AI for GTM

Alex Choi, Head of Sales at HockeyStack and a former leader at Carta, dives into the essentials of building a high-performance outbound team. He emphasizes the importance of a strong sales culture and the myth of micromanagement. Choi advocates for daily roleplays and call reviews to sharpen skills. He also discusses the role of AI in expanding target markets and the need for sales leaders to embrace technicality in GTM operations. This enlightening conversation is packed with insights on culture, leadership, and automation in sales.

In this episode of AI for Go-To-Market, Emir Atli sits down with Emily Sandison, who leads demand generation at Grammarly. From PLG signal chaos to humanizing AI content, Emily offers a rare window into how a scaled GTM team balances internal tools, creativity, and AI adoption all while maintaining empathy and human voice in a fast-changing environment.

In this episode of AI for GTM, HockeyStack's CRO Emir Atli joins us to unpack the company’s shift from a marketing attribution tool to an AI platform for go-to-market teams. Emir shares why they’re betting on vertical AI agents like Odin and Nova, how they spent a full quarter validating direction through hundreds of customer conversations, and what they learned about the unsolved pain points in sales—like stakeholder maps and account planning. He talks through why dashboards aren’t enough, how GTM roles are rapidly evolving, and what it takes to build tools that drive real progress, not just more activity.

Tito Bohrt, founder and CEO of AltiSales, shares his deep insights into the underperformance of AI sales development representatives. He argues that buyer psychology resists scaled automation, emphasizing the importance of personalization and originality. Tito introduces the 'unity' strategy, advocating for closeness between sellers and prospects. He discusses necessary structural changes in outbound sales, such as role segregation and compensation realignment, while illustrating how AI should enhance rather than replace human creativity in sales.

In this episode, PandaDoc President Keith Rabkin shares how his team is rethinking sales productivity with AI—not by adding more tools, but by unlocking insights from what they already have. He and Emir Atli dive into how contracts and call transcripts reveal critical revenue signals that CRMs often miss, why reps shouldn't waste time filling in picklists, and how a “friction-first” approach to automation actually drives adoption. Whether you're in RevOps, sales leadership, or just AI-curious, this conversation offers a practical look at building smarter GTM systems without slowing your team down.

In this kickoff episode of AI for Go-To-Market, host Emir Atli sits down with Nathan Latka—founder, podcast host, and interviewer of over 3,700 startup founders—to explore how AI is transforming GTM. They reflect on Emir’s early days and HockeyStack’s growth, then dive into AI-driven pricing models, the evolving digital marketing landscape, and the power of authentic founder storytelling. Nathan shares insights from his vast podcast experience, highlighting how data and trust shape the future of AI-powered GTM. Whether you’re a founder, marketer or salesperson, this episode offers a candid look behind the data shaping tomorrow’s go-to-market playbook.