GTM AI Podcast with Coach K and Jonathan Moss

www.aibusinessnetwork.ai www.gtmaiacademy.com https://theaihat.com/podcast/ https://www.linkedin.com/in/mikeallton/ Just wrapped up an incredible conversation with Mike Alton, Chief Storyteller at Agorapulse, and my mind is still buzzing from all the AI gold he dropped. If you're feeling overwhelmed by AI or wondering how to actually use it in your day-to-day work, this one's for you. Here's what struck me most about Mike: he's a coder who speaks human. After 20+ years in digital marketing and a computer science background, he's become what I call a "translator" - someone who can take complex AI concepts and make them click for regular folks like us. Mike discovered something fascinating when he asked AI to analyze him based on their conversations. It identified his superpower: bridging the gap between highly technical concepts and simple, practical applications. And honestly? That's exactly what we need more of in the AI space. One of the biggest takeaways was Mike's RICC prompting framework. Here's the breakdown: R - Role: Tell the AI who it needs to be I - Instructions: What you want to accomplish C - Context: All the relevant background info C - Constraints: Any limitations or specific requirements But here's the kicker - Mike always adds "Take your time. Ask me whatever questions you need before we move on." This simple addition transforms AI from a one-way output machine into an actual collaborative partner. During our chat, I asked Mike about the small tweaks that make big differences. Beyond just using a framework, here's what moves the needle: Chain Prompting: Instead of asking for a finished product, break it down. For a blog post, start with topic ideas, then outline, then headline, then content. Each step builds on the last. Let AI Ask Questions: Most people don't realize AI won't push back unless you tell it to. Give it permission to clarify, and watch your outputs improve dramatically. Specific Use Cases: The magic happens when you show someone exactly how AI solves THEIR specific problem, not generic examples. The Bridge Between Tech and RealityThe RICC Framework That Changes EverythingThe 20% Game-ChangersReal-World Magic in ActionThe Creativity Factor That Blew My MindThe Agent Revolution Is HereThe Mindset Shift for Leaders and DoersMy Personal TakeawaysYour Next Steps

Part 2: Building Autonomous Businesses with AI Agents (Jonathan Moss Interview)Podcast Description Jonathan Moss welcomes Amos Bar Joseph, co-founder and CEO of Swan AI (getswan.ai), for a strategic discussion on the autonomous business model that's challenging Silicon Valley's traditional playbook. Having built and sold multiple startups, Amos explains why he's now focused on reaching $30M ARR with just three founders using AI agents. This episode covers the philosophical framework behind autonomous businesses, detailed breakdowns of Swan's agentic technology, and exclusive announcements about new tools that democratize access to AI-powered go-to-market strategies. 99% of companies fail chasing funding rounds Focus shifts from value creation to "valuation inflation" Building for investors rather than customers "These types of companies, they don't pursue value creation, but what they are actually focused is valuation inflation." "It's not the fault of the founders I've been there myself. It's just that it's kinda like the natural tendency of building for the next round all the time." Website: getswan.ai LinkedIn: https://www.linkedin.com/in/amos-bar-joseph/

Part 1: The Autonomous Business Revolution with Amos Bar Joseph (Coach K Interview)Podcast Description Join Coach K (Jonathan Kvarfordt) for an energetic conversation with his friend Amos Bar Joseph, CEO of Swan AI (getswan.ai), who's rewriting the startup playbook by building to $30M ARR with just three founders and AI agents. After burning out on the traditional "unicorn playbook" through two successful exits, Amos shares his revolutionary approach to scaling with intelligence instead of headcount. This episode features a deep dive into Swan's actual AI agent ecosystem, controversial takes on popular GTM tools, and a practical framework for implementing AI in any business. Companies focus on "valuation inflation" over value creation The VC route makes founders forget customers and employees Building on "sick foundations" by scaling before product-market fit "I'm sick of the unicorn playbook... It hasn't changed for the last 15 years. It's outdated, it's not relevant for 2025." "They forget about their customers. They forget about their employees, they forget about how to build a company." AI will create MORE jobs, not fewer Hundreds of thousands of new autonomous businesses will emerge SMBs can now compete at enterprise scale "A three person team could achieve what took a 1000 team before that." Website: getswan.ai Connect: https://www.linkedin.com/in/amos-bar-joseph/

www.aibusinessnetwork.ai www.gtmaiacademy.com www.gtmaipodcast.com https://www.linkedin.com/in/tasleem1/ Tas Newsletter: https://www.linkedin.com/newsletters/7245478675247173632/?displayConfirmation=true The Experiment That Exposed Everything When Tas Hirani, a veteran enablement leader with a Six Sigma background from GE, noticed her sales teams struggling despite having access to cutting-edge AI tools, she did something radical. She didn't run another survey or schedule more training sessions. Instead, she went undercover as a sales rep while maintaining her enablement role. What she discovered explains why companies are spending millions on AI tools that collect dust while reps continue drowning in admin work. The Brutal Truth About Sales AI Adoption "Everyone's got LinkedIn, LinkedIn Navigator, ChatGPT, Perplexity... but when I actually sat in the seat and tried to use these tools the way reps do, it was Pandora's box," Hirani reveals. The problem isn't the technology—it's how we're implementing it. Here's why 90% of sales AI tools fail: The "Dead Weight" Problem: Traditional tech forced salespeople to adapt their workflow to the tool. As Hirani puts it, "Technology was like dead weight that people were hauling up the hill... trying to get to this sale, but I can't get there because I have to go to 12 different places." The Generic Solution Trap: Companies throw in Microsoft Copilot or ChatGPT behind a firewall and declare themselves "AI-enabled." Hirani calls this "a recipe for failure" because it ignores business-specific context. The IT Power Play: When IT departments impose generic AI solutions because they have "those two magic letters," adoption inevitably fails. The tools that work are chosen by the business teams who actually use them. The Reality Check That Changed Everything During her time in the sales trenches, Hirani discovered something shocking. When she shared AI tools that worked brilliantly for her, the reactions from her team were mixed: "Some reps said, 'I don't have any confidence in AI. It doesn't sound like me. My prospect is gonna know that it's not me if I haven't felt the pain and written that email myself.'" This revelation led to a fundamental insight: Every rep is at a different point in their AI adoption journey, and one-size-fits-all solutions are doomed to fail. Visual learners needed completely different tools than text-based processors New reps loved real-time coaching popups; veterans found them distracting Some thrived with vanilla ChatGPT; others needed specialized solutions

Scott Martinez, CEO and founder of B2B Catalyst, revolutionizes the conversation on go-to-market strategies. He shares a striking revelation: generating leads doesn't guarantee revenue, as evidenced by a staggering 700 MQLs yielding zero revenue. Scott emphasizes the critical importance of account qualification, revealing that proper criteria can boost close rates by 2-5x. He also discusses the power of AI in enhancing sales efficiency, advocating for tailored methodologies and deep data insights to refine sales strategies effectively.

www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.linkedin.com/in/lauren-schiavone/ https://www.wonderconsultingllc.com/ Navigating AI Transformation: A Conversation with Lauren Morgenstein Join host Jonathan Kvarfordt, AKA Coach K, in the latest episode of the G-T-M-A-I podcast, as he engages with Lauren Morganstein. Lauren shares her journey from a 16-year career at P&G to venturing into the dynamic field of AI. They discuss her decision to found Wonder Consulting and her passion for demystifying AI for non-technical leaders. The conversation delves into practical applications of AI in business, the importance of upskilling, and the transformational potential of AI within organizations. Lauren also outlines her five-step AI transformation framework and shares insights on the evolving landscape of AI native companies and the critical role of effective AI councils. 00:00 Introduction and Guest Welcome 00:47 Lauren's Background and Career Journey 01:20 Diving into AI and Its Impact 02:48 Upskilling and Learning AI 05:08 AI in Consumer Insights and Innovation 12:42 AI Councils and Organizational Transformation 17:33 The Future of Prompting in AI 17:58 Adoption and Tool Recommendations 18:27 Maximizing Approved Tools 20:28 Balancing AI and Human Roles 22:59 Trends in AI for 2025 23:46 AI Native Companies 27:15 Culture and Change Management in AI 30:43 Personal AI Tools and Final Thoughts

www.gtmaiacademy.com www.aibusinessnetwork.ai https://www.linkedin.com/in/kimberlyhacker/ AI in the Sales Journey: Lessons from Testing 22 Note-Taking Tools I recently connected with Kim Hacker, Head of Business Operations at Arrows, who ran a fascinating experiment testing 22 AI note-taking tools simultaneously on sales calls. (read her in depth analysis here) Her insights opened my eyes to how AI is changing our sales processes in practical, meaningful ways. Kim's experiment came from a real need. Working at Arrows, a company building AI-powered digital sales rooms, she wanted to understand which note-taking tools would best support their AI features. "I use ChatGPT, I use Claude, I use AI day to day. But I was feeling like I didn't have the knowledge to back up a marketing campaign for our AI features," Kim explained. What surprised her was how different the results were across all 22 tools. The top performers weren't just capturing information - they were making it immediately useful for sales reps. Fathom took first place, with Granola second and Circle Back third. These winners stood out by producing skimmable notes that captured exactly what matters in sales - key stakeholders, timeline, and buyer interests - without unnecessary fluff.

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.