GTM AI Podcast with Coach K and Jonathan Moss

www.gtmaipodcast.com Marchelle: https://www.linkedin.com/in/marchelle-renee-mooney-87918a39/Mangomint: www.mangomint.comMarchelle Rooney didn't learn to code. She learned to talk to Claude Code. And now her non-technical sales team is building tools that make their engineering team do a double-take.In this episode, the VP of Sales at Mangomint ($25M ARR, salon and spa SaaS) shows exactly how her team:→ Built a custom LMS for product training using Claude Code + Notion MCP (no developers involved)→ Analyzed 212 BDR cold call transcripts in 3.5 minutes to rebuild their entire outbound playbook→ Created a Golden Script system that drove an 8% win rate increase (29% → 37%)→ Automated post-call task extraction and hardware ordering from call transcripts→ Solved a data import problem in one week that a senior engineer said was impossibleMarchelle's background: competitive dancer → precision haircutter → salon owner → hawking $2,200 hair extensions → VP of Sales at a vertical SaaS rocket ship. Her team runs a 2-day sales cycle and closes 20-30 new logos per month per AE.Her philosophy: "Micromanage the data, not the people." Give non-technical operators Claude Code and a mandate to find friction. The best solutions bubble up. Then engineering hardens what works.KEY TIMESTAMPS:0:00 - Intro + Marchelle's wild career path (salon to SaaS)8:00 - The custom LMS her Director of Onboarding built in Claude Code13:00 - Post-call automation: transcript extraction + one-click hardware ordering17:00 - The Golden Script project: analyzing transcripts to rebuild the sales playbook21:00 - 8% win rate increase results22:00 - BDR transcript analysis: 212 calls scraped in 3.5 minutes27:00 - Build vs. Buy: why she doesn't wait for vendor integrations31:00 - The junior analyst who solved the "impossible" import problem34:00 - Selective hiring: why she doesn't start with headcount plans37:00 - The daily AI discipline and the future of sales leadershipTOOLS MENTIONED:Claude Code (Anthropic)Notion (with MCP integration)Momentum (call intelligence)Nooks (dialer + sequencer)Avara (AI sales simulator)Mangomint (their product)#GTMAI #ClaudeCode #SalesLeadership #AITools #RevenueOperations #SalesEnablement

www.gtmaipodcast.com Account planning used to take 2 quarters of change management. Justin Driesse built a Notion AI agent that does it in 90 seconds. His CRO saw the output and asked, "Is this real?"In this episode, Justin Driesse (Director of Sales Enablement at Legora) walks through how he built an agentic account planning workflow using 5 chained prompts in Notion AI. No code required. No engineering team. Just a Notion page, clear prompting, and the right knowledge base already in place.We cover:How the "Yes, Chef" agent generates detailed account plans with tiered stakeholder maps, competitive intel, and inline footnoted sources in 90 secondsWhy Notion is the ultimate RAG system (and how that changes the agent-building game)The death of the 2-quarter account planning rolloutWhy enablement needs to break up with content and focus on processHow Legora ran their Stockholm SKO with AI-generated team certifications built overnight from workshop contentThe macro intelligence unlock: running agents across hundreds of account plans to find deal patterns before they closeJustin's background spans teaching high school English, training accountants at a global firm, enablement at Amazon/Twitch, Slack/Salesforce, Writer, and now Legora. His perspective on compressing learning time with AI is one of the most practical I've heard.== CONNECT ==Justin Driesse on LinkedIn: https://www.linkedin.com/in/justin-driesse-361943159/Legora: https://legora.com/== GTM AI PODCAST ==Website & Podcast: https://www.gtmaipodcast.comSubscribe to the GTM AI Newsletter for weekly actionable intelligence on AI for go-to-market teams== ABOUT ==The GTM AI Podcast is where go-to-market leaders learn how to actually use AI to drive revenue, pipeline, and team performance. No hype. No fluff. Just what works.#GTMAI #SalesEnablement #AIAgents #AccountPlanning #NotionAI #GTMAIPodcast

https://www.gtmaipodcast.com https://www.gtmaiacademy.comRoman Linkedin: https://www.linkedin.com/in/rom%C3%A0n-czerny-11b773199/https://www.gojiberry.aiIn this episode, Roman walks through the entire system live on screen. You'll see how Gojiberry's signal agents identify warm leads in real time, how Claude ranks and personalizes every message, and the multi-channel marketing machine Roman runs across 7 LinkedIn accounts, 3 X accounts, YouTube, and Reddit.The numbers speak for themselves: 50% reply-to-blueprint rate, 70% demo close rate, 35% trial-to-paid conversion.Key takeaways from this episode:00:00 — Intro & Roman's journey from engineer to SaaS founder01:30 — What Gojiberry AI does and how it's different04:00 — Live demo: How AI finds and scores high-intent leads08:00 — Why Gojiberry vs. building your own with Claude Code09:00 — Signal agents: configuring ICP and intent tracking12:00 — The full funnel: leads → blueprint → demo → close14:00 — Conversion metrics breakdown (50% / 70% / 35%)15:00 — Multi-channel strategy: LinkedIn, cold email, YouTube, Reddit, X17:00 — Managing 7 LinkedIn accounts with AI content tools18:30 — Using Gemini + Whisper for content creation at scale19:00 — YouTube SEO hack: competitor review videos21:00 — AI agents talking to AI agents: the future of outreach24:00 — Why targeting active LinkedIn users doubles your results25:30 — The blueprint strategy: give value before asking for demos27:00 — How a lead magnet went viral and became Gojiberry's growth engine🔗 Resources:→ Gojiberry AI: https://gojiberry.ai→ Coach K's viral LinkedIn post about Gojiberry + Cowork: [link]📩 Want the AI Lead Gen Blueprint?Download our free guide on how to use AI to find, score, and convert high-intent leads across every organic channel. Get it at www.gtmaipodcast.com🎙️ GTM AI Podcast Subscribe for weekly episodes on AI-powered go-to-market strategy.#AILeadGeneration #LinkedInOutreach #GTMAIPodcast #SalesAI #Gojiberry #B2BMarketing #ColdOutreach #AIForSales

www.gtmaipodcast.com www.gtmaiacademy.com Find Victor on LI: https://www.linkedin.com/in/victoradefuye/ Newsletter: https://superintelligentsales.beehiiv.com/ Victor website: www.dana-consulting.com Victor Adefuye built 7 Make.com automations FAST. He's not a developer. He used Claude Cowork. In this episode, Victor (former MD at Winning by Design, now running Dana Consulting) walks through 3 live workflows that show what's actually possible when you combine 10+ years of GTM enablement expertise with agentic AI: What you'll see: 🔍 Lead Research & Prioritization at Scale Victor feeds 360 conference leads into Cowork, which spins up parallel sub-agents to research 15 companies simultaneously, scores them against his ICP, and writes personalized nurture emails pulling from his 110-page content library. The prompt? Three sentences. 📞 Mass Call Analysis with MEDDPICC Scoring A custom skill scores 7+ sales calls in parallel using a calibrated 0-2 scoring system. Individual scorecards with timestamps and direct quotes. A synthesis report showing team-wide skill gaps. What used to take days happens while you grab coffee. ⚙️ Building Make.com Automations (Zero Code) Victor gave Cowork a folder of automation ideas he brainstormed over Christmas. It reviewed them, picked the ones it could build, opened Make.com in the browser, and started configuring modules. Call transcript processing, trigger-based prospecting for newly hired CROs... all built through conversation. Key insights discussed: Why enablement professionals are the best-positioned to build AI agents How skills (packaged expertise) make 3-sentence prompts more powerful than 3-paragraph ones Why parallel sub-agents change the math on what's possible at scale The case for monetizing skills as productized consulting IP Why the chat interface might be going away Connect with Victor: 🌐 dana-consulting.com 📧 superintelligentsales.ai (newsletter) 💼 LinkedIn: Victor Adefuye Connect with Coach K: 🌐 gtmaiacademy.com ⏱️ Timestamps: 0:00 - Intro & Victor's background 3:55 - Victor's GTM enablement journey (Winning by Design → Dana Consulting) 7:30 - Live Demo: Lead Research & Prioritization with Cowork 9:23 - What are Skills? Victor's explanation 14:00 - The power of simple prompts with deep context 16:10 - Parallel sub-agents explained 17:06 - Will Cowork replace the chat interface? 20:48 - Live Demo: Mass Call Analysis with MEDDPICC 22:40 - Building a calibrated scoring system (0-2 scale) 27:15 - How sub-agents solve the context window problem 29:07 - Lead research results walkthrough 31:49 - Can skills be monetized? The productized consulting play 35:19 - Email quality self-checking and the Victor voice filter 40:00 - MEDDPICC synthesis report and team-wide gap analysis 43:50 - Live Demo: Building Make.com Automations with Cowork 46:37 - Trigger-based prospecting for newly hired CROs 50:03 - "It's the creativity that matters" 51:20 - Ethan Mollick's "Invite AI to Everything" 53:23 - Where to find Victor

www.gtmaipodcast.com for full AI playbook For Scott's company: https://gtmify.io/ Scott's linkedin: https://www.linkedin.com/in/scottwueschinski/ He built $100M in qualified pipeline in 3 months using partnerships, intent data, and duct-taped automations. Now Scott Walinski (serial entrepreneur, 4x exit founder, co-founder of GTMFI) has productized that playbook with AI. In this episode, Scott demos three live builds: An AI onboarding agent that builds your entire GTM foundation in under 5 minutes. ICP, buyer personas, use cases, competitive positioning, qualifying questions. What agencies charge $5K-10K and take weeks to produce. A specialized agent architecture for outbound. Not one AI writing everything. Separate purpose-built agents for email (onsite intent vs. offsite intent), LinkedIn, SMS, WhatsApp, and even handwritten mail. All orchestrated from a single platform so you don't need to be a GTM engineer or manage 30 tools. A meeting follow-up automation that drafts your emails before your next call starts. Circle Back captures the transcript, n8n routes it, Anthropic extracts action items, and a draft email appears in Slack for you to approve or edit. No more 6 PM email scrambles. Scott's thesis: The modern GTM flywheel is content + intent + outbound, all running on a foundational AI layer. Most teams have the pieces but no orchestration. This episode shows you exactly how to build it. Scott Walinski is a serial entrepreneur who has grown, scaled, and exited four businesses. He's currently co-founder of GTMFI (gtmi.io) and part of the retail advisory group at Genpact. He's also an instructor in the AI Go-To-Market School at Pavilion. CHAPTERS: 00:00 - Intro and Scott's Background 02:00 - From $100M Pipeline to GTMFI 05:00 - The Modern GTM Flywheel: Content + Intent + Outbound 07:30 - Why GTM Tools Fail Non-Technical Users 10:00 - LIVE DEMO: AI-Powered Onboarding Agent 16:00 - Building Buyer Personas and Use Cases with AI 20:00 - From Onboarding to Campaign: The Full Workflow 24:00 - LIVE DEMO: Campaign Builder and Specialized Outbound Agents 28:00 - Intent-Driven Content Generation with Purpose-Built Agents 31:00 - LIVE DEMO: Automated Meeting Follow-Up (Circle Back + n8n + Slack) 35:00 - Wrap-Up and Where to Find Scott #GTM #AI #GoToMarket #B2B #SalesAutomation #AIAgents #Outbound #Pipeline #GTMAIAcademy #MarketingAutomation #SalesTech

www.gtmaipodcast.com www.gtmaiacademy.com www.thrivestack.ai Guru Linkedin: https://www.linkedin.com/in/gururajp/ For the goodies, the Newsletter breakdown, and playbook go to www.gtmaipodcast.com A bootstrapped founder replaced his AI SDR budget with a $3.5K newsletter engine. The ROI: 551%. In this episode, Guru Raj (Founder & CEO of ThriveStack.AI) breaks down the exact content-to-pipeline system that gets buyers 80% of the way to purchase before a single demo call. Guru built two VC-backed startups before this. Both acquired. Both burned 60-65% of all spend on GTM. His third company is fully bootstrapped, and the GTM engine he built should make every funded startup nervous. We cover: Why AI SDRs from Artisan, 11X, and Instantly failed (and what replaced them) The 5-stage warm pipeline engine that turns newsletter readers into paying customers How to unify marketing, product, sales, billing, and CS signals into one correlation chain The churn intervention tipping point (and the exact month it hits) Building product with a lean AI team using Claude Code and Google AI Studio The $800K analytics tax most B2B SaaS companies are paying for tools that don't talk to each other Key metrics from the episode: 551% ROI on $3.5K email spend 90% open rate on warm outbound 15-20% click rate 80% sign up without needing a demo 23-26% churn reduction from right-timed interventions 30-40% team size reduction using AI 📩 Get the free Content-to-Pipeline Playbook in our newsletter: www.gtmaipodcast.com 🔗 ThriveStack.AI: https://thrivestack.ai ⏱️ Timestamps: 00:00 - Intro 02:15 - Why Guru's first two startups burned 60-65% on GTM 05:30 - The AI SDR experiment that failed 09:45 - Building the $3.5K newsletter engine 15:20 - The 5-stage warm pipeline system 22:00 - Signal unification: connecting newsletter clicks to closed revenue 28:30 - The churn intervention playbook and tipping point 34:00 - Lean AI tech stack: Claude Code, Google AI Studio, Brevo 38:15 - Implementation sequence and key takeaways 🎙️ GTM AI Podcast The podcast for GTM leaders who want executable intelligence on AI in go-to-market. No hype. No fluff. Just the systems, metrics, and playbooks that actually work. Subscribe for weekly episodes. #GTMAI #B2BSaaS #RevenueOperations #ContentMarketing #AIinGTM #SaaS #StartupGrowth #ProductLedGrowth #EmailMarketing #ChurnReduction

Sendoso fired 73% of their BDR team. Pipeline DOUBLED. Here's exactly how they did it. In this episode of the GTM AI Podcast, I'm joined by not one, not two, but THREE members of the Sendoso leadership team — Kris Rudeegraap (CEO), Austin Sandmeyer, and the man they call the Secret Weapon, Egan Callahan — to break down how they rebuilt their entire GTM motion from the ground up using AI agents and internal data. This isn't theory. This is a live walkthrough of the actual systems, the N8N workflows, the Anthropic Agent Harness architecture, and the exact 6-month transformation timeline that took them from 15+ BDRs generating less than 15% of pipeline to 4 BDRs generating 30%+ — and still climbing. 🔑 WHAT YOU'LL LEARN: → Why external signals (job changes, funding rounds) are now TABLE STAKES — and what actually wins → The Internal Data Advantage Framework: Snowflake + Salesforce = your moat → The Anthropic Agent Harness: 5 architecture patterns separating production agents from expensive demos → 3 fully deployed AI agents: Contract Scraper, Deep Research Engine, AI Proposal Generator → The Build vs. Buy Decision Tree for GTM AI infrastructure → How one BDR used AI to find a prospect's dog's name (Butch) — and closed the deal ⏱️ TIMESTAMPS: 00:00 - Intro & Guests 02:30 - How Sendoso transformed their BDR team with AI 10:15 - The Internal Data Advantage (why your CRM is your competitive moat) 22:00 - Egan's Agent Harness Framework (live N8N walkthrough) 35:00 - Agent #1: Contract Scraper (45 min saved per renewal) 47:00 - Agent #2: Deep Research Engine (vector store + hybrid retrieval) 58:00 - Agent #3: AI Proposal Generator (live demo) 1:08:00 - Build vs. Buy Rubric + 30-Day Roadmap 1:18:00 - The future of the BDR role in an AI-native GTM org 📥 FREE RESOURCES (2 Playbooks from this episode): 🔹 The Internal Data Playbook → Comment "Sendoso" on our LinkedIn post 🔹 The GTM AI Agent Guide → Comment "Sendoso" on our LinkedIn post 🔗 Connect with the guests: → Kris Rudeegraap (CEO, Sendoso): linkedin.com/in/rudeegraap → Austin Sandmeyer: linkedin.com/in/austinsandmeyer → Egan Callahan: linkedin.com/in/egancallahan 🎙️ GTM AI Podcast | Hosted by Jonathan Kvarfordt (Coach K) and Jonathan Moss → Website: gtmaipodcast.com → Subscribe for weekly episodes on AI-native GTM strategy #GTMAI #SalesAI #AIAgents #BDR #GTMStrategy #Sendoso #SalesAutomation #RevenueAI #AIOutbound #SalesOps #AgentHarness #Anthropic

www.gtmaipodcast.com www.gtmaiacademy.com For SaaStr: https://www.saastrannual.com and get a coupon code talking to Amelia AI! or use the code: February26 before March 1 (or Amelia AI after March 1) For Amelia linkedin: https://www.linkedin.com/in/amelialerutte/ Amelia LaRute went from running SaaStr's demand gen and events to becoming their Chief AI Officer. In 8 months, she deployed 20+ AI agents across sales, marketing, events, and support, generating $5M in additional pipeline and closing $2.4M of it. SaaStr now operates with 3 humans, 1 dog, and an army of agents. In this episode, Amelia breaks down: Her full AI SDR stack and how she splits leads between AgentForce and Artisan based on where the data lives The exact Zapier workflow that connects form fills to Clay enrichment, Salesforce campaigns, Gamma presentations, and automated follow-up Why SaaStr's deal volume AND win rate both doubled (and the specific reason agents make sales calls more productive) The 90/10 rule for deciding when to buy an agent vs. vibe-code your own on Replit How she manages 20+ agents without losing her mind (spoiler: it's still messy) Live demo: vibe-coding a sponsor portal from Claude to Replit in real time Why "Amelia AI" and "Digital Jason" serve different purposes and how role-splitting your AI clones works The honest reality of being a 3-person team running a 10,000-person conference Whether you're deploying your first AI SDR or managing a multi-agent stack, Amelia's playbook is one of the most practical, real-world implementations we've featured on the show. 🎙️ Guest: Amelia LaRute | Chief AI Officer, SaaStr 🏆 GTM AI 25 Award Winner (Ones to Watch) ⏱️ Timestamps: 00:00 - Intro & Amelia's background 03:00 - From SVP to Chief AI Officer: the journey 06:45 - Overview of SaaStr's 20+ AI agents 08:00 - The AI SDR stack: AgentForce vs. Artisan 14:00 - How to think about splitting leads across agents 16:00 - The Zapier workflow connecting all agents 19:00 - Managing multiple agents day-to-day 23:00 - Results: $5M pipeline, 2.4M closed, doubled win rate 25:00 - Inbound agents: Qualified and Amelia AI 30:00 - Momentum.io for real-time sales intelligence in Slack 36:00 - Live demo: vibe-coding a sponsor portal 40:00 - The 90/10 rule: buy vs. build 46:00 - SaaStr Annual 2025: what's new 52:00 - What keeps Amelia going 🔗 Links & Resources: → SaaStr: https://www.saastr.com → SaaStr Annual (May 2025): https://saastrannual.com → GTM AI Podcast: https://gtmaipodcast.com → GTM AI Academy: https://gtmaiacademy.com → AI Business Network: https://aibusinessnetwork.ai Tools mentioned: Salesforce AgentForce, Artisan, Qualified, Clay, Zapier, Gamma, Replit, Delphi, Claude, Momentum #GTMAI #AIAgents #SaaStr #RevOps #SalesAI #AIinSales #GTMStrategy #AISales #VibeCoding #B2BSaaS

GTM AI Podcast: www.gtmaipodcast.com GTM AI Academy: www.gtmaiacademy.com AI Business Network: www.aibusinessnetwork.ai Steve Cunningham / Humans Plus Agents: https://humansplusagents.ai/ Steve on LinkedIn: https://www.linkedin.com/in/aisteve/ Steve Cunningham built a 10-year business around being the best in the world at summarizing business books. Then AI did it in 5 minutes. Instead of fighting it, he burned it down and rebuilt. Now he runs an AI agent operation inside Claude Cowork where 30 minutes of his time replaces 70 man-hours and $14,000 of agency work. In this episode, Steve walks through his exact setup: the folder structure that treats AI like a company, why HTML is replacing every other file format, the invoice method that rewires how you plan, and the overnight improvement loop that makes his system better while he sleeps. Plus, Steve is offering GTM AI Academy listeners access to his Black Belt AI Workflow Engineering training. Link in the show notes. 🔗 LINKS & RESOURCES GTM AI Podcast: www.gtmaipodcast.com GTM AI Academy: www.gtmaiacademy.com AI Business Network: www.aibusinessnetwork.ai Steve Cunningham / Humans Plus Agents: https://humansplusagents.ai/ Steve on LinkedIn: https://www.linkedin.com/in/aisteve/ 📌 TIMESTAMPS 0:00 - Intro and Steve's background 5:18 - How AI killed his dream job 8:57 - Simple Academy to Humans Plus Agents 10:11 - Claude Cowork setup and demo 14:03 - The org chart mental model for AI 15:34 - Why HTML beats Markdown and Office docs 22:43 - Folder structure walkthrough (advisors, agents, context, projects) 25:09 - The $14,000 in 30 minutes demo 27:04 - Treating every day like a quarter 28:11 - The continuous improvement loop 33:02 - What is actually NEW vs. just faster 34:15 - Distribution, deployment, and data framework 36:52 - Black Belt training offer 39:53 - The Bezos question: what will NOT change

www.gtmaipodcast.com www.gtmaiacademy.com www.aibusinessnetwork.ai For more From our Guest Scott Ewalt: https://www.cardinalelement.com/ Or his Linkedin: https://www.linkedin.com/in/scottewalt/ Most competitive intel sits on shelves collecting dust while your competitors ship faster. Your team spends weeks building battle cards. By the time they reach your reps, your competitor has shifted messaging. You find out three deals later when someone mentions it in a loss review. Your head of sales asks why competitive enablement is always behind. You don’t have a good answer. Scott Ewalt just demonstrated building a competitive intelligence engine from scratch in 4 hours. Zero Python experience. No developer hire. Just Claude Code and a clear outcome: turn scattered competitive signals into queryable intelligence. The result: 91 podcast episodes transcribed, where he uses our own podcast as the source, stored in a vector database, with a custom web UI that surfaces strategic insights competitors broadcast publicly but you’ve never synthesized. Guest: Scott Ewalt - Former product, marketing, and CX operator who’s spent his career finding “unfair advantages” through technology. Not a developer. Never wrote production code. Didn’t open a terminal before Q4 2025. The Demo: Building a competitive intelligence system that: Transcribes and stores 91 podcast episodes (81.2 hours of content) Creates a queryable vector database with zero hallucinations Builds a custom web interface for team queries Returns specific quotes with episode citations and timestamps

www.gtmaipodcast.com www.gtmaiacademy.com www.aibusinessnetwork.ai www.mindstudio.ai 5 AI Workflows MindStudio's GTM Leader Runs Daily to 3x Pipeline Most partnership and sales teams spend 60% of their week on research, prep, and administrative friction. The top 5% automated all of it. In this episode, I sit down with Dannielle Sakher, VP of GoToMarket at MindStudio.ai, who walks through the exact AI agent workflows she uses to close enterprise partnerships and deals. Not theory. Pure execution. These are the agents running behind the scenes at one of the fastest-moving AI platforms right now. What You'll Learn: LinkedIn Connection Crafter (4:22) - How to send 200+ personalized LinkedIn requests per week without sounding like a bot Rewrite Pitch Agent (14:09) - Pull live prospect research in real-time and transform generic pitches into targeted outreach Cheat Sheet Generator (22:17) - Collapse 3 hours of meeting prep into 2 minutes of automated research Contract Analyzer (31:19) - Flag high-risk contract terms without legal bottlenecks and move deals faster Launch Teaser Creator (37:11) - Make partnerships tangible before they exist with automated mock press releases The Big Insight: Dannielle isn't automating busywork. She's automating the high-value activities that made her successful in the first place. Personalized research, deep prep, creative pitch assets. Most people stop doing these when they get promoted because there's "no time." She built agents to do them at scale. Try All 5 Agents (Free) on the newsletter at www.gtmaipodcast.com Resources: → Sign up for MindStudio: https://www.mindstudio.ai/ → Join AI Agent Academy Bootcamp: https://mindstudio-academy.circle.so/ai-agent-academy Connect with Dannielle Sakher: → LinkedIn: https://www.linkedin.com/in/danniellesakher/ About GTM AI Academy: GTM AI Academy is where go-to-market leaders learn to leverage AI for revenue growth. Get actionable workflows, real implementations, and zero fluff. Timestamps: 0:00 - Intro 2:45 - Dannielle's background and why MindStudio 6:12 - LinkedIn Connection Crafter demo 14:09 - Rewrite Pitch agent walkthrough 22:17 - Cheat Sheet Generator for meeting prep 31:19 - Contract Analyzer demo 37:11 - Launch Teaser creator 47:09 - Building agents with natural language 52:30 - Wrap up and key takeaways

🎙️ www.gtmaipodcast.com 🎓 www.gtmaiacademy.com 🤖 www.aibusinessnetwork.ai The 5-Part Prompt Framework That Saves GTM Teams 15+ Hours Weekly Most GTM teams are still building complex workflows in Zapier when they could just describe what they want and let AI execute it. In this session, we demonstrate the shift from workflow builder to workflow director. The 5-part prompting framework (Objective, Constraints, Inputs, Output, Evaluation) that turns hours of technical setup into minutes of natural language. We show live examples: Data analysis: 6 hours → 5 minutes Competitive research + deliverables: 18 minutes end-to-end Interactive dashboards with zero coding The constraint isn't technical capability anymore. It's knowing what's possible. What workflow are you building manually that you could just describe instead? Drop it in the comments. #GTM #AIAutomation #RevOps #WorkflowAutomation Kept it under 200 words, action-focused, with clear value proposition.

GTM AI Podcast www.gtmaipodcast.com Guest: Justin Parnell (JustinGPT) 📬 Full breakdown + resources: www.gtmaipodcast.comJustin's site: https://www.justingpt.ai/ | YouTube: https://www.youtube.com/channel/UCov4kN0lK2A6O95ykql7cnQ Justin Parnell breaks down how to transform static PDFs into AI-powered, personalized lead magnets that adapt to each prospect's specific needs—automatically. Instead of sending everyone the same generic deck, his automation reads form submissions and generates custom branded proposals using Claude Opus 4.5, Gamma, and Make.com. The whole thing runs in under 60 seconds, costs about 20 cents per prospect, and his clients are seeing 30% increases in MQL-to-SQL conversion rates. As Justin puts it: "Who wouldn't spend 20 cents to send an MQL a customized piece of content and enhance those conversion rates?" The magic is in Claude's "Skills"—custom instruction sets you create once that Claude follows perfectly every time, eliminating the need for prompt engineering on each run. The conversation got really interesting when we discussed agent-to-agent GTM. Justin predicts that within 18-24 months, buyers will deploy AI agents to evaluate vendors and compare proposals without human involvement until final decision time. His philosophy: "Create agents that do specific things and chunk those things out. Don't try to build one massive agent—build focused micro-agents that do one job exceptionally well, then chain them together." This isn't some crazy complex automation—it's six workflow steps doing one thing exceptionally well: making prospects feel understood before they ever talk to sales. Beyond lead magnets, this same framework works for post-demo follow-ups, competitive battle cards, role-specific buying committee decks, event recaps, and sales proposals. Get the full technical breakdown, Make.com blueprint, and all five use case playbooks at www.gtmaipodcast.com

www.gtmaiacademy.com www.gtmaipodcast.com www.aibusinessnetwork.ai YouTube Description Google's AI Is Judging Your AI: The Email Deliverability Wake-Up Call Every Sales Team Is Missing Every third email you send lands in spam. That's 40-50% of your pipeline that never even sees your outreach. In May 2024, Google quietly switched to AI-based spam detection. Not keyword filters. Not rule-based systems. Actual AI deciding whether your AI-written emails sound human enough to reach an inbox. Most sales teams have no idea this happened. They're still running the same playbook while their domain reputation burns. Anastasiia Ivannikov, CEO of Folderly and former sales leader at unicorn Macpaw, breaks down exactly what changed and what to do about it. We get into the mechanics—spintax, sending velocity, behavioral signals—and the bigger strategic problem: teams using AI as a brain replacement instead of a thinking partner. If you're running outbound, managing SDRs, or building AI-powered GTM motions, this one's required listening. TIMESTAMPS 0:00 - Intro 1:00 - Anastasiia's background (started in sales at 14, joined Folderly with a 3-week-old baby) 3:00 - The problem: every third email lands in spam 5:00 - Cold outreach vs email marketing—same problem, different mechanics 7:00 - How Folderly works with AI SDRs and automation tools 8:00 - Is email dead? (Spoiler: no, but it's changing) 10:00 - The data: what actually impacts deliverability 11:00 - Google's AI shift in May 2024—AI judging AI on humanness 12:00 - Spintax explained: why copy variation is now survival mechanics 13:00 - Sending velocity: why your sequencing tool's defaults are killing you 14:00 - Value-based email content vs lazy blasting 15:00 - AI as thinking partner vs AI as brain replacement 17:00 - Why single-LLM dependency creates strategic blind spots 18:00 - The future of Folderly and multichannel outreach 19:00 - The new math: 5 touches to convert → now 17 21:00 - Why offline and physical channels are making a comeback 22:00 - Detecting AI content (the M-dash and "fluff" triggers) 23:00 - What Anastasiia's excited about: smaller teams, faster MVPs 26:00 - The value of human oversight when AI does 95% of the work 28:00 - Prompting still matters even as models improve 29:00 - Anastasiia's AI tool stack: Gamma, Midjourney, Clay, n8n, Instantly, Descript KEY TAKEAWAYS → Google switched to AI-based spam detection in May 2024 → Spintax variations are no longer optional—they're table stakes → Sending velocity matters as much as copy quality → Use multiple LLMs to avoid strategic blind spots → 17 touches to convert now vs 5 a few years ago CONNECT Anastasiia Ivannikov: https://www.linkedin.com/in/anastasiia-ivannikova/ Folderly: https://folderly.com Coach K (Jonathan Kvarfordt): https://www.linkedin.com/in/jonathankvarfordt/ SUBSCRIBE for weekly conversations with GTM leaders on AI, sales, and revenue operations. Drop a comment: What's your current email deliverability rate? Most teams don't even know

www.gtmaiacademy.com www.aibusinessnetwork.ai Ghost Team co-founder Elliot Garreffa breaks down why most companies struggle to see ROI from AI—and what to do about it. This conversation cuts through the hype to reveal the unglamorous truth: successful AI implementation isn’t about buying licenses or running proofs of concept. It’s about understanding your actual workflows, identifying where AI creates 10x (not 2x) improvements, and building systems that your teams will actually use. Elliot shares real examples of SEO systems that compress months of agency work into minutes, and explains why human-in-the-loop isn’t a compromise—it’s best practice. “If you just go and prompt an LLM and try to create some content, it might make incremental improvements, but it’s actually not that good. Where we come in is building systems that create 10x, 100x improvements.” “You have to really understand the problem before you tackle it. Any good technology implementation does that step upfront, and we’ve found it incredibly true for the AI space.” “Don’t think about using AI to do this part of this process. You can just do an entirely different process. That gets far better results than just slapping things on top.” “The kind of thing that would’ve taken months to get back from an agency—we’re doing it directly within the chat window. That obviously changes a lot in terms of a typical process.” “When you add that human touch, it is significantly better. Regardless of how much training data you have, you can still really tell whether something has been AI-generated or not.” “One of the best things you can do when first getting started: look at things you’re spending a huge amount of time on. Focus on automating those first. They save you time, which means you can focus on more valuable tasks.” “People see these workflow automations on LinkedIn and they want them. But whether these systems work is all about the detail under the hood—the prompting, the training data, the customization to your brand.” This conversation goes deep on MCPs, context engineering, and the technical stack that actually delivers results. Listen to the full episode to hear Elliot walk through a live demo of automated SEO research and strategy that would take traditional agencies weeks to produce and learn why starting with Lindy or n8n beats jumping straight to building custom SDR systems.

www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.futurecraftai.media - Kens podcast Connect with Ken on Linkedin: https://www.linkedin.com/in/kenroden/ The Leadership Blind Spot That’s Killing Your AI Strategy If you’re a GTM leader who thinks roughly 30% of your team is using AI, I have uncomfortable news: 93% of white-collar professionals are already using it. That’s not a typo. That’s the finding from Ken Roden’s doctoral research at Temple University, surveying 200 professionals with statistically significant results The gap between what’s actually happening and what leadership perceives is now the single biggest barrier to AI execution. And it gets worse. The Real Reason Your AI Pilots Are Failing Every headline screams that 95% of AI pilots are failing. MIT published research. Consultants are writing case studies. Everyone assumes the problem is employee resistance, inadequate technology, or change management failures. They’re all wrong. Ken’s research reveals the actual failure point: employees don’t trust their leadership’s vision for how AI will be implemented. It’s not that people won’t use AI - they’re already using it extensively. It’s that they don’t believe leadership understands what they’re doing or has a coherent strategy for scaling it. Think about what that means. Your team is running shadow AI operations right now. They’re using ChatGPT, Claude, and dozens of other tools to do their jobs better. But when you announce your official AI initiative, they don’t trust it enough to adopt it at scale. Key Quotes That Reveal the Pattern On the confidence-competence gap: “There was definitely a correlation between people who said they use AI regularly and them saying that I am confident in my abilities to use AI. And I would say that’s dangerous. Because what, to your point exactly, you might think you’re good at this, but you’re actually maybe not as good as you think.” On what’s actually working: “The stuff that works, the people have the most success with, it’s the most boring stuff. It’s how do we get data from our Slack channel about customer insights into Salesforce... One of the most interesting use cases I saw... saved 20 hours a week per rep.”

www.gtmaiacademy.com www.gtmaipodcast.com www.aibusinessnetwork.ai www.revic.ai Connect with Hussain: https://www.linkedin.com/in/halshorafa/ Hussain Al Shorafa’s team walked into a customer engagement that should have gone sideways. The company had a sophisticated rev ops function. They’d invested in Six Sense, Demandbase, ZoomInfo, or the full modern GTM stack. They had smart people running the operation. Revic’s assessment: 62% of the accounts this team was actively pursuing sat outside their actual ICP. The customer’s response was predictable. They told Hussain to pound sand. His company was eighteen months old. Theirs had been running this motion for years with serious investment in data infrastructure. Who was this startup to tell them their targeting was broken? Five months of friction followed. Revic kept showing evidence. The customer kept pushing back. Then something shifted. The CRO was at dinner when an email came through, which was another lost deal. Hussain pulled up the platform. Revic had flagged that account from the beginning. The system’s assessment: this deal never had a real chance. The signals weren’t there. The fit wasn’t there. The CRO asked the obvious question: where else is this true? The answer: $40 million in active pipeline. Hussain Al Shorafa started on the technical side before making a hard pivot into sales. The catalyst was a Lakers-Trailblazers playoff game in 2000, Game 7, Kobe to Shaq for the alley-oop dunk. The sales guy who gave him the tickets had a lifestyle Hussain wanted. He decided to chase it. What followed was fifteen-plus years progressing from individual contributor through sales leadership across public and private companies. He built teams. He hit numbers. He also watched the same dysfunction repeat everywhere he went. Sales would bring market signal back to the organization. The organization would push back. Internal friction would make an already difficult job harder. The people closest to the customer would catch heat from functions that had less direct exposure to what buyers actually said and did. Revic.ai came out of that frustration. The thesis: sales organizations generate enormous amounts of knowledge through customer interactions, but that knowledge evaporates constantly. Reps leave. Context disappears. The next person starts from scratch. What if you could capture that institutional memory and make it usable? Every sales organization has two real assets: the people and what those people know. The people churn. Industry average says you’re looking at a nearly net-new sales organization every three years. That’s not a bug in the system, it’s the actual system. Reps get promoted, poached, burned out, or restructured. They leave. When they leave, they take something with them that never gets captured in Salesforce notes or call recordings: context. The understanding of why deals worked. The pattern recognition that told them which accounts were real and which were theater. The instinct for which message landed with which persona and why. Hussain made a point that stuck with me: the most valuable information he ever received as a rep came from peers. Not enablement decks. Not marketing messaging guides. Other reps telling him how they won, why they lost, what competitors showed up, what objections hit hardest. That peer knowledge was gold.

www.gtmaiacademy.com www.aibusinessnetwork.ai www.yoodli.ai Connect with Varun: https://www.linkedin.com/in/varun-puri001/ Why Communication Is THE New Competitive Advantage for GTM Varun Puri, CEO of Yoodli, explains why AI role plays aren't just a feature—they're the future of how sales teams practice and win. From his days running special projects at Google under Sergey Brin to building a platform used by Fortune 50 companies, Varun shares what most AI misses about communication, why information commoditization changes everything, and why the best sales coaches are partnering with (not competing against) AI. If you're in GTM, enablement, or sales leadership, this is essential. TIMESTAMPS: 00:00 — Intro 00:30 — Varun's Journey: Google to Yoodli 02:00 — The Real Problem: Access Inequality in Communication Training 05:00 — What Is Yoodli? (Beyond the Hype) 06:00 — Why 90% of AI Role Plays Miss the Point 09:00 — The Technology Stack: Why It's Not Just a GPT Wrapper 11:00 — Enterprise Differentiation & Verticalization 14:00 — The Future of Learning: AI Tutors + Dynamic Coaching 16:00 — Augment, Don't Replace: The Philosophy Behind Yoodli 18:00 — How AI Amplifies Humans (Not Replaces Them) 20:00 — What Varun Actually Uses AI For 21:00 — His Real Conviction: Information Is Becoming Free 24:00 — Why Communication Skills Are the Last Moat 25:00 — The Deeper Problem: Behavior Change Over Tech KEY QUOTES: "Two out of three people struggle with communication confidence." "You can use Excel, but there's a reason you use a CRM." "When information becomes a commodity, the only thing that separates top performers is how they show up. More on AI + GTM: Intelligence Architecture Framework Why AI Role Plays Aren't Going Away The Future of Sales Enablement

www.gtmaiacademy.com www.aibusinessnetwork.ai www.evergrowth.io https://www.linkedin.com/in/jbdaguene/ In this episode of the GTM AI Podcast, host Jonathan Kvarfordt (Coach K) sits down with JB Degune, CEO and founder of Evergrowth. They discuss JB's journey into the SaaS business world, starting with his success at Trustpilot and leading up to the founding of Evergrowth. JB shares how Evergrowth leverages AI agents to enhance sales processes, making them more customer-centric. Listen in to learn about the challenges and breakthroughs in integrating AI into sales, the importance of having a clear value proposition, and how AI can significantly boost productivity and efficiency in GTM teams. Explore real-world use cases, compare Evergrowth’s solutions to other tools like Clay, and get insights into the future of AI in the sales industry. 00:00 Introduction and Guest Welcome 01:02 JB's Journey into SaaS and Trustpilot 02:56 Founding Evergrowth and Early Challenges 04:11 The Impact of AI on Lead Research 05:05 Evergrowth's GTM Strategy and AI Agents 16:57 Real-World Use Cases and Success Stories 22:05 Future of Sales with AI and Buyer Agents 25:05 Conclusion and Farewell

www.gtmaiacademy.com www.aibusinessnetwork.ai www.chilipiper.com Connect with Alina: https://www.linkedin.com/in/alinav/ In this conversation with Coach K, Alina—Co-CEO of Chili Piper—reveals the uncomfortable truth about AI that nobody's talking about: it won't replace your job, but it WILL force you to completely reinvent yourself. She walks through her journey from communist Romania with a "CEO or bust" mentality, to a devastating realization that she couldn't save everyone, to now leading a company navigating the biggest technological shift of our lifetime. But here's the thing—she's not afraid anymore. And she explains exactly why you shouldn't be either. WHAT YOU'LL LEARN: How Alina went from paralyzed confusion about AI replacing her employees to genuinely excited about what's possible. She breaks down the one thing most companies get wrong when building AI infrastructure (hint: it's not about the tools—it's about alignment). You'll hear the behind-the-scenes story of how Chili Piper unified their data across sales, marketing, and customer success into Snowflake, then used it to answer questions like "Why do buyers actually switch to us?" and "What messages actually move deals?" The answer? It took locking their team in a room and forcing executives to leave their egos at the door. Then she shares the framework for automating soul-crushing tasks without destroying your team—and why the future of GTM is actually MORE human, not less. THE MINDSET SHIFT: The biggest insight isn't about technology. It's this: AI amplifies what makes YOU unique. It can't replace you. It can augment you. And everyone who's terrified right now is missing the most important opportunity of their career. "We're all phoenixes in the ashes right now," Alina says. This is the conversation about what that actually means—and what you need to do about it. PERFECT FOR: GTM leaders, founders, SDRs, marketers, anyone feeling overwhelmed by AI and wondering where to actually start.