GTM AI Podcast with Coach K and Jonathan Moss

Latest Episodes:

#7 GTM AI Podcast: Taking Sales to the Next Level with AI, Tyler Manning and Hunter Thompson of Kipsy Mar 25, 2024

Show notes

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.

#6 GTM AI Podcast: CEO & CoFounder Christina Brady, Empowering and Scaling Revenue teams with AI Mar 18, 2024

Show notes

https://www.gtmaiacademy.com

https://www.luster.ai

Christina's podcast: https://marketersindemand.com/taking-the-lead/

In this engaging podcast episode, Christina Brady, a seasoned sales leader and the CEO of Luster.ai, shares her journey in the sales world and her vision for transforming how sales professionals learn and practice their skills using AI technology.

Christina discusses her extensive experience leading sales teams at notable companies such as Groupon, Glassdoor, and Sales Assembly. Through her work, she identified a critical gap in the way sales representatives learn and practice their craft. While numerous tools exist for training and coaching, Christina recognized the untapped potential of AI to create immersive, realistic simulations for sales reps to hone their skills before engaging with actual customers.

Throughout the interview, Christina emphasizes the concept of "perfect practice" - replicating real-world selling situations as closely as possible to help reps truly absorb and apply their knowledge and techniques. She shares, "With this tool and this incredible technology that we're custom-building, you can actually do that. Picture getting in a room and just getting fired with all of your top objections and then being able to practice overcoming them... With this tool, you can actually do that."

Christina delves into the customer-centric approach Luster.ai is taking, with a team of go-to-market experts focused on developing a product that genuinely serves the end-user. The AI is custom-built to facilitate natural, contextual conversations that closely mimic real-life interactions.

Measuring the impact of the platform is a key priority for Christina and her team. She highlights how Luster.ai will connect practice sessions to tangible outcomes, such as increased meetings set, faster progression through sales stages, higher conversion rates from demos to contracts, and improved win rates and close rates.

The conversation also explores the broader implications of AI in sales enablement. Christina believes that AI should be leveraged to augment and empower sales professionals rather than replace them. When evaluating AI tools, she suggests considering factors such as user engagement, customization options, cross-functional applications, and the expertise of the team behind the product.

With her wealth of experience and customer-focused approach, Christina Brady and Luster.ai are poised to make a significant impact in the sales training industry. Her passion for leveraging AI to help sales professionals learn and grow shines through as she shares, "I truly believe you deploy this technology, you build it the right way, the ways that we can help people, the problems that we can solve...there's so much potential there."

Tune in to this thought-provoking episode to learn more about how AI-powered simulations are set to revolutionize sales training and enablement.

#5 GTM AI Podcast: Dave Kennet CEO of ReplayzIQ, Revolutionizing Sales Coaching with AI Mar 11, 2024

Show notes

Jonathan here again with some podcast notes from my awesome conversation with Dave, the founder of ReplayzIQ.com. Let's dive into the key points and insights from our discussion!

https://www.replayziq.com/

https://www.gtmaiacademy.com

Human vs AI Webinar: https://www.youtube.com/watch?v=-spOV4n2x7Q

Podcast Notes:

ReplayzIQ is tackling the challenge of sales leaders lacking time and sometimes confidence to effectively coach reps by reviewing calls. Existing tech focuses more on call recording than actionable coaching.
They've built a proprietary AI model trained on extensive labeled sales call data, enabling accurate assessment of calls on 150+ sales skills, tailored to a company's specific sales process and personas.
The AI provides actionable recommendations on the crucial skills to coach reps on at each stage of the sales process to improve performance, leading to surprising insights for customers.
ReplayzIQ is developing an AI sales assistant to support reps on calls in real-time and will be conducting "human vs AI" coaching challenges with sales experts.
To trust AI tools, Dave advises verifying the AI is trained on high-quality, relevant data and testing it yourself to confirm accuracy and value. Don't expect perfection, but leading AI should outperform humans.

Key Takeaways:

AI coaching tools like ReplayzIQ can deliver scalable, data-driven sales coaching that identifies the highest-impact skills to focus on for each rep and stage of the sales process.
Basing coaching on actual sales call data uncovers surprising insights compared to relying on assumptions.
AI sales assistants have game-changing potential for real-time rep support on calls.
Verifying the AI's training data quality and testing it yourself are crucial for trusting and deriving value from these tools.

Notable Quotes:

"We had 24 amazing sales coaches coaching these fantastic companies and sales reps. And we've got this like hundreds of hours of recorded data that's now labeled data that has informed our models. That's the moat." - Dave
"Every single time Replay's IQ delivers that for a customer, it's a surprise to them. And it's a surprise to me because I would expect to see the things that you and I might think... And every time it's different things because it's based on that data of that customer." - Dave
"I think sales reps deserve more support out there. And this is, one easy and quick way to do that." - Dave

This discussion really highlighted the immense potential of AI to personalize and scale sales coaching in ways that drive meaningful improvements in performance. It's exciting to see how Dave and the ReplayzIQ team are pushing boundaries and empowering sales teams.

#4 GTM AI Podcast: Quantified.AI with CEO Noah, Why Everyone Hates Roleplay and How AI Can Fix It Mar 04, 2024

Show notes

https://www.gtmaiacademy.com

https://www.quantified.ai/

You can find the podcast here on Linkedin on my profile every Monday morning at 7 am MST, or Spotify, Apple, Youtube, and other locations.

Noah and I have been connected for a few months and I knew when I started this podcast, I wanted to have him on because of his unique background understanding metrics, quantitative analysis, and what really makes a difference in the GTM space.

Some highlights:

Noah started Quantified AI to help sales professionals improve their conversational and presentation skills after realizing he needed to develop those skills himself to advance his Wall Street career.
Quantified uses AI and machine learning models trained on sales conversations and outcomes over a decade to provide sales reps with a video roleplay simulation environment and personalized feedback on their performance.
The goal is to make roleplay actually useful instead of the dreaded experience it often is, allowing reps to practice critical skills at scale.
Key capabilities: ingests existing training materials and personas to automatically build simulations; provides scoring and benchmarking against top performers after roleplays.
Seeing 6x more willingness for reps to practice with AI coach vs managers due to always availability, personalization, and psychological safety.
Helping clients certify reps 40% faster, move 10% of team to high performer behaviors in 2 quarters.

Noah said at one point:

"We have a decade of behavioral research, right? So first, we're using that to train our models...Second, one of the things we learned in a decade of behavioral research is nonverbal interaction is really important."

"Everyone hates it. It's artificial. Managers hate it. Reps hate it. Doesn't, you know, doesn't work. It's broken. So, it works, but everyone hates it."

One question I asked was, "How to address the issue that people know they are talking to an AI so may not take practice seriously."

Noah in summary said, "AI coachin...

#3-GTM AI Podcast with Momentum-AI and the Power of Automation Feb 26, 2024

Show notes

The GTM AI podcast discusses the exciting new frontier of AI-powered go-to-market solutions. Ashley and Santi, founders of Momentum, share insights about harnessing AI and automation to transform sales processes. They cover Momentum's capabilities like summarizing multilingual calls and automating Salesforce data entry, along with the upcoming AI-driven coaching module. The discussion highlights the immense potential of AI in GTM for enabling tasks like extracting insights from thousands of calls and delivering more personalized customer interactions.

https://www.gtmaiacademy.com

https://www.momentum.io

Key Takeaways

Embrace AI for Efficiency: AI offers productivity wins by streamlining repetitive tasks so teams can focus on higher-value activities. It's a tool to be embraced, not something that replaces human ingenuity.
Automation for Scalability: AI-driven automation is essential for scaling sales operations and enablement. It helps teams manage overwhelming volumes of data, coach consistently, and deliver value at scale.
Personalized Customer Insights: The future of sales lies in AI's ability to analyze large data sets and uncover deep customer insights. This leads to highly personalized interactions and better outcomes.
Training AI for Accuracy: Understanding AI's capabilities and limitations is crucial. Feed it context-specific information through training and coaching frameworks to ensure accurate and actionable output.
Adapt or Lag Behind: AI is revolutionizing the GTM landscape. Companies must adopt new AI tools and strategies, or risk being disrupted by those that do.

#2: GTM AI Podcast: Peter Ostrow from Forrester on Revolutionizing Revenue Enablement with AI - Skills, Tools, and Human Touch Feb 19, 2024

Show notes

Peter and I delve into the impact of AI on revenue enablement and go-to-market organizations. He discusses the need for skills adaptation, the importance of enabling sellers to do their jobs more effectively, and the potential changes in the role of enablement.

We also talked about the proper deployment and governance of AI tools, the significance of data-driven decision-making, and the enduring need for human skills in building and maintaining relationships. Overall, our conversation highlights the opportunities and challenges presented by AI in the enablement space.

5 Main key points:
- Skills adaptation and changes in enablement and sales
- Enabling sellers to perform better with the help of AI
- Proper deployment and governance of AI tools
- Importance of data-driven decision-making in enablement
- The enduring need for human skills and relationships in the AI era

www.gtmaiacademy.com

Peter's Linkedin: https://www.linkedin.com/in/ostrowpeter

Forrester:
https://www.forrester.com/bold

#1 GTM AI Podcast Overview and Intro! Sep 23, 2023

Show notes

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.