for outbound prospecting. Rather than cold pitching, her team approaches prospects with research questions, creating engaging conversations that naturally lead to qualified sales opportunities. 2. Key Points: - AI survey technology evolution and impact on sales processes - Conversion of research conversations into sales opportunities - Win/loss analysis transformation through AI - Proactive approach to upsell identification - Customer sentiment tracking methodology - Pipeline generation through conversational AI - Practical implementation of AI in sales workflows - Training AI to represent company voice and values - Integration of feedback across customer journey - Market research automation and scaling 3. Notable Quotes: "The best salesperson asks good questions. Why not let AI ask these questions at scale?" "Most companies wait until customers leave to ask why. You should be asking before they leave." "You don't want a general AI chatting with your customer. You want it to be YOUR employee, trained with your company information." "Sales is about understanding people... you need to understand first." "If you can handle things at the speed of yearly reviews, great. But CRO is the most fired job ever. You need to act fast." "You're thinking like, if you go to the market, you understand what they think, what language they use, what their concern is... you build a product to fit their use case and their pricing expectation - how can you not win?" This interview provides valuable insights for sales leaders looking to leverage AI for deeper customer understanding and more efficient pipeline generation.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 How to Combine AI Tools with Human Expertise for 10X Marketing Results 32:01
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www.gtmaiacademy.com www.gtmaipodcast.com zerotounicorn.beehive.com www.goa25.com AI Marketing Revolution: Key Takeaways from My Conversation with Tahnee Perry I recently had an eye-opening conversation with Tahnee Perry about transforming marketing with AI, and I want to share not just what we discussed, but how you can actually implement these strategies in your business. Let's dive deep into the practical insights and actionable steps. Tahnee shared her fascinating transition into AI marketing, starting in February 2023 when ChatGPT was gaining momentum. With her extensive background in SaaS marketing and travel industry experience, she spotted an opportunity to help businesses navigate this new terrain. Now at A25 consultancy, she helps companies scale from zero to $25 million using AI-powered strategies. Start with ChatGPT's free version Begin with simple tasks you already do daily Focus on one use case at a time to avoid overwhelm Document your results to build confidence Here's a concrete first-week plan: Set up a ChatGPT account Spend 30 minutes experimenting with basic prompts Choose one repetitive task to automate Test and refine your approach Tahnee's personal tech stack provides a great blueprint for scaling your AI usage: Essential Tools: ChatGPT for core content and strategy Reclaim AI for calendar management Read.ai for meeting analysis and speaking coaching Grammarly Pro for writing enhancement Answer the Public and SEMrush for SEO research For more detailed frameworks and weekly AI marketing tactics, subscribe to my newsletter. I'll send you tested prompts, real examples, and step-by-step guides you can use immediately. Follow Tahnee on LinkedIn for daily AI insights Check out her work at goa25.com Visit her newsletter at zerotounicorn.beehive.com The most crucial lesson from my conversation with Tahnee is this: AI isn't about replacing human expertise - it's about amplifying it. Start small, focus on quality, and always maintain that human touch in your AI-powered marketing efforts. Remember, the key to success isn't just having the tools - it's knowing how to use them strategically. That's exactly what I cover in my newsletter, where I take these high-level insights and turn them into actionable strategies you can implement right away. Background & The AI JourneyPractical Implementation GuideGetting Started with AI (For Beginners)Advanced Workflow IntegrationGame-Changing Use CasesVideo Content Creation FrameworkThe Future of Marketing SearchTwo-Track Content StrategyWant to Go Deeper?Additional ResourcesKey Takeaway…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI for Business Leaders: How Causal Analytics Drives 8X Growth 36:35
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https://www.gtmaipodcast.com https://www.gtmaiacademy.com AI for Business Leaders: How Causal Analytics Drives 8X Growth Featuring Mark Stouse ( https://www.linkedin.com/in/markstouse/ ) CEO of proofanalytics.ai Episode Overview In this power-packed episode, Mark Stouse reveals how causal analytics and AI are revolutionizing business decision-making. From his journey as an HP executive to becoming a pioneer in AI analytics, Mark shares insights on turning data into profitable business decisions. Key Insights 1. The AI Multiplication Effect - Traditional view: AI drives efficiency - Reality: AI multiplies human capability - Formula for Success: - High performers + AI = Exponential growth - Average performers + AI = Steady improvement - Low performers + AI = Minimal impact 2. Marketing's Hidden ROI - Breakthrough Finding: Marketing acts as a performance multiplier - Impact on Sales Teams: - 8x increase in effectiveness - 5x boost in efficiency - Warning: Cutting marketing shows delayed negative impacts 3. Evolution of Business Analytics - Past: Months of manual statistical work - Present: Real-time GPS-like guidance - Future: AI-powered causal forecasting Quotable Moments "In the era of cheap money, who cared about inefficiency? Now everything has changed." "Data becomes a proto-asset that as soon as you use analytics to turn it into something of utility, an insight that helps you make a better decision, that helps you make more money. Then and only then does it become an asset." "The definition of a good model is how close it gets to real life... They have to confront a whole bunch of assumptions, usually, that they've always made that turned out to not be true." "I'm a corporate version of a UN translator" - (when discussing his ability to bridge communication gaps between different C-suite roles) "When you don't speak the other guy's language... CDOs and CFOs were both using the word 'predictive' and yet it became very clear to me sitting there that they were using it very differently." "If you're in high school and no one wants to date you and then something happens and everybody wants to date you... that's what it's like" - (discussing how market demand for their solution changed when economic conditions shifted) Deep Dive: Causal Analytics Why It Matters Now: - Economic uncertainty demands better forecasting - Complex market conditions require deeper insights - Time lag effects need better measurement How It Works: - Combines internal & external data - Accounts for time lag effects - Creates "spaghetti models" for probability analysis Executive Application 1. Decision Making - Move from gut feelings to data-driven insights - Understand true cause-and-effect relationships - Measure impact across time horizons 2. Resource Allocation - Identify highest-impact activities - Understand multiplier effects - Optimize investment timing 3. Risk Management - Model multiple scenarios - Account for external factors - Predict long-term impacts…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI Led Growth: The New Path for AI and Sales with 1Mind CEO Amanda Kahlow 39:41
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https://www.gtmaiacademy.com https://www.gtmaipodcast.com https://www.1mind.com https://www.linkedin.com/in/amandakahlow/ # The AI Revolution No One's Talking About: My Eye-Opening Conversation with 1Mind CEO Amanda Kahlow After my conversation with Amanda Kahlow, I had to take a moment to process what I'd just learned. As someone who's spent years in enablement and worked with countless AI companies, I thought I understood where AI was headed in the GTM space. I was wrong. ## The Uncomfortable Truth Here's what kept me up after this conversation: Many of us are still planning our 2024-2025 GTM strategies based on assumptions that might be obsolete faster than we think. While we're debating whether to use ChatGPT for email templates, companies like 1Mind are fundamentally changing the game. ## What This Means for Your Career If you're in GTM, you need to be thinking about: 1. **Skill Evolution**: Technical knowledge becomes less valuable; strategic thinking and relationship building become crucial 2. **Role Transformation**: Traditional roles will evolve or disappear, but new roles (AI trainers, conversation designers) will emerge 3. **Strategic Impact**: Understanding how to integrate AI into GTM strategy becomes a career-defining skill ## The Most Surprising Insights 1. **PLG to AILG**: Amanda introduced the concept of "AI-Led Growth" as the evolution of Product-Led Growth. This isn't just a buzzword – it's a fundamental shift in how we think about scaling businesses. 2. **Buyer Control**: The ability for buyers to choose their preferred AI representative, including matching cultural and ethnic preferences, could revolutionize personalization in sales. 3. **Technical Depth**: The combination of deterministic and generative AI means these systems can handle complex technical sales conversations, not just basic qualification. ## What You Need to Do Now 1. **Audit Your GTM Tech Stack**: How much of it could be enhanced or replaced by AI solutions? 2. **Review Your Team Structure**: Are your current roles aligned with where the market is heading? 3. **Skill Assessment**: What skills do your teams need to develop to stay relevant? 4. **AI Integration Strategy**: Start thinking about how to integrate AI into your GTM motion before your competitors do ## The Bottom Line The conversation with Amanda made one thing clear: This isn't about whether AI will transform GTM – it's about how quickly it's happening and who will adapt first. The companies that figure this out early will have an insurmountable advantage. As Amanda put it, "We can embrace change with fear or with love." For GTM leaders, I'd add a third option: embrace it with strategy. For those interested in seeing this future firsthand, check out 1Mind.com or reach out to Amanda at amanda@1mind.com. Trust me – you want to be ahead of this curve, not chasing it.…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com https://kroolo.com/ https://www.linkedin.com/in/shashank295/ https://www.linkedin.com/in/wadekatie/ https://www.linkedin.com/in/steven-macneil-15556a2/ Kroolo The Only Productivity Tool You Will Ever Need: I have gotten to know the Kroolo team fairly well over this last month or so and been impressed by how they have thought through and executed on their tech. FYI, I am not an advisor, nor am paid for this post, I just think the tech is amazing. As someone who's constantly testing new tech (and I want to be clear - this isn't a paid promotion!), I was genuinely impressed by what Shashank Singh (Founder/CEO), Katie Wade (Head of Product), and my "bald brother" Steven MacNeil (Founding AE) have built over the last year. What sets them apart? They've created an AI-native platform that's actually language model agnostic - meaning if OpenAI goes down, they can switch to Google's LLMs or others seamlessly OR they leverage the best LLM for the task required. It's like having multiple AI engines under one hood, all working together to supercharge your productivity. Key Highlight Moments: • Discovery that Kroolo reduces team meetings by 60% through intelligent AI agents • Discussion of how true AI-native architecture differs from "bolt-on" AI solutions • Revelation about their platform-agnostic approach to LLMs (OpenAI, Google, etc.) • Insight into how they're tackling AI bias in productivity tools • Preview of their upcoming agent-focused framework and rebranding • Real-world impact on reducing implementation time from days to hours Notable Quotes: Katie Wade: "Almost think we're at a space now where if it's not as easy as pulling your iPhone out of an iPhone box, turning it on and just intuitively understanding how to work it, people just don't want to do it anymore." "It's the collaboration because you probably would have agonized over three sentences. And if you run it as AI, here's the three different ways you could say it." Shashank Singh: "We will reduce the number of meetings by 60 percent... the platform is intelligent enough where agents could be trained and deployed. And whatever you normally ask these questions in traditional stand ups and meetings, those could be answered by pre-trained, co-piloted agents." "If somebody is not betting on agentic, I think making it some serious problem for looking through. The future is agentic." Steve McNeil: "You're only going to establish the right ROI model if you can actually utilize the technology effectively and quickly... that's the one thing that really resonates with me." I thoroughly enjoyed talking to the team and think you will enjoy it.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 ChatAE Founder Reveals How AI Sales Tools Are Actually Making Sales Teams Better, Not Replacing Them 35:54
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www.gtmaiacademy.com https://www.chatae.ai/ https://www.linkedin.com/in/dustinbeaudoin/ Why I'm Excited About This Conversation Just had a fascinating chat with Dustin, the founder of ChatAE, who's bringing a fresh perspective to AI in sales. What caught my attention immediately was their tagline: "Not another AI SDR." In a space crowded with tools claiming to replace salespeople, Dustin's approach is refreshingly different – focusing on making salespeople better rather than replacing them. Key Takeaways 🎯 The Real Problem ChatAE Solves The heart of what Dustin's building addresses two critical issues I see daily in sales: - Most sales reps aren't using AI effectively in their workflow - Teams are constantly pressured to do more with less resources 💡 Why It's Different Than Just Using ChatGPT This resonated with me deeply as someone who teaches AI to sales teams. While ChatGPT is powerful, most salespeople don't have the time or interest to become prompt engineering experts. ChatAE removes that barrier by pre-configuring the AI to think like an on-demand sales manager, specifically for pre and post-call tasks. 🚀 Impact on Sales Teams What really got me excited was hearing about the results with junior reps. One sales manager reported that ChatAE helped their 6-12 month new AEs perform like much more tenured reps in their call preparation and strategy. This is exactly what good enablement should do – remove barriers while improving performance. Memorable Quotes from Dustin > "The thing that gets me most excited is how we can help grow C+ AEs into B+ AEs by helping them do these pre and post call activities the right way." > "Our competition is actually Chat GPT – like people paying for Chat GPT pro and creating custom GPTs. But there's both a raw time savings component and a user experience difference with ChatAE." > "We're not trying to be things that already work... focus on the areas they're ignoring, which is these routine administrative tasks and do so in an accessible way." Looking Ahead What struck me most was Dustin's vision of AI becoming like electricity – just part of how software works rather than a standalone feature. This aligns perfectly with my view of where sales enablement is heading: tools should take weight off plates rather than add to them. If you're interested in checking it out, ChatAE is accessible at ChatAE.ai with a free trial and a straightforward $19/month tier with unlimited usage. This kind of accessibility is exactly what the market needs – no complex enterprise rollouts, just practical tools that make sales professionals more effective. This conversation reinforced my belief that the future of sales isn't about replacing humans with AI, but about using AI to make humans better at what they do best – building relationships and closing deals.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI Strategy Expert Ashley Gross on Humanizing Automation, Building Effective Agents, and Transforming Marketing Workflows 34:05
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https://www.gtmaiacademy.com/ . https://www.aipoweredgtm.com/ https://www.aiworkforcealliance.com/ Summary I sat down with Ashley Gross, an AI strategist who transformed her marketing career by leveraging AI tools to compress a 40-hour workweek into 15 hours. Her journey began with a personal challenge - adapting to motherhood without maternity leave - and evolved into implementing AI solutions across multiple enterprise organizations. What struck me most was her emphasis on using AI to enhance human work rather than replace it. She shared invaluable insights about creating AI-powered content that doesn't feel robotic, building effective automation workflows, and preparing organizations for AI adoption. The conversation revealed practical approaches to AI implementation that focus on solving real business problems rather than just implementing technology for its own sake. Key Highlights - Ashley compressed a 40-hour marketing workweek into 15 hours using AI tools like Jasper - Implemented AI solutions across 11 enterprise contracts after success with initial deployment - Emphasizes using AI to enhance transcripts and human content rather than generating content from scratch - Advocates for thorough vetting of AI tools, requiring API capabilities for true automation - Founded AI Workforce Alliance, offering tiered learning paths from free community access to premium consulting - Stresses the importance of aligning AI implementation with clear business problems and executive buy-in - Discusses the evolution of AI agents and their role in workflow optimization - Highlights the need for proper foundational knowledge before implementing advanced AI solutions Key Quotes from Ashley On AI Content Creation: > "If you are using AI to create content, you are missing the point of generative AI... I take the transcript, and I feed it into Jasper... These are their experiences from their mouths. I'm just rewording it in a way." On Technology Integration: > "I'm really loyal to my tech stack... I have a really thorough vetting process and super high expectations because if I'm going to play around or experiment with any type of tool, it needs to be taking at least two of my tools in my tech stack away or solving a problem that hasn't been solved yet." On Change Management: > "90 percent of AI implementation is communication... These are things that need to be discussed. So it makes me really nervous that there's no slowing, there's no pumping the brakes. We're in this thing." On Value-Based Work: > "When I work with my clients, I'm getting paid on the outcome that I provide because why would you pay me hourly if I can achieve that outcome in less time? And it's more accurate, right?" On Learning AI: > "Nobody is an expert in this space and you not asking questions is only hurting you. And I guarantee you when you ask the question, 10 other people had that same question, they just didn't want to ask."…
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GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com www.aipoweredgtm.com https://www.hachlyai.com/ AI Chatbots: The Future of Website Sales Conversion Hey everyone, I just had an incredible conversation with Eldar Agayev of Hachly and I've got to tell you, this guy's story and what they're doing with AI chatbots is pretty fascinating. Eldar started coding chatbots at 16 over in Ukraine, building stuff for Counter-Strike of all things. He ended up moving to the UK, got into computer science, and while most people were trying to figure out what to do after graduation, this guy had already built 15 different chatbots with over a million users on Telegram. Now, what really got me excited was how they're completely flipping the script on how we think about website chatbots. Forget those annoying customer service bots we all hate - Hachly is all about driving actual sales. They've built this system that can be up and running in 15 minutes (not kidding) and actually understands what visitors are doing on your website to have real, contextual conversations. The business impact? They just helped an enterprise dev agency land a $65K contract through their chatbot. That's not just answering questions - that's generating real revenue. And here's what's wild - Eldar sees a future where we're not even clicking around websites anymore; we'll just be having conversations with them. Imagine just telling a website what you're looking for instead of hunting through pages of content. This is something I am seeing more of, is augmentation to the buyers journey and this isn't about replacing salespeople. It's about making them more effective by handling all that initial qualification and engagement. Your sales team gets to focus on what they do best - closing deals with qualified prospects - while the AI handles all the early-stage stuff that eats up so much time. We dove deep into some amazing tech stuff too, like how they're thinking about multi-agent frameworks and the future of AI interfaces. Eldar shared a case where they turned 6,000 website visitors into a $50-60K pipeline for one of their clients - all through their chatbot. Whether you're a startup or an enterprise, if you've got a website (and who doesn't?), there's a way to make this work for your business. I've got to tell you, I haven't been this excited about a sales tech innovation in a while. It's not just another tool - it's a completely different way of thinking about how we engage with website visitors and turn them into actual opportunities. - Evolution from building Telegram chatbots to creating an AI-powered sales platform - Focus on sales conversations rather than customer service - 15-minute deployment time without complex setup needed…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI-Powered Sales Insights: MeetRecord CEO Reveals Future of Revenue Team Automation 31:31
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https://www.gtmaiacademy.com/ https://www.aipoweredgtm.com/ https://www.meetrecord.com/ This podcast episode features a conversation between Coach K and Snehal, the CEO and co-founder of MeetRecord, a company that uses AI to help revenue teams capture insights from sales conversations. Snehal shares his entrepreneurial journey, starting from his college days when he created an internship portal. He then worked on various startups, including one that developed filters for Nokia and Samsung phones, similar to what Snapchat offers today. Snehal explains that MeetRecord, founded in 2022, addresses the challenges faced by distributed or remote sales teams. The company's AI-powered solution captures conversations from various channels (meetings, calls, emails) to automate coaching and identify patterns that lead to faster deal closures. The discussion delves into the technical aspects of MeetRecord's AI implementation. Snehal reveals that they use a combination of OpenAI and Claude models, along with prompt engineering and fine-tuning techniques. He emphasizes the importance of analyzing large datasets (over 3 million call data points) to improve their AI models' accuracy and reduce hallucinations. Snehal describes their process of fine-tuning AI models, which involves manually vetting 1,000 to 2,000 examples of questions and responses from sales calls. This data is then used to train the AI, resulting in more accurate and context-aware responses. The conversation also touches on the challenges of demonstrating ROI to potential customers, especially when traditional metrics might not capture the full value of AI-powered solutions. Snehal explains that they use both quantitative approaches (analyzing time savings and efficiency improvements) and qualitative feedback from users to showcase the benefits of their tool. Looking to the future, Snehal predicts that AI will automate many repetitive and mundane tasks in the sales process but emphasizes that it won't replace human salespeople. Instead, AI will free up time for sales representatives and managers to focus on more strategic and creative aspects of their roles. 2. Bullet point highlights of conversation: - Snehal's entrepreneurial background, including creating an internship portal and working on mobile phone filters - MeetRecord's founding in 2022 to address challenges faced by remote sales teams - Use of AI to capture insights from sales conversations and automate coaching - Implementation of OpenAI and Claude models with prompt engineering and fine-tuning - Process of analyzing over 3 million call data points to improve AI accuracy - Manual vetting of 1,000-2,000 examples for AI model training - Challenges in demonstrating ROI and methods used to showcase value to customers - Prediction that AI will automate mundane tasks but not replace human salespeople - Future direction of MeetRecord, including more automated actions based on conversation context - Importance of providing context to AI for accurate coaching and insights 3. Key quotes from Snehal: "What we do is basically we have got a lot of responses already... We analyze the call transcripts, we figured out what were the questions which were asked by the sales representative. And we also figured out the answers which were detected that actually forms data for our training for fine tuning, but we have a layer where we actually manually skim through at least 1000 to 2000 responses. So while fine tuning, we take a base model, it could be Lama 3.1, it could be HRGPT as well, it could be an open AI model as well. And then we give this set of 2000 responses, questions and responses and queries and responses, and then the model gets fine tuned." "There's a pretty interesting number floating around that sa...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Revolutionizing RevOps: AI-Powered Territory Building and Lead Scoring 40:50
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https://www.gtmaiacademy.com In this insightful episode of the GTM and AI podcast, host Jon interviews Taimoor, a fractional RevOps leader and founder of Go-to-Market OS. Taimoor shares his expertise on leveraging AI in revenue operations, particularly focusing on territory building, lead scoring, and process automation. He discusses the shift from growth-at-all-costs to efficient, profitable growth, and how AI tools like ChatGPT and Clay are transforming RevOps workflows. Taimoor provides concrete examples of how he's using AI to streamline tasks that previously took weeks, such as territory planning and lead enrichment. He emphasizes the importance of using AI as a co-pilot in decision-making processes and highlights the potential for RevOps professionals to elevate their strategic role within organizations by embracing these technologies. Highlights: - Taimoor used ChatGPT to reduce territory building time from weeks to days - Implemented an AI-driven lead enrichment process using Clay, replacing manual work done by interns - Created an ICP (Ideal Customer Profile) scoring system using AI and automation - Developed a custom round-robin lead assignment system using Google Sheets and GPT-4 (Claude Instant) - Discussed the potential of AI to elevate the strategic role of RevOps within organizations Key Quotes from Taimoor: "RevOps always get criticized on being a firefighter... but now we can actually elevate ourselves where we don't have to be firefighting all the time." "Anyone who's listening who's like, 'I don't have time for AI because I am just still doing my same firefighting job' - this is the way out. This is the way to elevate and get out of firefighting." "It does not have to be perfect... Look at the existing data that you have in the system and then try to figure out, okay, where do you as long as directionally correct, you need a method to actually score good from bad and help your reps actually prioritize and work on their right leads." Template for Applying the Case Study: 1. Identify time-consuming manual processes in your role 2. Research AI tools that could potentially automate these processes (e.g., ChatGPT, Clay) 3. Start with a simple use case (e.g., data analysis or research) 4. Create prompts or workflows that replicate your manual process 5. Test the AI solution and compare results with manual work 6. Iterate and refine the AI process based on results 7. Gradually expand AI usage to more complex tasks 8. Use time saved to focus on strategic initiatives 9. Share successes with leadership to demonstrate value of AI adoption 10. Continuously learn and experiment with new AI capabilities…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI Revolution in Sales: How Digital Sales Rooms and AI Are Reshaping the Buyer's Journey 39:26
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https://www.gtmaiacademy.com https://alignedup.com/ https://www.linkedin.com/in/galaga/ In this insightful podcast episode, Coach K interviews Gal, the CEO and co-founder of Aligned, a cutting-edge AI-powered customer collaboration platform. Gal, with his extensive 17-year experience in B2B SaaS sales, shares his journey from being a top-performing salesperson to founding a company that's revolutionizing the sales process. The conversation delves deep into how AI is transforming the sales landscape, particularly through digital sales rooms and AI-assisted buyer interactions. Gal provides valuable insights into the future of sales roles, the balance between AI and human interaction in sales, and how Aligned's technology is addressing the increasing complexity of B2B sales cycles. The discussion also touches on the broader implications of AI in sales, including potential shifts in buyer behavior, the evolution of sales roles, and the exciting possibilities that AI analytics bring to sales forecasting and decision-making. Highlight moments throughout the conversation: Gal's background and journey from sales to founding Aligned The concept of digital sales rooms and their importance in modern sales processes How AI is being integrated into Aligned's platform to enhance buyer-seller interactions Discussion on the future of sales roles and the potential impact of AI Insights into how AI can provide unique analytics and predictive capabilities in sales The balance between AI automation and human interaction in complex sales processes The potential for AI to consolidate various sales roles and increase efficiency Gal's vision for the future of AI in sales and customer collaboration Key Quotes from Gal: "We realized that the difference is, what they're doing, they're really good at first managing the complexity of the sales process, multi threading project management. So the more the better sellers really are more project managers and their enablers, and they know how to handle all of the moving parts." "We look at ourselves as a broader scope, both for customer success. A lot of our 40 percent of our customers are actually not salespeople. And are in partnerships, SDR, customer success. So it's more of a customer collaboration platform." "I don't think that AI will replace fully salespeople and I think that it can... I think that, okay let's talk. There are a few levels, SDRs, a lot of the things that we're doing Yes, AI can do and it doesn't make sense to, to have SDRs doing forever." "A single space that the seller organizes for you really helps orchestrate that buying journey. Okay, it helps you as a champion looping these people that can now see, wow, okay, I can see all of the, I can see the competitive comparison and it's a table and it's embedded there in the room." "These things, when you combine CRM data with the asynchronous interaction between the buyer and the seller And all of the behind the scenes buying journey ...…
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GTM AI Podcast with Coach K and Jonathan Moss

https://www.gtmaiacademy.com https://www.aipoweredgtm.com/ For his Custom GPT go here How to Build a Custom GPT That Saves Hours I had my man Jonathan Moss on the show again, and we dove deep into the world of custom GPTs for go-to-market strategies. Jonathan's been talking about this stuff for months, and he finally showed us the goods. He built this badass GPT that helps create comprehensive GTM plans, and let me tell you, it's impressive. We got into the nitty-gritty of how it works, why it's so useful, and the thought process behind building it. Jonathan even gave us a live demo, showing how this thing generates product descriptions, ICPs, buyer personas, and a whole lot more. It was like watching a master craftsman at work. What really blew my mind was how much time this tool saves compared to the old-school manual way of doing things. We're talking weeks or months of work condensed into a couple of hours or even minutes. Jonathan and I got into a great discussion about the importance of domain expertise when using AI - you can't just expect the machine to do all the work, you gotta bring your A-game too. We also talked about making these GPTs user-friendly, because what's the point of a tool if no one can figure out how to use it? The conversation got me fired up about the potential of this tech, especially when we started talking about using GPTs for multilingual team enablement. It's crazy to think about how far we've come and where this tech could take us in the future. Bullet highlights: Jonathan sees GPTs as starter kits for AI agents His GTM GPT incorporates 12 key steps, from product description to risk analysis The GPT uses a knowledge base of trusted GTM frameworks and resources It generates tailored content like ICPs, personas, and sales messaging They discuss how this drastically cuts down strategy development time Importance of proper context and prompting in getting good AI outputs Using GPTs for multilingual team enablement Key quotes: Coach: "They used to say that Content is king, but with AI Context is king . Because if people know context then - Trade and mark that. Trade and mark that! Seriously, because every time I prompt and I get something wrong, I'm like, I didn't give enough context. It's my fault. I'm the problem. It's not the AI's fault." Jonathan: "Think about putting like a go to market strategy like this, or even a component of that... You would sit, you would think you would ask people, you'd try to figure it out. You...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams 26:43
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https://www.gtmaiacademy.com/ https://www.grw.ai/ "AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams" I recently sat down with Alex, co-founder and CEO of GRW AI, to discuss how his company is reshaping sales enablement through AI-powered coaching. Alex walked me through his career path, starting as a guest columnist and evolving into a tech sales leader before founding GRW AI. We dove deep into the problems plaguing sales teams today: minimal coaching, missed quotas, and high turnover rates. Alex introduced me to Taylor, GRW AI's AI-powered deal coach, explaining how it provides tailored, context-aware guidance to salespeople. He showed me how Taylor works with CRM systems, adapts to company-specific sales methods, and offers real-time advice throughout the sales process. We also covered the tech behind GRW AI, including its use of multiple large language models and ability to incorporate new AI advancements quickly. Alex shared a compelling customer success story, where a company achieved record-breaking results even after losing their sales manager, thanks to GRW AI. We addressed common concerns about AI trust and hallucination, with Alex explaining their approach to training the AI on company-specific playbooks for accuracy. Our conversation then shifted to the future of sales enablement, predicting a move towards more targeted, data-driven strategies enabled by AI. We explored AI's potential to enhance rather than replace salespeople, emphasizing that human relationships remain crucial in sales. We wrapped up by discussing how AI might reshape sales processes, with Alex suggesting that while core buying and selling dynamics may stay the same, AI will greatly improve efficiency and preparation in sales activities. 3. Bullet point highlights: - GRW AI addresses the "sales execution gap" with an AI-powered deal coach named Taylor - Taylor provides personalized, context-aware guidance throughout the sales process - GRW AI integrates with CRM systems and is trained on company-specific sales methodologies - The platform has helped customers achieve record-breaking sales results - AI in sales enablement is predicted to focus on performance improvement and data-driven approaches - The future of sales is seen as AI-augmented rather than AI-replaced - AI is expected to increase the time salespeople spend with customers by reducing administrative tasks 4. 5 Key Quotes from Alex about AI that Go-to-Market teams would find useful: 1. "Imagine if every single one of your salespeople in your organization had a deal coach available to them that had intimate knowledge of who you are, what you sell, who you sell to and your way of selling." 2. "Taylor played the part of expert manager, but the difference is Taylor can be in 10 places at once, 100 places at once and a manager can't." 3. "I think AI can, in our case anyway, certainly help sales enablement allocate time, effort, and resource towards the right things. And then also attribute that what they're doing is working." 4. "I see a world where being in sales, you're spending more time focused on the customer and less time doing the admin and that side of things." 5. "AI augmented selling is to me... like you put on the Ironman suit and I'm able to do things that I couldn't, like I'm faster, I'm stronger, I'm smarter. I'm able to do things I couldn't do before, or I'm able to do things 10, a hundred times faster and better than I could do them before."…
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GTM AI Podcast with Coach K and Jonathan Moss

1 Why Slow Adoption Could Sink Your Business with Paul Baier of GAI Insights 32:57
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https://www.gtmaiacademy.com https://gaiinsights.com/ "Why Slow Adoption Could Sink Your Business" Paul Baier CEO and CoFounder of GAI Insights offered a wealth of knowledge and strategic insights on the rapid adoption of generative AI in business during this enlightening podcast. Drawing from his extensive experience working with various companies, Paul discussed the urgency for businesses to embrace AI technologies and the potential pitfalls of slow adoption. He went into the challenges organizations face in implementing AI, from securing budget allocations to managing change across large workforces. Listeners will gain valuable perspectives on how to prioritize AI projects for maximum ROI, understand the importance of experiential learning in AI adoption, and learn about emerging trends that could reshape industries. Baier's insights are particularly valuable for executives and decision-makers grappling with AI integration, offering practical advice on starting small with low-risk projects and building a culture of AI literacy. We also touch on the potential impact of AI on job markets, the shift towards audio interfaces, and the looming disruption in the SEO landscape. GAI Insights is also putting on an event sponsored by Forbes called GENERATIVE AI WORLD on October 7-8 in Boston. https://www.generativeaiworld2024.com/ Here are some highlights: • The importance of alignment on AI urgency within organizations • The shift from upskilling employees to improving customer service as a priority for AI investment • The potential for significant job displacement in certain industries due to AI • The value of learning communities in AI adoption • The prediction of audio interfaces becoming dominant in AI interactions • The potential disruption of the SEO industry by AI-powered search tools Quotes from Paul Baier: • "We aspire to be the Gartner of Gen AI." • "Part of this knowledge worker, for instance, in entertainment in Hollywood was a real strike. That was a real strike for seven and a half months. It was no BS. And that was around ChatGPT 3.5." • "We have a thousand interns at our fingertips in every possible thing here...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 The Human Edge in AI: Relationship-Building in the Age of Automation 35:45
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https://www.gtmaiacademy.com/ https://www.commsor.com/ https://www.linkedin.com/in/mac-reddin/ I just had a great chat with Mac Reddin, the guy behind Commsor. He's got some strong opinions on AI and how we're using it in business. Mac's not anti-AI, but he's definitely skeptical. He thinks we're putting too much faith in AI, especially in sales and marketing. His main point? AI should help us connect with people, not replace those connections. We talked about how AI can be useful, but also how it can go wrong if we're not careful. Mac shared some cool examples of using AI as a tool, not a crutch. He's worried about the long-term effects of relying too much on AI, especially when it comes to building real relationships. It was a eye-opening conversation that really made me think about how we're balancing tech and human touch in business today. Highlights of the conversation in bullet points: Mac's journey as a young entrepreneur and the creation of Commsor The concept of Commsor as an "anti-AI" platform focusing on human networks Critique of current AI implementations in sales and marketing Discussion on the potential misuse and overestimation of AI capabilities The importance of using AI as an assistant rather than a replacement for human interaction Insights on the loneliness epidemic and the need for genuine human connections Examples of how AI can be used effectively to support relationship-building Concerns about the long-term impacts of AI on human interactions and business practices Key Quotes from Mac: "We help you basically activate your company's network to drive pipeline, drive revenue." "I feel like AI to me feels a lot like the .com bubble to me, right? Internet was new. People poured money into it. This is the future. This is the future. And then, oops, not quite yet." "As soon as it becomes a pattern, it feels like a sales message and your brain just goes, nevermind." "AI should be your assistant, not your replacement. And as soon as it's used as a replacement in relationships, oof. Good luck." "I use chat GPT as a sparring partner to send it ideas and flesh things out and, take raw things and help shape them a bit more." "I wouldn't call myself, I would say I'm an AI skeptic, not an anti AI person is the best way to put it."…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #13 GTM AI Podcast: Building Leaner, Meaner, more Efficient GTM teams with AI: Frank Sonders of Salesforge 24:53
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www.gtmaiacademy.com https://www.salesforge.ai/ I recently had the pleasure of sitting down with Frank Sondors, the Chief Bacon Officer at Salesforge AI and Chief Email Officer at MailForge. Frank shared some fascinating insights into how AI is transforming the world of sales and helping companies become leaner, meaner, and more efficient. One of the key takeaways from our conversation was how Salesforge is carving out a new market segment by focusing on helping SMBs scale their sales efforts using AI. Unlike traditional tools like Outreach and Salesloft, which cater primarily to enterprise customers, Salesforge offers an affordable, consumption-based pricing model that allows smaller companies to leverage the power of AI without breaking the bank. Frank also highlighted the importance of deliverability in the world of email outreach. With increasing restrictions from providers like Gmail, it's becoming more challenging to ensure that your emails land in prospects' inboxes. That's where MailForge comes in, providing a dedicated infrastructure solution that helps safeguard deliverability. Looking ahead, Frank sees a future where AI plays an increasingly autonomous role in sales, handling repetitive tasks like email writing and follow-ups. While this may lead to some job displacement, particularly for B and C players, Frank believes that those who are truly dedicated to the craft of sales will always have a place in the industry. As more and more AI tools flood the market, Frank's advice for choosing the right one is simple: identify your biggest problem as a sales org and look for tools that specifically address that issue. Asking peers in sales communities and online forums can also be a great way to get unbiased recommendations. It's an exciting time to be in sales, and I can't wait to see how companies like Salesforge continue to push the boundaries of what's possible with AI. Here are 5 key takeaways from Frank Sondors, featuring direct quotes: 1. Salesforge's unique positioning: "Salesforge helps you to keep your sort of sales team lean and mean. And it helps to deliver at this stage, unique emails in any language to your prospects." 2. The importance of dedicated email infrastructure: "You need to essentially have what I call secondary sort of dedicated infrastructure that's only used for your email motion, whether that's inbound emails, outbound emails, et cetera." 3. The future of AI in sales: "We're going to be seeing. Not just in Salesforge, but I believe a bunch of tools out there that are going down this path. And because a lot of, a lot of software is looking at how can we ultimately reduce headcount." 4. Identifying the right AI tool for your team: "You have to figure out where it was the problem that you have as a team. Is it on you know, is it non conversion rate front? Is it in the ability front? So identify the problem that you actually have, right. And what's the biggest problem that you currently have? And that's the, probably the AI tooling. That you should be looking for." 5. The potential for AI to increase conversion rates: "Typically whatever the baseline is. And let's say reply rate, right? So you got a reply rate, let's say 2 percent right now, you're selling some sort of software. We typically see a 2x relative lift. By leveraging Jenny, I capabilities as in doing computations, crafting unique emails, leveraging publicly available information and doing that."…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #12 GTM AI Podcast: From Rookie to Rockstar, How AI is transforming Sales with Michael Ocean of Sellmethispen.ai 0:56
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www.gtmaiacademy.com www.sellmethispen.ai Hey folks, Jonathan here with another awesome podcast recap for ya! Today I sat down with the one and only Michael Ocean, CEO of sellmethispen.ai, for a second time because he's just that good. We dove into all things AI and go-to-market, and man did Michael drop some knowledge bombs. First off, sellmethispen.ai is a tool that helps sales reps before, during and after sales calls with things like AI roleplay, real-time assistance, and call summaries. It's like giving every rep their own AI sales coach! A few key concepts Michael touched on that any GTM pro needs to know: - AI tools work best when they solve your most urgent, painful problems. Don't just adopt AI for the sake of it! - Before buying, educate yourself on what AI tools can actually do. You might be surprised what's possible. - Look to underserved industries and niches, not just tech. They are eager to adopt AI too! Michael shared an awesome customer story about Ergon, who used sellmethispen.ai to slash their sales onboarding time from 2-3 months down to just 1 month! Their reps did 2000 AI roleplays in that month and crushed it, closing deals in their first week. Here are a few of my favorite Michael quotes: "I always talk to their urgent problem... Before jumping the gun it's good to educate yourself. What's even out there? Learn about these tools before start adopting them internally." "Historically [Ergon] used to spend almost close to six figures and run these bootcamps for new hires. Two, three months. After a month and a half using our solution, they got 90% user adoption." "People are spoiled in SaaS. Look at other underserved markets because people are willing to listen." Alright folks, there you have it - your crash course on AI for go-to-market teams! Be sure to check out the full episode for all the juicy details. Until next time, Jonathan out!…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #11 GTM AI Podcast: Timothy Riffe, Navigating and creating AI tech in the modern world 36:33
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https://www.gtmaiacademy.com https://www.unified-software-ai.com/ Navigating the World of AI: Insights from AI Solutions Expert Timothy Summary: In this insightful podcast episode of GTM AI, host Coach K sits down with Timothy, a seasoned professional in the realm of AI product development and implementation. With a diverse background spanning from the Marine Corps to financial services, Timothy brings a unique perspective to the world of AI solutions. Throughout the conversation, Timothy dives into the common misconceptions and challenges businesses face when looking to integrate AI into their operations. He emphasizes the importance of data management, governance, and privacy, as well as the need for businesses to clearly define their goals and understand the potential limitations of AI. Timothy also sheds light on the process of identifying the right data points to collect for AI solutions and discusses the factors to consider when deciding between building custom AI models or leveraging existing APIs. He shares valuable insights on how businesses can prepare their workforce for the evolving roles that come with AI implementation. Looking towards the future, Timothy touches upon emerging trends such as autonomous agents, retrieval-augmented generation, and zero-shot learning, explaining their potential impact on businesses and customer experiences. Whether you're a business leader considering AI integration or simply curious about the practical applications of AI, this podcast episode offers a wealth of knowledge and guidance from an expert in the field. Tune in to gain a clearer understanding of how to navigate the complex landscape of AI solutions and unlock the potential benefits for your organization.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #10 GTM AI Podcast: Leveraging AI for Collaborative, Value-Based Business Cases with Martin Blinder & Xavier Wilders of Symbe 29:11
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https://www.gtmaiacademy.com/ https://symbe.co/ Summary: In this podcast interview, Martin Blumender (CEO) and Xavier (CTO), founders of the AI startup Symbe, discuss how their product uses AI to automate and optimize the creation of business cases in the sales process. They explain the typical pain points companies face when generating business cases reactively using inconsistent spreadsheets. Symbe aims to provide a collaborative, templated platform that aligns with a company's value proposition and pulls in relevant data to build compelling business cases at scale. The founders emphasize that business cases are decision support tools that don't always require hard ROI numbers. Symbe enables scenario modeling and establishes a foundation for the ongoing buyer-seller relationship. By orienting the entire go-to-market team around optimized business cases, Symbe promotes value-based selling. AI powers Symbe by automating document creation, tailoring content to each client, and eventually optimizing based on deal outcome data. The business impact for beta customers includes increased sales capacity, shortened sales cycles, higher win rates, and larger deal sizes - positively influencing overall sales velocity. Symbe also empowers champions to advocate effectively to economic buyers. When implementing AI solutions, the founders advise listening closely to beta customer feedback, releasing MVP features quickly, and iterating based on what delivers value. For successful user adoption, intuitive onboarding and a delightful user experience are critical. Key Takeaways for Go-to-Market (GTM) Professionals: Shift from reactive to proactive business case creation: Collaborate with champions early in the sales process to build value-based business cases that align with the customer's needs and priorities. Standardize and automate business case generation: Use AI-powered platforms to create consistent, data-driven business cases at scale, reducing manual effort and increasing efficiency. Focus on decision support, not just hard ROI: Business cases should include both quantitative and qualitative elements, such as scenario modeling and value stories, to help champions advocate effectively to economic buyers. Orient the entire GTM team around optimized value propositions: By using AI-optimized business cases, sales teams can deliver a consistent, value-based message across all deals, improving win rates and deal sizes. Empower champions to advocate internally: Provide champions with compelling, tailored business cases that speak the language of economic buyers, enabling them to drive decision-making even when sales is not present. Embrace AI as a growth accelerator: AI can positively impact sales velocity by increasing capacity, shortening cycles, and enhancing win rates, ultimately driving company growth. Adopt an agile, customer-centric approach to AI implementation: Continuously gather feedback from beta users, iterate on features that deliver real value, and prioritize intuitive user experiences to drive adoption. View AI as an inevitable transformative force: While risks and challenges exist, AI has the potential to create a...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #9 GTM AI Podcast: How AI can Actually Make Training Stick, James Pursey of Replicate 36:14
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https://www.gtmaiacademy.com/ https://getreplicate.ai/ Here is a summary of the key points from the podcast between Jonathan and James, the CEO of Getreplicate.ai: James discusses his background in sales enablement and the challenges he saw with sales training not sticking, which led him to start Replicate to use AI to help solve this problem. Some key points he makes: - Replicate uses a combination of base AI technology fine-tuned on a company's actual sales call data to create highly realistic simulated sales conversations for practice. This makes the practice much more valuable than generic role plays. - AI is good at consistently scoring and providing feedback on calls the way a human manager would, allowing it to review far more calls (99% vs 1% a human could do). This frees up managers to do higher-level personalized coaching. - Replicate aims to improve both feedback/review of calls using AI and provide realistic practice environments. The goal is ensuring reps consistently execute the behaviors the company wants. - An interesting finding is that on average, teams only score 51% in terms of executing the sales methodologies/playbooks the company has invested in. There is a big disconnect between leadership's perception of playbook adoption and reality. - Some key things they've seen work well are permission-based openers on cold calls. Things like "how are you doing today?" as if you know the prospect do not work well. - Upcoming focus areas are more integrations to fit into rep workflows and connecting passive e-learning to active practice. Long-term, highly personalized coaching approaches adapted to each rep's needs. Some key quotes from James: "And 51 percent is the average score any team, motion, or organization has relative to the playbooks that they think they fully adopted." "I think that technology will allow us to hyper personalize. And help rep A improve X on their way of learning and rep B improve Y on their way of learning. And I think that's something that's really exciting." "AI is amazing at kind of, without wanting to use the word replicating, replicating the efficacy of a specific class or person, right? What it can't do is review a call you've never seen before and give hyper-personalized, unique, extremely in-depth coaching and feedback. And even if it could, which it can't, even if it could, I would argue that is still going to be more effective and stickier and more likely to make it into someone's head if it's delivered by somebody that they know, that they respect, you know, like yourself, right?" "If you subscribe to like the LinkedIn army of influencers, right, there's all of this, like, go and, you know, pattern interrupts, right? Like, I'm sure, I'm a hundred percent sure that they work. I think Tom Boston has one that says something like, 'Sorry, I'm just finishing a biscuit,' right? Like super weird. But that probably works for Tom, right? Now, if a hundred SDRs went out, right, or if everyone started, you start hearing that from multiple people, it loses its efficacy." "People will use a mix of methodologies and frameworks. Some people get really worked up about the word framework versus methodology, right? But you're going to have a qualification framework, right? Whether it's BANT, MEDDIC, CHAMP, whatever. And then you're going to have your value selling methodology. And then you also get, you've got your sales process right through your CRM and stuff, and you're going, and then that's going to segment out a hundred different ways if you have a large, complex business."…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #8 GTM AI Podcast: Unleashing IA+AI In Opportunity Sales Coaching with Brian Dietmeyer and Patrick Lowndes CLOSESTRONG.AI 35:40
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www.gtmaiacademy.com www.closestrong.ai Episode Title: Unleashing IA+AI In Opportunity Sales Coaching Guest Speakers: - Brian, CEO/Founder of https://www.closestrong.ai/ - Patrick, Chief Revenue Officer at https://www.closestrong.ai/ Episode Overview: In this eye-opening episode, Coach K sits down with Brian and Patrick from Close Strong to explore the game-changing potential of Intelligent Applications (IA) in the realm of sales coaching. The conversation delves into the key differences between AI and IA, with Brian and Patrick explaining how IA combines cutting-edge software with AI to tackle specific problems with unparalleled precision. Discover the power of custom-configured data and how it enables IA coaches to provide hyper-relevant, contextual guidance for each sales opportunity. Brian and Patrick share their insights on the shortcomings of traditional sales training events and methodologies, revealing shocking statistics that highlight the need for a new approach. Learn about the transformative shift towards on-demand, contextual coaching, and how IA is poised to replace generic training rollouts with personalized, 24/7 support for sales reps. The discussion also touches on the importance of distinguishing between AI-driven feedback and true coaching, emphasizing the need for a holistic, strategic approach to drive real results. Don't miss this compelling episode as Coach K, Brian, and Patrick shed light on the foolish approaches to AI adoption and share their vision for the future of sales coaching. Tune in to uncover the secrets of Close Strong's groundbreaking IA technology and learn how it can revolutionize your sales team's performance. Key Themes: - The difference between AI and IA in sales coaching - The crucial role of custom-configured data in IA's effectiveness - The limitations of traditional sales training and methodologies - The shift towards on-demand, contextual coaching - Distinguishing between AI feedback and true coaching - Foolish approaches to AI adoption in sales…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #7 GTM AI Podcast: Taking Sales to the Next Level with AI, Tyler Manning and Hunter Thompson of Kipsy 27:10
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https://www.gtmaiacademy.com/ https://kipsy.com/ In this episode of the GTM AI Podcast, we sit down with Tyler and Hunter, the founders of Kipsy, an innovative conversational AI and meeting assistant technology designed to empower sales teams. Discover how Kipsy leverages advanced AI to automatically join meetings, record and transcribe conversations, take notes, and upload key data into the CRM. Tyler and Hunter share their insights on the challenges sales teams face in extracting actionable insights from sales conversations and how Kipsy's AI-driven solution addresses these issues by analyzing data across an entire organization. They also discuss the importance of trust, transparency, and cost-effectiveness when implementing AI in sales. Join us as we explore the future of sales and learn how Kipsy is revolutionizing the industry with cutting-edge AI technology.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #6 GTM AI Podcast: CEO & CoFounder Christina Brady, Empowering and Scaling Revenue teams with AI 33:32
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https://www.gtmaiacademy.com https://www.luster.ai Christina's podcast: https://marketersindemand.com/taking-the-lead/ In this engaging podcast episode, Christina Brady, a seasoned sales leader and the CEO of Luster.ai, shares her journey in the sales world and her vision for transforming how sales professionals learn and practice their skills using AI technology. Christina discusses her extensive experience leading sales teams at notable companies such as Groupon, Glassdoor, and Sales Assembly. Through her work, she identified a critical gap in the way sales representatives learn and practice their craft. While numerous tools exist for training and coaching, Christina recognized the untapped potential of AI to create immersive, realistic simulations for sales reps to hone their skills before engaging with actual customers. Throughout the interview, Christina emphasizes the concept of "perfect practice" - replicating real-world selling situations as closely as possible to help reps truly absorb and apply their knowledge and techniques. She shares, "With this tool and this incredible technology that we're custom-building, you can actually do that. Picture getting in a room and just getting fired with all of your top objections and then being able to practice overcoming them... With this tool, you can actually do that." Christina delves into the customer-centric approach Luster.ai is taking, with a team of go-to-market experts focused on developing a product that genuinely serves the end-user. The AI is custom-built to facilitate natural, contextual conversations that closely mimic real-life interactions. Measuring the impact of the platform is a key priority for Christina and her team. She highlights how Luster.ai will connect practice sessions to tangible outcomes, such as increased meetings set, faster progression through sales stages, higher conversion rates from demos to contracts, and improved win rates and close rates. The conversation also explores the broader implications of AI in sales enablement. Christina believes that AI should be leveraged to augment and empower sales professionals rather than replace them. When evaluating AI tools, she suggests considering factors such as user engagement, customization options, cross-functional applications, and the expertise of the team behind the product. With her wealth of experience and customer-focused approach, Christina Brady and Luster.ai are poised to make a significant impact in the sales training industry. Her passion for leveraging AI to help sales professionals learn and grow shines through as she shares, "I truly believe you deploy this technology, you build it the right way, the ways that we can help people, the problems that we can solve...there's so much potential there." Tune in to this thought-provoking episode to learn more about how AI-powered simulations are set to revolutionize sales training and enablement.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #5 GTM AI Podcast: Dave Kennet CEO of ReplayzIQ, Revolutionizing Sales Coaching with AI 26:48
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Jonathan here again with some podcast notes from my awesome conversation with Dave, the founder of ReplayzIQ.com. Let's dive into the key points and insights from our discussion! https://www.replayziq.com/ https://www.gtmaiacademy.com Human vs AI Webinar: https://www.youtube.com/watch?v=-spOV4n2x7Q Podcast Notes: ReplayzIQ is tackling the challenge of sales leaders lacking time and sometimes confidence to effectively coach reps by reviewing calls. Existing tech focuses more on call recording than actionable coaching. They've built a proprietary AI model trained on extensive labeled sales call data, enabling accurate assessment of calls on 150+ sales skills, tailored to a company's specific sales process and personas. The AI provides actionable recommendations on the crucial skills to coach reps on at each stage of the sales process to improve performance, leading to surprising insights for customers. ReplayzIQ is developing an AI sales assistant to support reps on calls in real-time and will be conducting "human vs AI" coaching challenges with sales experts. To trust AI tools, Dave advises verifying the AI is trained on high-quality, relevant data and testing it yourself to confirm accuracy and value. Don't expect perfection, but leading AI should outperform humans. Key Takeaways: AI coaching tools like ReplayzIQ can deliver scalable, data-driven sales coaching that identifies the highest-impact skills to focus on for each rep and stage of the sales process. Basing coaching on actual sales call data uncovers surprising insights compared to relying on assumptions. AI sales assistants have game-changing potential for real-time rep support on calls. Verifying the AI's training data quality and testing it yourself are crucial for trusting and deriving value from these tools. Notable Quotes: "We had 24 amazing sales coaches coaching these fantastic companies and sales reps. And we've got this like hundreds of hours of recorded data that's now labeled data that has informed our models. That's the moat." - Dave "Every single time Replay's IQ delivers that for a customer, it's a surprise to them. And it's a surprise to me because I would expect to see the things that you and I might think... And every time it's different things because it's based on that data of that customer." - Dave "I think sales reps deserve more support out there. And this is, one easy and quick way to do that." - Dave This discussion really highlighted the immense potential of AI to personalize and scale sales coaching in ways that drive meaningful improvements in performance. It's exciting to see how Dave and the ReplayzIQ team are pushing boundaries and empowering sales teams.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #4 GTM AI Podcast: Quantified.AI with CEO Noah, Why Everyone Hates Roleplay and How AI Can Fix It 35:48
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https://www.gtmaiacademy.com https://www.quantified.ai/ You can find the podcast here on Linkedin on my profile every Monday morning at 7 am MST, or Spotify , Apple , Youtube, and other locations. Noah and I have been connected for a few months and I knew when I started this podcast, I wanted to have him on because of his unique background understanding metrics, quantitative analysis, and what really makes a difference in the GTM space. Some highlights: Noah started Quantified AI to help sales professionals improve their conversational and presentation skills after realizing he needed to develop those skills himself to advance his Wall Street career. Quantified uses AI and machine learning models trained on sales conversations and outcomes over a decade to provide sales reps with a video roleplay simulation environment and personalized feedback on their performance. The goal is to make roleplay actually useful instead of the dreaded experience it often is, allowing reps to practice critical skills at scale. Key capabilities: ingests existing training materials and personas to automatically build simulations; provides scoring and benchmarking against top performers after roleplays. Seeing 6x more willingness for reps to practice with AI coach vs managers due to always availability, personalization, and psychological safety. Helping clients certify reps 40% faster, move 10% of team to high performer behaviors in 2 quarters. Noah said at one point: "We have a decade of behavioral research, right? So first, we're using that to train our models...Second, one of the things we learned in a decade of behavioral research is nonverbal interaction is really important." "Everyone hates it. It's artificial. Managers hate it. Reps hate it. Doesn't, you know, doesn't work. It's broken. So, it works, but everyone hates it." One question I asked was, "How to address the issue that people know they are talking to an AI so may not take practice seriously." Noah in summary said, "AI coachin...…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #3-GTM AI Podcast with Momentum-AI and the Power of Automation 31:17
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The GTM AI podcast discusses the exciting new frontier of AI-powered go-to-market solutions. Ashley and Santi, founders of Momentum, share insights about harnessing AI and automation to transform sales processes. They cover Momentum's capabilities like summarizing multilingual calls and automating Salesforce data entry, along with the upcoming AI-driven coaching module. The discussion highlights the immense potential of AI in GTM for enabling tasks like extracting insights from thousands of calls and delivering more personalized customer interactions. https://www.gtmaiacademy.com https://www.momentum.io Key Takeaways Embrace AI for Efficiency: AI offers productivity wins by streamlining repetitive tasks so teams can focus on higher-value activities. It's a tool to be embraced, not something that replaces human ingenuity. Automation for Scalability: AI-driven automation is essential for scaling sales operations and enablement. It helps teams manage overwhelming volumes of data, coach consistently, and deliver value at scale. Personalized Customer Insights: The future of sales lies in AI's ability to analyze large data sets and uncover deep customer insights. This leads to highly personalized interactions and better outcomes. Training AI for Accuracy: Understanding AI's capabilities and limitations is crucial. Feed it context-specific information through training and coaching frameworks to ensure accurate and actionable output. Adapt or Lag Behind: AI is revolutionizing the GTM landscape. Companies must adopt new AI tools and strategies, or risk being disrupted by those that do.…
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GTM AI Podcast with Coach K and Jonathan Moss

1 #2: GTM AI Podcast: Peter Ostrow from Forrester on Revolutionizing Revenue Enablement with AI - Skills, Tools, and Human Touch 27:25
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Peter and I delve into the impact of AI on revenue enablement and go-to-market organizations. He discusses the need for skills adaptation, the importance of enabling sellers to do their jobs more effectively, and the potential changes in the role of enablement. We also talked about the proper deployment and governance of AI tools, the significance of data-driven decision-making, and the enduring need for human skills in building and maintaining relationships. Overall, our conversation highlights the opportunities and challenges presented by AI in the enablement space. 5 Main key points: - Skills adaptation and changes in enablement and sales - Enabling sellers to perform better with the help of AI - Proper deployment and governance of AI tools - Importance of data-driven decision-making in enablement - The enduring need for human skills and relationships in the AI era www.gtmaiacademy.com Peter's Linkedin: https://www.linkedin.com/in/ostrowpeter Forrester: https://www.forrester.com/bold…
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GTM AI Podcast with Coach K and Jonathan Moss

Welcome to the GTM AI Podcast intro and overview! Sponsored by the GTM AI Academy www.gtmaiacademy.com Where we focus on Business Impact> Learning tools. My goal is to help GTM teams, leaders, and individuals take their performance to the next level by becoming AI powered. Listen for tips, strategies, insights, news, trends, and more.…
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