Afleveringen
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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AI Coaching Gaps in Sales Enablement: Traditional role plays are outdated and biased.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
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https://www.gtmaiacademy.com https://www.theysaid.io/
https://www.linkedin.com/in/lihonghicken/
Here's a clean breakdown of the interview:
I spoke with Lihong Hicken, CEO and co-founder of Theysaid.io, about revolutionizing sales pipeline generation through AI-powered surveys. Lihong's journey from an intern building desks to becoming a CEO shapes her practical approach to sales technology.
The conversation centered on transforming traditional surveys into intelligent sales tools. Theysaid.io's platform creates natural, conversational experiences that simultaneously qualify leads and gather market insights. This dual-purpose approach helps companies understand customer needs, predict churn, and identify upsell opportunities before they surface through conventional metrics.
We explored several practical applications, including win/loss analysis, customer sentiment tracking, and pipeline building. A key differentiator is their ability to achieve a conversation depth of 10.5 interactions per question, vastly outperforming traditional surveys' 0-1 response rate.
The most valuable insights came from Lihong's examples of using AI surveys for outbound prospecting. Rather than cold pitching, her team approaches prospects with research questions, creating engaging conversations that naturally lead to qualified sales opportunities.
2. Key Points:
- AI survey technology evolution and impact on sales processes
- Conversion of research conversations into sales opportunities
- Win/loss analysis transformation through AI
- Proactive approach to upsell identification
- Customer sentiment tracking methodology
- Pipeline generation through conversational AI
- Practical implementation of AI in sales workflows
- Training AI to represent company voice and values
- Integration of feedback across customer journey
- Market research automation and scaling
3. Notable Quotes:
"The best salesperson asks good questions. Why not let AI ask these questions at scale?"
"Most companies wait until customers leave to ask why. You should be asking before they leave."
"You don't want a general AI chatting with your customer. You want it to be YOUR employee, trained with your company information."
"Sales is about understanding people... you need to understand first."
"If you can handle things at the speed of yearly reviews, great. But CRO is the most fired job ever. You need to act fast."
"You're thinking like, if you go to the market, you understand what they think, what language they use, what their concern is... you build a product to fit their use case and their pricing expectation - how can you not win?"
This interview provides valuable insights for sales leaders looking to leverage AI for deeper customer understanding and more efficient pipeline generation.
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Zijn er afleveringen die ontbreken?
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www.gtmaiacademy.com www.gtmaipodcast.com
zerotounicorn.beehive.com www.goa25.com
AI Marketing Revolution: Key Takeaways from My Conversation with Tahnee Perry
I recently had an eye-opening conversation with Tahnee Perry about transforming marketing with AI, and I want to share not just what we discussed, but how you can actually implement these strategies in your business. Let's dive deep into the practical insights and actionable steps.
Tahnee shared her fascinating transition into AI marketing, starting in February 2023 when ChatGPT was gaining momentum. With her extensive background in SaaS marketing and travel industry experience, she spotted an opportunity to help businesses navigate this new terrain. Now at A25 consultancy, she helps companies scale from zero to $25 million using AI-powered strategies.
Start with ChatGPT's free version
Begin with simple tasks you already do daily
Focus on one use case at a time to avoid overwhelm
Document your results to build confidence
Here's a concrete first-week plan:
Set up a ChatGPT account
Spend 30 minutes experimenting with basic prompts
Choose one repetitive task to automate
Test and refine your approach
Tahnee's personal tech stack provides a great blueprint for scaling your AI usage:
Essential Tools:
ChatGPT for core content and strategy
Reclaim AI for calendar management
Read.ai for meeting analysis and speaking coaching
Grammarly Pro for writing enhancement
Answer the Public and SEMrush for SEO research
For more detailed frameworks and weekly AI marketing tactics, subscribe to my newsletter. I'll send you tested prompts, real examples, and step-by-step guides you can use immediately.
Follow Tahnee on LinkedIn for daily AI insights
Check out her work at goa25.com
Visit her newsletter at zerotounicorn.beehive.com
The most crucial lesson from my conversation with Tahnee is this: AI isn't about replacing human expertise - it's about amplifying it. Start small, focus on quality, and always maintain that human touch in your AI-powered marketing efforts.
Remember, the key to success isn't just having the tools - it's knowing how to use them strategically. That's exactly what I cover in my newsletter, where I take these high-level insights and turn them into actionable strategies you can implement right away.
Background & The AI JourneyPractical Implementation GuideGetting Started with AI (For Beginners)Advanced Workflow IntegrationGame-Changing Use CasesVideo Content Creation FrameworkThe Future of Marketing SearchTwo-Track Content StrategyWant to Go Deeper?Additional ResourcesKey Takeaway
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https://www.gtmaipodcast.com https://www.gtmaiacademy.comAI for Business Leaders: How Causal Analytics Drives 8X GrowthFeaturing Mark Stouse ( https://www.linkedin.com/in/markstouse/ ) CEO of proofanalytics.aiEpisode OverviewIn 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 Insights1. 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 impact2. 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 impacts3. Evolution of Business Analytics - Past: Months of manual statistical work - Present: Real-time GPS-like guidance - Future: AI-powered causal forecastingQuotable 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 AnalyticsWhy It Matters Now:- Economic uncertainty demands better forecasting- Complex market conditions require deeper insights- Time lag effects need better measurementHow It Works:- Combines internal & external data- Accounts for time lag effects- Creates "spaghetti models" for probability analysisExecutive Application1. Decision Making - Move from gut feelings to data-driven insights - Understand true cause-and-effect relationships - Measure impact across time horizons2. Resource Allocation - Identify highest-impact activities - Understand multiplier effects - Optimize investment timing3. Risk Management - Model multiple scenarios - Account for external factors - Predict long-term impacts
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https://www.gtmaiacademy.com
https://www.gtmaipodcast.com
https://www.1mind.com
https://www.linkedin.com/in/amandakahlow/
# The AI Revolution No One's Talking About: My Eye-Opening Conversation with 1Mind CEO Amanda Kahlow
After my conversation with Amanda Kahlow, I had to take a moment to process what I'd just learned. As someone who's spent years in enablement and worked with countless AI companies, I thought I understood where AI was headed in the GTM space. I was wrong.
## The Uncomfortable Truth
Here's what kept me up after this conversation: Many of us are still planning our 2024-2025 GTM strategies based on assumptions that might be obsolete faster than we think. While we're debating whether to use ChatGPT for email templates, companies like 1Mind are fundamentally changing the game.
## What This Means for Your Career
If you're in GTM, you need to be thinking about:
1. **Skill Evolution**: Technical knowledge becomes less valuable; strategic thinking and relationship building become crucial
2. **Role Transformation**: Traditional roles will evolve or disappear, but new roles (AI trainers, conversation designers) will emerge
3. **Strategic Impact**: Understanding how to integrate AI into GTM strategy becomes a career-defining skill
## The Most Surprising Insights
1. **PLG to AILG**: Amanda introduced the concept of "AI-Led Growth" as the evolution of Product-Led Growth. This isn't just a buzzword – it's a fundamental shift in how we think about scaling businesses.
2. **Buyer Control**: The ability for buyers to choose their preferred AI representative, including matching cultural and ethnic preferences, could revolutionize personalization in sales.
3. **Technical Depth**: The combination of deterministic and generative AI means these systems can handle complex technical sales conversations, not just basic qualification.
## What You Need to Do Now
1. **Audit Your GTM Tech Stack**: How much of it could be enhanced or replaced by AI solutions?
2. **Review Your Team Structure**: Are your current roles aligned with where the market is heading?
3. **Skill Assessment**: What skills do your teams need to develop to stay relevant?
4. **AI Integration Strategy**: Start thinking about how to integrate AI into your GTM motion before your competitors do
## The Bottom Line
The conversation with Amanda made one thing clear: This isn't about whether AI will transform GTM – it's about how quickly it's happening and who will adapt first. The companies that figure this out early will have an insurmountable advantage.
As Amanda put it, "We can embrace change with fear or with love." For GTM leaders, I'd add a third option: embrace it with strategy.
For those interested in seeing this future firsthand, check out 1Mind.com or reach out to Amanda at [email protected]. Trust me – you want to be ahead of this curve, not chasing it.
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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.
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https://www.gtmaiacademy.com/. https://www.aipoweredgtm.com/
https://www.aiworkforcealliance.com/
Summary
I sat down with Ashley Gross, an AI strategist who transformed her marketing career by leveraging AI tools to compress a 40-hour workweek into 15 hours. Her journey began with a personal challenge - adapting to motherhood without maternity leave - and evolved into implementing AI solutions across multiple enterprise organizations. What struck me most was her emphasis on using AI to enhance human work rather than replace it. She shared invaluable insights about creating AI-powered content that doesn't feel robotic, building effective automation workflows, and preparing organizations for AI adoption. The conversation revealed practical approaches to AI implementation that focus on solving real business problems rather than just implementing technology for its own sake.Key Highlights
- Ashley compressed a 40-hour marketing workweek into 15 hours using AI tools like Jasper
- Implemented AI solutions across 11 enterprise contracts after success with initial deployment
- Emphasizes using AI to enhance transcripts and human content rather than generating content from scratch
- Advocates for thorough vetting of AI tools, requiring API capabilities for true automation
- Founded AI Workforce Alliance, offering tiered learning paths from free community access to premium consulting
- Stresses the importance of aligning AI implementation with clear business problems and executive buy-in
- Discusses the evolution of AI agents and their role in workflow optimization
- Highlights the need for proper foundational knowledge before implementing advanced AI solutionsKey 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/
AI Chatbots: The Future of Website Sales ConversionHey 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."
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https://www.gtmaiacademy.com/ https://www.aipoweredgtm.com/ https://www.meetrecord.com/
This podcast episode features a conversation between Coach K and Snehal, the CEO and co-founder of MeetRecord, a company that uses AI to help revenue teams capture insights from sales conversations. Snehal shares his entrepreneurial journey, starting from his college days when he created an internship portal. He then worked on various startups, including one that developed filters for Nokia and Samsung phones, similar to what Snapchat offers today.
Snehal explains that MeetRecord, founded in 2022, addresses the challenges faced by distributed or remote sales teams. The company's AI-powered solution captures conversations from various channels (meetings, calls, emails) to automate coaching and identify patterns that lead to faster deal closures.
The discussion delves into the technical aspects of MeetRecord's AI implementation. Snehal reveals that they use a combination of OpenAI and Claude models, along with prompt engineering and fine-tuning techniques. He emphasizes the importance of analyzing large datasets (over 3 million call data points) to improve their AI models' accuracy and reduce hallucinations.
Snehal describes their process of fine-tuning AI models, which involves manually vetting 1,000 to 2,000 examples of questions and responses from sales calls. This data is then used to train the AI, resulting in more accurate and context-aware responses.
The conversation also touches on the challenges of demonstrating ROI to potential customers, especially when traditional metrics might not capture the full value of AI-powered solutions. Snehal explains that they use both quantitative approaches (analyzing time savings and efficiency improvements) and qualitative feedback from users to showcase the benefits of their tool.
Looking to the future, Snehal predicts that AI will automate many repetitive and mundane tasks in the sales process but emphasizes that it won't replace human salespeople. Instead, AI will free up time for sales representatives and managers to focus on more strategic and creative aspects of their roles.
2. Bullet point highlights of conversation:
- Snehal's entrepreneurial background, including creating an internship portal and working on mobile phone filters
- MeetRecord's founding in 2022 to address challenges faced by remote sales teams
- Use of AI to capture insights from sales conversations and automate coaching
- Implementation of OpenAI and Claude models with prompt engineering and fine-tuning
- Process of analyzing over 3 million call data points to improve AI accuracy
- Manual vetting of 1,000-2,000 examples for AI model training
- Challenges in demonstrating ROI and methods used to showcase value to customers
- Prediction that AI will automate mundane tasks but not replace human salespeople
- Future direction of MeetRecord, including more automated actions based on conversation context
- Importance of providing context to AI for accurate coaching and insights3. 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.
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https://www.gtmaiacademy.com
In this insightful episode of the GTM and AI podcast, host Jon interviews Taimoor, a fractional RevOps leader and founder of Go-to-Market OS. Taimoor shares his expertise on leveraging AI in revenue operations, particularly focusing on territory building, lead scoring, and process automation. He discusses the shift from growth-at-all-costs to efficient, profitable growth, and how AI tools like ChatGPT and Clay are transforming RevOps workflows. Taimoor provides concrete examples of how he's using AI to streamline tasks that previously took weeks, such as territory planning and lead enrichment. He emphasizes the importance of using AI as a co-pilot in decision-making processes and highlights the potential for RevOps professionals to elevate their strategic role within organizations by embracing these technologies.Highlights:
- Taimoor used ChatGPT to reduce territory building time from weeks to days
- Implemented an AI-driven lead enrichment process using Clay, replacing manual work done by interns
- Created an ICP (Ideal Customer Profile) scoring system using AI and automation
- Developed a custom round-robin lead assignment system using Google Sheets and GPT-4 (Claude Instant)
- Discussed the potential of AI to elevate the strategic role of RevOps within organizationsKey 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.
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 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."
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https://www.gtmaiacademy.com https://www.aipoweredgtm.com/
For his Custom GPT go here
How to Build a Custom GPT That Saves HoursI 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'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."
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https://www.gtmaiacademy.com/
https://www.grw.ai/
"AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams"
I recently sat down with Alex, co-founder and CEO of GRW AI, to discuss how his company is reshaping sales enablement through AI-powered coaching. Alex walked me through his career path, starting as a guest columnist and evolving into a tech sales leader before founding GRW AI. We dove deep into the problems plaguing sales teams today: minimal coaching, missed quotas, and high turnover rates. Alex introduced me to Taylor, GRW AI's AI-powered deal coach, explaining how it provides tailored, context-aware guidance to salespeople. He showed me how Taylor works with CRM systems, adapts to company-specific sales methods, and offers real-time advice throughout the sales process. We also covered the tech behind GRW AI, including its use of multiple large language models and ability to incorporate new AI advancements quickly.
Alex shared a compelling customer success story, where a company achieved record-breaking results even after losing their sales manager, thanks to GRW AI. We addressed common concerns about AI trust and hallucination, with Alex explaining their approach to training the AI on company-specific playbooks for accuracy. Our conversation then shifted to the future of sales enablement, predicting a move towards more targeted, data-driven strategies enabled by AI. We explored AI's potential to enhance rather than replace salespeople, emphasizing that human relationships remain crucial in sales. We wrapped up by discussing how AI might reshape sales processes, with Alex suggesting that while core buying and selling dynamics may stay the same, AI will greatly improve efficiency and preparation in sales activities.
3. Bullet point highlights:
- GRW AI addresses the "sales execution gap" with an AI-powered deal coach named Taylor
- Taylor provides personalized, context-aware guidance throughout the sales process
- GRW AI integrates with CRM systems and is trained on company-specific sales methodologies
- The platform has helped customers achieve record-breaking sales results
- AI in sales enablement is predicted to focus on performance improvement and data-driven approaches
- The future of sales is seen as AI-augmented rather than AI-replaced
- AI is expected to increase the time salespeople spend with customers by reducing administrative tasks4. 5 Key Quotes from Alex about AI that Go-to-Market teams would find useful:
1. "Imagine if every single one of your salespeople in your organization had a deal coach available to them that had intimate knowledge of who you are, what you sell, who you sell to and your way of selling."
2. "Taylor played the part of expert manager, but the difference is Taylor can be in 10 places at once, 100 places at once and a manager can't."
3. "I think AI can, in our case anyway, certainly help sales enablement allocate time, effort, and resource towards the right things. And then also attribute that what they're doing is working."
4. "I see a world where being in sales, you're spending more time focused on the customer and less time doing the admin and that side of things."
5. "AI augmented selling is to me... like you put on the Ironman suit and I'm able to do things that I couldn't, like I'm faster, I'm stronger, I'm smarter. I'm able to do things I couldn't do before, or I'm able to do things 10, a hundred times faster and better than I could do them before."
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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. 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!
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https://www.gtmaiacademy.com/
https://www.commsor.com/
https://www.linkedin.com/in/mac-reddin/
I just had a great chat with Mac Reddin, the guy behind Commsor. He's got some strong opinions on AI and how we're using it in business. Mac's not anti-AI, but he's definitely skeptical. He thinks we're putting too much faith in AI, especially in sales and marketing. His main point? AI should help us connect with people, not replace those connections. We talked about how AI can be useful, but also how it can go wrong if we're not careful. Mac shared some cool examples of using AI as a tool, not a crutch. He's worried about the long-term effects of relying too much on AI, especially when it comes to building real relationships. It was a eye-opening conversation that really made me think about how we're balancing tech and human touch in business today.
Highlights of the conversation in bullet points:
Mac's journey as a young entrepreneur and the creation of Commsor The concept of Commsor as an "anti-AI" platform focusing on human networks Critique of current AI implementations in sales and marketing Discussion on the potential misuse and overestimation of AI capabilities The importance of using AI as an assistant rather than a replacement for human interaction Insights on the loneliness epidemic and the need for genuine human connections Examples of how AI can be used effectively to support relationship-building Concerns about the long-term impacts of AI on human interactions and business practicesKey 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." -
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 employeesKey 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
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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 salesKey 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."
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https://www.gtmaiacademy.com. https://www.liminal.ai/
https://www.linkedin.com/in/kevindepopas/
Securing AI: How Liminal is Revolutionizing Enterprise-Wide AI Adoption Kevin DePopasHead 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:
The rise of "shadow AI" and why firewalling access isn't the solution Liminal's unique approach to securing generative AI in regulated industries The shift from use case-driven to user adoption-focused AI implementation The potential emergence and evolution of the Chief AI Officer role Innovative ways to leverage voice recognition in AI interactionsKey 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."
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https://www.gtmaiacademy.com. https://www.tofuhq.com/
MARKETING POWERED BY AII 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!
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