GTM AI Podcast with Coach K and Jonathan Moss

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

Anastasiia Ivannikov, CEO of Folderly and former sales leader at MacPaw, sheds light on the crucial shift in email deliverability following Google's May 2024 switch to AI-based spam detection. She explains how up to one-third of emails now land in spam, discussing the mechanics of spintax and sending velocity to enhance inbox placement. Anastasiia emphasizes the need for human strategy alongside AI tools, advising sales teams to use AI as a thinking partner rather than a crutch, while also advocating for a resurgence of offline outreach methods.

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.

Hector Forwood, CEO of Flooencer and a B2B influencer marketing guru, shares compelling insights from over 1,000 sponsored campaigns. He reveals a staggering 37% price hike in creator rates and critiques poor CPM metrics brands are facing. The conversation dives into the balance between AI-generated content and genuine human storytelling, emphasizing the need for authenticity. Hector also discusses the future of SaaS pricing and the innovative use of no-code tools. With predictions about AI's limited future improvements, this chat is packed with actionable strategies for marketers.

www.gtmaiacademy.com www.aibusinessnetwork.ai Connect with Navin: https://www.linkedin.com/in/navinpersaud/ www.1password.com AI in Rev Ops: Insights from Navin Persaud, VP at 1Password - GTM AI Podcast In this episode of the GTM AI Podcast, host Jonathan Kvarfordt, aka Coach K, sits down with Navin Persaud, the VP of Rev Ops at 1Password. Navin shares his career journey from aspiring lawyer to tech enthusiast, his experiences at IBM, and his role in revolutionizing revenue operations at 1Password. The discussion delves into how AI is used in rev ops, the importance of defining problems before implementing AI solutions, and the criteria for selecting AI tech in a security-conscious environment. Navin also highlights the unmatched value of momentum in enhancing sales processes, offering product feedback, and improving sales coaching. This episode is packed with insights for anyone in rev ops, sales, and AI implementation. 00:00 Introduction and Guest Welcome 00:40 Navin Persaud's Career Journey 02:11 AI in Rev Ops: Opportunities and Challenges 04:46 The Importance of Empathy in Rev Ops 06:02 AI Implementation Strategies 09:13 Security Concerns with AI 12:36 Future of AI in Rev Ops 20:28 Momentum's Impact on Rev Ops 27:44 Closing Remarks and Appreciation