GTM AI Podcast with Coach K and Jonathan Moss

In this conversation, Shashank Singh, the visionary founder of Kroolo, Katie Wade, the product whiz, and Steven MacNeil, the sales guru, delve into the revolutionary features of their AI-native productivity platform. They reveal how Kroolo can reduce team meetings by 60% and discuss its unique approach to LLMs, making it adaptable and resilient. The trio also tackles AI bias and shares insights into future enhancements, showcasing how their platform stands out in streamlining workflows and enhancing user experience.

www.gtmaiacademy.com  https://www.chatae.ai/ https://www.linkedin.com/in/dustinbeaudoin/   Why I'm Excited About This Conversation Just had a fascinating chat with Dustin, the founder of ChatAE, who's bringing a fresh perspective to AI in sales. What caught my attention immediately was their tagline: "Not another AI SDR." In a space crowded with tools claiming to replace salespeople, Dustin's approach is refreshingly different – focusing on making salespeople better rather than replacing them. Key Takeaways 🎯 The Real Problem ChatAE Solves The heart of what Dustin's building addresses two critical issues I see daily in sales: - Most sales reps aren't using AI effectively in their workflow - Teams are constantly pressured to do more with less resources 💡 Why It's Different Than Just Using ChatGPT This resonated with me deeply as someone who teaches AI to sales teams. While ChatGPT is powerful, most salespeople don't have the time or interest to become prompt engineering experts. ChatAE removes that barrier by pre-configuring the AI to think like an on-demand sales manager, specifically for pre and post-call tasks.  🚀 Impact on Sales Teams What really got me excited was hearing about the results with junior reps. One sales manager reported that ChatAE helped their 6-12 month new AEs perform like much more tenured reps in their call preparation and strategy. This is exactly what good enablement should do – remove barriers while improving performance.  Memorable Quotes from Dustin > "The thing that gets me most excited is how we can help grow C+ AEs into B+ AEs by helping them do these pre and post call activities the right way." > "Our competition is actually Chat GPT – like people paying for Chat GPT pro and creating custom GPTs. But there's both a raw time savings component and a user experience difference with ChatAE." > "We're not trying to be things that already work... focus on the areas they're ignoring, which is these routine administrative tasks and do so in an accessible way." Looking Ahead What struck me most was Dustin's vision of AI becoming like electricity – just part of how software works rather than a standalone feature. This aligns perfectly with my view of where sales enablement is heading: tools should take weight off plates rather than add to them. If you're interested in checking it out, ChatAE is accessible at ChatAE.ai with a free trial and a straightforward $19/month tier with unlimited usage. This kind of accessibility is exactly what the market needs – no complex enterprise rollouts, just practical tools that make sales professionals more effective. This conversation reinforced my belief that the future of sales isn't about replacing humans with AI, but about using AI to make humans better at what they do best – building relationships and closing deals.    

https://www.gtmaiacademy.com/. https://www.aipoweredgtm.com/ https://www.aiworkforcealliance.com/ Summary I sat down with Ashley Gross, an AI strategist who transformed her marketing career by leveraging AI tools to compress a 40-hour workweek into 15 hours. Her journey began with a personal challenge - adapting to motherhood without maternity leave - and evolved into implementing AI solutions across multiple enterprise organizations. What struck me most was her emphasis on using AI to enhance human work rather than replace it. She shared invaluable insights about creating AI-powered content that doesn't feel robotic, building effective automation workflows, and preparing organizations for AI adoption. The conversation revealed practical approaches to AI implementation that focus on solving real business problems rather than just implementing technology for its own sake. Key Highlights - Ashley compressed a 40-hour marketing workweek into 15 hours using AI tools like Jasper - Implemented AI solutions across 11 enterprise contracts after success with initial deployment - Emphasizes using AI to enhance transcripts and human content rather than generating content from scratch - Advocates for thorough vetting of AI tools, requiring API capabilities for true automation - Founded AI Workforce Alliance, offering tiered learning paths from free community access to premium consulting - Stresses the importance of aligning AI implementation with clear business problems and executive buy-in - Discusses the evolution of AI agents and their role in workflow optimization - Highlights the need for proper foundational knowledge before implementing advanced AI solutions Key Quotes from Ashley On AI Content Creation: > "If you are using AI to create content, you are missing the point of generative AI... I take the transcript, and I feed it into Jasper... These are their experiences from their mouths. I'm just rewording it in a way." On Technology Integration: > "I'm really loyal to my tech stack... I have a really thorough vetting process and super high expectations because if I'm going to play around or experiment with any type of tool, it needs to be taking at least two of my tools in my tech stack away or solving a problem that hasn't been solved yet." On Change Management: > "90 percent of AI implementation is communication... These are things that need to be discussed. So it makes me really nervous that there's no slowing, there's no pumping the brakes. We're in this thing." On Value-Based Work: > "When I work with my clients, I'm getting paid on the outcome that I provide because why would you pay me hourly if I can achieve that outcome in less time? And it's more accurate, right?" On Learning AI: > "Nobody is an expert in this space and you not asking questions is only hurting you. And I guarantee you when you ask the question, 10 other people had that same question, they just didn't want to ask."

www.gtmaiacademy.com www.aipoweredgtm.com https://www.hachlyai.com/ AI Chatbots: The Future of Website Sales Conversion Hey everyone, I just had an incredible conversation with Eldar Agayev of Hachly and I've got to tell you, this guy's story and what they're doing with AI chatbots is pretty fascinating. Eldar started coding chatbots at 16 over in Ukraine, building stuff for Counter-Strike of all things. He ended up moving to the UK, got into computer science, and while most people were trying to figure out what to do after graduation, this guy had already built 15 different chatbots with over a million users on Telegram. Now, what really got me excited was how they're completely flipping the script on how we think about website chatbots. Forget those annoying customer service bots we all hate - Hachly is all about driving actual sales. They've built this system that can be up and running in 15 minutes (not kidding) and actually understands what visitors are doing on your website to have real, contextual conversations. The business impact? They just helped an enterprise dev agency land a $65K contract through their chatbot. That's not just answering questions - that's generating real revenue. And here's what's wild - Eldar sees a future where we're not even clicking around websites anymore; we'll just be having conversations with them. Imagine just telling a website what you're looking for instead of hunting through pages of content. This is something I am seeing more of, is augmentation to the buyers journey and this isn't about replacing salespeople. It's about making them more effective by handling all that initial qualification and engagement. Your sales team gets to focus on what they do best - closing deals with qualified prospects - while the AI handles all the early-stage stuff that eats up so much time. We dove deep into some amazing tech stuff too, like how they're thinking about multi-agent frameworks and the future of AI interfaces. Eldar shared a case where they turned 6,000 website visitors into a $50-60K pipeline for one of their clients - all through their chatbot. Whether you're a startup or an enterprise, if you've got a website (and who doesn't?), there's a way to make this work for your business. I've got to tell you, I haven't been this excited about a sales tech innovation in a while. It's not just another tool - it's a completely different way of thinking about how we engage with website visitors and turn them into actual opportunities. - Evolution from building Telegram chatbots to creating an AI-powered sales platform - Focus on sales conversations rather than customer service - 15-minute deployment time without complex setup needed

https://www.gtmaiacademy.com/ https://www.aipoweredgtm.com/ https://www.meetrecord.com/ This podcast episode features a conversation between Coach K and Snehal, the CEO and co-founder of MeetRecord, a company that uses AI to help revenue teams capture insights from sales conversations. Snehal shares his entrepreneurial journey, starting from his college days when he created an internship portal. He then worked on various startups, including one that developed filters for Nokia and Samsung phones, similar to what Snapchat offers today. Snehal explains that MeetRecord, founded in 2022, addresses the challenges faced by distributed or remote sales teams. The company's AI-powered solution captures conversations from various channels (meetings, calls, emails) to automate coaching and identify patterns that lead to faster deal closures. The discussion delves into the technical aspects of MeetRecord's AI implementation. Snehal reveals that they use a combination of OpenAI and Claude models, along with prompt engineering and fine-tuning techniques. He emphasizes the importance of analyzing large datasets (over 3 million call data points) to improve their AI models' accuracy and reduce hallucinations. Snehal describes their process of fine-tuning AI models, which involves manually vetting 1,000 to 2,000 examples of questions and responses from sales calls. This data is then used to train the AI, resulting in more accurate and context-aware responses. The conversation also touches on the challenges of demonstrating ROI to potential customers, especially when traditional metrics might not capture the full value of AI-powered solutions. Snehal explains that they use both quantitative approaches (analyzing time savings and efficiency improvements) and qualitative feedback from users to showcase the benefits of their tool. Looking to the future, Snehal predicts that AI will automate many repetitive and mundane tasks in the sales process but emphasizes that it won't replace human salespeople. Instead, AI will free up time for sales representatives and managers to focus on more strategic and creative aspects of their roles. 2. Bullet point highlights of conversation: - Snehal's entrepreneurial background, including creating an internship portal and working on mobile phone filters - MeetRecord's founding in 2022 to address challenges faced by remote sales teams - Use of AI to capture insights from sales conversations and automate coaching - Implementation of OpenAI and Claude models with prompt engineering and fine-tuning - Process of analyzing over 3 million call data points to improve AI accuracy - Manual vetting of 1,000-2,000 examples for AI model training - Challenges in demonstrating ROI and methods used to showcase value to customers - Prediction that AI will automate mundane tasks but not replace human salespeople - Future direction of MeetRecord, including more automated actions based on conversation context - Importance of providing context to AI for accurate coaching and insights 3. Key quotes from Snehal: "What we do is basically we have got a lot of responses already... We analyze the call transcripts, we figured out what were the questions which were asked by the sales representative. And we also figured out the answers which were detected that actually forms data for our training for fine tuning, but we have a layer where we actually manually skim through at least 1000 to 2000 responses. So while fine tuning, we take a base model, it could be Lama 3.1, it could be HRGPT as well, it could be an open AI model as well. And then we give this set of 2000 responses, questions and responses and queries and responses, and then the model gets fine tuned." "There's a pretty interesting number floating around that sa...

https://www.gtmaiacademy.com In this insightful episode of the GTM and AI podcast, host Jon interviews Taimoor, a fractional RevOps leader and founder of Go-to-Market OS. Taimoor shares his expertise on leveraging AI in revenue operations, particularly focusing on territory building, lead scoring, and process automation. He discusses the shift from growth-at-all-costs to efficient, profitable growth, and how AI tools like ChatGPT and Clay are transforming RevOps workflows. Taimoor provides concrete examples of how he's using AI to streamline tasks that previously took weeks, such as territory planning and lead enrichment. He emphasizes the importance of using AI as a co-pilot in decision-making processes and highlights the potential for RevOps professionals to elevate their strategic role within organizations by embracing these technologies. Highlights: - Taimoor used ChatGPT to reduce territory building time from weeks to days - Implemented an AI-driven lead enrichment process using Clay, replacing manual work done by interns - Created an ICP (Ideal Customer Profile) scoring system using AI and automation - Developed a custom round-robin lead assignment system using Google Sheets and GPT-4 (Claude Instant) - Discussed the potential of AI to elevate the strategic role of RevOps within organizations Key Quotes from Taimoor: "RevOps always get criticized on being a firefighter... but now we can actually elevate ourselves where we don't have to be firefighting all the time." "Anyone who's listening who's like, 'I don't have time for AI because I am just still doing my same firefighting job' - this is the way out. This is the way to elevate and get out of firefighting." "It does not have to be perfect... Look at the existing data that you have in the system and then try to figure out, okay, where do you as long as directionally correct, you need a method to actually score good from bad and help your reps actually prioritize and work on their right leads." Template for Applying the Case Study: 1. Identify time-consuming manual processes in your role 2. Research AI tools that could potentially automate these processes (e.g., ChatGPT, Clay) 3. Start with a simple use case (e.g., data analysis or research) 4. Create prompts or workflows that replicate your manual process 5. Test the AI solution and compare results with manual work 6. Iterate and refine the AI process based on results 7. Gradually expand AI usage to more complex tasks 8. Use time saved to focus on strategic initiatives 9. Share successes with leadership to demonstrate value of AI adoption 10. Continuously learn and experiment with new AI capabilities

https://www.gtmaiacademy.com https://alignedup.com/ https://www.linkedin.com/in/galaga/ In this insightful podcast episode, Coach K interviews Gal, the CEO and co-founder of Aligned, a cutting-edge AI-powered customer collaboration platform. Gal, with his extensive 17-year experience in B2B SaaS sales, shares his journey from being a top-performing salesperson to founding a company that's revolutionizing the sales process. The conversation delves deep into how AI is transforming the sales landscape, particularly through digital sales rooms and AI-assisted buyer interactions. Gal provides valuable insights into the future of sales roles, the balance between AI and human interaction in sales, and how Aligned's technology is addressing the increasing complexity of B2B sales cycles. The discussion also touches on the broader implications of AI in sales, including potential shifts in buyer behavior, the evolution of sales roles, and the exciting possibilities that AI analytics bring to sales forecasting and decision-making. Highlight moments throughout the conversation: Gal's background and journey from sales to founding Aligned The concept of digital sales rooms and their importance in modern sales processes How AI is being integrated into Aligned's platform to enhance buyer-seller interactions Discussion on the future of sales roles and the potential impact of AI Insights into how AI can provide unique analytics and predictive capabilities in sales The balance between AI automation and human interaction in complex sales processes The potential for AI to consolidate various sales roles and increase efficiency Gal's vision for the future of AI in sales and customer collaboration Key Quotes from Gal: "We realized that the difference is, what they're doing, they're really good at first managing the complexity of the sales process, multi threading project management. So the more the better sellers really are more project managers and their enablers, and they know how to handle all of the moving parts." "We look at ourselves as a broader scope, both for customer success. A lot of our 40 percent of our customers are actually not salespeople. And are in partnerships, SDR, customer success. So it's more of a customer collaboration platform." "I don't think that AI will replace fully salespeople and I think that it can... I think that, okay let's talk. There are a few levels, SDRs, a lot of the things that we're doing Yes, AI can do and it doesn't make sense to, to have SDRs doing forever." "A single space that the seller organizes for you really helps orchestrate that buying journey. Okay, it helps you as a champion looping these people that can now see, wow, okay, I can see all of the, I can see the competitive comparison and it's a table and it's embedded there in the room." "These things, when you combine CRM data with the asynchronous interaction between the buyer and the seller And all of the behind the scenes buying journey ...

https://www.gtmaiacademy.com https://www.aipoweredgtm.com/ For his Custom GPT go here How to Build a Custom GPT That Saves Hours I had my man Jonathan Moss on the show again, and we dove deep into the world of custom GPTs for go-to-market strategies. Jonathan's been talking about this stuff for months, and he finally showed us the goods. He built this badass GPT that helps create comprehensive GTM plans, and let me tell you, it's impressive. We got into the nitty-gritty of how it works, why it's so useful, and the thought process behind building it. Jonathan even gave us a live demo, showing how this thing generates product descriptions, ICPs, buyer personas, and a whole lot more. It was like watching a master craftsman at work. What really blew my mind was how much time this tool saves compared to the old-school manual way of doing things. We're talking weeks or months of work condensed into a couple of hours or even minutes. Jonathan and I got into a great discussion about the importance of domain expertise when using AI - you can't just expect the machine to do all the work, you gotta bring your A-game too. We also talked about making these GPTs user-friendly, because what's the point of a tool if no one can figure out how to use it? The conversation got me fired up about the potential of this tech, especially when we started talking about using GPTs for multilingual team enablement. It's crazy to think about how far we've come and where this tech could take us in the future. Bullet highlights: Jonathan sees GPTs as starter kits for AI agents His GTM GPT incorporates 12 key steps, from product description to risk analysis The GPT uses a knowledge base of trusted GTM frameworks and resources It generates tailored content like ICPs, personas, and sales messaging They discuss how this drastically cuts down strategy development time Importance of proper context and prompting in getting good AI outputs Using GPTs for multilingual team enablement Key quotes: Coach: "They used to say that Content is king, but with AI Context is king. Because if people know context then - Trade and mark that. Trade and mark that! Seriously, because every time I prompt and I get something wrong, I'm like, I didn't give enough context. It's my fault. I'm the problem. It's not the AI's fault." Jonathan: "Think about putting like a go to market strategy like this, or even a component of that... You would sit, you would think you would ask people, you'd try to figure it out. You...

https://www.gtmaiacademy.com/ https://www.grw.ai/        "AI-Powered Sales Coaching: How GRW AI is Revolutionizing Revenue Teams" I recently sat down with Alex, co-founder and CEO of GRW AI, to discuss how his company is reshaping sales enablement through AI-powered coaching. Alex walked me through his career path, starting as a guest columnist and evolving into a tech sales leader before founding GRW AI. We dove deep into the problems plaguing sales teams today: minimal coaching, missed quotas, and high turnover rates. Alex introduced me to Taylor, GRW AI's AI-powered deal coach, explaining how it provides tailored, context-aware guidance to salespeople. He showed me how Taylor works with CRM systems, adapts to company-specific sales methods, and offers real-time advice throughout the sales process. We also covered the tech behind GRW AI, including its use of multiple large language models and ability to incorporate new AI advancements quickly. Alex shared a compelling customer success story, where a company achieved record-breaking results even after losing their sales manager, thanks to GRW AI. We addressed common concerns about AI trust and hallucination, with Alex explaining their approach to training the AI on company-specific playbooks for accuracy. Our conversation then shifted to the future of sales enablement, predicting a move towards more targeted, data-driven strategies enabled by AI. We explored AI's potential to enhance rather than replace salespeople, emphasizing that human relationships remain crucial in sales. We wrapped up by discussing how AI might reshape sales processes, with Alex suggesting that while core buying and selling dynamics may stay the same, AI will greatly improve efficiency and preparation in sales activities. 3. Bullet point highlights: - GRW AI addresses the "sales execution gap" with an AI-powered deal coach named Taylor - Taylor provides personalized, context-aware guidance throughout the sales process - GRW AI integrates with CRM systems and is trained on company-specific sales methodologies - The platform has helped customers achieve record-breaking sales results - AI in sales enablement is predicted to focus on performance improvement and data-driven approaches - The future of sales is seen as AI-augmented rather than AI-replaced - AI is expected to increase the time salespeople spend with customers by reducing administrative tasks 4. 5 Key Quotes from Alex about AI that Go-to-Market teams would find useful: 1. "Imagine if every single one of your salespeople in your organization had a deal coach available to them that had intimate knowledge of who you are, what you sell, who you sell to and your way of selling." 2. "Taylor played the part of expert manager, but the difference is Taylor can be in 10 places at once, 100 places at once and a manager can't." 3. "I think AI can, in our case anyway, certainly help sales enablement allocate time, effort, and resource towards the right things. And then also attribute that what they're doing is working." 4. "I see a world where being in sales, you're spending more time focused on the customer and less time doing the admin and that side of things." 5. "AI augmented selling is to me... like you put on the Ironman suit and I'm able to do things that I couldn't, like I'm faster, I'm stronger, I'm smarter. I'm able to do things I couldn't do before, or I'm able to do things 10, a hundred times faster and better than I could do them before."

Paul Baier, CEO and CoFounder of GAI Insights, shares his strategic insights on the urgent need for businesses to adopt generative AI. He discusses the risks of slow adoption and the challenges leaders face, from budget allocation to managing change. Baier emphasizes engaging employees in AI integration and highlights how AI can reshape job markets while creating new roles. He also discusses emerging trends in AI, such as audio interfaces and the transformation of business strategies, offering practical advice for maximizing ROI.