GTM AI Podcast with Coach K and Jonathan Moss

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.

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.

1. On Coaching Gaps: “We found that the first-time managers—BDR managers, for example—just don’t get the training they deserve.”

2. 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.”

3. On Sales Enablement Problems: “You tell a rep, ‘If the customer says A, say B,’ but the customer always says C or D.”

4. On Human vs. AI Balance: “Sales is the art of communication. If we lose that, what are we as a civilization?”

5. On Dextego’s Results: “On average, companies shorten their sales cycles by 30% when they use our platform.”

6. On Using AI Responsibly: “Founders have a responsibility to create solutions that improve well-being, not just replace jobs because they can.”

7. 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 …

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www.tursio.ai

In the latest episode of the GTM AI Podcast, host Jonathan Kvarfordt, aka Coach K, spoke with Murali Mahalingam, co-founder and Head of GTM at Tursio.ai. Their discussion explored how Tursio.ai’s groundbreaking technology is redefining data analytics, helping GTM professionals gain faster, actionable insights while ensuring security and compliance.

Tursio primarily targets regulated industries where data security, compliance, and precision analytics are critical.

These industries benefit significantly from Tursio’s ability to securely analyze structured operational data within their own environments, ensuring privacy and compliance while enabling actionable insights. If you need more detailed information or additional industries, let me know!

1. Tursio.ai’s Unique Value Proposition Tursio.ai eliminates the complexity of traditional data analytics by embedding AI directly within enterprise databases. This innovative approach allows teams to query structured operational data (finance, marketing, sales, etc.) in natural language, bypassing the need for data migration or external systems. The result? Faster insights and reduced data engineering overhead.

2. Security and Compliance as Priorities For regulated industries like healthcare and finance, data privacy is critical. Tursio.ai brings AI directly to on-premise or hybrid setups, ensuring sensitive data remains secure. By integrating AI models into existing databases, organizations can unlock insights without compromising security or compliance.

3. Addressing AI Challenges with Precision Tursio.ai is designed to tackle common AI issues like hallucinations by focusing on “high precision” rather than broad answers. This ensures that GTM teams receive reliable insights for informed decision-making, even in complex scenarios.

4. Enhancing ROI Through Real-Time Insights By automating workflows and enabling instant access to critical data, Tursio.ai empowers GTM leaders to make decisions faster and more confidently. Whether addressing churn, optimizing campaigns, or evaluating market opportunities, Tursio.ai transforms how businesses leverage their data.

5. Bridging the Skill Gap Tursio.ai simplifies advanced analytics for non-technical users, enabling executives and GTM professionals to interact with data intuitively. With its AI-powered co-pilot, Tursio.ai supports business intelligence efforts across all organizational levels.

Key Quotes from Murali Mahalingam

1. On Tursio.ai’s Unique Approach:

*“Instead of moving data to AI, we bring AI to where the data is located. This ensures security, privacy, and compliance, especially for regulated industries like healthcare and finance.”*

2. On Eliminating AI Hallucinations:

Business decisions demand 100% accuracy. Unlike broad AI models, Tursio.ai focuses on high precision to deliver reliable insights without hallucinations.

3. On Redefining Analytics for GTM Professionals:

We simplify analytics by enabling users to ask natural language questions and get actionable insights instantly. It’s like giving your data a brain and a voice.

4. On the Value of Real-Time Insights:

In the old world, getting insights took weeks of meetings and manual effort. With Tursio.ai, it’s all at your fingertips in seconds—helping businesses act faster and smarter.

5. On the Future of AI and Human Collaboration:

AI won’t replace humans; it will augment their capabilities. Our goal is to make AI a co-pilot for decision-makers, enabling them to focus on strategy while automation handles th…

https://www.gtmaiacademy.com

https://www.alysio.ai

Revolutionizing Sales Metrics with Alysio and AI

In an era where AI and automation dominate sales technology headlines, this week’s episode uncovers a refreshingly fundamental truth: sometimes the most powerful innovations start with the simplest questions. Ryan, CEO and co-founder of Alysio, joins us to share how a basic spreadsheet at Qualtrics evolved into a revolutionary approach to sales performance tracking. This episode dives deep into the intersection of metrics, motivation, and meaningful results, revealing how a straightforward question – “How do I know I’ve had a great day in sales?” – led to a transformation in how we think about sales success. For sales leaders struggling with accountability and performance tracking, and teams looking to drive consistent results, this conversation offers both practical insights and a glimpse into the future of sales performance management.

What began as a simple spreadsheet experiment at Qualtrics would eventually reshape how sales teams approach daily success metrics. The story unfolds with a common challenge: despite having a full stack of sales tools (Salesforce, Clari, Gong, Outreach), teams still couldn’t definitively answer whether they’d had a productive day. The solution emerged in the form of a point-based system where:

– Sales activities were assigned specific point values

– 10 cold calls might equal one point

– One demo set could be worth two points

– Daily goal: achieve 10 points

The results were remarkable. Teams using this system consistently outperformed their peers and dominated President’s Club nominations. The secret wasn’t just in the tracking – it was in the clarity and motivation the system provided. Sellers knew exactly what constituted a successful day, and managers had concrete metrics to coach against.

The success at Qualtrics was just the beginning. When Aaron, Ryan’s co-founder, moved to Okta and later Lacework, he brought the spreadsheet system with him. At each company, the pattern repeated:

– Teams using the point system consistently hit quota

– The approach created positive accountability

– Results were replicable across different sales environments

– The system worked for both SDRs and AEs

This consistent success across multiple organizations revealed something crucial: the fundamental principles of the system transcended individual company cultures and sales processes. What started as a spreadsheet had uncovered a universal truth about sales performance: when you can measure and incentivize the right activities consistently, results follow.

The decision to transform this spreadsheet into a software platform came from recognizing several key factors:

– Manual tracking became unwieldy beyond 5 reps

– Real-time visibility was crucial for motivation

– Historical data analysis was nearly impossible

– Teams needed better ways to identify skill gaps

– The system needed to scale while maintaining simplicity

Modern Sales Trends

– Physical, in-person connections becoming more valuable in the AI era

– LinkedIn messages and referrals emerging as crucial but undertracked metrics

– Balance between activity volume and personal touch points

AI Integration in Sales Performance

– AI-powered coaching based on individual performance patterns

– Custom playbook integration for personalized guidance

– Focus on closing skill gaps identified through data analysis

– AI’s role varies based on sales cycle complexity

– More suitable for shorter sales cycles and PLG motions

– Human touch remains crucial for complex, longer sales cycles

– Emphasis on…

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https://www.linkedin.com/in/ram-b-01012b183/

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The 2024 AI Go-To-Market Playbook: How to Successfully Sell AI Solutions in Today’s Market | Insights from Tech Leader Ram Bulusu

In a recent conversation with Ram Bulusu, a veteran technology leader with 35 years in healthcare technology and current head of AI and Digital at Sanofi, we explored the evolving landscape of AI implementation and go-to-market strategies. Ram shared invaluable insights from his experience bridging the gap between advanced technology and practical business applications, particularly in highly regulated industries like healthcare.

The Evolution of AI Implementation

The conversation revealed a critical shift in how organizations should approach AI adoption. Traditional methods of implementing AI have focused heavily on technological capabilities, often leading to sophisticated platforms that fail to address specific business needs. Ram emphasized that the future belongs to industry-specific solutions that prioritize practical application over technical prowess.

Healthcare serves as a perfect case study for this evolution. The industry, traditionally lagging in technology adoption due to regulatory constraints and complexity, is now seeing successful AI implementations that focus on specific outcomes rather than general capabilities. These successes come from understanding and addressing particular industry challenges, from drug development to patient care.

The New Go-to-Market Paradigm

Ram’s insights revealed a fundamental truth about selling AI solutions: success lies not in the sophistication of the technology but in its ability to solve specific business problems. This approach requires a deep understanding of industry verticals and the ability to translate technical capabilities into practical business outcomes.

The most successful implementations start with a clear business problem, develop a targeted solution, and ensure easy implementation. This contrasts sharply with the traditional approach of building complex platforms and trying to find problems they might solve.

Security and Implementation Challenges

A significant portion of our discussion focused on the critical balance between innovation and security. Ram highlighted how companies, particularly in regulated industries, must navigate the complex landscape of data protection, compliance, and practical implementation. The solution, he suggests, lies in a graduated approach: starting small, proving value, and expanding gradually while maintaining robust security measures.

Looking Ahead: 2024-2026

Ram predicts a significant shift in the AI landscape over the next few years, with industry-specific solutions becoming dominant. He envisions a future where AI tools are as ubiquitous as electricity but implemented in highly specialized ways for different industries and applications.

## Key Quotes from Ram:

“Nobody cares how great your technology is – show me what business problem it can solve.”

“Don’t start with the technology. Start with the end user problem you’re trying to solve.”

“You can’t have your software tool making a final decision. You can have it make a recommendation, but you need a human being to come in and make sure you protect the privacy of the patient.”

“The vast majority of the technology really is a platform. I can’t use a platform to do my job. I want a plug and play tool.”

“When I first demonstrated Gen AI to my quality team and said, this is going to create a quality plan for you… they looked at me like I was crazy. But when they saw the res…

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www.magai.co

In this episode of the GTM AI Podcast, host Jonathan “Coach K” Kvarfordt sits down with Dustin, founder of Magi AI, a platform transforming how businesses leverage artificial intelligence. A long-time fan of Magi, Kvarfordt delves into Dustin’s journey from struggling entrepreneur to AI innovator. The conversation explores how Magi provides a unified interface for multiple AI models and tools. It makes powerful AI accessible to teams of all sizes.

Key Conversational Topics:

• Dustin’s entrepreneurial background and the birth of Magi
• The challenges of scaling a marketing agency
• Magi’s core features (folders, search, team collaboration, personas)
• Comparing Magi to ChatGPT
• Real-world use cases: brand voice consistency, content creation, GTM strategy
• The future of AI and SEO
• Magi’s upcoming features: actions (agents) and automation
• The democratization of AI through a persona marketplace

Key Quotes from Dustin:

• “Magi is one subscription to give you access to all the subscriptions you are probably already paying for.”
• “We’ve got some of the best users in the world, the smartest AI people in the world use Magi.”
• “People who are building these applications are developers, not SEO experts.”
• “I envision a world where people are creating these really high-level agents and selling them.”
• “[With agents] you will be able to create entire procedural workflows…and that I think is going to just reinvent work as we know it.”

3 Main Takeaways for GTM Professionals and Leaders:

1. AI Can Radically Enhance Productivity, But Requires a Human Touch: Magi demonstrates how AI can streamline content creation, research, and strategy development. It still necessitates human oversight for quality and strategic alignment.
2. Consolidated AI Platforms Offer Efficiency: Magi’s approach of integrating multiple AI models into a single platform offers significant efficiency gains over managing multiple individual subscriptions.
3. The Future of GTM is AI-Powered and Automated: The development of AI agents and automation within Magi foreshadows a future where GTM processes can be orchestrated with unprecedented speed and precision. This has the ability to dramatically improve efficiency and speed up execution.

www.gtmaiacademy.com www.humanx.co

Before we dive in, here is a special offer from Andrew about HumanX exclusively for our subscribers:

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I’m thrilled to extend a special, complimentary invitation to join our SolutionBridge program, an exclusive opportunity at HumanX:

Connect with tailored vendors in 8 pre-set, double-opt 15-minute meetings.

Join an elite lineup featuring leaders like the CPO of OpenAI, CEO of Snowflake, and VP of AI at AWS.

$3,995 registration fee waived for qualified buyers.
Don’t miss the chance to simplify sourcing and supercharge your AI initiatives. Interested?

Learn more about SolutionBridge: https://lnkd.in/ezSzQZ9v
Apply to join (2 min): https://lnkd.in/e8A7cjNh
Let’s shape the future of AI together.

Podcast Summary
Andrew recounts his journey from early startup ventures—including his experience founding a consumer company that integrated hardware and software—to transitioning into roles at primary venture partners, where he honed his approach to scaling businesses and events. He emphasizes a critical lesson learned early on: the market’s dynamics often outweigh the merits of any single business.

Andrew discusses how his experiences led him to pivot toward AI, a field undergoing rapid change and offering immense potential for businesses. In exploring AI’s deployment in various sectors, he highlights the confusion many business leaders face when attempting to integrate AI into their operations, given the often overwhelming array of vendor-led solutions. Instead, Andrew’s approach with the HumanX event is intentionally independent, avoiding vendor biases. The event is designed to serve as a comprehensive roadmap for businesses aiming to implement AI.

Bullet Points of Discussion

• Andrew Blum’s Journey:

  • Transition from founding startups to taking on roles at primary venture partners.

  • Key insight: “The market matters a lot more than the individual business itself.”

• Pivot to AI:

  • Observations on the rapidly evolving AI landscape and the confusion among business leaders regarding effective adoption.

  • Recognition that traditional vendor-led events are limited by inherent biases.

• Event Strategy:

  • Scaling an event from the outset by planning for a large audience (starting at 3,500 attendees in Las Vegas).

  • Incorporation of multiple session formats: keynotes, industry-specific panels, workshops, and networking through one-to-one matchmaking.

• Differentiating the Event:

  • Combining the best elements of academic, thought leadership, and vendor ecosystem events to deliver actionable insights.

  • Emphasis on an independent perspective free from vendor bias.

• Leadership and AI Adoption:

  • The dual importance of robust data infrastructure (managed by CTOs/CIOs) and a culture that encourages sharing practical AI use cases.

  • Discussion on how AI tools can empower individuals across all business functions.

Quotes from Andrew Blum

• “My biggest takeaway was that the market matters a lot more than the individual business itself.”

• “Rising tide lifts all boats.”

• “If you’re not encouraged to share use cases and openly speak about the stuf…

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https://www.linkedin.com/company/velocityengine-ai/about/

AI-Powered Go-To-Market Strategies with Nick Bhavsar | GTM AI Podcast

In this episode of the GTM AI podcast, host Jonathan welcomes Nick Bhavsar, Co-Founder and CMO of Velocity Engines, to discuss the critical state of go-to-market (GTM) strategies and how AI can revolutionize this space. They explore the inefficiencies plaguing GTM today and trace Nick’s transition from a career in engineering to becoming a thought leader in marketing. Nick elaborates on the foundational aspects of GTM, covering essential phases like segmentation, positioning, and persona-specific content creation. He also unveils how Velocity Engines leverages AI to streamline these marketing processes, from strategy development to content execution, and closes with visionary insights on the future of AI in both B2B marketing and consumer behavior. Tune in for an enlightening conversation filled with practical advice, industry stats, and future trends.

00:00 Introduction and Guest Overview

00:43 Nick Bhavsar’s Background and Career Journey

05:37 The Broken State of Go-To-Market Strategies

07:50 Fundamentals of Marketing and AI’s Role

10:23 Solving Go-To-Market Challenges with AI

17:10 Understanding the Buying Committee

18:36 Personalizing Content for Different Personas

19:54 The Role of AI in Sales and Marketing

22:40 Founding Velocity Engine

23:48 Velocity Engine’s Go-to-Market Strategy

26:39 Future of AI in B2B Marketing

30:02 Consumerization of B2B

35:34 Closing Thoughts and Contact Information

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In the ever-evolving landscape of sales, artificial intelligence (AI) has emerged as a pivotal tool for redefining how companies operate. Recently, on the GTMAI podcast, Jonathan Moss interviewed 🚀 Victor Adefuye co-founder and CEO of Dana Consulting (NYC) to explore how AI is revolutionizing the sales industry. Below, we delve into the conversation, capturing Victor’s insights on training, coaching, forecasting, and more.

AI: A Catalyst for Sales Efficiency

Victor opened the discussion by highlighting a key area of inefficiency in sales: the gap between training and actionable results. He stressed that despite tactical inefficiencies within sales teams, the disconnect between coaching and real-world outcomes is a deeper challenge. Victor pointed out that while market conditions and products can make any salesperson appear successful, true proficiency is tested when outcomes are lacking. AI, he argues, provides the clarity needed to reassess strategies, structure training, and sustain behavioral changes necessary for long-term success.

Training and Development: The Athlete’s Mindset

Drawing a parallel between sales professionals and athletes, Victor emphasized the importance of preparation. Just as athletes prepare for game day, sales professionals must refine their skills continuously. Coaching, regular training, and reliable feedback form the cornerstone of sustained improvement. AI plays a significant role here, by providing data-driven insights that help identify precise skill gaps. Through this, organizations can develop tailored training and coaching strategies that ensure progress is tangible and accountable.

The Power of Personalized Coaching

AI enhances sales training by offering personalized insights, enabling meaningful, targeted interventions. Victor shared examples of how AI can analyze call data, provide constructive feedback, and monitor progress. This not only optimizes the coaching process but ensures that sales reps aren’t practicing on customers. By establishing clear baselines and mapping sales processes, AI ensures organizations can define and track both individual and team growth effectively.

Revolutionizing Forecasting Through AI

On forecasting, Victor discussed leveraging AI to enhance accuracy. By incorporating standardized scoring systems, such as MEDDPICC, companies can objectively evaluate opportunities based on defined criteria. AI streamlines this process, offering managers a comprehensive view of deal status and potential, helping to avoid inflated forecasts. Such precision allows sales leaders to align closer with reality and provide more reliable, data-driven projections.

Implementing AI: Training and Workflow Integration

Victor cautioned against the misconception that simply acquiring AI tools is enough. Instead, he emphasized a focused implementation strategy, rooted in proper training and integration into existing workflows. Training sales teams for comfort and proficiency in using AI tools is essential. He underscored the importance of creating environments where AI use blends seamlessly into daily activities, ensuring the transition is smooth and sustainable.

Key Quotes:

1. “The disconnect between training and skill development and actual results has driven me the most in sales.”
2. “Salespeople are performers. Just like athletes, you get judged on what happens when it’s game time.”
3. “AI allows us for the first time to address a lot of these gaps in insight and behavior change necessary to sustain growth…

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The Year of the AI Agent: How Thynk.ai is Revolutionizing Sales
In my latest GTM AI Podcast episode, I reconnected with John Long and Dane Oborn, longtime friends and co-founders of Thynk.AI Their journey from sales professionals to AI innovators is remarkable – after experiencing the frustrations of inefficient sales processes firsthand, they’ve built a solution that’s changing the game.

Thynk.ai has developed autonomous AI agents that handle the entire pre-sales process from prospecting to discovery, solving a problem every GTM leader understands: ensuring every sales conversation is productive. What struck me most was seeing how their experience in the trenches of sales informed their tech development, creating a solution that addresses real pain points rather than theoretical problems.

• [00:40:04] From frustration to innovation: Thynk.ai emerged because John and Dane couldn’t find existing tools that managed the complete pre-sales workflow—they needed something that called, texted, qualified, and prepared prospects before human sales involvement

• [00:49:43] True AI agents vs. assistants: Unlike interactive AI assistants that require constant human guidance, their agents work autonomously toward defined objectives, fundamentally changing how we think about sales development roles

• [01:02:27] The “hands-off” moment: Business owners experience a paradigm shift watching AI agents independently engage with leads in real-time, handling complex conversations without human intervention

• [01:19:31] AI’s workforce transformation: Rather than simply cutting jobs, the most strategic companies are leveraging AI to amplify their human talent while expanding their total addressable market

• [01:25:31] Strategic AI implementation framework: John’s “three buckets” approach helps GTM leaders distinguish between superficial AI tools, meaningful operational enhancements, and revolutionary custom solutions

Building Intelligence: The Core of Thynk AI

When I invited John and Dane to dig into the mechanics of their AI agents, he explained, “Dan and I both have a background in sales… and through that process, we were constantly frustrated with unqualified leads.” This mutual frustration led them to explore AI’s potential to streamline the pre-sales process, ensuring sales reps engage with prospects ready for meaningful conversations.

“Imagine if there was a way for AI to help with that pre-sales motion,” John continued. “Wouldn’t it be cool?” This vision materialized into Thynk AI’s agent technology, capable of performing tasks like prospecting, calling, texting, and even holding discovery calls autonomously.