GTM AI Podcast with Coach K and Jonathan Moss

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.

1. 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

1. 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 …

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

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…

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

Read less

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.”

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.

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.

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 amanda@1mind.com. Trust me – you want to be ahead of this curve, not chasing it.

https://www.gtmaipodcast.com https://www.gtmaiacademy.com
AI for Business Leaders: How Causal Analytics Drives 8X Growth

Featuring ⁠Mark Stouse⁠ ( https://www.linkedin.com/in/markstouse/ ) CEO of ⁠proofanalytics.ai⁠
Episode Overview
In 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 Insights
1. 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 impact
2. 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 impacts
3. Evolution of Business Analytics
– Past: Months of manual statistical work
– Present: Real-time GPS-like guidance
– Future: AI-powered causal forecasting
Quotable 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 Analytics
Why It Matters Now:
– Economic uncertainty demands better forecasting
– Complex market conditions require deeper insights
– Time lag effects need better measurement
How It Works:
– Combines internal & external data
– Accounts for time lag effects
– Creates “spaghetti models” for probability analysis
Executive Application
1. Decision Making
– Move from gut feelings to data-driven insights
– Understand true cause-and-effect relationships
– Measure impact across time horizons
2. Resource Allocation
– Identify highest-impact activities
– Understand multiplier effects
– Optimize investment timing
3. Risk Management
– Model multiple scenarios
– Account for external factors
– Predict long-term impacts

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:

1. Set up a ChatGPT account

2. Spend 30 minutes experimenting with basic prompts

3. Choose one repetitive task to automate

4. 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