GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaiacademy.com

https://www.salesforge.ai/

I recently had the pleasure of sitting down with Frank Sondors, the Chief Bacon Officer at Salesforge AI and Chief Email Officer at MailForge. Frank shared some fascinating insights into how AI is transforming the world of sales and helping companies become leaner, meaner, and more efficient.

One of the key takeaways from our conversation was how Salesforge is carving out a new market segment by focusing on helping SMBs scale their sales efforts using AI. Unlike traditional tools like Outreach and Salesloft, which cater primarily to enterprise customers, Salesforge offers an affordable, consumption-based pricing model that allows smaller companies to leverage the power of AI without breaking the bank.

Frank also highlighted the importance of deliverability in the world of email outreach. With increasing restrictions from providers like Gmail, it’s becoming more challenging to ensure that your emails land in prospects’ inboxes. That’s where MailForge comes in, providing a dedicated infrastructure solution that helps safeguard deliverability.

Looking ahead, Frank sees a future where AI plays an increasingly autonomous role in sales, handling repetitive tasks like email writing and follow-ups. While this may lead to some job displacement, particularly for B and C players, Frank believes that those who are truly dedicated to the craft of sales will always have a place in the industry.

As more and more AI tools flood the market, Frank’s advice for choosing the right one is simple: identify your biggest problem as a sales org and look for tools that specifically address that issue. Asking peers in sales communities and online forums can also be a great way to get unbiased recommendations.

It’s an exciting time to be in sales, and I can’t wait to see how companies like Salesforge continue to push the boundaries of what’s possible with AI. 

Here are 5 key takeaways from Frank Sondors, featuring direct quotes:

1. Salesforge’s unique positioning: “Salesforge helps you to keep your sort of sales team lean and mean. And it helps to deliver at this stage, unique emails in any language to your prospects.”

2. The importance of dedicated email infrastructure: “You need to essentially have what I call secondary sort of dedicated infrastructure that’s only used for your email motion, whether that’s inbound emails, outbound emails, et cetera.”

3. The future of AI in sales: “We’re going to be seeing. Not just in Salesforge, but I believe a bunch of tools out there that are going down this path. And because a lot of, a lot of software is looking at how can we ultimately reduce headcount.”

4. Identifying the right AI tool for your team: “You have to figure out where it was the problem that you have as a team. Is it on you know, is it non conversion rate front? Is it in the ability front? So identify the problem that you actually have, right. And what’s the biggest problem that you currently have? And that’s the, probably the AI tooling. That you should be looking for.”

5. The potential for AI to increase conversion rates: “Typically whatever the baseline is. And let’s say reply rate, right? So you got a reply rate, let’s say 2 percent right now, you’re selling some sort of software. We typically see a 2x relative lift. By leveraging Jenny, I capabilities as in doing computations, crafting unique emails, leveraging publicly available information and doing that.”

https://persana.ai/ Persana AI (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library

You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.

Empowering Sales Teams with AI-Driven Workflows: Insights from Sriya Maram ♾️ of Persana AI

In this engaging podcast interview, Coach K sits down with Sriya Maram, the founder of Persana AI , to dive into the world of AI-powered sales enablement. Sriya’s passion for AI and her experience as a product manager at LinkedIn have led her to create a platform that aims to give sales teams superpowers through intelligent automation. Throughout the conversation, Sriya provides valuable insights into how AI can be leveraged to enhance sales processes, from lead research and scoring to personalized outbound messaging.

One of the key highlights of the interview is Sriya’s emphasis on the importance of human expertise in the AI-driven sales landscape. While AI can automate tedious manual tasks and provide valuable insights, Sriya stresses that the human mind behind the AI is crucial in setting up workflows and understanding the unique needs of buyers. The interview also touches on the concept of capturing buyer intent through AI, which Sriya believes will revolutionize the way sales teams approach the…

https://www.gtmaiacademy.com/

https://www.recapped.io/ Recapped 🎯 (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library

You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.

Revenue Execution & Enabling the buyers experience with AI with Mark Fershteyn of Recapped 🎯

In this podcast, Mark shares his journey as an immigrant entrepreneur and the inspiration behind creating a collaborative deal room platform to streamline the sales process. Mark discusses the limitations of current sales tech stacks that focus primarily on top-of-funnel activities while neglecting the crucial middle to later part of the funnel of nurturing and closing deals.

Recapped aims to solve this by providing a centralized space to embed sales playbooks, enable buyer collaboration, and automate admin tasks through AI. Mark shares a compelling customer case study demonstrating how standardizing the mutual action plan process in Recapped led to a 39% increase in close rates and 29% higher ACV for a 130-person sales team.

The conversation also delves into the ethical implications and societal impacts of AI advancement. Mark offers a thought-provoking perspective on the potential for widespread job displacement in the coming years, emphasizing the need for careful navigation and adaptation. Overall, the episode offers valuable insights for revenue leaders seeking to optimize their sales execution while grappling with the transformative effects of AI.

Top Quotes from Mark Fershteyn

“If we can just streamline that so that [sellers] don’t have to worry about the science, they could just focus on the art of selling. That’s where magic happens.”

“I think in five to 10 years, AI will be able to do at least 80 percent of jobs better than at least 80 percent of people… And I think that’s going to lead to some really high unemployment, unless we come up with drastically new jobs to take those.”

https://www.gtmaiacademy.com

https://www.myko.ai/

Summary:
Trevor, the co-founder and CEO of Myko.ai, shares his expertise on the transformative impact of AI on sales and revenue operations. Myko.ai is a natural language analytics tool that empowers companies to interact with their sales and revenue data more efficiently. Trevor discusses how AI is revolutionizing the way businesses make decisions, optimize processes, and leverage data to gain a competitive edge. He also delves into the potential future of AI agents and their applications in various professional and personal contexts.

Key points and highlights:

• Myko.ai is a natural language analytics tool that integrates with systems like Salesforce, HubSpot, and Snowflake, enabling users to ask questions about their data and gain valuable insights.
• AI is transforming the way companies interact with their data, allowing for faster decision-making and improved efficiency.
• Implementing AI tools without proper preparation and clean data can lead to more problems than solutions.
• Companies that leverage AI effectively will maintain a competitive edge, while those that don’t risk falling behind and becoming obsolete.
• AI has the potential to automate and optimize various aspects of the sales process, such as outbound prospecting and demo delivery.
• The human element will remain crucial in sales, particularly in building trust and relationships with clients.
• AI agents have the potential to autonomously handle specific tasks and responsibilities, such as data cleaning, go-to-market strategies, and outbound sales.

Key quotes from Trevor on AI and RevOps:

1. “We plug into your systems like Salesforce, HubSpot, Snowflake. Anywhere you’ve got data, we plug into it and make it easier for you to self service it. So you can ask questions of your data, understand win rates by lead sources, average sales cycles, track SQLs from beginning all the way through close, really get a better understanding of, you know, how things are happening in your system.”

2. “The RevOps teams that have adopted us kind of the fastest are the ones that companies that have just scaled like crazy. So they’ve gone from 10 to 30 to 60 in the sales org but yet it’s still one person or maybe two people in the RevOps org responding to all of those different. People. And so what we see a lot is RevOps people that aren’t really doing a lot of RevOps. They’re doing a lot of system admin work, right?”

3. “I think there are a lot of things that become easier, more possible for everybody in an organization, becoming essentially an expert user of new systems because of what AI now has possible.”

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

Summary:
In this podcast episode, Coach K interviews Jonathan Moss, an experienced go-to-market leader, about his insights on using AI in various aspects of business operations. Jonathan shares his experiences implementing AI in marketing, sales, customer success, and revenue operations. He emphasizes the importance of starting small, understanding data, and focusing on tasks that can be streamlined with AI. Jonathan also discusses the need for human validation and checking the accuracy of AI-generated insights. The conversation then shifts to their upcoming show format, where they plan to solve real-world problems using AI. Lastly, Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage.

Key moments:
– Jonathan introduces himself and his background in go-to-market leadership
– Jonathan shares how he has implemented AI in various aspects of business operations
– Jonathan discusses the importance of understanding data and focusing on tasks that can be streamlined with AI
– Jonathan and Coach K announce their new show format, where they will solve real-world problems using AI
– Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage

Powerful quotes from Jonathan Moss:
1. “Ultimately us as humans, we’re creative in nature. We’re strategic. Those are the things we should be spending our brain power against and not data entry or manual things.”

2. “I think the key summary is you still need to double check the accuracy of the data and information so you can trust it. And look, it’ll all, it’ll continue to get better over time from here on out.”

3. “I think it’s very important on the education side, the guardrail side of how to use it and how to use it effectively is super critical for us as really any leader, but go-to-market leaders as well.”

www.gtmaiacademy.com

www.glitter.io

Unveiling Glitter AI with Yuval Karmi: Streamlining Documentation in Tech

Join Coach K in another exciting episode of the GTM AI podcast as he interviews Yuval Karmi, the founder of Glitter.io. Discover how Yuval’s innovative AI tool is revolutionizing the way we create step-by-step guides and documentation. Learn about his journey from founding and selling his first startup, Simpo, to developing Glitter AI. Yuval also shares valuable insights into AI workflows, automation, and the future of AI in business.

This episode is a treasure trove for entrepreneurs, tech enthusiasts, and anyone interested in the intersection of AI and productivity.

00:00 Introduction and Guest Welcome

00:39 Yuval Karmi’s Entrepreneurial Journey

02:15 The Story Behind Glitter.io

 03:31 How Glitter AI Works

04:26 Challenges and Benefits of Documentation

05:18 Team and Workflow Insights 

06:06 Comparing Glitter AI with Other Tools

11:01 Automation and AI in Business

16:17 Future of AI and Business Integration

22:18 Personal Reflections and Closing Remarks

www.gtmaiacademy.com

https://spiky.ai/

Leveraging AI for Revenue Intelligence: Insights from Burak Aksar, Co-Founder of Spiky

Summary:

In this episode of the GTM AI podcast, host Jonathan welcomes Burak Aksar, co-founder and software engineer at Spiky, an AI-powered revenue intelligence platform. Burak shares his journey from a technical background in machine learning to the world of go-to-market and sales. He discusses how Spiky leverages AI to analyze customer conversations, measure non-conversational metrics, and provide actionable insights to help teams optimize their revenue processes. Burak also shares his thoughts on the current state of AI in business and what he’s excited about for the future.

Highlighted Concepts:

– Revenue intelligence: Analyzing data from various sources (sales, customer success, support, product, engineering) to optimize revenue processes

– Non-conversational metrics: Measuring up to 60 different metrics per second, including vocal, visual, and contextual data, to provide insights beyond just transcripts

– Actionable insights: Identifying trends across customer conversations and tying them to revenue outcomes

– AI stack: Utilizing a combination of proprietary models, open-source, and closed-source APIs to power the Spiky platform

– Explainable AI: The importance of making AI models transparent, scalable, and ethically sound

Quotes from Burak:

– “The revenue domain is already very complicated, and I think no one has figured out yet, including us, what are some winning behaviors and how do I basically apply this at scale?”

– “If you don’t understand, I don’t think you can optimize any process. It can’t, it doesn’t need to be revenue, but the things that I’m like really excited, if I flip the page a bit, I think, like we’ve been expecting this, but the large language models are becoming a commodity.”

– “I think making these ethically, like ethically, successful is a very big challenge because let me make an analogy here. Even explaining one decision tree or random forest, it’s super hard. Like it doesn’t make sense to humans.”

Why this matters to GTM professionals:

This podcast episode provides valuable insights for GTM professionals looking to leverage AI to optimize their revenue processes. Burak’s expertise in both machine learning and go-to-market strategies offers a unique perspective on how AI can be used to analyze customer conversations, identify trends, and provide actionable insights. By understanding the potential of AI-powered revenue intelligence platforms like Spiky, GTM professionals ca…

www.gtmaiacademy.com

GTM KickBack: https://podcasts.apple.com/us/podcast/the-gtm-kickback-w-joey-brodsky/id1571248374

We did a little different podcast this time, doing a duo-interview where two podcast hosts interview each other on the same podcast! It was my pleasure and honor to have Joey Brodsky of The GTM Kickback! podcast and the Head of GTM Search for Stott and May join me to talk about AI and recruiting. What struck me most during our discussion was the delicate balance we’re all trying to strike between leveraging AI’s capabilities and maintaining the crucial human elements in our work. Joey shared fascinating insights into how AI is reshaping the recruitment landscape, allowing for more nuanced candidate searches and potentially changing the way we conduct interviews.

However, he emphasized – and I wholeheartedly agree – that we can’t lose sight of the human intuition and ‘gut feelings’ that often lead to the best hires. We also explored the evolving role of enablement, a topic close to my heart. It was enlightening to hear Joey’s perspective on how AI is elevating the importance of enablement roles, especially in early-stage companies. We both see a future where enablement professionals become key strategists, overseeing AI systems that provide real-time coaching and feedback to sales teams.

One of the most valuable takeaways from our chat was the importance of critical thinking and creativity when using AI tools. As I often tell my listeners, AI is a powerful tool, but it’s our human ability to critically evaluate and creatively apply its outputs that will truly drive innovation and success. We touched on some practical advice for startups too, discussing the importance of documenting founder knowledge, setting realistic expectations for new sales hires, and identifying what ‘good’ looks like in your organization. These are crucial steps that can make or break a young company’s go-to-market efforts.

Throughout our conversation, a common theme emerged: AI has the potential to greatly enhance our work, but only if we use it wisely. It should complement and augment our human skills, not replace them. As we wrapped up, Joey and I both expressed excitement about the future, where AI and human expertise combine to create more effective, efficient, and personalized go-to-market strategies.

Key Quotes from Joey:

“I think from a recruitment perspective and trying to source and court these people on a daily basis, how people are found and the skills that people are looking for, strictly from a search standpoint… it’s much more nuanced because it can be nuanced at a larger scale by using AI.” 

“People that can be hyper scientific in the way that they sell… it’s an exponential curve that is like very close to being straight upwards and downwards right now, because of AI.”

“I think bringing in someone like yourself on an advisory capacity is, is really, really exceptionally important and probably not prolific enough to use that word again, right? Um, that would have a big impact on just getting people conceptually to understand why this sort of program is important and why they should do it earlier than not, instead of waiting for a mess to happen and being reactive in it.”

“It needs to be an enhancement of the human experience and all these people are going through, whether it’s recruitment, whether it’s direct sales, whether it’s sales enablement or some sort of data analysis.” Tell me what you think of the episode, I highly enjoyed it!

https://www.gtmaiacademy.com

Jonathan Moss 

I discuss the evolution of prompting from basic to advanced techniques, the importance of context and domain expertise in crafting effective prompts, and how AI can significantly streamline various GTM processes.

Key Highlights:

1. The importance of detailed, context-rich prompts for getting high-quality AI outputs.

2. The concept of “AI in the loop” rather than “human in the loop” for better results.

3. Using AI to create frameworks for creating frameworks, showcasing meta-level thinking.

4. The power of combining domain expertise with AI capabilities for superior outcomes.

5. The speed and efficiency AI brings to tasks like competitive analysis and battle card creation.

6. The potential of AI in breaking language barriers for global teams.

Helpful Insights for GTM Teams:

1. Prompt Engineering: GTM teams can significantly improve their AI outputs by providing detailed context, clear objectives, and desired output formats in their prompts.

2. Efficiency Gains: Tasks that previously took weeks or months (e.g., creating ICPs, buyer personas, competitive analyses) can now be accomplished in minutes or hours using well-crafted AI prompts.

3. Customization at Scale: AI can help create customized frameworks, strategies, and content for different markets, products, or customer segments quickly and efficiently.

4. Global Collaboration: AI’s translation capabilities can help break down language barriers in global GTM teams, enabling better collaboration and consistent messaging across different regions.

5. Data-Driven Decision Making: AI can quickly analyze large amounts of data to provide insights for strategic decision-making in GTM processes.

6. Continuous Improvement: GTM teams can use AI to iteratively improve their strategies, prompts, and frameworks, leading to increasingly better outcomes over time.

7. Combining Human Expertise with AI: The most effective use of AI in GTM strategies comes from blending human domain expertise and creativity with AI’s data processing and pattern recognition capabilities.

8. Time for Strategy: By automating time-consuming tasks, GTM teams can focus more on high-level strategy and execution rather than getting bogged down in research and data compilation.

By leveraging these insights, GTM teams can significantly enhance their efficiency, scalability, and effectiveness in developing and executing market strategies.

https://www.gtmaiacademy.com https://www.structuredlabs.com/

In this insightful episode of the GTM AI Academy podcast, host Jonathan Kvarfordt sits down with Amrutha Gujar, co-founder and CEO of Structured Labs. They dive deep into how AI is transforming revenue operations, discussing the power of first-principle thinking in tech innovation, and exploring the future of business intelligence tools. Amrutha shares her journey from software engineering at tech giants to founding a startup that’s reimagining how companies leverage data for growth.

Highlights

• The importance of unifying fragmented data sources across sales, marketing, and customer success for a holistic view of business operations

• How AI-driven tools can reduce ad hoc data requests and enable RevOps teams to focus on strategic growth opportunities

• The shift from “software as a service” to “service as software” in the AI era, emphasizing end-to-end solutions

• The potential of multimodal AI models to create more immersive and efficient user experiences in business tools

• The concept of AI augmenting human capabilities rather than replacing jobs, allowing for higher-level thinking and problem-solving

• The vision of AI-powered personal assistants handling routine tasks to free up time for high-impact work Amrutha Quotes:

• “I think that there’s a really, really big opportunity with AI in the go-to-market space. Specifically, I think what it enables people to do is spend less time on manual parts of the data preparation work, and it enables people to start from the output of that data preparation work and reason about decisions that need to be made that help with growth.”

• “I see a future where there are thousands upon thousands of really small, really powerful, highly value-creative teams that are leveraging these AI tools to do more with less. And the surface area of problems that we can solve as a society is going to become a lot larger.”

• “The last generation was software as a service. Now, it’s service as software. People’s expectations of this technology are changing every day. It’s more about doing the job to be done, end to end, and not just doing one piece of the job like with software.”

• “I think there’s like a human nature to always push to higher levels of abstraction, as the things that are at the lower levels of abstraction become more and more automated. And I think that the upper bound of how people can think about problems and the types of things they want to accomplish – that upper bound is very, very unbounded.”

About Structured Labs

1. Focus on Revenue Operations (RevOps): Structured Labs improves revenue operations by optimizing margins and identifying high-value customers, boosting overall efficiency and profitability with AI-driven insights.
2. AI-Powered Business Intelligence: The company provides AI-driven tools that help unify fragmented data sources across sales, marketing, and customer success functions. 
3. End-to-End Solution: Structured Labs aims to provide a comprehensive solution that covers the entire workflow, rather than just one piece of it. As Amrutha puts it, they’re “not just BI, not just ETL, not just the Slack connection” but the entire job to be done end-to-end. 
4. Data Unification: Their tool serves as a single pane of glass into different business functions, helping to bring together data from various sources. 
5. Self-Service Analytics: They build better business intelligence tools that are more self-serve than existing solutions in the market, aiming to reduce ad hoc data requests and enable RevOps teams to focus on strategic growth opportunities. 
6. AI Integration: The company uses AI at every layer of their product, from data association and column mapping to generating insights and anticipating user needs.&n…