GTM AI Podcast with Coach K and Jonathan Moss

Jonathan here again with some podcast notes from my awesome conversation with Dave, the founder of ReplayzIQ.com. Let's dive into the key points and insights from our discussion! https://www.replayziq.com/ https://www.gtmaiacademy.com Human vs AI Webinar: https://www.youtube.com/watch?v=-spOV4n2x7Q Podcast Notes: ReplayzIQ is tackling the challenge of sales leaders lacking time and sometimes confidence to effectively coach reps by reviewing calls. Existing tech focuses more on call recording than actionable coaching. They've built a proprietary AI model trained on extensive labeled sales call data, enabling accurate assessment of calls on 150+ sales skills, tailored to a company's specific sales process and personas. The AI provides actionable recommendations on the crucial skills to coach reps on at each stage of the sales process to improve performance, leading to surprising insights for customers. ReplayzIQ is developing an AI sales assistant to support reps on calls in real-time and will be conducting "human vs AI" coaching challenges with sales experts. To trust AI tools, Dave advises verifying the AI is trained on high-quality, relevant data and testing it yourself to confirm accuracy and value. Don't expect perfection, but leading AI should outperform humans. Key Takeaways: AI coaching tools like ReplayzIQ can deliver scalable, data-driven sales coaching that identifies the highest-impact skills to focus on for each rep and stage of the sales process. Basing coaching on actual sales call data uncovers surprising insights compared to relying on assumptions. AI sales assistants have game-changing potential for real-time rep support on calls. Verifying the AI's training data quality and testing it yourself are crucial for trusting and deriving value from these tools. Notable Quotes: "We had 24 amazing sales coaches coaching these fantastic companies and sales reps. And we've got this like hundreds of hours of recorded data that's now labeled data that has informed our models. That's the moat." - Dave "Every single time Replay's IQ delivers that for a customer, it's a surprise to them. And it's a surprise to me because I would expect to see the things that you and I might think... And every time it's different things because it's based on that data of that customer." - Dave "I think sales reps deserve more support out there. And this is, one easy and quick way to do that." - Dave This discussion really highlighted the immense potential of AI to personalize and scale sales coaching in ways that drive meaningful improvements in performance. It's exciting to see how Dave and the ReplayzIQ team are pushing boundaries and empowering sales teams.

https://www.gtmaiacademy.com https://www.quantified.ai/ You can find the podcast here on Linkedin on my profile every Monday morning at 7 am MST, or Spotify, Apple, Youtube, and other locations. Noah and I have been connected for a few months and I knew when I started this podcast, I wanted to have him on because of his unique background understanding metrics, quantitative analysis, and what really makes a difference in the GTM space. Some highlights: Noah started Quantified AI to help sales professionals improve their conversational and presentation skills after realizing he needed to develop those skills himself to advance his Wall Street career. Quantified uses AI and machine learning models trained on sales conversations and outcomes over a decade to provide sales reps with a video roleplay simulation environment and personalized feedback on their performance. The goal is to make roleplay actually useful instead of the dreaded experience it often is, allowing reps to practice critical skills at scale. Key capabilities: ingests existing training materials and personas to automatically build simulations; provides scoring and benchmarking against top performers after roleplays. Seeing 6x more willingness for reps to practice with AI coach vs managers due to always availability, personalization, and psychological safety. Helping clients certify reps 40% faster, move 10% of team to high performer behaviors in 2 quarters. Noah said at one point: "We have a decade of behavioral research, right? So first, we're using that to train our models...Second, one of the things we learned in a decade of behavioral research is nonverbal interaction is really important." "Everyone hates it. It's artificial. Managers hate it. Reps hate it. Doesn't, you know, doesn't work. It's broken. So, it works, but everyone hates it." One question I asked was, "How to address the issue that people know they are talking to an AI so may not take practice seriously." Noah in summary said, "AI coachin...

The GTM AI podcast discusses the exciting new frontier of AI-powered go-to-market solutions. Ashley and Santi, founders of Momentum, share insights about harnessing AI and automation to transform sales processes. They cover Momentum's capabilities like summarizing multilingual calls and automating Salesforce data entry, along with the upcoming AI-driven coaching module. The discussion highlights the immense potential of AI in GTM for enabling tasks like extracting insights from thousands of calls and delivering more personalized customer interactions. https://www.gtmaiacademy.com https://www.momentum.io Key Takeaways Embrace AI for Efficiency: AI offers productivity wins by streamlining repetitive tasks so teams can focus on higher-value activities. It's a tool to be embraced, not something that replaces human ingenuity. Automation for Scalability: AI-driven automation is essential for scaling sales operations and enablement. It helps teams manage overwhelming volumes of data, coach consistently, and deliver value at scale. Personalized Customer Insights: The future of sales lies in AI's ability to analyze large data sets and uncover deep customer insights. This leads to highly personalized interactions and better outcomes. Training AI for Accuracy: Understanding AI's capabilities and limitations is crucial. Feed it context-specific information through training and coaching frameworks to ensure accurate and actionable output. Adapt or Lag Behind: AI is revolutionizing the GTM landscape. Companies must adopt new AI tools and strategies, or risk being disrupted by those that do.

Senior Research Director at Forrester, Peter Ostrow, discusses AI's impact on revenue enablement and the sales industry. Topics include skill adaptation, data-driven decision-making, human touch in relationships, and the proper deployment of AI tools. The conversation highlights the opportunities and challenges AI brings to enablement.

Welcome to the GTM AI Podcast intro and overview! Sponsored by the GTM AI Academy www.gtmaiacademy.com Where we focus on Business Impact> Learning tools. My goal is to help GTM teams, leaders, and individuals take their performance to the next level by becoming AI powered. Listen for tips, strategies, insights, news, trends, and more.