GTM AI Podcast with Coach K and Jonathan Moss

www.aibusinessnetwork.ai www.gtmaiacademy.com Sami Rejeb is no stranger to transformative technology. With over 20 years of experience in revenue management, he's seen the sector evolve from manual operations to dynamic, AI-driven systems. His journey began as a CRM consultant at KPMG, followed by roles such as Customer Care Director for a mobile operator, Head of Value Selling for Oracle in the EMEA region, and managing RevOps for Salesforce in the Nordics. These experiences, filled with challenges and successes, motivated him to leverage AI to address the key issues revenue leaders face today. From Global Corporations to Entrepreneurial Ventures Sami’s global experience stretches across Oracle and Salesforce, and he has now taken a bold leap into entrepreneurship with ValueOrbit. This transition from large corporations to a startup naturally comes with its own set of differences. Sami recognizes that the agility of a startup offers unique advantages not typically found in larger, more established organizations. While major corporations like Oracle and Salesforce are marked by a high level of sophistication in sales strategies, the startup ecosystem allows for more flexibility and fortunately quick adaptation to new opportunities. At ValueOrbit, Sami aims to harness this flexibility to answer crucial sales-related questions: What deal should I prioritize? Should this be in our forecast? What should my next step be? These questions were central during his tenure at Oracle and Salesforce, and remain so as he pioneers ValueOrbit. The Birth of ValueOrbit The inception of ValueOrbit stemmed from a personal mission: to maximize the potential of CRM systems in driving sales success. While working at major organizations, Sami built layers of methodologies atop existing CRM tools, but it wasn’t until the advent of AI that he truly saw the potential to transform these processes. The use of AI in sales—something that previously seemed like a distant dream—became a reality, offering unprecedented possibilities for process enhancement. Sami’s approach with ValueOrbit focuses on revenue intelligence—spanning deal generation, closing, forecasting, and even conversational intelligence. Unlike traditional competitors, ValueOrbit doesn't simply aim to replicate existing solutions; it strives to redefine them by concentrating on process efficiency and automation. The Future of CRM and AI Integration Throughout our conversation, we explored the transformative potential of AI on CRM platforms. Sami believes that while CRM systems like Salesforce offer substantial value, they are ripe for evolution. He envisions a future where traditional CRM models, driven largely by manual input, are replaced or supplemented by automated systems that enhance user interactions. In the modern sales ecosystem, the integration of AI is not just about speeding up existing processes. It offers a unique opportunity to rethink and redesign the entire sales methodology. The current tools provide enormous data capabilities, but aligning these with practical, day-to-day operations remains a challenge that Sami is eager to tackle. Connect with Sami Rejeb If you’re interested in learning more about ValueOrbit and the innovative work that Sami Rejeb is doing, I encourage you to connect with him directly. You can reach out via LinkedIn or email him at sami@valueorbit.com. Thank you for joining me in this deep dive into the future of sales and AI with Sami Rejeb. Keep innovating and challenging the status quo—together, let’s build the future of sales.

www.gtmaiacademy.com www.aibusinessnetwork.ai www.loyee.ai Join Coach K, also known as Jonathan Kvarfordt, in an engaging episode of the GTM AI Podcast featuring Dr. Desiree. They discuss Dr. Desiree's impressive journey from Macho Akia to Germany and the US, her entrepreneurial ventures, and her deep expertise in financial economics and AI. Dr. Desiree shares insights into her current work at Loyee.ai, an innovative company revolutionizing sales and marketing through AI and machine learning. Learn how Loyee.ai helps businesses refine their Ideal Customer Profiles (ICPs), enhance lead quality, and optimize go-to-market strategies for maximum efficiency and impact. Tune in for valuable lessons on the intersection of AI, data, and sales strategy. 00:00 Introduction and Guest Welcome 01:44 Guest Background and Journey 03:27 Early Startups and PhD Experience 04:46 Founding the Current Company 05:39 Product and Market Fit 07:18 Competitive Landscape and Differentiation 10:33 Data Sources and Technology 14:11 Quality and Effectiveness of Leads 15:53 Machine Learning Models vs. Practical Solutions 16:31 Simplifying Data for Clients 16:56 Challenges with Machine Learning Models 17:26 Leveraging External Data Sources 17:56 Future of Machine Learning in Business 18:16 Diving into AI and LLMs 19:42 Quality and Cost Trade-offs in AI 20:33 Strategy and Data Refreshing 24:22 Signal Identification vs. Signal Creation 28:06 Business Impact Stories 32:54 Conclusion and Contact Information

www.aibusinessnetwork.aiwww.gtmaiacademy.comwww.sparkhire.comIn the latest episode of the GTM AI Podcast, I got into an amazing discussion with Gary Schwake from Spark Hire, Inc. , a leading provider of hiring solutions for people-powered organizations. Their conversation explores the intersection of AI within the go-to-market (GTM) strategy and the hiring process, examining how AI can serve as a transformative tool rather than a mere technological novelty.The Spark Hire StoryWhen asked about Spark Hire, Gary enthusiastically explains the unique proposition of the company. Spark Hire, initially a one-way video interview solution, has expanded to include an amalgamation of offerings by acquiring Co Meet and Cha, thereby providing holistic hiring solutions. These solutions are specifically tailored for people-powered organizations in sectors such as healthcare, education, and professional services. This approach allows Spark Hire to address the nuanced needs of these industries by leveraging advanced technologies.AI in Go-To-Market and HiringA key part of the discussion revolves around AI’s role in both the GTM strategy and the hiring process. Gary emphasizes the imperative of utilizing AI to enhance human capabilities rather than replace them. He highlights the challenges of relying on probabilistic AI outcomes in hiring, pointing out the need for deterministic results to avoid unintended biases.In contrast, Jonathan reflects on the opportunities AI presents for refining interview processes and enhancing decision-making in hiring, balancing the need for data-driven insights with the irreplaceable value of human judgment.Strategizing with AI in a Changing LandscapeBoth speakers delve into how AI influences strategic decisions in contemporary business environments. Gary discusses how AI facilitates defining ideal customer profiles (ICPs) with unprecedented precision, extracting insights from unstructured data to improve targeting and engagement strategies. Jonathan, on the other hand, likens the application of AI to a strategic advantage, especially for experienced leaders who understand the framework of effective GTM strategies.The Collaborative FutureThe exchange of ideas also touches on the evolving relationship between roles within organizations, such as the CIO and CRO, as AI becomes more embedded in operations and strategy. Gary notes the necessity of a cross-functional approach in AI implementation, often orchestrated by CEOs to ensure seamless integration across departments and improve overall customer experience.Concluding ThoughtsIn concluding the episode, Gary gave insights on what businesses should prioritize and avoid as they approach the upcoming year. He stresses the importance of aligning AI initiatives with core business objectives, advising companies to begin simply and scale thoughtfully. By focusing on fundamental questions and challenges, organizations can effectively employ AI to bolster their operations and drive meaningful outcomes.Stay tuned for more insightful conversations on the GTM AI Podcast, where technology meets strategy in the fast-evolving business landscape. For direct engagement, connect with Gary Schwake through his LinkedIn profile or explore Spark Hire solutions at sparkhire.com.

In this discussion, Daniel Beecham, a trailblazer in AI strategy and product management, shares insights from his journey in AI integration. He emphasizes the importance of understanding the "why" of AI adoption, advocating for proper governance and representation in teams. Topics include establishing success criteria for AI projects, effective internal training programs, and building trust in AI systems. Beecham also explores AI's evolving role in the workplace, highlighting opportunities and the necessity for workers to adapt amid rapid technological change.

www.aibusinessnetwork.aiwww.gtmaiacademy.comwww.winningbydesign.comDRAMATIC SHIFT AND IMPACT OF AI ON BUSINESS AND GO TO MARKETToday 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.aiwww.gtmaiacademy.comhttps://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 AIMeeting 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 DeliverabilityLuella 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 FutureMustafa 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 VisionWhere 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.

www.aibusinessnetwork.aiwww.gtmaiacademy.comFor FrontRace www.frontrace.comIn 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 Welcome00:26 Jack Siney's Background and Career Journey02:08 Introduction to FrontRace04:04 Challenges in Data Management and AI Solutions06:13 The Future of AI in Sales and Customer Interaction09:13 Human Element in AI and Automation15:48 Current AI Innovations at FrontRace16:08 The Data Dilemma: Too Much Information, Not Enough Insight16:54 Connecting the Dots: Integrating Data for Better Insights17:20 AI to the Rescue: Leveraging Artificial Intelligence for Data Analysis19:06 Real-World Applications: Success Stories and Challenges26:40 The Future of Sales and AI: Predictions and Expectations30:15 Conclusion: Embracing Change and Innovation

www.aibusinessnetwork.ai www.gtmaiacademy.comHad 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 PotentialFrom 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 MissionBurendo 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 UsageAI 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 TomorrowAs 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 OverhaulOne 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 StructureA 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 AIPaul’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 StudyOne 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.ConclusionIn 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 ...

www.aibusinessnetwork.aiwww.gtmaiacademy.comFor 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.aiTo 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