GTM AI Podcast with Coach K and Jonathan Moss – Détails, épisodes et analyse

For his Custom GPT go here

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.

• 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

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'd have to pull all the resources in and stuff. It would take people, it would take weeks or months to figure this out. And then now you can just have a starting point."

Jonathan:

"AI is not just going to go and do things for you. It's no silver bullet, but those that have domain expertise... use AI to just catapult that to another level."

Jonathan:

"If I go through this process, it already has so much information and insight about my go to market. It can provide me a better result on what it is that I'm looking for. And that's really the reason that I come back and use it on and on again."

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."

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.

https://www.gtmaiacademy.com https://www.structuredlabs.com/

In this insightful episode of the GTM AI Academy podcast, host Jonathan Kvarfordt sits down with Amrutha Gujar, co-founder and CEO of Structured Labs. They dive deep into how AI is transforming revenue operations, discussing the power of first-principle thinking in tech innovation, and exploring the future of business intelligence tools. Amrutha shares her journey from software engineering at tech giants to founding a startup that's reimagining how companies leverage data for growth.

Highlights

• The importance of unifying fragmented data sources across sales, marketing, and customer success for a holistic view of business operations

• How AI-driven tools can reduce ad hoc data requests and enable RevOps teams to focus on strategic growth opportunities

• The shift from "software as a service" to "service as software" in the AI era, emphasizing end-to-end solutions

• The potential of multimodal AI models to create more immersive and efficient user experiences in business tools

• The concept of AI augmenting human capabilities rather than replacing jobs, allowing for higher-level thinking and problem-solving

• The vision of AI-powered personal assistants handling routine tasks to free up time for high-impact work Amrutha Quotes:

• "I think that there's a really, really big opportunity with AI in the go-to-market space. Specifically, I think what it enables people to do is spend less time on manual parts of the data preparation work, and it enables people to start from the output of that data preparation work and reason about decisions that need to be made that help with growth."

• "I see a future where there are thousands upon thousands of really small, really powerful, highly value-creative teams that are leveraging these AI tools to do more with less. And the surface area of problems that we can solve as a society is going to become a lot larger."

• "The last generation was software as a service. Now, it's service as software. People's expectations of this technology are changing every day. It's more about doing the job to be done, end to end, and not just doing one piece of the job like with software."

• "I think there's like a human nature to always push to higher levels of abstraction, as the things that are at the lower levels of abstraction become more and more automated. And I think that the upper bound of how people can think about problems and the types of things they want to accomplish - that upper bound is very, very unbounded."

About Structured Labs

1. Focus on Revenue Operations (RevOps): Structured Labs improves revenue operations by optimizing margins and identifying high-value customers, boosting overall efficiency and profitability with AI-driven insights.
2. AI-Powered Business Intelligence: The company provides AI-driven tools that help unify fragmented data sources across sales, marketing, and customer success functions. 
3. End-to-End Solution: Structured Labs aims to provide a comprehensive solution that covers the entire workflow, rather than just one piece of it. As Amrutha puts it, they're "not just BI, not just ETL, not just the Slack connection" but the entire job to be done end-to-end. 
4. Data Unification: Their tool serves as a single pane of glass into different business functions, helping to bring together data from various sources. 
5. Self-Service Analytics: They build better business intelligence tools that are more self-serve than existing solutions in the market, aiming to reduce ad hoc data requests and enable RevOps teams to focus on strategic growth opportunities. 
6. AI Integration: The company uses AI at every layer of their product, from data association and column mapping to generating insights and anticipating user needs. 
7. Customer Focus: Structured Labs is passionate about building for customers they care about, particularly noting the active and vibrant RevOps community.

https://www.gtmaiacademy.com

Jonathan Moss 

I discuss the evolution of prompting from basic to advanced techniques, the importance of context and domain expertise in crafting effective prompts, and how AI can significantly streamline various GTM processes.

Key Highlights:

1. The importance of detailed, context-rich prompts for getting high-quality AI outputs.

2. The concept of "AI in the loop" rather than "human in the loop" for better results.

3. Using AI to create frameworks for creating frameworks, showcasing meta-level thinking.

4. The power of combining domain expertise with AI capabilities for superior outcomes.

5. The speed and efficiency AI brings to tasks like competitive analysis and battle card creation.

6. The potential of AI in breaking language barriers for global teams.

Helpful Insights for GTM Teams:

1. Prompt Engineering: GTM teams can significantly improve their AI outputs by providing detailed context, clear objectives, and desired output formats in their prompts.

2. Efficiency Gains: Tasks that previously took weeks or months (e.g., creating ICPs, buyer personas, competitive analyses) can now be accomplished in minutes or hours using well-crafted AI prompts.

3. Customization at Scale: AI can help create customized frameworks, strategies, and content for different markets, products, or customer segments quickly and efficiently.

4. Global Collaboration: AI's translation capabilities can help break down language barriers in global GTM teams, enabling better collaboration and consistent messaging across different regions.

5. Data-Driven Decision Making: AI can quickly analyze large amounts of data to provide insights for strategic decision-making in GTM processes.

6. Continuous Improvement: GTM teams can use AI to iteratively improve their strategies, prompts, and frameworks, leading to increasingly better outcomes over time.

7. Combining Human Expertise with AI: The most effective use of AI in GTM strategies comes from blending human domain expertise and creativity with AI's data processing and pattern recognition capabilities.

8. Time for Strategy: By automating time-consuming tasks, GTM teams can focus more on high-level strategy and execution rather than getting bogged down in research and data compilation.

By leveraging these insights, GTM teams can significantly enhance their efficiency, scalability, and effectiveness in developing and executing market strategies.

www.gtmaiacademy.com

GTM KickBack: https://podcasts.apple.com/us/podcast/the-gtm-kickback-w-joey-brodsky/id1571248374

We did a little different podcast this time, doing a duo-interview where two podcast hosts interview each other on the same podcast! It was my pleasure and honor to have Joey Brodsky of The GTM Kickback! podcast and the Head of GTM Search for Stott and May join me to talk about AI and recruiting. What struck me most during our discussion was the delicate balance we're all trying to strike between leveraging AI's capabilities and maintaining the crucial human elements in our work. Joey shared fascinating insights into how AI is reshaping the recruitment landscape, allowing for more nuanced candidate searches and potentially changing the way we conduct interviews.

However, he emphasized - and I wholeheartedly agree - that we can't lose sight of the human intuition and 'gut feelings' that often lead to the best hires. We also explored the evolving role of enablement, a topic close to my heart. It was enlightening to hear Joey's perspective on how AI is elevating the importance of enablement roles, especially in early-stage companies. We both see a future where enablement professionals become key strategists, overseeing AI systems that provide real-time coaching and feedback to sales teams.

One of the most valuable takeaways from our chat was the importance of critical thinking and creativity when using AI tools. As I often tell my listeners, AI is a powerful tool, but it's our human ability to critically evaluate and creatively apply its outputs that will truly drive innovation and success. We touched on some practical advice for startups too, discussing the importance of documenting founder knowledge, setting realistic expectations for new sales hires, and identifying what 'good' looks like in your organization. These are crucial steps that can make or break a young company's go-to-market efforts.

Throughout our conversation, a common theme emerged: AI has the potential to greatly enhance our work, but only if we use it wisely. It should complement and augment our human skills, not replace them. As we wrapped up, Joey and I both expressed excitement about the future, where AI and human expertise combine to create more effective, efficient, and personalized go-to-market strategies.

Key Quotes from Joey:

"I think from a recruitment perspective and trying to source and court these people on a daily basis, how people are found and the skills that people are looking for, strictly from a search standpoint... it's much more nuanced because it can be nuanced at a larger scale by using AI." 

"People that can be hyper scientific in the way that they sell... it's an exponential curve that is like very close to being straight upwards and downwards right now, because of AI."

"I think bringing in someone like yourself on an advisory capacity is, is really, really exceptionally important and probably not prolific enough to use that word again, right? Um, that would have a big impact on just getting people conceptually to understand why this sort of program is important and why they should do it earlier than not, instead of waiting for a mess to happen and being reactive in it."

"It needs to be an enhancement of the human experience and all these people are going through, whether it's recruitment, whether it's direct sales, whether it's sales enablement or some sort of data analysis." Tell me what you think of the episode, I highly enjoyed it!

www.gtmaiacademy.com

https://spiky.ai/

Leveraging AI for Revenue Intelligence: Insights from Burak Aksar, Co-Founder of Spiky

Summary:

In this episode of the GTM AI podcast, host Jonathan welcomes Burak Aksar, co-founder and software engineer at Spiky, an AI-powered revenue intelligence platform. Burak shares his journey from a technical background in machine learning to the world of go-to-market and sales. He discusses how Spiky leverages AI to analyze customer conversations, measure non-conversational metrics, and provide actionable insights to help teams optimize their revenue processes. Burak also shares his thoughts on the current state of AI in business and what he's excited about for the future.

Highlighted Concepts:

- Revenue intelligence: Analyzing data from various sources (sales, customer success, support, product, engineering) to optimize revenue processes

- Non-conversational metrics: Measuring up to 60 different metrics per second, including vocal, visual, and contextual data, to provide insights beyond just transcripts

- Actionable insights: Identifying trends across customer conversations and tying them to revenue outcomes

- AI stack: Utilizing a combination of proprietary models, open-source, and closed-source APIs to power the Spiky platform

- Explainable AI: The importance of making AI models transparent, scalable, and ethically sound

Quotes from Burak:

- "The revenue domain is already very complicated, and I think no one has figured out yet, including us, what are some winning behaviors and how do I basically apply this at scale?"

- "If you don't understand, I don't think you can optimize any process. It can't, it doesn't need to be revenue, but the things that I'm like really excited, if I flip the page a bit, I think, like we've been expecting this, but the large language models are becoming a commodity."

- "I think making these ethically, like ethically, successful is a very big challenge because let me make an analogy here. Even explaining one decision tree or random forest, it's super hard. Like it doesn't make sense to humans."

Why this matters to GTM professionals:

This podcast episode provides valuable insights for GTM professionals looking to leverage AI to optimize their revenue processes. Burak's expertise in both machine learning and go-to-market strategies offers a unique perspective on how AI can be used to analyze customer conversations, identify trends, and provide actionable insights. By understanding the potential of AI-powered revenue intelligence platforms like Spiky, GTM professionals can make data-driven decisions to improve their sales processes, prevent churn, and ultimately drive revenue growth. Additionally, Burak's emphasis on the importance of explainable and ethical AI serves as a reminder for GTM professionals to carefully consider the implications of AI adoption in their organizations.

www.gtmaiacademy.com

www.glitter.io

Unveiling Glitter AI with Yuval Karmi: Streamlining Documentation in Tech

Join Coach K in another exciting episode of the GTM AI podcast as he interviews Yuval Karmi, the founder of Glitter.io. Discover how Yuval's innovative AI tool is revolutionizing the way we create step-by-step guides and documentation. Learn about his journey from founding and selling his first startup, Simpo, to developing Glitter AI. Yuval also shares valuable insights into AI workflows, automation, and the future of AI in business.

This episode is a treasure trove for entrepreneurs, tech enthusiasts, and anyone interested in the intersection of AI and productivity.

00:00 Introduction and Guest Welcome

00:39 Yuval Karmi's Entrepreneurial Journey

02:15 The Story Behind Glitter.io

 03:31 How Glitter AI Works

04:26 Challenges and Benefits of Documentation

05:18 Team and Workflow Insights 

06:06 Comparing Glitter AI with Other Tools

11:01 Automation and AI in Business

16:17 Future of AI and Business Integration

22:18 Personal Reflections and Closing Remarks

https://www.gtmaiacademy.com https://www.aipoweredgtm.com/

Summary:
In this podcast episode, Coach K interviews Jonathan Moss, an experienced go-to-market leader, about his insights on using AI in various aspects of business operations. Jonathan shares his experiences implementing AI in marketing, sales, customer success, and revenue operations. He emphasizes the importance of starting small, understanding data, and focusing on tasks that can be streamlined with AI. Jonathan also discusses the need for human validation and checking the accuracy of AI-generated insights. The conversation then shifts to their upcoming show format, where they plan to solve real-world problems using AI. Lastly, Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage.

Key moments:
- Jonathan introduces himself and his background in go-to-market leadership
- Jonathan shares how he has implemented AI in various aspects of business operations
- Jonathan discusses the importance of understanding data and focusing on tasks that can be streamlined with AI
- Jonathan and Coach K announce their new show format, where they will solve real-world problems using AI
- Jonathan shares his thoughts on the future of AI agents and the importance of responsible AI usage

Powerful quotes from Jonathan Moss:
1. "Ultimately us as humans, we're creative in nature. We're strategic. Those are the things we should be spending our brain power against and not data entry or manual things."

2. "I think the key summary is you still need to double check the accuracy of the data and information so you can trust it. And look, it'll all, it'll continue to get better over time from here on out."

3. "I think it's very important on the education side, the guardrail side of how to use it and how to use it effectively is super critical for us as really any leader, but go-to-market leaders as well."

https://www.gtmaiacademy.com

https://www.myko.ai/

Summary:
Trevor, the co-founder and CEO of Myko.ai, shares his expertise on the transformative impact of AI on sales and revenue operations. Myko.ai is a natural language analytics tool that empowers companies to interact with their sales and revenue data more efficiently. Trevor discusses how AI is revolutionizing the way businesses make decisions, optimize processes, and leverage data to gain a competitive edge. He also delves into the potential future of AI agents and their applications in various professional and personal contexts.

Key points and highlights:

• Myko.ai is a natural language analytics tool that integrates with systems like Salesforce, HubSpot, and Snowflake, enabling users to ask questions about their data and gain valuable insights.
• AI is transforming the way companies interact with their data, allowing for faster decision-making and improved efficiency.
• Implementing AI tools without proper preparation and clean data can lead to more problems than solutions.
• Companies that leverage AI effectively will maintain a competitive edge, while those that don't risk falling behind and becoming obsolete.
• AI has the potential to automate and optimize various aspects of the sales process, such as outbound prospecting and demo delivery.
• The human element will remain crucial in sales, particularly in building trust and relationships with clients.
• AI agents have the potential to autonomously handle specific tasks and responsibilities, such as data cleaning, go-to-market strategies, and outbound sales.

Key quotes from Trevor on AI and RevOps:

1. "We plug into your systems like Salesforce, HubSpot, Snowflake. Anywhere you've got data, we plug into it and make it easier for you to self service it. So you can ask questions of your data, understand win rates by lead sources, average sales cycles, track SQLs from beginning all the way through close, really get a better understanding of, you know, how things are happening in your system."

2. "The RevOps teams that have adopted us kind of the fastest are the ones that companies that have just scaled like crazy. So they've gone from 10 to 30 to 60 in the sales org but yet it's still one person or maybe two people in the RevOps org responding to all of those different. People. And so what we see a lot is RevOps people that aren't really doing a lot of RevOps. They're doing a lot of system admin work, right?"

3. "I think there are a lot of things that become easier, more possible for everybody in an organization, becoming essentially an expert user of new systems because of what AI now has possible."