GTM AI Podcast with Coach K and Jonathan Moss

Mark Fershteyn, founder of Recapped.io, shares insights on streamlining the sales process with AI. He discusses the limitations of current sales tech stacks, Recapped's impact on close rates, ethical implications of AI advancement, and potential job displacement. The episode offers valuable insights for enhancing revenue team performance and buyer collaboration.

Sriya Maram, Founder of Persana AI, discusses leveraging AI to empower sales teams with intelligent automation. She highlights the importance of human expertise in AI-driven sales processes and the future of capturing buyer intent through AI. The podcast explores the synergy of AI and human roles in workflows, optimizing efficiency while maintaining personalization. Sriya also shares insights on customized AI models for niche industries and the whimsical origin story of the name 'Persana AI'.

Frank Sondors, Chief Bacon Officer at Salesforge AI, discusses how AI is transforming sales, catering to SMBs with affordable solutions. He delves into email deliverability challenges and envisions AI taking on more sales tasks. The podcast explores Salesforge's approach, AI impact on sales teams, personalized email campaigns, and selecting the right AI tools for business solutions.

Michael Ocean, CEO of sellmethispen.ai, shares insights on AI in sales: solving urgent problems, educating oneself before adoption, and targeting underserved industries. He highlights a success story where AI slashed sales onboarding time, boosting performance. Michael emphasizes the importance of understanding AI capabilities for sales professionals and leveraging AI tools for sales success.

Seasoned AI professional Timothy Riffe discusses the challenges businesses face in AI integration, emphasizing data management and goal setting. He shares insights on custom AI models vs. existing APIs, preparing workforce for AI roles, and future trends like autonomous agents and zero-shot learning.

https://www.gtmaiacademy.com/ https://symbe.co/ Summary: In this podcast interview, Martin Blumender (CEO) and Xavier (CTO), founders of the AI startup Symbe, discuss how their product uses AI to automate and optimize the creation of business cases in the sales process. They explain the typical pain points companies face when generating business cases reactively using inconsistent spreadsheets. Symbe aims to provide a collaborative, templated platform that aligns with a company's value proposition and pulls in relevant data to build compelling business cases at scale. The founders emphasize that business cases are decision support tools that don't always require hard ROI numbers. Symbe enables scenario modeling and establishes a foundation for the ongoing buyer-seller relationship. By orienting the entire go-to-market team around optimized business cases, Symbe promotes value-based selling. AI powers Symbe by automating document creation, tailoring content to each client, and eventually optimizing based on deal outcome data. The business impact for beta customers includes increased sales capacity, shortened sales cycles, higher win rates, and larger deal sizes - positively influencing overall sales velocity. Symbe also empowers champions to advocate effectively to economic buyers. When implementing AI solutions, the founders advise listening closely to beta customer feedback, releasing MVP features quickly, and iterating based on what delivers value. For successful user adoption, intuitive onboarding and a delightful user experience are critical. Key Takeaways for Go-to-Market (GTM) Professionals: Shift from reactive to proactive business case creation: Collaborate with champions early in the sales process to build value-based business cases that align with the customer's needs and priorities. Standardize and automate business case generation: Use AI-powered platforms to create consistent, data-driven business cases at scale, reducing manual effort and increasing efficiency. Focus on decision support, not just hard ROI: Business cases should include both quantitative and qualitative elements, such as scenario modeling and value stories, to help champions advocate effectively to economic buyers. Orient the entire GTM team around optimized value propositions: By using AI-optimized business cases, sales teams can deliver a consistent, value-based message across all deals, improving win rates and deal sizes. Empower champions to advocate internally: Provide champions with compelling, tailored business cases that speak the language of economic buyers, enabling them to drive decision-making even when sales is not present. Embrace AI as a growth accelerator: AI can positively impact sales velocity by increasing capacity, shortening cycles, and enhancing win rates, ultimately driving company growth. Adopt an agile, customer-centric approach to AI implementation: Continuously gather feedback from beta users, iterate on features that deliver real value, and prioritize intuitive user experiences to drive adoption. View AI as an inevitable transformative force: While risks and challenges exist, AI has the potential to create a...

https://www.gtmaiacademy.com/ https://getreplicate.ai/ Here is a summary of the key points from the podcast between Jonathan and James, the CEO of Getreplicate.ai: James discusses his background in sales enablement and the challenges he saw with sales training not sticking, which led him to start Replicate to use AI to help solve this problem. Some key points he makes: - Replicate uses a combination of base AI technology fine-tuned on a company's actual sales call data to create highly realistic simulated sales conversations for practice. This makes the practice much more valuable than generic role plays. - AI is good at consistently scoring and providing feedback on calls the way a human manager would, allowing it to review far more calls (99% vs 1% a human could do). This frees up managers to do higher-level personalized coaching.  - Replicate aims to improve both feedback/review of calls using AI and provide realistic practice environments. The goal is ensuring reps consistently execute the behaviors the company wants. - An interesting finding is that on average, teams only score 51% in terms of executing the sales methodologies/playbooks the company has invested in. There is a big disconnect between leadership's perception of playbook adoption and reality. - Some key things they've seen work well are permission-based openers on cold calls. Things like "how are you doing today?" as if you know the prospect do not work well. - Upcoming focus areas are more integrations to fit into rep workflows and connecting passive e-learning to active practice. Long-term, highly personalized coaching approaches adapted to each rep's needs. Some key quotes from James: "And 51 percent is the average score any team, motion, or organization has relative to the playbooks that they think they fully adopted."   "I think that technology will allow us to hyper personalize. And help rep A improve X on their way of learning and rep B improve Y on their way of learning. And I think that's something that's really exciting." "AI is amazing at kind of, without wanting to use the word replicating, replicating the efficacy of a specific class or person, right? What it can't do is review a call you've never seen before and give hyper-personalized, unique, extremely in-depth coaching and feedback. And even if it could, which it can't, even if it could, I would argue that is still going to be more effective and stickier and more likely to make it into someone's head if it's delivered by somebody that they know, that they respect, you know, like yourself, right?" "If you subscribe to like the LinkedIn army of influencers, right, there's all of this, like, go and, you know, pattern interrupts, right? Like, I'm sure, I'm a hundred percent sure that they work. I think Tom Boston has one that says something like, 'Sorry, I'm just finishing a biscuit,' right? Like super weird. But that probably works for Tom, right? Now, if a hundred SDRs went out, right, or if everyone started, you start hearing that from multiple people, it loses its efficacy." "People will use a mix of methodologies and frameworks. Some people get really worked up about the word framework versus methodology, right? But you're going to have a qualification framework, right? Whether it's BANT, MEDDIC, CHAMP, whatever. And then you're going to have your value selling methodology. And then you also get, you've got your sales process right through your CRM and stuff, and you're going, and then that's going to segment out a hundred different ways if you have a large, complex business."

www.gtmaiacademy.com www.closestrong.ai Episode Title: Unleashing IA+AI In Opportunity Sales Coaching Guest Speakers: - Brian, CEO/Founder of https://www.closestrong.ai/ - Patrick, Chief Revenue Officer at https://www.closestrong.ai/ Episode Overview: In this eye-opening episode, Coach K sits down with Brian and Patrick from Close Strong to explore the game-changing potential of Intelligent Applications (IA) in the realm of sales coaching. The conversation delves into the key differences between AI and IA, with Brian and Patrick explaining how IA combines cutting-edge software with AI to tackle specific problems with unparalleled precision. Discover the power of custom-configured data and how it enables IA coaches to provide hyper-relevant, contextual guidance for each sales opportunity. Brian and Patrick share their insights on the shortcomings of traditional sales training events and methodologies, revealing shocking statistics that highlight the need for a new approach. Learn about the transformative shift towards on-demand, contextual coaching, and how IA is poised to replace generic training rollouts with personalized, 24/7 support for sales reps. The discussion also touches on the importance of distinguishing between AI-driven feedback and true coaching, emphasizing the need for a holistic, strategic approach to drive real results. Don't miss this compelling episode as Coach K, Brian, and Patrick shed light on the foolish approaches to AI adoption and share their vision for the future of sales coaching. Tune in to uncover the secrets of Close Strong's groundbreaking IA technology and learn how it can revolutionize your sales team's performance. Key Themes: - The difference between AI and IA in sales coaching - The crucial role of custom-configured data in IA's effectiveness - The limitations of traditional sales training and methodologies - The shift towards on-demand, contextual coaching - Distinguishing between AI feedback and true coaching - Foolish approaches to AI adoption in sales

https://www.gtmaiacademy.com/ https://kipsy.com/ In this episode of the GTM AI Podcast, we sit down with Tyler and Hunter, the founders of Kipsy, an innovative conversational AI and meeting assistant technology designed to empower sales teams. Discover how Kipsy leverages advanced AI to automatically join meetings, record and transcribe conversations, take notes, and upload key data into the CRM. Tyler and Hunter share their insights on the challenges sales teams face in extracting actionable insights from sales conversations and how Kipsy's AI-driven solution addresses these issues by analyzing data across an entire organization. They also discuss the importance of trust, transparency, and cost-effectiveness when implementing AI in sales. Join us as we explore the future of sales and learn how Kipsy is revolutionizing the industry with cutting-edge AI technology.

https://www.gtmaiacademy.com https://www.luster.ai Christina's podcast: https://marketersindemand.com/taking-the-lead/ In this engaging podcast episode, Christina Brady, a seasoned sales leader and the CEO of Luster.ai, shares her journey in the sales world and her vision for transforming how sales professionals learn and practice their skills using AI technology. Christina discusses her extensive experience leading sales teams at notable companies such as Groupon, Glassdoor, and Sales Assembly. Through her work, she identified a critical gap in the way sales representatives learn and practice their craft. While numerous tools exist for training and coaching, Christina recognized the untapped potential of AI to create immersive, realistic simulations for sales reps to hone their skills before engaging with actual customers. Throughout the interview, Christina emphasizes the concept of "perfect practice" - replicating real-world selling situations as closely as possible to help reps truly absorb and apply their knowledge and techniques. She shares, "With this tool and this incredible technology that we're custom-building, you can actually do that. Picture getting in a room and just getting fired with all of your top objections and then being able to practice overcoming them... With this tool, you can actually do that." Christina delves into the customer-centric approach Luster.ai is taking, with a team of go-to-market experts focused on developing a product that genuinely serves the end-user. The AI is custom-built to facilitate natural, contextual conversations that closely mimic real-life interactions. Measuring the impact of the platform is a key priority for Christina and her team. She highlights how Luster.ai will connect practice sessions to tangible outcomes, such as increased meetings set, faster progression through sales stages, higher conversion rates from demos to contracts, and improved win rates and close rates. The conversation also explores the broader implications of AI in sales enablement. Christina believes that AI should be leveraged to augment and empower sales professionals rather than replace them. When evaluating AI tools, she suggests considering factors such as user engagement, customization options, cross-functional applications, and the expertise of the team behind the product. With her wealth of experience and customer-focused approach, Christina Brady and Luster.ai are poised to make a significant impact in the sales training industry. Her passion for leveraging AI to help sales professionals learn and grow shines through as she shares, "I truly believe you deploy this technology, you build it the right way, the ways that we can help people, the problems that we can solve...there's so much potential there." Tune in to this thought-provoking episode to learn more about how AI-powered simulations are set to revolutionize sales training and enablement.