Avsnitt
-
www.aibusinessnetwork.ai
www.gtmaiacademy.com
www.winningbydesign.com
DRAMATIC SHIFT AND IMPACT OF AI ON BUSINESS AND GO TO MARKET
Today hosted by Jonathan Moss we are thrilled to have Jacco van der Kooij the Founder of Winning by Design on to join us and talk about our favorite topic ;)
Jonathan kicks off the conversation by highlighting the recent shifts in the go-to-market landscape. Over the past few years, businesses have transitioned from a "growth at all costs" mentality to emphasizing profitable, efficient growth. This shift coincides with the rise of AI as a transformative platform, presenting both challenges and opportunities for businesses.
As Jacco points out, the impact of AI is not just about automation—it's about fundamentally transforming business models. Traditional inbound and outbound models are being replaced by AI-led growth, which emphasizes efficiency and scalability.
Jacco introduces three key growth models: Product-Led Growth (PLG), Human-Led Growth (HLG), and AI-Led Growth (AILG). Each has its place in the market, but AI-Led Growth is particularly effective in optimizing costs and processes. According to Jacco, this model allows businesses to scale operations without exponentially increasing personnel costs. This change is crucial, especially in saturated markets where traditional human-led approaches are financially unsustainable.
The discussion underscores the importance of viewing businesses like factories, where efficiency, quality, and scalability are the cornerstones of success. AI enhances these factors by providing rapid, accurate data insights, enabling businesses to adapt swiftly to market demands.
While AI can substantially augment operations, Jacco and Jonathan agree on one crucial aspect: the human element. Relationships remain a cornerstone of business, especially in high-value transactions. The trust and brand reputation that a company establishes are invaluable. AI, rather than replacing human interaction, should enhance experiences by reducing friction in the buying process and allowing businesses to focus on nurturing relationships.
Jacco highlights how AI is revolutionizing customer experience by delivering timely, accurate responses without the inefficiencies of traditional methods. Whether it's answering customer queries precisely or automating repetitive tasks, AI is redefining what businesses can achieve. However, achieving this requires businesses to rethink their processes and leverage AI to foster a seamless buying journey.
The episode concludes with insights into where the industry is headed. Jacco envisions a future where AI reshapes pricing models, with dynamic pricing responding to real-time market demands. This shift, much like the introduction of AI itself, represents a renaissance in business—one where constant innovation and adaptation are key.
The GTM AI Pod episode with Jacco is a critical exploration of how AI is not just an optional tool but an essential component of modern business strategy. For businesses looking to thrive in this new landscape, embracing AI to enhance both operational efficiency and customer experience is non-negotiable. As we continue to explore these changes, keeping the focus on creating exceptional buying experiences will be the defining element of success.
For listeners and businesses alike, the message is clear: AI is here to stay, and integrating it thoughtfully will be the key to unlocking future growth.
-
www.aibusinessnetwork.ai
www.gtmaiacademy.com
https://www.luella.ai/
https://www.linkedin.com/in/mustafasaeed/
Good morning, good evening, or good afternoon—whenever you find yourself diving into this exploration of AI and business technology. I am excited to dive deep into the world of AI-driven communication innovations with Mustafa Saeed, CEO and co-founder of Luella.AI.
The Genesis of Luella AI
Meeting Mustafa was like meeting a force of nature in the tech world. His story begins with a YouTube channel that funded his university education, transitioning into a tumultuous but rewarding role at a marketing agency impacted by Apple's iOS 14 update. This led to a life-changing pivot that set him on a path of technological exploration and growth.
At Clearco, a significant player in e-commerce investment, Mustafa thrived, honing skills in sales and consultancy that eventually culminated in founding Luella AI. Driven by overcoming challenges he experienced firsthand, Mustafa and his team have focused intensely on AI's potential to revolutionize business communication.
Why Luella? What's in a Name?
Interestingly, Luella didn’t start with a grand story. Mustafa candidly admits the name was suggested by ChatGPT during a low moment of noodling through domain names. It was deemed suitable through its uniqueness and simplicity—fitting for a tech solution aiming to be straightforward and effective.
Transforming Email Deliverability
Luella AI's focus is a response to an immense pain point in today's digital communication landscape—email deliverability. All too often, emails, including key business communications, end up in spam due to AI-driven spam filters' evolutions from giants like Google and Microsoft.
Luella positions itself as a protector of sender reputation and deliverability. By employing intricate systems mimicking those of major platforms, it ensures that spam rates can be reduced significantly for its users. This isn't just an enhancement tool; it's a potential game-changer for any business reliant on effective email outreach.
Insights into the AI-Empowered Future
Mustafa sees a promising horizon where communication agents do not just automate but optimize. Luella isn't just about sending emails; it’s about refining and targeting these messages to maximize engagement and results. The AI isn’t just an executor but a strategist alongside the human element, constantly experimenting and learning.
Agents of Change: The Larger Vision
Where does Luella see its future? While staying grounded in cold email outreach for now, the company eyes potential expansions into other channels. The philosophy is intentionality over breadth—specialize deeply in a single facet and excel before branching out. There's an eagerness to innovate without losing focus, ensuring their existing solutions remain unmatched.
-
Saknas det avsnitt?
-
www.aibusinessnetwork.ai
www.gtmaiacademy.com
For FrontRace www.frontrace.com
In this episode of the GTM AI Podcast, host Jonathan Kvarfordt, also known as Coach K, is joined by Jack Siney from FrontRace. They dive deep into Jack's unique career journey, his transition from working with the Navy to entrepreneurship, and how he came to build his current company, FrontRace.
Jack elaborates on how FrontRace helps companies effectively manage and analyze large datasets using AI, enabling better decision-making and operational efficiency. The conversation also touches upon the changes in sales processes post-COVID, the integration of AI in workflow, and future trends in automation and human interaction. The episode concludes with a discussion on the exciting yet challenging future of AI in various industries.
00:00 Introduction and Guest Welcome
00:26 Jack Siney's Background and Career Journey
02:08 Introduction to FrontRace
04:04 Challenges in Data Management and AI Solutions
06:13 The Future of AI in Sales and Customer Interaction
09:13 Human Element in AI and Automation
15:48 Current AI Innovations at FrontRace
16:08 The Data Dilemma: Too Much Information, Not Enough Insight
16:54 Connecting the Dots: Integrating Data for Better Insights
17:20 AI to the Rescue: Leveraging Artificial Intelligence for Data Analysis
19:06 Real-World Applications: Success Stories and Challenges
26:40 The Future of Sales and AI: Predictions and Expectations
30:15 Conclusion: Embracing Change and Innovation
-
www.aibusinessnetwork.ai www.gtmaiacademy.com
Had a blast on the GTM AI Podcast with Paul Glover. As a tech enthusiast and a principal consultant at Burendo, Paul shares his profound understanding of AI's role in enhancing business processes, and I'm eager to share our dialogue with you.
Discovering AI's Potential
From tech beginnings as a business analyst to becoming a luminary in AI, Paul Glover has a rich story. He started exploring AI by viewing interactions with large language models as microservices, each contributing to the broader value in business settings. His journey led him to create PromChain, where he delved deeper into AI applications.
Unravelling Burendo’s Mission
Burendo is a UK-based consultancy firm. Paul, as a principal consultant, runs the AI community of interest and guides clients on utilizing AI effectively. Burendo’s approach is about embracing productivity through AI while ensuring that the clients can harness this technology efficiently. Simply put, it’s about trimming the complexity and aiding businesses in understanding and applying AI to streamline their procedures.
The Shift in AI Usage
AI is rapidly morphing, but there's a common pattern Paul has observed: organizations test AI tools stealthily. They view tools like ChatGPT as supportive yet unofficial. The challenge today is how businesses can officially integrate AI into their operations to derive clear value and efficiency.
The Tools of Tomorrow
As for the future, Paul believes we’re leaning towards deeper automation in tools like Jira and Azure DevOps. Companies are testing new functionalities to manage projects better, enhancing productivity by automating significant chunks of work. Transforming how we work with AI isn't just about adopting technologies; it’s about how these tools mature and reshape operations to reduce the workload on human resources.
Process Overhaul
One significant discussion point was the balance between adopting AI and evolving processes. AI isn’t a silver bullet that simply makes old processes faster; it's about understanding when current methods need transformation. Implementing AI should inspire improvements rather than merely automate outdated methods.
Creating the Right Structure
A pivotal part of this AI revolution is having the correct data structure. Paul emphasizes the importance of a knowledge base that supports AI tools, allowing efficient access and the right context for quality outputs. For those venturing into AI, setting up a test group to identify potential benefits across various tools is crucial.
The Human Element in AI
Paul’s innovative perspective involves working alongside AI, using it as a tool to support human creativity. By delegating routine tasks to AI, teams can focus on value-added activities, ensuring an optimal blend of human oversight and machine efficiency.
Health Care App Case Study
One real-world application of these principles was when Paul's team developed a health care app prototype for a client aiming for quick market entry. By leveraging AI tools, they compressed weeks of development into a matter of hours. Such examples highlight the tangible business value brought forth by intelligent AI deployment.
Conclusion
In wrapping up our conversation, Paul left us with a thought-provoking note on how AI is transforming the landscape of business productivity. With insights, tools, and practical applications, his approach at Burendo exemplifies a forward-thinking stance on technological evolution, ensuring businesses not only survive but thrive in the digital age.
I hope you found these insights as valuable as I did. For more inspiration and information on leveraging AI in business, feel free to explore further via Paul's LinkedIn or Burendo’s resources. Until next time, keep pushing the boundaries of what's possible.
-
www.aibusinessnetwork.ai
www.gtmaiacademy.com
For more from Reuben Bailon: https://www.linkedin.com/in/reubenbailon/In this episode of the GTM AI podcast, Coach K hosts AI specialist Reuben Bailon to discuss the critical steps for successful AI implementation in businesses. Reuben emphasizes the importance of understanding business objectives, defining specific problems, and aligning on clear goals to ensure project success.
He shares his personal journey into AI, which began with a passion for smarter tools and led to a focus on machine learning and generative AI. Through detailed examples, Reuben illustrates how AI can improve operational efficiency, assist in budget planning, and enhance employee experiences.
The conversation also explores the future of AI, where augmented human tasks could evolve into more automated, agentic systems. Reuben concludes by highlighting the immense potential of AI to transform the quality of work, ultimately shifting organizations from a survival mindset to a thriving one.00:00 Introduction and Guest Welcome00:31 Reuben's Journey into AI03:08 Implementing AI in Business05:15 Steps for Successful AI Implementation07:10 Real-World AI Use Cases21:28 Future of AI in Business29:19 Enhancing Employee Experience with AI32:29 Conclusion and Contact Information
-
www.gtmaiacademy.com www.aibusinessnetwork.ai
To find Joy you can go to:
www.markable.ai
https://www.linkedin.com/in/joy-tang-markable/Join Coach K as he interviews Joy Tan, the CEO of Markable, who shares her compelling journey from China to the U.S., as a math prodigy attending MIT, to her experiences in high-frequency trading, and finally, her current role in utilizing AI to empower social media influencers. From personal stories to professional insights, this conversation covers Joy's entrepreneurial spirit, her impactful use of AI in recognizing products in media, and her vision for making AI accessible to non-technical creators. Learn about her challenges, successes, and future aspirations in this engaging discussion.00:00 Introduction and Special Guest Announcement00:09 The Serendipitous Meeting01:21 Joy's Early Life and Education02:58 First Taste of Entrepreneurship04:30 High Frequency Trading Career06:08 Transition to Social Media and AI07:16 Building Markable and Helping Creators13:28 Challenges and Lessons in AI17:03 Future of AI in Social Media22:52 Closing Thoughts and Contact Information
-
www.gtmaiacademy.com www.aibusinessnetwork.ai www.thynk.ai
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.
-
www.gtmaiacademy.com www.aibusinessnetwork.ai
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:
"The disconnect between training and skill development and actual results has driven me the most in sales." "Salespeople are performers. Just like athletes, you get judged on what happens when it's game time." "AI allows us for the first time to address a lot of these gaps in insight and behavior change necessary to sustain growth." "You can't just buy a piece of software or even build one and expect it to solve the problem. It's about skill development." "Personalized coaching is key. AI gives us the ability to identify personalized skill gaps and develop targeted plans." -
www.gtmaiacademy.com www.aibusinessnetwork.ai
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
-
www.gtmaiacademy.com www.humanx.co
Before we dive in, here is a special offer from Andrew about HumanX exclusively for our subscribers:
Calling All Directors, VPs, and C-Level Executives at Large Companies
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 stuff that you're doing, your company is not going to benefit from it.”
“The best part about AI for me is that the hardest thing of any task is getting started.”
“I always have ChatGPT open. I'm always like, 'Okay, let me throw this in and get a first draft,' which usually gets me 50% of the way there.”
-
www.gtmaiacademy.com www.gtmaipodcast.com
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 marketplaceKey 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:
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. 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. 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.gtmaipodcast.com
https://www.linkedin.com/in/ram-b-01012b183/
www.gtmaiacademy.com
www.aibusinessnetwork.ai
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 results, it was amazing."
"Gen AI today is not even a Beta version. It's a version 0. By first quarter 2026, you're going to see so much power, it'll blow you away."
-
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 data-driven, but human-centric approaches
Connect With Our Guest
- LinkedIn: Ryan Harris
- Email: [email protected] or [email protected]
- Website: alysio.ai
The Qualtrics Origin StoryValidation Across CompaniesFrom Spreadsheet to Software Key TakeawaysFuture of Sales Technology
-
www.gtmaiacademy.com
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 the heavy lifting.
-
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
-
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.
-
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
-
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
-
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.
-
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. - Visa fler
