GTM AI Podcast with Coach K and Jonathan Moss

https://www.gtmaiacademy.com/ https://www.commsor.com/ https://www.linkedin.com/in/mac-reddin/ I just had a great chat with Mac Reddin, the guy behind Commsor. He's got some strong opinions on AI and how we're using it in business. Mac's not anti-AI, but he's definitely skeptical. He thinks we're putting too much faith in AI, especially in sales and marketing. His main point? AI should help us connect with people, not replace those connections. We talked about how AI can be useful, but also how it can go wrong if we're not careful. Mac shared some cool examples of using AI as a tool, not a crutch. He's worried about the long-term effects of relying too much on AI, especially when it comes to building real relationships. It was a eye-opening conversation that really made me think about how we're balancing tech and human touch in business today.   Highlights of the conversation in bullet points: Mac's journey as a young entrepreneur and the creation of Commsor The concept of Commsor as an "anti-AI" platform focusing on human networks Critique of current AI implementations in sales and marketing Discussion on the potential misuse and overestimation of AI capabilities The importance of using AI as an assistant rather than a replacement for human interaction Insights on the loneliness epidemic and the need for genuine human connections Examples of how AI can be used effectively to support relationship-building Concerns about the long-term impacts of AI on human interactions and business practices Key Quotes from Mac: "We help you basically activate your company's network to drive pipeline, drive revenue." "I feel like AI to me feels a lot like the .com bubble to me, right? Internet was new. People poured money into it. This is the future. This is the future. And then, oops, not quite yet." "As soon as it becomes a pattern, it feels like a sales message and your brain just goes, nevermind." "AI should be your assistant, not your replacement. And as soon as it's used as a replacement in relationships, oof. Good luck." "I use chat GPT as a sparring partner to send it ideas and flesh things out and, take raw things and help shape them a bit more." "I wouldn't call myself, I would say I'm an AI skeptic, not an anti AI person is the best way to put it."

https://www.gtmaiacademy.com/ https://accelerateai.ca/ "Accelerating AI Adoption: Strategies for Business Transformation and Productivity Gains" In-depth summary: This episode of "The GTM AI Podcast" podcast, hosted by Jonathan Kvarfordt (Coach K), features an insightful conversation with Dr. Lisa Chillingworth Watson and Meredith Thatcher, co-founders of Accelerate AI, Inc. The discussion explores the critical role of AI in business transformation, productivity enhancement, and strategic decision-making across various industries. The conversation delves into Accelerate AI's unique approach to helping organizations assess and implement AI solutions. They highlight their AI Business Impact Assessment tool, which rapidly evaluates the potential productivity and economic impact of AI on businesses. The experts emphasize the importance of a comprehensive AI strategy that goes beyond simply adopting tools like ChatGPT or Microsoft's Copilot, stressing the need for alignment with overall business objectives, governance structures, and change management processes. Watson and Thatcher share insights on the widespread applicability of AI across industries, noting that over 98% of occupations can benefit from AI in some capacity. They discuss the potential time savings - averaging 10 hours per week per employee - and the need for organizations to strategically repurpose this gained efficiency. The conversation also touches on the challenges of change management, the importance of upskilling and reskilling employees, and the need for leadership to guide the transition to AI-augmented work environments. Highlighted sections: Introduction of Accelerate AI and its AI Business Impact Assessment tool Discussion on the definition and components of a comprehensive AI strategy Insights on AI's impact across different industries and occupations Exploration of the strategic value of AI beyond operational efficiencies Vision of an ideal AI-enabled work environment for employees   Key quotes from Lisa Chillingworth Watson and Meredith Thatcher: 1. "Our research is showing us our first round of benchmarking is showing that on average across multiple different types of industries that employees can save up to 10 hours per week per person." - Meredith Thatcher 2. "An AI strategy will encompass all of those, it's the people. It's the systems, it's the operation and the rules that govern growth and success." - Lisa Chillingworth Watson 3. "Greater than 98 percent of the occupations have a benefit from AI of some capacity. It's crazy. Which is astounding. When you think about it." - Meredith Thatcher 4. "We're showing between 18 and 24 percent of efficiency gain, easy gain, right? And so you go, wow what do you do with that time?" - Lisa Chillingworth Watson 5. "It's not just the time and the efficiencies, but now I can do things I could never do before. Or I couldn't do it fast enough. It would take too many people or the data wasn't good enough or we didn't have...

www.gtmaiacademy.com www.clay.com Revolutionizing Go-to-Market Strategies with AI-Powered Data Enrichment: Insights from Clay's Head of Growth Marketing I recently interviewed Bruno Estrella, Head of Growth Marketing at Clay, about their innovative approach to data enrichment and go-to-market strategies. Bruno explained how Clay differentiates itself from traditional data providers by offering a flexible, AI-powered platform that aggregates data from multiple sources. This approach significantly improves data coverage and allows for creative, customized research at scale. We discussed the evolution of outbound marketing techniques and how Clay automates many time-consuming tasks, such as manual research and data entry. Bruno emphasized the importance of having a "human in the loop" to ensure data accuracy and brand consistency, despite the increasing capabilities of AI. The conversation touched on Clay's consumption-based pricing model, which Bruno believes better aligns with customer value than traditional seat-based models. We also explored the potential impact of AI on various aspects of go-to-market strategies, including sales processes, marketing automation, and customer engagement. Bruno shared his thoughts on the future of AI in business, expressing both excitement about its potential to streamline mundane tasks and concern about the risk of over-automation damaging AI's reputation. He predicted that the buyer's journey will evolve, with more technical and informed buyers seeking direct access to product information and demos before engaging with sales teams. Bullet points of highlighted moments for GTM professionals: - Clay aggregates data from 80+ providers, improving data coverage and accuracy - AI automates qualitative research, transforming it into structured data points - Consumption-based pricing model aligns product value with customer usage - Importance of maintaining human oversight in AI-driven processes - Prediction: GTM teams will focus more on systems and automations to qualify leads - Future buyers expected to be more technically informed and ready to purchase when engaging with sales Key Quotes from Bruno: "Clay is different because Clay is very much it's a very flexible product. So you can, we bring, you can bring data from the typical databases that people bring." "We actually aggregate multiple data providers. So if you want to find someone's email, let's say let's say you want to find someone's work email. And we, we try one data provider and you can see this happening." "If you can think of what's the best case scenario, you could probably do it from an enrichment point of view. Cause like you can actually grab the data because it's very qualitative. You can actually transform qualitative information to quantitative using AI." "We truly believe that you should pay for what you get and you should pay for consumption of the product." "I think there's still going to be some level of qualification. There's still going to be human, but there's going to be some evolution, like with the types of questions, the types of engagements that you do on these steps before people buy."

https://www.gtmaiacademy.com. https://www.liminal.ai/ https://www.linkedin.com/in/kevindepopas/ Securing AI: How Liminal is Revolutionizing Enterprise-Wide AI Adoption Kevin DePopas   Head of Go-to-Market at Liminal , shares invaluable insights on the challenges and opportunities of implementing AI in large enterprises. He discusses how Liminal's innovative approach to AI security is enabling companies to harness the power of generative AI without compromising sensitive data. Kevin also offers a fresh perspective on AI adoption strategies, emphasizing the importance of user-centric deployment over ROI-focused use cases. Liminal https://www.liminal.ai/ acts as a governance layer between AI tools and users, ensuring security and compliance. They provide solutions that manage and monitor AI systems, helping businesses maintain control and trust in their AI operations. By implementing Liminal.ai’s tools, companies can confidently use AI technologies while safeguarding data and adhering to regulatory standards. Bullet highlights: The rise of "shadow AI" and why firewalling access isn't the solution Liminal's unique approach to securing generative AI in regulated industries The shift from use case-driven to user adoption-focused AI implementation The potential emergence and evolution of the Chief AI Officer role Innovative ways to leverage voice recognition in AI interactions Key Quotes from Kevin DePopas : "Tying your generative AI deployments to hardline ROI and on a use case by use case basis, it can actually delay you quite significantly... The best way to get generative AI into the business is to start with what employees are already using." "We're trying to shift the conversation... focus on user adoption first. There's plenty of studies out there showing if you get your users effectively using generative AI, they're going to be much more efficient." "I rapidly see [the CISO's role] changing where the CISO is a part of a much larger kind of decision-making process... a lot of organizations are creating these centers of excellence that are a lot of different departments recommending people to be on this committee and they're making decisions as a committee." "I think we see a lot of technologies in the near future... stop being 'AI'. It's just going to become table stakes, right? If you're n...

https://www.gtmaiacademy.com. https://www.tofuhq.com/ MARKETING POWERED BY AI I recently interviewed Elaine Zelby CoFounder and CEO of Tofu , an AI-powered marketing tool. We discussed her journey from mechanical engineering to venture capital and eventually founding her own AI company. Elaine shared insights on the challenges in marketing, particularly the proliferation of tools and the labor-intensive nature of content creation. She explained how Tofu aims to automate top-of-funnel activities for B2B companies, leveraging AI to create personalized, omnichannel campaigns. We explored the technical aspects of Tofu, including its use of various AI models and quality evaluation frameworks. Elaine also offered advice on evaluating AI tools, emphasizing the importance of addressing specific pain points and integrating seamlessly with existing workflows. We touched on the future of AI in marketing, particularly in imagery and video creation, and discussed the potential for more specialized B2B-focused AI models. Bullet Points of Highlights: - Tofu automates top-of-funnel marketing activities for B2B companies - The tool uses a combination of AI models, selecting the best one for each task - Elaine emphasizes the importance of workflow integration in AI tool adoption - Future developments in AI for marketing may include better imagery and video creation - Elaine advocates for a bottom-up approach to AI adoption in marketing teams Key Quotes from Elaine: 1. "The big play, hence the name Tofu , it's really put the entire top of funnel on autopilot for B2B companies." 2. "We take this very seriously because quality of the outputs is what's going to get usage and retention." 3. "I think given the fact that the models are improving so quickly to where I think the winners will be, and this is also putting my investor hat back on where I think the winners are going to come from are the people who deeply nail workflow for a very specific persona." 4. "I've asked probably a hundred CMOs a question on whether they're taking a top down or bottoms up approach to AI adoption. And what I'm finding and how I would guide marketing leaders, or go to market leaders, is to do the bottoms up adoption route." Take a listen and tell me what you think!

Former McKinsey consultant turned edtech entrepreneur, Vince Jeong discusses Sparkwise's AI-powered group learning for corporate education. Topics include challenges of virtual learning, benefits of AI in education, and addressing low AI adoption rates in companies. Emphasizes critical thinking alongside AI, risks of AI reliance, and innovative learning approaches.

www.gtmaiacademy.com www.workbounce.com AI Agents: The Future of Work or Just Another Buzz? I recently had a fascinating conversation with Adam Smith CEO and Cofounder of Workbounce about the evolving landscape of AI in business. I wanted to understand his POV of how AI agents are revolutionizing workplace productivity, particularly in sales and enablement. Adam shared insights on WorkBounce's innovative approach to AI implementation, emphasizing the importance of context and human expertise in leveraging AI effectively. We also explored the broader implications of AI on work culture, decision-making, and future job markets.  Key Highlights: 1. WorkBounce's unique approach to AI agents for sales enablement 2. The concept of breaking down jobs into "units of work" for AI automation 3. The importance of providing context to AI for better outputs 4. The potential of AI to free us from screens and mundane tasks 5. The growing acceptance and demand for enterprise AI solutions 6. The challenges and opportunities for junior employees in an AI-driven workplace 7. The need for human expertise to guide and interpret AI outputs Key Quotes from Adam: "We don't believe... that you can really solve sales enablement as a top-down project." "The main thing people misunderstand... is that [large language models are] really good at compressing information. They're not very good at expanding information." "We're not even asking it to make up a good answer, we're saying, look at the sources and just tell us if there's an answer in there." "The thing that I'm most excited about... is just the immediate short-term gain of can I get away from my screen and still do work successfully?" "We have as human beings... a bandwidth problem, right? We can only read so many words per minute and we can only speak so many words per minute and type so many words per minute."  "If I don't have to understand every aspect of everything that I'm doing, and if I don't have to look at every single detail, this kind of feedback loop of having this kind of AI bandwidth shield around me that says, here are the important things." Loved the discussion and look forward to working with Adam and the team some more.

Amrutha Gujar, CEO of Structured Labs, discusses AI's impact on RevOps. The importance of unified data sources, AI tools reducing manual tasks, and the shift to 'service as software'. The potential of multimodal AI models, AI augmenting human capabilities, and vision of AI-powered assistants. Explore AI tools in the go-to-market space, streamlining data prep and empowering smaller teams for complex challenges.

AI expert Jonathan Moss discusses the evolution of prompting in GTM processes, emphasizing the importance of detailed prompts for high-quality AI outputs. He highlights the concept of 'AI in the loop,' showcasing AI's efficiency in tasks like competitive analysis and creating frameworks. AI's potential in breaking language barriers for global teams is also discussed, along with insights on prompt engineering and customization at scale for GTM teams.

Head of GTM Search for Stott and May, Joey Brodsky, discusses AI's impact on recruitment. He highlights the balance between AI capabilities and human intuition in candidate searches. The podcast also delves into the evolving role of enablement and the importance of critical thinking when using AI tools.