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GTM AI Podcast with Coach K and Jonathan Moss

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GTM AI Podcast with Coach K and Jonathan Moss
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  • The AI Battle Between Incumbents and Startups- Matt Paige
    https://www.gtmaiacademy.com https://www.aibusinessnetwork.ai https://www.gtmaipodcast.com https://www.linkedin.com/in/mattpaige/ I discovered Matt Paige when he had just 200-300 TikTok followers, and I've been following his AI journey ever since. Now he's VP of Strategy & Marketing at HatchWorks AI, and honestly, this conversation blew my mind with how practical and real his approach is to AI implementation. This isn't another "AI will change everything" conversation. Matt gets into the nitty-gritty of what's actually working for businesses right now. On the reality of AI adoption: "AI is easy to do. But it's hard to do well, right? It's easy for anybody to go talk to ChatGPT, write an email, do this, do that. But to actually build a system within your business, integrate with your business, start leveraging agents, automating things, entire job functions - that's not as easy to do." On the brutal truth about jobs: "Sometimes we tell ourselves AI won't take jobs because it sounds safe and nice. I think it is gonna take jobs. But I think it will open and create new things we never thought of before." On the democratization of building: "You could build for an audience of one being yourself. And it's okay, because it takes you an hour. This changes this whole shift in how we think about SaaS builders." The Tools Matt Actually Uses: His complete AI development stack (Lovable, Bolt, Cursor) Voice agents that handle "bland tasks" with decision trees, not rigid scripts Browser automation tools that can literally buy toilet paper on Amazon Open source alternatives to expensive AI platforms Real Implementation Stories: How he built a closet-sharing tracker for his wife in 2 days Custom ChatGPT doing K-means clustering on Airbnb data for market segmentation Why the old data request process (submit ticket, wait a week, get partial answer) is dead The Battle Between Incumbents and Startups: Matt breaks down why companies like Salesforce are struggling with their AI pivot while new entrants are building AI-native from day one. But here's the kicker - incumbents have massive proprietary data that startups can't touch. His Final Advice: "Go start playing with stuff on a daily basis. Habits build over time. Put yourself on the front end of that transformation so you have choices." Matt isn't selling you on AI dreams - he's showing you the actual tools, the real costs, and the honest challenges. He's in the trenches building this stuff for 200+ person organizations, and he shares what works and what doesn't. Plus, you'll hear about the Google Agent White Paper breakdown that explains exactly how to build effective AI agents (LLM + Orchestration + Tools), and why most people are thinking about this wrong. If you're tired of AI hype and want practical, implementable strategies, this conversation delivers. Listen now and let me know what resonates with you most. Connect with Matt Paige on LinkedIn or check out HatchWorks AI to see their approach to AI transformation. And if you found value in this episode, please share it with someone who needs to hear Matt's insights on getting AI implementation right.
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  • Harnessing AI For Strategic Marketing with Liza Adams
    https://www.gtmaiacademy.com https://www.aibusinessnetwork.ai https://www.gtmaipodcast.com https://www.linkedin.com/in/lizaadams/ AI, Marketing, & Personal Journeys: A Chat with Marketing Expert Lisa Adams In this episode, I have the pleasure of chatting with Lisa Adams, a seasoned marketing expert with a unique career path and keen insights on AI. We dive into various aspects of marketing, her journey from an electrical engineer to an AI advocate, and the transformative role AI can play in marketing strategies. Join us as we discuss how you can integrate AI tools into your marketing teams and the mindset shifts required for success. Timestamps: 00:00 - Introduction 02:15 - Lisa Adams' Background and Journey 07:00 - Transition from Engineering to Marketing 10:45 - The Importance of Storytelling in Marketing 15:30 - AI as a Thought Partner in Marketing 20:40 - Building AI Assistants in Marketing Teams 24:00 - Customer Behavior and AI Insights 30:00 - Tools and Strategies for AI in Marketing 38:00 - Leveraging AI for Enhanced Productivity 45:45 - Case Study: Transforming a Marketing Team with AI 55:00 - AI Tools and Their Applications 1:05:30 - Final Thoughts and How to Connect with Lisa Adams 00:00 Introduction and Greetings 00:26 Personal Anecdotes and Humor 00:49 Guest's Professional Background 01:14 Journey into AI and Marketing 04:23 AI's Impact on Marketing 06:44 AI Leadership and Organizational Transformation 09:52 AI Assistants and Team Augmentation 13:50 Implementing AI in Teams 14:23 Passion and Purpose in AI 14:50 Understanding Customer Behavior 15:43 AI Tools and Techniques 16:41 Creating Relevant Content 18:22 Hyper-Personalization and Prompting 19:24 Leveraging Customer Data 23:10 Favorite AI Tools 26:46 Interactive AI Applications 27:32 Conclusion and Contact Information
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  • How AI Is Finally Fixing the Sales Administrative Nightmare
    www.aibusinessnetwork.ai www.gtmaipodcast.com www.gtmaiacademy.com https://www.linkedin.com/in/kenbabcock/ https://www.tango.ai/ Ken Babcock, CEO of Tango, reveals how AI is solving sales teams' biggest pain point: administrative work that keeps reps away from selling. With 2M+ users and partnerships with Walmart and Nike, Tango evolved from documentation tool to AI automation platform. The CRM Problem: Sales reps spend 70%+ time on admin instead of customer-facing activities. "No one ever hired a sales rep because of how good they were with the CRM," Babcock notes. Speed 60 Method: Tango's approach compresses post-call work into 15-minute blocks: 45 minutes customer interaction, 10 minutes CRM updates, 5 minutes prep for next call. Trust Through Transparency: Unlike "black box" AI tools, successful automation requires human oversight and real-time visibility into processes. Competitive Advantage: Quick follow-up wins deals. One prospect told Babcock: "I forgot all those vendor conversations. The one that emailed me? I'm going with them." Start AI implementation with specific pain points like CRM updates Maintain human validation to build trust in automated processes Use data to identify low-adoption workflows for automation opportunities Quick response times after prospect meetings create momentum Build learning-oriented culture with regular career development conversations Focus on behaviors, not just values, when establishing company culture Tango's journey shows that successful AI adoption comes from solving real user problems while keeping humans in control of the process. Sales Reps Don't Wake Up Excited About CRM Updates: How AI Is Finally Fixing the Administrative NightmareKey InsightsMain Takeaways
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  • Why AI Makes Human Sales Skills More Valuable Than Ever
    www.gtmaipodcast.com www.aibusinessnetwork.ai www.gtmaiacademy.com Summary Ross Rich, CEO and co-founder of Accord, brings a unique perspective to sales technology after scaling Stripe's sales organization from three to 300 people. In this conversation from GoNimbly's RevFest, Rich reveals how execution excellence goes beyond doing more work to creating clarity, consistency, and reinforcing winning behaviors across the customer journey. The foundation of execution excellence starts with data and knowing exactly who you're talking to. Rich emphasizes that most sales teams fail because they engage with associates and below-the-line people rather than senior stakeholders and decision makers. At Accord, they track both the number of stakeholders and the frequency of engagement as primary indicators of deal health. This focus on stakeholder mapping becomes even more critical as buying committees expand and decisions require broader consensus. AI represents both an opportunity and a threat for sales professionals. The technology can handle transactional SMB deals, pushing human sellers toward more complex mid-market and enterprise opportunities. However, this concentration means top performers who previously closed one or two deals annually might now close three to five, potentially increasing the revenue contribution of the top 20% of sellers from 80% to 90% or more. Those at the bottom who rely on lucky breaks or helpful buyers will find their roles increasingly challenged by technology. The practical application of AI in sales focuses on two key areas. First, deep research that previously required hours of manual work analyzing 10-Ks, financial statements, and stakeholder backgrounds can now happen in seconds. This allows thoughtful sellers to craft more informed outreach and stand out from the noise. Second, AI helps identify and engage the right senior stakeholders with relevant messages. Counterintuitively, Rich finds higher response rates when reaching out to more senior executives because thoughtful, informed messages stand out more in a CEO's inbox than in a mid-level manager's cluttered email. The implementation of AI tools must meet sellers where they already work rather than asking them to become prompt engineers. Rich points out that if revenue operations leaders struggle to get representatives to input data into Salesforce, expecting them to master AI prompting is unrealistic. Instead, AI should be embedded into existing workflows like account research, stakeholder mapping, and business case development. This approach eliminates the need for additional tabs, tools, or manual updates while enhancing the work sellers already do.
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  • The AI Agent Revolution: How Peel's Voice AI is Killing the Traditional Sales Demo (And Why That's a Good Thing)
    www.gtmaipodcast www.aibusinessnetwork.ai www.gtmaiacademy.com https://www.getpeel.ai/ https://www.linkedin.com/in/brannon-santos/ The Genesis Story Brannon Santos brings a unique perspective as a founder - he's not a technologist who stumbled into sales problems, but a seasoned sales leader who deliberately chose entrepreneurship. His background includes choosing his college specifically for its entrepreneurship program and strategically entering sales to understand how businesses operate from the inside out. This sales-first DNA permeates Peel's entire approach. The conversation reveals a painful truth about modern B2B sales: the process is riddled with friction. Santos shares a perfect example - a CMO who hasn't spoken to a salesperson in 15 years because her calendar is perpetually full, yet she researches solutions at 11 PM when sales teams are offline. This temporal mismatch between when buyers want to engage and when sellers are available represents billions in lost opportunity. Peel positions itself as a "voice AI layer" that creates intelligent, conversational agents for brands. But this isn't your typical chatbot - these agents can: Conduct full discovery calls in 5 minutes instead of 30-45 minutes Generate detailed "tear sheets" formatted to match specific sales methodologies Create automated "Peel Rooms" (similar to deal rooms) with all conversation insights Enable stakeholders to have the same conversation asynchronously One of the most compelling use cases Santos demonstrates is Peel's ability to conduct mass qualitative research. A marketing agency used Peel to interview 38 sales professionals about lead quality, creating a study called "Do My Leads Really Suck?" What traditionally costs thousands of dollars and takes months can now be done in a day, with results that update in real-time as more participants engage. Santos reveals how Peel uses the Winning by Design bow tie framework, allowing companies to deploy conversational agents at every stage of the customer journey - from awareness through renewal. This strategic approach ensures conversations are contextually appropriate whether someone is just discovering the brand or negotiating renewal terms. The discussion unveils key insights for training conversational AI: Start with easy, closed-ended questions Include personal questions early (people enjoy talking about themselves) Focus on present challenges and near-term goals Build dynamically based on responses Santos predicts that within a year, the entire enterprise sales cycle could theoretically be handled by AI agents. He envisions a world of "agent-to-agent" commerce where your personal AI assistant negotiates with vendor AI assistants on your behalf. While acknowledging human relationship-building will remain important, he sees AI eliminating the mechanical, repetitive aspects of sales.
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About GTM AI Podcast with Coach K and Jonathan Moss

Welcome to the GTM AI Podcast, your go-to independent resource to help GTM Professionals become AI Powered. We will cover strategies, new AI tools, AI news and trends, all for the purpose of helping you create real measurable business impact and help your life be easier. We do weekly episodes ranging from interviews to updates to strategy sessions. Sponsored by the AI Business Network www.aibusinessnetwork.ai and GTM AI Academy www.gtmaiacademy.com
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