GTM AI Podcast with Coach K and Jonathan Moss

Latest Episodes:

AI Strategy Expert Ashley Gross on Humanizing Automation, Building Effective Agents, and Transforming Marketing Workflows Oct 29, 2024

Show notes

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."

AI Chatbots: The Future of Website Sales Conversion Oct 22, 2024

Show notes

www.gtmaiacademy.com www.aipoweredgtm.com https://www.hachlyai.com/

AI Chatbots: The Future of Website Sales Conversion

Hey everyone, I just had an incredible conversation with Eldar Agayev of Hachly and I've got to tell you, this guy's story and what they're doing with AI chatbots is pretty fascinating.

Eldar started coding chatbots at 16 over in Ukraine, building stuff for Counter-Strike of all things. He ended up moving to the UK, got into computer science, and while most people were trying to figure out what to do after graduation, this guy had already built 15 different chatbots with over a million users on Telegram.

Now, what really got me excited was how they're completely flipping the script on how we think about website chatbots. Forget those annoying customer service bots we all hate - Hachly is all about driving actual sales. They've built this system that can be up and running in 15 minutes (not kidding) and actually understands what visitors are doing on your website to have real, contextual conversations.

The business impact? They just helped an enterprise dev agency land a $65K contract through their chatbot. That's not just answering questions - that's generating real revenue. And here's what's wild - Eldar sees a future where we're not even clicking around websites anymore; we'll just be having conversations with them. Imagine just telling a website what you're looking for instead of hunting through pages of content.

This is something I am seeing more of, is augmentation to the buyers journey and this isn't about replacing salespeople. It's about making them more effective by handling all that initial qualification and engagement. Your sales team gets to focus on what they do best - closing deals with qualified prospects - while the AI handles all the early-stage stuff that eats up so much time.

We dove deep into some amazing tech stuff too, like how they're thinking about multi-agent frameworks and the future of AI interfaces. Eldar shared a case where they turned 6,000 website visitors into a $50-60K pipeline for one of their clients - all through their chatbot.

Whether you're a startup or an enterprise, if you've got a website (and who doesn't?), there's a way to make this work for your business.

I've got to tell you, I haven't been this excited about a sales tech innovation in a while. It's not just another tool - it's a completely different way of thinking about how we engage with website visitors and turn them into actual opportunities.

- Evolution from building Telegram chatbots to creating an AI-powered sales platform

- Focus on sales conversations rather than customer service

- 15-minute deployment time without complex setup needed

AI-Powered Sales Insights: MeetRecord CEO Reveals Future of Revenue Team Automation Oct 15, 2024

Show notes

https://www.gtmaiacademy.com/ https://www.aipoweredgtm.com/ https://www.meetrecord.com/

This podcast episode features a conversation between Coach K and Snehal, the CEO and co-founder of MeetRecord, a company that uses AI to help revenue teams capture insights from sales conversations. Snehal shares his entrepreneurial journey, starting from his college days when he created an internship portal. He then worked on various startups, including one that developed filters for Nokia and Samsung phones, similar to what Snapchat offers today.

Snehal explains that MeetRecord, founded in 2022, addresses the challenges faced by distributed or remote sales teams. The company's AI-powered solution captures conversations from various channels (meetings, calls, emails) to automate coaching and identify patterns that lead to faster deal closures.

The discussion delves into the technical aspects of MeetRecord's AI implementation. Snehal reveals that they use a combination of OpenAI and Claude models, along with prompt engineering and fine-tuning techniques. He emphasizes the importance of analyzing large datasets (over 3 million call data points) to improve their AI models' accuracy and reduce hallucinations.

Snehal describes their process of fine-tuning AI models, which involves manually vetting 1,000 to 2,000 examples of questions and responses from sales calls. This data is then used to train the AI, resulting in more accurate and context-aware responses.

The conversation also touches on the challenges of demonstrating ROI to potential customers, especially when traditional metrics might not capture the full value of AI-powered solutions. Snehal explains that they use both quantitative approaches (analyzing time savings and efficiency improvements) and qualitative feedback from users to showcase the benefits of their tool.

Looking to the future, Snehal predicts that AI will automate many repetitive and mundane tasks in the sales process but emphasizes that it won't replace human salespeople. Instead, AI will free up time for sales representatives and managers to focus on more strategic and creative aspects of their roles.

2. Bullet point highlights of conversation:

- Snehal's entrepreneurial background, including creating an internship portal and working on mobile phone filters
- MeetRecord's founding in 2022 to address challenges faced by remote sales teams
- Use of AI to capture insights from sales conversations and automate coaching
- Implementation of OpenAI and Claude models with prompt engineering and fine-tuning
- Process of analyzing over 3 million call data points to improve AI accuracy
- Manual vetting of 1,000-2,000 examples for AI model training
- Challenges in demonstrating ROI and methods used to showcase value to customers
- Prediction that AI will automate mundane tasks but not replace human salespeople
- Future direction of MeetRecord, including more automated actions based on conversation context
- Importance of providing context to AI for accurate coaching and insights

3. Key quotes from Snehal:

"What we do is basically we have got a lot of responses already... We analyze the call transcripts, we figured out what were the questions which were asked by the sales representative. And we also figured out the answers which were detected that actually forms data for our training for fine tuning, but we have a layer where we actually manually skim through at least 1000 to 2000 responses. So while fine tuning, we take a base model, it could be Lama 3.1, it could be HRGPT as well, it could be an open AI model as well. And then we give this set of 2000 responses, questions and responses and queries and responses, and then the model gets fine tuned."

"There's a pretty interesting number floating around that sa...

Revolutionizing RevOps: AI-Powered Territory Building and Lead Scoring Oct 08, 2024

Show notes

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

AI Revolution in Sales: How Digital Sales Rooms and AI Are Reshaping the Buyer's Journey Oct 01, 2024

Show notes

https://www.gtmaiacademy.com https://alignedup.com/

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

In this insightful podcast episode, Coach K interviews Gal, the CEO and co-founder of Aligned, a cutting-edge AI-powered customer collaboration platform. Gal, with his extensive 17-year experience in B2B SaaS sales, shares his journey from being a top-performing salesperson to founding a company that's revolutionizing the sales process. The conversation delves deep into how AI is transforming the sales landscape, particularly through digital sales rooms and AI-assisted buyer interactions. Gal provides valuable insights into the future of sales roles, the balance between AI and human interaction in sales, and how Aligned's technology is addressing the increasing complexity of B2B sales cycles. The discussion also touches on the broader implications of AI in sales, including potential shifts in buyer behavior, the evolution of sales roles, and the exciting possibilities that AI analytics bring to sales forecasting and decision-making.

Highlight moments throughout the conversation:

Gal's background and journey from sales to founding Aligned
The concept of digital sales rooms and their importance in modern sales processes
How AI is being integrated into Aligned's platform to enhance buyer-seller interactions
Discussion on the future of sales roles and the potential impact of AI
Insights into how AI can provide unique analytics and predictive capabilities in sales
The balance between AI automation and human interaction in complex sales processes
The potential for AI to consolidate various sales roles and increase efficiency
Gal's vision for the future of AI in sales and customer collaboration

Key Quotes from Gal:

"We realized that the difference is, what they're doing, they're really good at first managing the complexity of the sales process, multi threading project management. So the more the better sellers really are more project managers and their enablers, and they know how to handle all of the moving parts."

"We look at ourselves as a broader scope, both for customer success. A lot of our 40 percent of our customers are actually not salespeople. And are in partnerships, SDR, customer success. So it's more of a customer collaboration platform."

"I don't think that AI will replace fully salespeople and I think that it can... I think that, okay let's talk. There are a few levels, SDRs, a lot of the things that we're doing Yes, AI can do and it doesn't make sense to, to have SDRs doing forever."

"A single space that the seller organizes for you really helps orchestrate that buying journey. Okay, it helps you as a champion looping these people that can now see, wow, okay, I can see all of the, I can see the competitive comparison and it's a table and it's embedded there in the room."

"These things, when you combine CRM data with the asynchronous interaction between the buyer and the seller And all of the behind the scenes buying journey ...

How to build a Custom GPT that saves you HOURS Sep 24, 2024

Show notes

https://www.gtmaiacademy.com https://www.aipoweredgtm.com/

For his Custom GPT go here

How to Build a Custom GPT That Saves Hours

I had my man Jonathan Moss on the show again, and we dove deep into the world of custom GPTs for go-to-market strategies. Jonathan's been talking about this stuff for months, and he finally showed us the goods. He built this badass GPT that helps create comprehensive GTM plans, and let me tell you, it's impressive. We got into the nitty-gritty of how it works, why it's so useful, and the thought process behind building it. Jonathan even gave us a live demo, showing how this thing generates product descriptions, ICPs, buyer personas, and a whole lot more. It was like watching a master craftsman at work.

What really blew my mind was how much time this tool saves compared to the old-school manual way of doing things. We're talking weeks or months of work condensed into a couple of hours or even minutes. Jonathan and I got into a great discussion about the importance of domain expertise when using AI - you can't just expect the machine to do all the work, you gotta bring your A-game too. We also talked about making these GPTs user-friendly, because what's the point of a tool if no one can figure out how to use it? The conversation got me fired up about the potential of this tech, especially when we started talking about using GPTs for multilingual team enablement. It's crazy to think about how far we've come and where this tech could take us in the future.

Bullet highlights:

Jonathan sees GPTs as starter kits for AI agents
His GTM GPT incorporates 12 key steps, from product description to risk analysis
The GPT uses a knowledge base of trusted GTM frameworks and resources
It generates tailored content like ICPs, personas, and sales messaging
They discuss how this drastically cuts down strategy development time
Importance of proper context and prompting in getting good AI outputs
Using GPTs for multilingual team enablement

Key quotes:

Coach:

"They used to say that Content is king, but with AI Context is king. Because if people know context then - Trade and mark that. Trade and mark that! Seriously, because every time I prompt and I get something wrong, I'm like, I didn't give enough context. It's my fault. I'm the problem. It's not the AI's fault."

Jonathan:

"Think about putting like a go to market strategy like this, or even a component of that... You would sit, you would think you would ask people, you'd try to figure it out. You...

AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams Sep 17, 2024

Show notes

https://www.gtmaiacademy.com/

https://www.grw.ai/

"AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams"

I recently sat down with Alex, co-founder and CEO of GRW AI, to discuss how his company is reshaping sales enablement through AI-powered coaching. Alex walked me through his career path, starting as a guest columnist and evolving into a tech sales leader before founding GRW AI. We dove deep into the problems plaguing sales teams today: minimal coaching, missed quotas, and high turnover rates. Alex introduced me to Taylor, GRW AI's AI-powered deal coach, explaining how it provides tailored, context-aware guidance to salespeople. He showed me how Taylor works with CRM systems, adapts to company-specific sales methods, and offers real-time advice throughout the sales process. We also covered the tech behind GRW AI, including its use of multiple large language models and ability to incorporate new AI advancements quickly.

Alex shared a compelling customer success story, where a company achieved record-breaking results even after losing their sales manager, thanks to GRW AI. We addressed common concerns about AI trust and hallucination, with Alex explaining their approach to training the AI on company-specific playbooks for accuracy. Our conversation then shifted to the future of sales enablement, predicting a move towards more targeted, data-driven strategies enabled by AI. We explored AI's potential to enhance rather than replace salespeople, emphasizing that human relationships remain crucial in sales. We wrapped up by discussing how AI might reshape sales processes, with Alex suggesting that while core buying and selling dynamics may stay the same, AI will greatly improve efficiency and preparation in sales activities.

3. Bullet point highlights:

- GRW AI addresses the "sales execution gap" with an AI-powered deal coach named Taylor
- Taylor provides personalized, context-aware guidance throughout the sales process
- GRW AI integrates with CRM systems and is trained on company-specific sales methodologies
- The platform has helped customers achieve record-breaking sales results
- AI in sales enablement is predicted to focus on performance improvement and data-driven approaches
- The future of sales is seen as AI-augmented rather than AI-replaced
- AI is expected to increase the time salespeople spend with customers by reducing administrative tasks

4. 5 Key Quotes from Alex about AI that Go-to-Market teams would find useful:

1. "Imagine if every single one of your salespeople in your organization had a deal coach available to them that had intimate knowledge of who you are, what you sell, who you sell to and your way of selling."

2. "Taylor played the part of expert manager, but the difference is Taylor can be in 10 places at once, 100 places at once and a manager can't."

3. "I think AI can, in our case anyway, certainly help sales enablement allocate time, effort, and resource towards the right things. And then also attribute that what they're doing is working."

4. "I see a world where being in sales, you're spending more time focused on the customer and less time doing the admin and that side of things."

5. "AI augmented selling is to me... like you put on the Ironman suit and I'm able to do things that I couldn't, like I'm faster, I'm stronger, I'm smarter. I'm able to do things I couldn't do before, or I'm able to do things 10, a hundred times faster and better than I could do them before."

Why Slow Adoption Could Sink Your Business with Paul Baier of GAI Insights Sep 10, 2024

Show notes

https://www.gtmaiacademy.com https://gaiinsights.com/

"Why Slow Adoption Could Sink Your Business"

Paul Baier CEO and CoFounder of GAI Insights offered a wealth of knowledge and strategic insights on the rapid adoption of generative AI in business during this enlightening podcast. Drawing from his extensive experience working with various companies, Paul discussed the urgency for businesses to embrace AI technologies and the potential pitfalls of slow adoption. He went into the challenges organizations face in implementing AI, from securing budget allocations to managing change across large workforces.

Listeners will gain valuable perspectives on how to prioritize AI projects for maximum ROI, understand the importance of experiential learning in AI adoption, and learn about emerging trends that could reshape industries. Baier's insights are particularly valuable for executives and decision-makers grappling with AI integration, offering practical advice on starting small with low-risk projects and building a culture of AI literacy.

We also touch on the potential impact of AI on job markets, the shift towards audio interfaces, and the looming disruption in the SEO landscape.

GAI Insights is also putting on an event sponsored by Forbes called GENERATIVE AI WORLD on October 7-8 in Boston. https://www.generativeaiworld2024.com/

Here are some highlights:

• The importance of alignment on AI urgency within organizations

• The shift from upskilling employees to improving customer service as a priority for AI investment

• The potential for significant job displacement in certain industries due to AI

• The value of learning communities in AI adoption

• The prediction of audio interfaces becoming dominant in AI interactions

• The potential disruption of the SEO industry by AI-powered search tools

Quotes from Paul Baier:

• "We aspire to be the Gartner of Gen AI."

• "Part of this knowledge worker, for instance, in entertainment in Hollywood was a real strike. That was a real strike for seven and a half months. It was no BS. And that was around ChatGPT 3.5."

• "We have a thousand interns at our fingertips in every possible thing here...

The Human Edge in AI: Relationship-Building in the Age of Automation Aug 27, 2024

Show notes

https://www.gtmaiacademy.com/

https://www.commsor.com/

https://www.linkedin.com/in/mac-reddin/

I just had a great chat with Mac Reddin, the guy behind Commsor. He's got some strong opinions on AI and how we're using it in business. Mac's not anti-AI, but he's definitely skeptical. He thinks we're putting too much faith in AI, especially in sales and marketing. His main point? AI should help us connect with people, not replace those connections. We talked about how AI can be useful, but also how it can go wrong if we're not careful. Mac shared some cool examples of using AI as a tool, not a crutch. He's worried about the long-term effects of relying too much on AI, especially when it comes to building real relationships. It was a eye-opening conversation that really made me think about how we're balancing tech and human touch in business today.

Highlights of the conversation in bullet points:

Mac's journey as a young entrepreneur and the creation of Commsor
The concept of Commsor as an "anti-AI" platform focusing on human networks
Critique of current AI implementations in sales and marketing
Discussion on the potential misuse and overestimation of AI capabilities
The importance of using AI as an assistant rather than a replacement for human interaction
Insights on the loneliness epidemic and the need for genuine human connections
Examples of how AI can be used effectively to support relationship-building
Concerns about the long-term impacts of AI on human interactions and business practices

Key Quotes from Mac:

"We help you basically activate your company's network to drive pipeline, drive revenue."
"I feel like AI to me feels a lot like the .com bubble to me, right? Internet was new. People poured money into it. This is the future. This is the future. And then, oops, not quite yet."
"As soon as it becomes a pattern, it feels like a sales message and your brain just goes, nevermind."
"AI should be your assistant, not your replacement. And as soon as it's used as a replacement in relationships, oof. Good luck."
"I use chat GPT as a sparring partner to send it ideas and flesh things out and, take raw things and help shape them a bit more."
"I wouldn't call myself, I would say I'm an AI skeptic, not an anti AI person is the best way to put it."

Accelerating AI Adoption: Strategies for Business Transformation and Productivity Gains Aug 20, 2024

Show notes

https://www.gtmaiacademy.com/

https://accelerateai.ca/

"Accelerating AI Adoption: Strategies for Business Transformation and Productivity Gains"

In-depth summary:

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.

Highlighted sections:

Introduction of Accelerate AI and its AI Business Impact Assessment tool
Discussion on the definition and components of a comprehensive AI strategy
Insights on AI's impact across different industries and occupations
Exploration of the strategic value of AI beyond operational efficiencies
Vision of an ideal AI-enabled work environment for employees

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...