Follow the Gradient AI Won’t Replace GTM Teams. But This Might. Patrick Spychalski, Co-Founder of The Kiln, on Building GTM Systems That Scale
Jun 12, 2025
Patrick Spychalski, Co-founder of The Kiln | A Clay Agency, is revolutionizing how B2B teams approach Go-To-Market strategies. He discusses the pitfalls of starting with tools too early, emphasizing the importance of genuine human relationships in sales. Patrick reveals how AI can enhance prospecting without replacing personal touch, and he introduces the role of the GTM engineer as a crucial connector between sales and tech. He highlights the need for tech-savviness in the evolving marketing landscape and practical steps for effective AI integration.
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Why Outreach Is Less Effective
- Traditional outreach loses effectiveness due to saturation and deliverability challenges. - Adding real value and creativity in outreach becomes essential to stand out.
AI Enhances, Doesn't Replace Humans
- AI won't replace sales reps but will make them more effective. - Building true relationships still requires the human touch AI currently lacks.
Start AI With Strategy First
- Start your AI integration by defining the value you want to add for prospects. - Choose AI tools that support your strategy rather than changing your strategy to fit the tools.