Stay ConnectedWelcome 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 GTM AI Academy www.gtmaiacademy.com
Copyright: © 2023
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AI Coaching Gaps in Sales Enablement: Traditional role plays are outdated and biased.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 vision for Dextego and AI coaching is practical and forward-thinking. If you’re serious about accelerating your team’s performance and staying ahead in a changing market, Dextego is one to watch.
Learn more: Dextego.com And if you’re in NYC, mark your calendars for Dextego’s invite-only event in January 2025. It’s AI enablement done right.
Key Bullet Points and TakeawaysKey Quotes from IoannaWrap Up
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.
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
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
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.
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.
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.
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."
www.gtmaiacademy.com www.aipoweredgtm.com https://www.hachlyai.com/
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
- Use of context-aware AI to understand user intent and website behavior
- Success case: $65,000 enterprise contract secured through chatbot
- Vision of future website interaction being primarily conversation-based
- Multi-agent framework potential for future development
- ROI example: 6,000 website visitors generating $50-60,000 pipeline
- Emphasis on complementing rather than replacing human sales teams
Key Quotes
"We ultimately help businesses to generate more sales from their website by engaging every visitor with context-aware messaging... We ultimately make the experience for visitors better."
"Being a salesperson in the next 10 years will change... I think we just give you more leads. So there's more things to work with. And we don't actually close deals... but we drive more of these prospects from where they were just browsing the website."
"I imagine in 10 or 15 years, we're going to have websites where you have a button at the top right corner, you just click on it and you can actually talk to the website instead of browsing... You can actually talk and ask, okay, I want to find an article about X."
"Overall, the cost of software will go down dramatically because of AI... I have AI on every front that helps me optimize my schedule and my time. So yes, I think AI for scheduling more leads and getting you more revenue will help any company of any size."
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 sales representative currently spends like 10 percent of their time just pushing things into the CRM and that's a good number of time and more than the time, I think it makes them actually tired and be a little less ineffective when their next calls or next day. And we just want to save their energy, right? So no salesperson want to do a repetitive mundane task, which is very tiresome."
"What I feel is any repetitive or let's say mundane tasks that did not involve any creativity, right? And to some extent will be automated with AI. That being said I strongly feel that AI will not replace jobs. So I feel the way we also work as a company is we want to help the salespeople, right? We don't want to replace them because there's substantial creativity involved in actually doing sales. And we understand that we just want to build tools for them, which can automate and take away those, boring mundane tasks."
"For example, if sales representative at the end of the call says that, as a next step, let's schedule a call for next Wednesday at 8 p.m. Automatically, we will get that context and we will do it for you, right? We are slowly moving from setting up from actually deriving those actions to actually setting up those on your calendar, on your meeting, generating reports, creating quotation documents and so on. So that automates a few things."
These quotes provide more depth and insight into Snehal's thoughts on AI in sales, the company's approach to fine-tuning models, and their vision for automating mundane tasks while preserving the creative aspects of sales work.
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
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.
"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 and you take email in and you bring in calendar meetings, that could be a goldmine for decision supporting insights of how to execute the process for forecasting as well."
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.
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
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'd have to pull all the resources in and stuff. It would take people, it would take weeks or months to figure this out. And then now you can just have a starting point."
Jonathan:
"AI is not just going to go and do things for you. It's no silver bullet, but those that have domain expertise... use AI to just catapult that to another level."
Jonathan:
"If I go through this process, it already has so much information and insight about my go to market. It can provide me a better result on what it is that I'm looking for. And that's really the reason that I come back and use it on and on again."
https://www.gtmaiacademy.com/
"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."
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
• "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. Why are we thinking that our little monkey brain is so much better than they are?"
• "This is the worst AI for the rest of our lives. And it's still blowing us away."
• "We actually believe that slow follower in some industries is an absolute loser strategy."
• "Our grandkids are going to laugh. I said, when you applied for a job, you actually had to type something in interview here."
Had a blast talking with him, cannot wait for more!
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:
Key Quotes from Mac:
https://www.gtmaiacademy.com/
https://accelerateai.ca/
This episode of "The GTM AI Podcast" podcast, hosted by Jonathan Kvarfordt (Coach K), features an insightful conversation with Dr. Lisa Chillingworth Watson and Meredith Thatcher, co-founders of Accelerate AI, Inc. The discussion explores the critical role of AI in business transformation, productivity enhancement, and strategic decision-making across various industries.
The conversation delves into Accelerate AI's unique approach to helping organizations assess and implement AI solutions. They highlight their AI Business Impact Assessment tool, which rapidly evaluates the potential productivity and economic impact of AI on businesses. The experts emphasize the importance of a comprehensive AI strategy that goes beyond simply adopting tools like ChatGPT or Microsoft's Copilot, stressing the need for alignment with overall business objectives, governance structures, and change management processes.
Watson and Thatcher share insights on the widespread applicability of AI across industries, noting that over 98% of occupations can benefit from AI in some capacity. They discuss the potential time savings - averaging 10 hours per week per employee - and the need for organizations to strategically repurpose this gained efficiency. The conversation also touches on the challenges of change management, the importance of upskilling and reskilling employees, and the need for leadership to guide the transition to AI-augmented work environments.
Key quotes from Lisa Chillingworth Watson and Meredith Thatcher:
1. "Our research is showing us our first round of benchmarking is showing that on average across multiple different types of industries that employees can save up to 10 hours per week per person." - Meredith Thatcher
2. "An AI strategy will encompass all of those, it's the people. It's the systems, it's the operation and the rules that govern growth and success." - Lisa Chillingworth Watson
3. "Greater than 98 percent of the occupations have a benefit from AI of some capacity. It's crazy. Which is astounding. When you think about it." - Meredith Thatcher
4. "We're showing between 18 and 24 percent of efficiency gain, easy gain, right? And so you go, wow what do you do with that time?" - Lisa Chillingworth Watson
5. "It's not just the time and the efficiencies, but now I can do things I could never do before. Or I couldn't do it fast enough. It would take too many people or the data wasn't good enough or we didn't have the technology that could dig into the data and look at it in a bigger way." - Meredith Thatcher
www.gtmaiacademy.com www.clay.com
Revolutionizing Go-to-Market Strategies with AI-Powered Data Enrichment: Insights from Clay's Head of Growth Marketing
I recently interviewed Bruno Estrella, Head of Growth Marketing at Clay, about their innovative approach to data enrichment and go-to-market strategies. Bruno explained how Clay differentiates itself from traditional data providers by offering a flexible, AI-powered platform that aggregates data from multiple sources. This approach significantly improves data coverage and allows for creative, customized research at scale.
We discussed the evolution of outbound marketing techniques and how Clay automates many time-consuming tasks, such as manual research and data entry. Bruno emphasized the importance of having a "human in the loop" to ensure data accuracy and brand consistency, despite the increasing capabilities of AI.
The conversation touched on Clay's consumption-based pricing model, which Bruno believes better aligns with customer value than traditional seat-based models. We also explored the potential impact of AI on various aspects of go-to-market strategies, including sales processes, marketing automation, and customer engagement.
Bruno shared his thoughts on the future of AI in business, expressing both excitement about its potential to streamline mundane tasks and concern about the risk of over-automation damaging AI's reputation. He predicted that the buyer's journey will evolve, with more technical and informed buyers seeking direct access to product information and demos before engaging with sales teams.
Bullet points of highlighted moments for GTM professionals:
- Clay aggregates data from 80+ providers, improving data coverage and accuracy
- AI automates qualitative research, transforming it into structured data points
- Consumption-based pricing model aligns product value with customer usage
- Importance of maintaining human oversight in AI-driven processes
- Prediction: GTM teams will focus more on systems and automations to qualify leads
- Future buyers expected to be more technically informed and ready to purchase when engaging with sales
Key Quotes from Bruno:
"Clay is different because Clay is very much it's a very flexible product. So you can, we bring, you can bring data from the typical databases that people bring."
"We actually aggregate multiple data providers. So if you want to find someone's email, let's say let's say you want to find someone's work email. And we, we try one data provider and you can see this happening."
"If you can think of what's the best case scenario, you could probably do it from an enrichment point of view. Cause like you can actually grab the data because it's very qualitative. You can actually transform qualitative information to quantitative using AI."
"We truly believe that you should pay for what you get and you should pay for consumption of the product."
"I think there's still going to be some level of qualification. There's still going to be human, but there's going to be some evolution, like with the types of questions, the types of engagements that you do on these steps before people buy."
https://www.gtmaiacademy.com. https://www.liminal.ai/
https://www.linkedin.com/in/kevindepopas/
Head of Go-to-Market at Liminal , shares invaluable insights on the challenges and opportunities of implementing AI in large enterprises. He discusses how Liminal's innovative approach to AI security is enabling companies to harness the power of generative AI without compromising sensitive data. Kevin also offers a fresh perspective on AI adoption strategies, emphasizing the importance of user-centric deployment over ROI-focused use cases.
Liminal https://www.liminal.ai/ acts as a governance layer between AI tools and users, ensuring security and compliance. They provide solutions that manage and monitor AI systems, helping businesses maintain control and trust in their AI operations. By implementing Liminal.ai’s tools, companies can confidently use AI technologies while safeguarding data and adhering to regulatory standards.
Bullet highlights:
Key Quotes from Kevin DePopas :
"Tying your generative AI deployments to hardline ROI and on a use case by use case basis, it can actually delay you quite significantly... The best way to get generative AI into the business is to start with what employees are already using."
"We're trying to shift the conversation... focus on user adoption first. There's plenty of studies out there showing if you get your users effectively using generative AI, they're going to be much more efficient."
"I rapidly see [the CISO's role] changing where the CISO is a part of a much larger kind of decision-making process... a lot of organizations are creating these centers of excellence that are a lot of different departments recommending people to be on this committee and they're making decisions as a committee."
"I think we see a lot of technologies in the near future... stop being 'AI'. It's just going to become table stakes, right? If you're not leveraging AI, it'd be like not leveraging natural language processing in your search functionality within your application."
https://www.gtmaiacademy.com. https://www.tofuhq.com/
I recently interviewed Elaine Zelby CoFounder and CEO of Tofu , an AI-powered marketing tool. We discussed her journey from mechanical engineering to venture capital and eventually founding her own AI company. Elaine shared insights on the challenges in marketing, particularly the proliferation of tools and the labor-intensive nature of content creation.
She explained how Tofu aims to automate top-of-funnel activities for B2B companies, leveraging AI to create personalized, omnichannel campaigns. We explored the technical aspects of Tofu, including its use of various AI models and quality evaluation frameworks. Elaine also offered advice on evaluating AI tools, emphasizing the importance of addressing specific pain points and integrating seamlessly with existing workflows.
We touched on the future of AI in marketing, particularly in imagery and video creation, and discussed the potential for more specialized B2B-focused AI models.
Bullet Points of Highlights:
- Tofu automates top-of-funnel marketing activities for B2B companies
- The tool uses a combination of AI models, selecting the best one for each task
- Elaine emphasizes the importance of workflow integration in AI tool adoption
- Future developments in AI for marketing may include better imagery and video creation
- Elaine advocates for a bottom-up approach to AI adoption in marketing teams
Key Quotes from Elaine:
1. "The big play, hence the name Tofu , it's really put the entire top of funnel on autopilot for B2B companies."
2. "We take this very seriously because quality of the outputs is what's going to get usage and retention."
3. "I think given the fact that the models are improving so quickly to where I think the winners will be, and this is also putting my investor hat back on where I think the winners are going to come from are the people who deeply nail workflow for a very specific persona."
4. "I've asked probably a hundred CMOs a question on whether they're taking a top down or bottoms up approach to AI adoption. And what I'm finding and how I would guide marketing leaders, or go to market leaders, is to do the bottoms up adoption route."
Take a listen and tell me what you think!
www.gtmaiacademy.com www.sparkwise.co
In my latest podcast episode, I had the pleasure of interviewing Vince Jeong the CEO and Cofounder of Sparkwise . We dove deep into the future of corporate learning in the AI era. Vince shared his fascinating journey from McKinsey consultant to edtech entrepreneur, and we discussed how Sparkwise is leveraging AI to enhance group learning experiences. Our conversation covered the challenges of virtual learning, the potential risks and benefits of AI in education, and how Sparkwise is addressing the pressing need for AI adoption in corporate environments. I was impressed by Vince's insights and Sparkwise's innovative approach to learning.
I learned that Sparkwise focuses on creating engaging, AI-enhanced group learning experiences for corporate environments
We discussed how their platform addresses key challenges in virtual learning: connection, attention, and diverse learning modalities
Vince explained how Sparkwise is helping companies tackle low AI adoption rates in the workplace through interactive group learning
We both emphasized the importance of developing critical thinking skills alongside AI usage
Our conversation explored the potential risks of over-reliance on AI in learning and skill development
1. On Sparkwise's approach to AI in learning:
"We are all about how do you use AI to turbocharge that? Versus oh, yeah, it's not possible. Let's do things. And for us, one fundamental belief we have we're in. We're in the corporate learning space. So we're teaching adults who are busy professionals and all of that. We've definitely structured our platform around human to human interaction. Our belief is that human to human interaction is necessary for people to actually want to learn and try, like hard because you have to try putting the effort to learn."
2. On the challenge of AI adoption in corporations:
"What we consistently hear is... 'We bought an enterprise license to, I don't know, chat GPT or we rolled out for pilot... 5 percent of people are using it. The rest don't seem to care' or 'tried it once it gave mediocre output. They're like, this is not for me.' And it stopped. And people say this is a change management problem. The technology is actually pretty easy to roll out... But the adoption is crawling at most companies."
3. On the potential risks of over-reliance on AI:
"The risk is, okay, let's you have a Jarvis... or is Jarvis enabling you to really do better or are you going to be so overreliant on that you never even build a judgment yourself? When do you know that Jarvis is telling you a great insight versus a good insight versus a crappy insight if never do it yourself? I think a lot of people are grappling with this challenge. Will we collectively become stupider as a species? It's a good question."
As I reflect on my conversation with Vince, I'm struck by the immense potential and challenges that AI brings to the world of corporate learning. Sparkwise's approach of using AI to enhance, rather than replace, human interaction in learning environments is both innovative and thoughtful. Vince's insights into the struggles companies face with AI adoption and the importance of developing critical thinking skills alongside AI usage are particularly relevant in today's rapidly evolving digital landscape.
What resonated with me most was Vince's emphasis on the human element in learning. In an age where we're constantly bombarded with new technologies, it's refreshing to see a company like Sparkwise focusing on how AI can foster better human-to-human connections and more engaging group learning experiences.
For those interested in staying ahead of the curve in corporate education and AI adoption, Sparkwise is definitely a company to watch. You can learn more about their innovative approach at sparkwise.co.
www.gtmaiacademy.com www.workbounce.com
AI Agents: The Future of Work or Just Another Buzz?
I recently had a fascinating conversation with Adam Smith CEO and Cofounder of Workbounce about the evolving landscape of AI in business. I wanted to understand his POV of how AI agents are revolutionizing workplace productivity, particularly in sales and enablement. Adam shared insights on WorkBounce's innovative approach to AI implementation, emphasizing the importance of context and human expertise in leveraging AI effectively. We also explored the broader implications of AI on work culture, decision-making, and future job markets.
Key Highlights: 1. WorkBounce's unique approach to AI agents for sales enablement 2. The concept of breaking down jobs into "units of work" for AI automation 3. The importance of providing context to AI for better outputs 4. The potential of AI to free us from screens and mundane tasks 5. The growing acceptance and demand for enterprise AI solutions 6. The challenges and opportunities for junior employees in an AI-driven workplace 7. The need for human expertise to guide and interpret AI outputs
Key Quotes from Adam:
"We don't believe... that you can really solve sales enablement as a top-down project."
"The main thing people misunderstand... is that [large language models are] really good at compressing information. They're not very good at expanding information."
"We're not even asking it to make up a good answer, we're saying, look at the sources and just tell us if there's an answer in there."
"The thing that I'm most excited about... is just the immediate short-term gain of can I get away from my screen and still do work successfully?"
"We have as human beings... a bandwidth problem, right? We can only read so many words per minute and we can only speak so many words per minute and type so many words per minute."
"If I don't have to understand every aspect of everything that I'm doing, and if I don't have to look at every single detail, this kind of feedback loop of having this kind of AI bandwidth shield around me that says, here are the important things." Loved the discussion and look forward to working with Adam and the team some more.
https://www.gtmaiacademy.com https://www.structuredlabs.com/
In this insightful episode of the GTM AI Academy podcast, host Jonathan Kvarfordt sits down with Amrutha Gujar, co-founder and CEO of Structured Labs. They dive deep into how AI is transforming revenue operations, discussing the power of first-principle thinking in tech innovation, and exploring the future of business intelligence tools. Amrutha shares her journey from software engineering at tech giants to founding a startup that's reimagining how companies leverage data for growth.
Highlights
• The importance of unifying fragmented data sources across sales, marketing, and customer success for a holistic view of business operations
• How AI-driven tools can reduce ad hoc data requests and enable RevOps teams to focus on strategic growth opportunities
• The shift from "software as a service" to "service as software" in the AI era, emphasizing end-to-end solutions
• The potential of multimodal AI models to create more immersive and efficient user experiences in business tools
• The concept of AI augmenting human capabilities rather than replacing jobs, allowing for higher-level thinking and problem-solving
• The vision of AI-powered personal assistants handling routine tasks to free up time for high-impact work Amrutha Quotes:
• "I think that there's a really, really big opportunity with AI in the go-to-market space. Specifically, I think what it enables people to do is spend less time on manual parts of the data preparation work, and it enables people to start from the output of that data preparation work and reason about decisions that need to be made that help with growth."
• "I see a future where there are thousands upon thousands of really small, really powerful, highly value-creative teams that are leveraging these AI tools to do more with less. And the surface area of problems that we can solve as a society is going to become a lot larger."
• "The last generation was software as a service. Now, it's service as software. People's expectations of this technology are changing every day. It's more about doing the job to be done, end to end, and not just doing one piece of the job like with software."
• "I think there's like a human nature to always push to higher levels of abstraction, as the things that are at the lower levels of abstraction become more and more automated. And I think that the upper bound of how people can think about problems and the types of things they want to accomplish - that upper bound is very, very unbounded."
About Structured Labs
https://www.gtmaiacademy.com
Jonathan Moss
I discuss the evolution of prompting from basic to advanced techniques, the importance of context and domain expertise in crafting effective prompts, and how AI can significantly streamline various GTM processes.
Key Highlights:
1. The importance of detailed, context-rich prompts for getting high-quality AI outputs.
2. The concept of "AI in the loop" rather than "human in the loop" for better results.
3. Using AI to create frameworks for creating frameworks, showcasing meta-level thinking.
4. The power of combining domain expertise with AI capabilities for superior outcomes.
5. The speed and efficiency AI brings to tasks like competitive analysis and battle card creation.
6. The potential of AI in breaking language barriers for global teams.
Helpful Insights for GTM Teams:
1. Prompt Engineering: GTM teams can significantly improve their AI outputs by providing detailed context, clear objectives, and desired output formats in their prompts.
2. Efficiency Gains: Tasks that previously took weeks or months (e.g., creating ICPs, buyer personas, competitive analyses) can now be accomplished in minutes or hours using well-crafted AI prompts.
3. Customization at Scale: AI can help create customized frameworks, strategies, and content for different markets, products, or customer segments quickly and efficiently.
4. Global Collaboration: AI's translation capabilities can help break down language barriers in global GTM teams, enabling better collaboration and consistent messaging across different regions.
5. Data-Driven Decision Making: AI can quickly analyze large amounts of data to provide insights for strategic decision-making in GTM processes.
6. Continuous Improvement: GTM teams can use AI to iteratively improve their strategies, prompts, and frameworks, leading to increasingly better outcomes over time.
7. Combining Human Expertise with AI: The most effective use of AI in GTM strategies comes from blending human domain expertise and creativity with AI's data processing and pattern recognition capabilities.
8. Time for Strategy: By automating time-consuming tasks, GTM teams can focus more on high-level strategy and execution rather than getting bogged down in research and data compilation.
By leveraging these insights, GTM teams can significantly enhance their efficiency, scalability, and effectiveness in developing and executing market strategies.
GTM KickBack: https://podcasts.apple.com/us/podcast/the-gtm-kickback-w-joey-brodsky/id1571248374
We did a little different podcast this time, doing a duo-interview where two podcast hosts interview each other on the same podcast! It was my pleasure and honor to have Joey Brodsky of The GTM Kickback! podcast and the Head of GTM Search for Stott and May join me to talk about AI and recruiting. What struck me most during our discussion was the delicate balance we're all trying to strike between leveraging AI's capabilities and maintaining the crucial human elements in our work. Joey shared fascinating insights into how AI is reshaping the recruitment landscape, allowing for more nuanced candidate searches and potentially changing the way we conduct interviews.
However, he emphasized - and I wholeheartedly agree - that we can't lose sight of the human intuition and 'gut feelings' that often lead to the best hires. We also explored the evolving role of enablement, a topic close to my heart. It was enlightening to hear Joey's perspective on how AI is elevating the importance of enablement roles, especially in early-stage companies. We both see a future where enablement professionals become key strategists, overseeing AI systems that provide real-time coaching and feedback to sales teams.
One of the most valuable takeaways from our chat was the importance of critical thinking and creativity when using AI tools. As I often tell my listeners, AI is a powerful tool, but it's our human ability to critically evaluate and creatively apply its outputs that will truly drive innovation and success. We touched on some practical advice for startups too, discussing the importance of documenting founder knowledge, setting realistic expectations for new sales hires, and identifying what 'good' looks like in your organization. These are crucial steps that can make or break a young company's go-to-market efforts.
Throughout our conversation, a common theme emerged: AI has the potential to greatly enhance our work, but only if we use it wisely. It should complement and augment our human skills, not replace them. As we wrapped up, Joey and I both expressed excitement about the future, where AI and human expertise combine to create more effective, efficient, and personalized go-to-market strategies.
Key Quotes from Joey:
"I think from a recruitment perspective and trying to source and court these people on a daily basis, how people are found and the skills that people are looking for, strictly from a search standpoint... it's much more nuanced because it can be nuanced at a larger scale by using AI."
"People that can be hyper scientific in the way that they sell... it's an exponential curve that is like very close to being straight upwards and downwards right now, because of AI."
"I think bringing in someone like yourself on an advisory capacity is, is really, really exceptionally important and probably not prolific enough to use that word again, right? Um, that would have a big impact on just getting people conceptually to understand why this sort of program is important and why they should do it earlier than not, instead of waiting for a mess to happen and being reactive in it."
"It needs to be an enhancement of the human experience and all these people are going through, whether it's recruitment, whether it's direct sales, whether it's sales enablement or some sort of data analysis." Tell me what you think of the episode, I highly enjoyed it!
www.gtmaiacademy.com
Leveraging AI for Revenue Intelligence: Insights from Burak Aksar, Co-Founder of Spiky
Summary:
In this episode of the GTM AI podcast, host Jonathan welcomes Burak Aksar, co-founder and software engineer at Spiky, an AI-powered revenue intelligence platform. Burak shares his journey from a technical background in machine learning to the world of go-to-market and sales. He discusses how Spiky leverages AI to analyze customer conversations, measure non-conversational metrics, and provide actionable insights to help teams optimize their revenue processes. Burak also shares his thoughts on the current state of AI in business and what he's excited about for the future.
Highlighted Concepts:
- Revenue intelligence: Analyzing data from various sources (sales, customer success, support, product, engineering) to optimize revenue processes
- Non-conversational metrics: Measuring up to 60 different metrics per second, including vocal, visual, and contextual data, to provide insights beyond just transcripts
- Actionable insights: Identifying trends across customer conversations and tying them to revenue outcomes
- AI stack: Utilizing a combination of proprietary models, open-source, and closed-source APIs to power the Spiky platform
- Explainable AI: The importance of making AI models transparent, scalable, and ethically sound
Quotes from Burak:
- "The revenue domain is already very complicated, and I think no one has figured out yet, including us, what are some winning behaviors and how do I basically apply this at scale?"
- "If you don't understand, I don't think you can optimize any process. It can't, it doesn't need to be revenue, but the things that I'm like really excited, if I flip the page a bit, I think, like we've been expecting this, but the large language models are becoming a commodity."
- "I think making these ethically, like ethically, successful is a very big challenge because let me make an analogy here. Even explaining one decision tree or random forest, it's super hard. Like it doesn't make sense to humans."
Why this matters to GTM professionals:
This podcast episode provides valuable insights for GTM professionals looking to leverage AI to optimize their revenue processes. Burak's expertise in both machine learning and go-to-market strategies offers a unique perspective on how AI can be used to analyze customer conversations, identify trends, and provide actionable insights. By understanding the potential of AI-powered revenue intelligence platforms like Spiky, GTM professionals can make data-driven decisions to improve their sales processes, prevent churn, and ultimately drive revenue growth. Additionally, Burak's emphasis on the importance of explainable and ethical AI serves as a reminder for GTM professionals to carefully consider the implications of AI adoption in their organizations.
Unveiling Glitter AI with Yuval Karmi: Streamlining Documentation in Tech
Join Coach K in another exciting episode of the GTM AI podcast as he interviews Yuval Karmi, the founder of Glitter.io. Discover how Yuval's innovative AI tool is revolutionizing the way we create step-by-step guides and documentation. Learn about his journey from founding and selling his first startup, Simpo, to developing Glitter AI. Yuval also shares valuable insights into AI workflows, automation, and the future of AI in business.
This episode is a treasure trove for entrepreneurs, tech enthusiasts, and anyone interested in the intersection of AI and productivity.
00:00 Introduction and Guest Welcome
00:39 Yuval Karmi's Entrepreneurial Journey
02:15 The Story Behind Glitter.io
03:31 How Glitter AI Works
04:26 Challenges and Benefits of Documentation
05:18 Team and Workflow Insights
06:06 Comparing Glitter AI with Other Tools
11:01 Automation and AI in Business
16:17 Future of AI and Business Integration
22:18 Personal Reflections and Closing Remarks
https://www.gtmaiacademy.com https://www.aipoweredgtm.com/
Summary:
In this podcast episode, Coach K interviews Jonathan Moss, an experienced go-to-market leader, about his insights on using AI in various aspects of business operations. Jonathan shares his experiences implementing AI in marketing, sales, customer success, and revenue operations. He emphasizes the importance of starting small, understanding data, and focusing on tasks that can be streamlined with AI. Jonathan also discusses the need for human validation and checking the accuracy of AI-generated insights. The conversation then shifts to their upcoming show format, where they plan to solve real-world problems using AI. Lastly, Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage.
Key moments:
- Jonathan introduces himself and his background in go-to-market leadership
- Jonathan shares how he has implemented AI in various aspects of business operations
- Jonathan discusses the importance of understanding data and focusing on tasks that can be streamlined with AI
- Jonathan and Coach K announce their new show format, where they will solve real-world problems using AI
- Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage
Powerful quotes from Jonathan Moss:
1. "Ultimately us as humans, we're creative in nature. We're strategic. Those are the things we should be spending our brain power against and not data entry or manual things."
2. "I think the key summary is you still need to double check the accuracy of the data and information so you can trust it. And look, it'll all, it'll continue to get better over time from here on out."
3. "I think it's very important on the education side, the guardrail side of how to use it and how to use it effectively is super critical for us as really any leader, but go-to-market leaders as well."
https://www.myko.ai/
Summary:
Trevor, the co-founder and CEO of Myko.ai, shares his expertise on the transformative impact of AI on sales and revenue operations. Myko.ai is a natural language analytics tool that empowers companies to interact with their sales and revenue data more efficiently. Trevor discusses how AI is revolutionizing the way businesses make decisions, optimize processes, and leverage data to gain a competitive edge. He also delves into the potential future of AI agents and their applications in various professional and personal contexts.
Key points and highlights:
• Myko.ai is a natural language analytics tool that integrates with systems like Salesforce, HubSpot, and Snowflake, enabling users to ask questions about their data and gain valuable insights.
• AI is transforming the way companies interact with their data, allowing for faster decision-making and improved efficiency.
• Implementing AI tools without proper preparation and clean data can lead to more problems than solutions.
• Companies that leverage AI effectively will maintain a competitive edge, while those that don't risk falling behind and becoming obsolete.
• AI has the potential to automate and optimize various aspects of the sales process, such as outbound prospecting and demo delivery.
• The human element will remain crucial in sales, particularly in building trust and relationships with clients.
• AI agents have the potential to autonomously handle specific tasks and responsibilities, such as data cleaning, go-to-market strategies, and outbound sales.
Key quotes from Trevor on AI and RevOps:
1. "We plug into your systems like Salesforce, HubSpot, Snowflake. Anywhere you've got data, we plug into it and make it easier for you to self service it. So you can ask questions of your data, understand win rates by lead sources, average sales cycles, track SQLs from beginning all the way through close, really get a better understanding of, you know, how things are happening in your system."
2. "The RevOps teams that have adopted us kind of the fastest are the ones that companies that have just scaled like crazy. So they've gone from 10 to 30 to 60 in the sales org but yet it's still one person or maybe two people in the RevOps org responding to all of those different. People. And so what we see a lot is RevOps people that aren't really doing a lot of RevOps. They're doing a lot of system admin work, right?"
3. "I think there are a lot of things that become easier, more possible for everybody in an organization, becoming essentially an expert user of new systems because of what AI now has possible."
https://www.gtmaiacademy.com/
https://www.recapped.io/ Recapped 🎯 (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library
You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.
Revenue Execution & Enabling the buyers experience with AI with Mark Fershteyn of Recapped 🎯
In this podcast, Mark shares his journey as an immigrant entrepreneur and the inspiration behind creating a collaborative deal room platform to streamline the sales process. Mark discusses the limitations of current sales tech stacks that focus primarily on top-of-funnel activities while neglecting the crucial middle to later part of the funnel of nurturing and closing deals.
Recapped aims to solve this by providing a centralized space to embed sales playbooks, enable buyer collaboration, and automate admin tasks through AI. Mark shares a compelling customer case study demonstrating how standardizing the mutual action plan process in Recapped led to a 39% increase in close rates and 29% higher ACV for a 130-person sales team.
The conversation also delves into the ethical implications and societal impacts of AI advancement. Mark offers a thought-provoking perspective on the potential for widespread job displacement in the coming years, emphasizing the need for careful navigation and adaptation. Overall, the episode offers valuable insights for revenue leaders seeking to optimize their sales execution while grappling with the transformative effects of AI.
Top Quotes from Mark Fershteyn
"If we can just streamline that so that [sellers] don't have to worry about the science, they could just focus on the art of selling. That's where magic happens."
"I think in five to 10 years, AI will be able to do at least 80 percent of jobs better than at least 80 percent of people... And I think that's going to lead to some really high unemployment, unless we come up with drastically new jobs to take those."
"Nobody in my opinion should be like wasting their life doing a job that's menial that they don't enjoy that they don't have... if we can provide for their life and they don't have to do that and we just have a kiosk or an AI robot doing it, I think it's a win."
"The vision that we have for Recapped is essentially becoming the operating system for revenue, where sellers can just focus on selling and we handle everything behind the scenes for them."
Overall, I loved the conversation with Mark, his tech is pretty rad, and look forward to more from him and the team over at Recapped.
https://persana.ai/ Persana AI (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library
You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.
Empowering Sales Teams with AI-Driven Workflows: Insights from Sriya Maram ♾️ of Persana AI
In this engaging podcast interview, Coach K sits down with Sriya Maram, the founder of Persana AI , to dive into the world of AI-powered sales enablement. Sriya's passion for AI and her experience as a product manager at LinkedIn have led her to create a platform that aims to give sales teams superpowers through intelligent automation. Throughout the conversation, Sriya provides valuable insights into how AI can be leveraged to enhance sales processes, from lead research and scoring to personalized outbound messaging.
One of the key highlights of the interview is Sriya's emphasis on the importance of human expertise in the AI-driven sales landscape. While AI can automate tedious manual tasks and provide valuable insights, Sriya stresses that the human mind behind the AI is crucial in setting up workflows and understanding the unique needs of buyers. The interview also touches on the concept of capturing buyer intent through AI, which Sriya believes will revolutionize the way sales teams approach their prospects. Overall, the podcast offers an interesting look at the future of sales tech and the role of AI in empowering sales professionals to be more efficient and effective in their roles.
Some key takeaways:
Persona acts as a "Zapier for sales teams", allowing integration of any AI model (like GPT-4 or Claude) with data sources like CRMs to automate tasks like lead research, scoring and outbound personalization.
Sriya emphasizes that AI should augment human salespeople, not replace them. As she puts it: "The mind behind the AI, you know, the person setting up these workflows should be you. Like no matter how much, like the AI doesn't know your buyers, the AI doesn't know these workflows that have worked for you for years."
A major advantage of AI is capturing buyer intent in a more intelligent way by ingesting and learning from fragmented data sources. The future of sales is "understanding truly what is that buyer intent for your product and being able to capture that and act on it."
Regarding the ideal balance between automation and human interaction, Sriya explains: "Any sort of like manual task, whether it's like, Hey, I want to know what is the pricing of this company that will take a couple of clicks reading through summarizing. That is something an AI should do...The mind behind the AI, you know, the person setting up these workflows should be you."
When helping clients get started with automation, Persona focuses on their existing processes and data sources. "We don't want to replace your existing workflow," says Sriya. "Where in your existing process, can we bring it all together or make it easier?"
The podcast provides an exciting glimpse into how AI platforms like Persona are empowering sales teams to be more efficient and effective. With the ability to automate manual research tasks and obtain previously hard-to-access buyer intent signals, the future of sales tech looks promising. However, Sriya is quick to emphasize that human expertise and oversight remain critical - AI augments and enables human potential, it doesn't replace it.
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."
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!
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.
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:
https://www.gtmaiacademy.com/
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."
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
https://www.gtmaiacademy.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.
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.
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!
Human vs AI Webinar: https://www.youtube.com/watch?v=-spOV4n2x7Q
Podcast Notes:
Key Takeaways:
Notable Quotes:
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.
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 coaching will likely never be perfect, but it's better than the alternative of limited roleplay practice that happens today. The AI holds people accountable, creates real pressure to perform, and people practice 6x more with the AI than managers."
One thing to point out with Quantified.ai that makes it unique among many other AI roleplay tools, is that it is both Audio and Video avatars where most others are audio only.
Let me know what you think of the podcast and head over to https://www.quantified.ai/ and tell them that Coach K sent ya.
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.
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.
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
Peter's Linkedin: https://www.linkedin.com/in/ostrowpeter
Forrester:
https://www.forrester.com/bold
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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