GTM AI Podcast with Coach K and Jonathan Moss

Latest Episodes:

Navigating the AI Revolution: Insights from Chad Sanderson of DeepHumanX Aug 20, 2025

Show notes

www.gtmaipodcast.com www.aibusinessnetwork.ai

https://deephumanx.com/

Navigating the AI Revolution: Insights from Chad Sanderson of Deep Human X In this episode, Jonathan sits down with Chad Sanderson, co-founder of Deep Human X, to discuss the rapid advancements and applications of AI in the business world. Chad shares his journey from marketing and sales to digital and revenue operations transformations, and his deep dive into AI enablement. They delve into the importance of balancing human and AI collaboration, the impact of AI on critical thinking, and the need for businesses to adapt quickly to stay competitive. The conversation highlights key strategies for leaders and organizations to effectively integrate AI, along with the significance of fostering a community and mindset focused on innovation and agility. 00:00 Introduction and Guest Welcome 00:52 Guest Background and Career Journey 01:08 AI and Digital Transformation 03:31 Human-AI Balance and Critical Thinking 09:06 Tools and Techniques for AI Augmentation 13:19 Transformational Mindset Shift 14:48 Breaking Assumptions in Workshops 15:22 Leadership Conversations on AI and Operationalization 15:36 Physical Reactions and Realization Journey 16:38 Leaders' Initial Thoughts on AI and Productivity 17:18 Recent Layoffs and AI's Role 18:20 Speed of AI Revolution 20:09 Adoption Rates and Quantum Computing 21:21 Preparing Teams for AI 23:15 Finding Community and Overcoming Fear 25:28 Services Offered by the Agency 27:23 Final Thoughts and Appreciation

How AI is Reshaping Revenue and Sales Enablement with Nate Varel Aug 11, 2025

Show notes

www.gtmaipodcast.com www.gtmaiacademy.com www.aibusinessnetwork.ai www.letter.ai Nate: https://www.linkedin.com/in/nate-varel/ Exploring AI-Powered Revenue Enablement with Nate Varel of Letter.ai – GTM AI Podcast In this episode of the GTM AI Podcast, hosted by Jonathan Kvarfordt (Coach K), we are joined by Nate Varel, the head of GTM at Letter.ai. Nate shares insights from his extensive career, including his experiences at Perro AI and Options Clearing Corporation. The discussion delves into the transformative impact of AI-native platforms in revenue enablement, the evolving role of sales and enablement professionals, and how AI can drive better customer experiences. Tune in for a thought-provoking conversation on the future of sales, AI in tech, and the seamless integration of AI with sales processes. 00:00 Introduction and Guest Welcome 00:31 Nate Varel's Career Journey 02:07 Transition to Tech and Algorithmic Trading 05:09 Joining Letter.ai and Role Overview 06:38 The Future of Revenue Enablement 10:57 AI's Role in Sales and Enablement 15:59 Discussing Competitors and AI Integration 16:18 Advantages of AI-Native Platforms 17:17 Legacy Platforms vs. AI-Native Platforms 18:19 The Future of AI in Sales Enablement 19:13 AI's Role in Sales and Enablement 21:20 The Shift in Sales Enablement 25:52 The Role of AI Agents 28:51 Evaluating Tech Stacks and AI Integration 30:36 Conclusion and Final Thoughts

The AI Battle Between Incumbents and Startups- Matt Paige Jul 29, 2025

Show notes

https://www.gtmaiacademy.com https://www.aibusinessnetwork.ai https://www.gtmaipodcast.com

https://www.linkedin.com/in/mattpaige/

I discovered Matt Paige when he had just 200-300 TikTok followers, and I've been following his AI journey ever since. Now he's VP of Strategy & Marketing at HatchWorks AI, and honestly, this conversation blew my mind with how practical and real his approach is to AI implementation.

This isn't another "AI will change everything" conversation. Matt gets into the nitty-gritty of what's actually working for businesses right now.

On the reality of AI adoption:

"AI is easy to do. But it's hard to do well, right? It's easy for anybody to go talk to ChatGPT, write an email, do this, do that. But to actually build a system within your business, integrate with your business, start leveraging agents, automating things, entire job functions - that's not as easy to do."

On the brutal truth about jobs:

"Sometimes we tell ourselves AI won't take jobs because it sounds safe and nice. I think it is gonna take jobs. But I think it will open and create new things we never thought of before."

On the democratization of building:

"You could build for an audience of one being yourself. And it's okay, because it takes you an hour. This changes this whole shift in how we think about SaaS builders."

The Tools Matt Actually Uses:

His complete AI development stack (Lovable, Bolt, Cursor)
Voice agents that handle "bland tasks" with decision trees, not rigid scripts
Browser automation tools that can literally buy toilet paper on Amazon
Open source alternatives to expensive AI platforms

Real Implementation Stories:

How he built a closet-sharing tracker for his wife in 2 days
Custom ChatGPT doing K-means clustering on Airbnb data for market segmentation
Why the old data request process (submit ticket, wait a week, get partial answer) is dead

The Battle Between Incumbents and Startups: Matt breaks down why companies like Salesforce are struggling with their AI pivot while new entrants are building AI-native from day one. But here's the kicker - incumbents have massive proprietary data that startups can't touch.

His Final Advice:

"Go start playing with stuff on a daily basis. Habits build over time. Put yourself on the front end of that transformation so you have choices."

Matt isn't selling you on AI dreams - he's showing you the actual tools, the real costs, and the honest challenges. He's in the trenches building this stuff for 200+ person organizations, and he shares what works and what doesn't.

Plus, you'll hear about the Google Agent White Paper breakdown that explains exactly how to build effective AI agents (LLM + Orchestration + Tools), and why most people are thinking about this wrong.

If you're tired of AI hype and want practical, implementable strategies, this conversation delivers.

Listen now and let me know what resonates with you most.

Connect with Matt Paige on LinkedIn or check out HatchWorks AI to see their approach to AI transformation. And if you found value in this episode, please share it with someone who needs to hear Matt's insights on getting AI implementation right.

Harnessing AI For Strategic Marketing with Liza Adams Jul 23, 2025

Show notes

https://www.gtmaiacademy.com https://www.aibusinessnetwork.ai https://www.gtmaipodcast.com

https://www.linkedin.com/in/lizaadams/

AI, Marketing, & Personal Journeys: A Chat with Marketing Expert Lisa Adams In this episode, I have the pleasure of chatting with Lisa Adams, a seasoned marketing expert with a unique career path and keen insights on AI. We dive into various aspects of marketing, her journey from an electrical engineer to an AI advocate, and the transformative role AI can play in marketing strategies. Join us as we discuss how you can integrate AI tools into your marketing teams and the mindset shifts required for success. Timestamps: 00:00 - Introduction 02:15 - Lisa Adams' Background and Journey 07:00 - Transition from Engineering to Marketing 10:45 - The Importance of Storytelling in Marketing 15:30 - AI as a Thought Partner in Marketing 20:40 - Building AI Assistants in Marketing Teams 24:00 - Customer Behavior and AI Insights 30:00 - Tools and Strategies for AI in Marketing 38:00 - Leveraging AI for Enhanced Productivity 45:45 - Case Study: Transforming a Marketing Team with AI 55:00 - AI Tools and Their Applications 1:05:30 - Final Thoughts and How to Connect with Lisa Adams 00:00 Introduction and Greetings 00:26 Personal Anecdotes and Humor 00:49 Guest's Professional Background 01:14 Journey into AI and Marketing 04:23 AI's Impact on Marketing 06:44 AI Leadership and Organizational Transformation 09:52 AI Assistants and Team Augmentation 13:50 Implementing AI in Teams 14:23 Passion and Purpose in AI 14:50 Understanding Customer Behavior 15:43 AI Tools and Techniques 16:41 Creating Relevant Content 18:22 Hyper-Personalization and Prompting 19:24 Leveraging Customer Data 23:10 Favorite AI Tools 26:46 Interactive AI Applications 27:32 Conclusion and Contact Information

How AI Is Finally Fixing the Sales Administrative Nightmare Jul 15, 2025

Show notes

www.aibusinessnetwork.ai www.gtmaipodcast.com www.gtmaiacademy.com https://www.linkedin.com/in/kenbabcock/ https://www.tango.ai/

Ken Babcock, CEO of Tango, reveals how AI is solving sales teams' biggest pain point: administrative work that keeps reps away from selling. With 2M+ users and partnerships with Walmart and Nike, Tango evolved from documentation tool to AI automation platform.

The CRM Problem: Sales reps spend 70%+ time on admin instead of customer-facing activities. "No one ever hired a sales rep because of how good they were with the CRM," Babcock notes.

Speed 60 Method: Tango's approach compresses post-call work into 15-minute blocks: 45 minutes customer interaction, 10 minutes CRM updates, 5 minutes prep for next call.

Trust Through Transparency: Unlike "black box" AI tools, successful automation requires human oversight and real-time visibility into processes.

Competitive Advantage: Quick follow-up wins deals. One prospect told Babcock: "I forgot all those vendor conversations. The one that emailed me? I'm going with them."

Start AI implementation with specific pain points like CRM updates
Maintain human validation to build trust in automated processes
Use data to identify low-adoption workflows for automation opportunities
Quick response times after prospect meetings create momentum
Build learning-oriented culture with regular career development conversations
Focus on behaviors, not just values, when establishing company culture

Tango's journey shows that successful AI adoption comes from solving real user problems while keeping humans in control of the process.

Sales Reps Don't Wake Up Excited About CRM Updates: How AI Is Finally Fixing the Administrative NightmareKey InsightsMain Takeaways

Why AI Makes Human Sales Skills More Valuable Than Ever Jul 08, 2025

Show notes

www.gtmaipodcast.com www.aibusinessnetwork.ai www.gtmaiacademy.com

Summary

Ross Rich, CEO and co-founder of Accord, brings a unique perspective to sales technology after scaling Stripe's sales organization from three to 300 people. In this conversation from GoNimbly's RevFest, Rich reveals how execution excellence goes beyond doing more work to creating clarity, consistency, and reinforcing winning behaviors across the customer journey.

The foundation of execution excellence starts with data and knowing exactly who you're talking to. Rich emphasizes that most sales teams fail because they engage with associates and below-the-line people rather than senior stakeholders and decision makers. At Accord, they track both the number of stakeholders and the frequency of engagement as primary indicators of deal health. This focus on stakeholder mapping becomes even more critical as buying committees expand and decisions require broader consensus.

AI represents both an opportunity and a threat for sales professionals. The technology can handle transactional SMB deals, pushing human sellers toward more complex mid-market and enterprise opportunities. However, this concentration means top performers who previously closed one or two deals annually might now close three to five, potentially increasing the revenue contribution of the top 20% of sellers from 80% to 90% or more. Those at the bottom who rely on lucky breaks or helpful buyers will find their roles increasingly challenged by technology.

The practical application of AI in sales focuses on two key areas. First, deep research that previously required hours of manual work analyzing 10-Ks, financial statements, and stakeholder backgrounds can now happen in seconds. This allows thoughtful sellers to craft more informed outreach and stand out from the noise. Second, AI helps identify and engage the right senior stakeholders with relevant messages. Counterintuitively, Rich finds higher response rates when reaching out to more senior executives because thoughtful, informed messages stand out more in a CEO's inbox than in a mid-level manager's cluttered email.

The implementation of AI tools must meet sellers where they already work rather than asking them to become prompt engineers. Rich points out that if revenue operations leaders struggle to get representatives to input data into Salesforce, expecting them to master AI prompting is unrealistic. Instead, AI should be embedded into existing workflows like account research, stakeholder mapping, and business case development. This approach eliminates the need for additional tabs, tools, or manual updates while enhancing the work sellers already do.

The AI Agent Revolution: How Peel's Voice AI is Killing the Traditional Sales Demo (And Why That's a Good Thing) Jul 03, 2025

Show notes

www.gtmaipodcast www.aibusinessnetwork.ai www.gtmaiacademy.com

https://www.getpeel.ai/

https://www.linkedin.com/in/brannon-santos/

The Genesis Story

Brannon Santos brings a unique perspective as a founder - he's not a technologist who stumbled into sales problems, but a seasoned sales leader who deliberately chose entrepreneurship. His background includes choosing his college specifically for its entrepreneurship program and strategically entering sales to understand how businesses operate from the inside out. This sales-first DNA permeates Peel's entire approach.

The conversation reveals a painful truth about modern B2B sales: the process is riddled with friction. Santos shares a perfect example - a CMO who hasn't spoken to a salesperson in 15 years because her calendar is perpetually full, yet she researches solutions at 11 PM when sales teams are offline. This temporal mismatch between when buyers want to engage and when sellers are available represents billions in lost opportunity.

Peel positions itself as a "voice AI layer" that creates intelligent, conversational agents for brands. But this isn't your typical chatbot - these agents can:

Conduct full discovery calls in 5 minutes instead of 30-45 minutes
Generate detailed "tear sheets" formatted to match specific sales methodologies
Create automated "Peel Rooms" (similar to deal rooms) with all conversation insights
Enable stakeholders to have the same conversation asynchronously

One of the most compelling use cases Santos demonstrates is Peel's ability to conduct mass qualitative research. A marketing agency used Peel to interview 38 sales professionals about lead quality, creating a study called "Do My Leads Really Suck?" What traditionally costs thousands of dollars and takes months can now be done in a day, with results that update in real-time as more participants engage.

Santos reveals how Peel uses the Winning by Design bow tie framework, allowing companies to deploy conversational agents at every stage of the customer journey - from awareness through renewal. This strategic approach ensures conversations are contextually appropriate whether someone is just discovering the brand or negotiating renewal terms.

The discussion unveils key insights for training conversational AI:

Start with easy, closed-ended questions
Include personal questions early (people enjoy talking about themselves)
Focus on present challenges and near-term goals
Build dynamically based on responses

Santos predicts that within a year, the entire enterprise sales cycle could theoretically be handled by AI agents. He envisions a world of "agent-to-agent" commerce where your personal AI assistant negotiates with vendor AI assistants on your behalf. While acknowledging human relationship-building will remain important, he sees AI eliminating the mechanical, repetitive aspects of sales.

The $5 Million POC: How One AI Pilot Exposed the 88% Failure Rate Nobody's Talking About Jun 26, 2025

Show notes

www.gtmaipodcast.com www.aibusinessnetwork.ai www.gtmaiacademy.com

https://www.linkedin.com/in/anuraggoel2/

The Hidden Crisis: Why Your AI Investment Is Probably Failing (And How to Fix It)

If you're like most executives diving into AI, you're doing it wrong. Dead wrong. And the numbers prove it.

In this week's explosive episode of the Go to Market AI podcast, enterprise transformation expert Anurag Goel (Red Hat, Salesforce, Adobe) drops a truth bomb that should terrify every C-suite executive: 88% of AI pilots never make it to production. But here's the kicker – he also reveals exactly how his team turned a simple POC into a $5 million value driver.

The Problem Nobody Wants to Admit

Let's start with the uncomfortable truth. While everyone's racing to implement AI tools, Goel exposes the fundamental flaw in most approaches: "AI founders are so passionate about what they have built... they jump to the shiny object. Look at the features that my technology has. It's so cool. Guess what? Executive buyers don't care."

This isn't just philosophical musing. BCG's research backs it up – 68% of AI pilots fail to scale because companies skip the critical step of defining clear objectives and success metrics. They're essentially burning money on technology theater.

The Strategic Framework That Changes Everything

Goel's approach flips the script entirely. Instead of starting with tools (the mistake 90% of companies make), he advocates for a three-phase transformation framework:

Phase 1: Problem Archaeology

Dig past symptoms to find root causes
Map the actual business process (not the idealized version)
Identify where value is being destroyed, not just where AI could be added

Phase 2: The Hypothesis-Led Discovery This is where things get interesting. Rather than running blind pilots, Goel's team creates what he calls a "hypothesis business case" BEFORE touching any technology. In the energy company example he shares, they identified a million-dollar opportunity in incident resolution time – then exceeded it by 10% during the pilot.

Phase 3: Power Dynamics Navigation Here's the brutal reality: Your POC champion isn't your buyer. Goel emphasizes the critical transition from "proof of concept" to "proof of value" – packaging results in a way that speaks to economic buyers who control budgets.

From Prompting Secrets to AI Agents: How This Marketing Expert Saves 18% of Work Time with Simple AI Tricks Jun 19, 2025

Show notes

www.aibusinessnetwork.ai www.gtmaiacademy.com

https://theaihat.com/podcast/

https://www.linkedin.com/in/mikeallton/

Just wrapped up an incredible conversation with Mike Alton, Chief Storyteller at Agorapulse, and my mind is still buzzing from all the AI gold he dropped. If you're feeling overwhelmed by AI or wondering how to actually use it in your day-to-day work, this one's for you.

Here's what struck me most about Mike: he's a coder who speaks human. After 20+ years in digital marketing and a computer science background, he's become what I call a "translator" - someone who can take complex AI concepts and make them click for regular folks like us.

Mike discovered something fascinating when he asked AI to analyze him based on their conversations. It identified his superpower: bridging the gap between highly technical concepts and simple, practical applications. And honestly? That's exactly what we need more of in the AI space.

One of the biggest takeaways was Mike's RICC prompting framework. Here's the breakdown:

R - Role: Tell the AI who it needs to be
I - Instructions: What you want to accomplish
C - Context: All the relevant background info
C - Constraints: Any limitations or specific requirements

But here's the kicker - Mike always adds "Take your time. Ask me whatever questions you need before we move on." This simple addition transforms AI from a one-way output machine into an actual collaborative partner.

During our chat, I asked Mike about the small tweaks that make big differences. Beyond just using a framework, here's what moves the needle:

Chain Prompting: Instead of asking for a finished product, break it down. For a blog post, start with topic ideas, then outline, then headline, then content. Each step builds on the last.
Let AI Ask Questions: Most people don't realize AI won't push back unless you tell it to. Give it permission to clarify, and watch your outputs improve dramatically.
Specific Use Cases: The magic happens when you show someone exactly how AI solves THEIR specific problem, not generic examples.

The Bridge Between Tech and RealityThe RICC Framework That Changes EverythingThe 20% Game-ChangersReal-World Magic in ActionThe Creativity Factor That Blew My MindThe Agent Revolution Is HereThe Mindset Shift for Leaders and DoersMy Personal TakeawaysYour Next Steps

The $30M Playbook Part 2: How to Build an Autonomous Business with 3 People and AI Agents Jun 11, 2025

Show notes

Part 2: Building Autonomous Businesses with AI Agents (Jonathan Moss Interview)Podcast Description

Jonathan Moss welcomes Amos Bar Joseph, co-founder and CEO of Swan AI (getswan.ai), for a strategic discussion on the autonomous business model that's challenging Silicon Valley's traditional playbook. Having built and sold multiple startups, Amos explains why he's now focused on reaching $30M ARR with just three founders using AI agents. This episode covers the philosophical framework behind autonomous businesses, detailed breakdowns of Swan's agentic technology, and exclusive announcements about new tools that democratize access to AI-powered go-to-market strategies.

99% of companies fail chasing funding rounds
Focus shifts from value creation to "valuation inflation"
Building for investors rather than customers

"These types of companies, they don't pursue value creation, but what they are actually focused is valuation inflation."

"It's not the fault of the founders I've been there myself. It's just that it's kinda like the natural tendency of building for the next round all the time."

Website: getswan.ai
LinkedIn: https://www.linkedin.com/in/amos-bar-joseph/

Our TOPPODCAST Picks

Follow Us

Stay Connected

GTM AI Podcast with Coach K and Jonathan Moss

Related Podcasts

Links

Stay Connected