GTM AI Podcast Coach K

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."

https://www.gtmaiacademy.com/
https://www.recapped.io/ Recapped 🎯 (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library
You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.
Revenue Execution & Enabling the buyers experience with AI with Mark Fershteyn of Recapped 🎯
In this podcast, Mark shares his journey as an immigrant entrepreneur and the inspiration behind creating a collaborative deal room platform to streamline the sales process. Mark discusses the limitations of current sales tech stacks that focus primarily on top-of-funnel activities while neglecting the crucial middle to later part of the funnel of nurturing and closing deals.
Recapped aims to solve this by providing a centralized space to embed sales playbooks, enable buyer collaboration, and automate admin tasks through AI. Mark shares a compelling customer case study demonstrating how standardizing the mutual action plan process in Recapped led to a 39% increase in close rates and 29% higher ACV for a 130-person sales team.
The conversation also delves into the ethical implications and societal impacts of AI advancement. Mark offers a thought-provoking perspective on the potential for widespread job displacement in the coming years, emphasizing the need for careful navigation and adaptation. Overall, the episode offers valuable insights for revenue leaders seeking to optimize their sales execution while grappling with the transformative effects of AI.
Top Quotes from Mark Fershteyn
"If we can just streamline that so that [sellers] don't have to worry about the science, they could just focus on the art of selling. That's where magic happens."
"I think in five to 10 years, AI will be able to do at least 80 percent of jobs better than at least 80 percent of people... And I think that's going to lead to some really high unemployment, unless we come up with drastically new jobs to take those."
"Nobody in my opinion should be like wasting their life doing a job that's menial that they don't enjoy that they don't have... if we can provide for their life and they don't have to do that and we just have a kiosk or an AI robot doing it, I think it's a win."
"The vision that we have for Recapped is essentially becoming the operating system for revenue, where sellers can just focus on selling and we handle everything behind the scenes for them."
Overall, I loved the conversation with Mark, his tech is pretty rad, and look forward to more from him and the team over at Recapped.

https://persana.ai/ Persana AI (you can see a demo of the tech in the GTM AI Tools Demo Library here: https://www.gtmaiacademy.com/course/gtm-ai-tools-demo-library
You can go to Youtube, Apple, Spotify, or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.
Empowering Sales Teams with AI-Driven Workflows: Insights from Sriya Maram ♾️ of Persana AI
In this engaging podcast interview, Coach K sits down with Sriya Maram, the founder of Persana AI , to dive into the world of AI-powered sales enablement. Sriya's passion for AI and her experience as a product manager at LinkedIn have led her to create a platform that aims to give sales teams superpowers through intelligent automation. Throughout the conversation, Sriya provides valuable insights into how AI can be leveraged to enhance sales processes, from lead research and scoring to personalized outbound messaging.
One of the key highlights of the interview is Sriya's emphasis on the importance of human expertise in the AI-driven sales landscape. While AI can automate tedious manual tasks and provide valuable insights, Sriya stresses that the human mind behind the AI is crucial in setting up workflows and understanding the unique needs of buyers. The interview also touches on the concept of capturing buyer intent through AI, which Sriya believes will revolutionize the way sales teams approach their prospects. Overall, the podcast offers an interesting look at the future of sales tech and the role of AI in empowering sales professionals to be more efficient and effective in their roles.
Some key takeaways:
Persona acts as a "Zapier for sales teams", allowing integration of any AI model (like GPT-4 or Claude) with data sources like CRMs to automate tasks like lead research, scoring and outbound personalization.
Sriya emphasizes that AI should augment human salespeople, not replace them. As she puts it: "The mind behind the AI, you know, the person setting up these workflows should be you. Like no matter how much, like the AI doesn't know your buyers, the AI doesn't know these workflows that have worked for you for years."
A major advantage of AI is capturing buyer intent in a more intelligent way by ingesting and learning from fragmented data sources. The future of sales is "understanding truly what is that buyer intent for your product and being able to capture that and act on it."
Regarding the ideal balance between automation and human interaction, Sriya explains: "Any sort of like manual task, whether it's like, Hey, I want to know what is the pricing of this company that will take a couple of clicks reading through summarizing. That is something an AI should do...The mind behind the AI, you know, the person setting up these workflows should be you."
When helping clients get started with automation, Persona focuses on their existing processes and data sources. "We don't want to replace your existing workflow," says Sriya. "Where in your existing process, can we bring it all together or make it easier?"
The podcast provides an exciting glimpse into how AI platforms like Persona are empowering sales teams to be more efficient and effective. With the ability to automate manual research tasks and obtain previously hard-to-access buyer intent signals, the future of sales tech looks promising. However, Sriya is quick to emphasize that human expertise and oversight remain critical - AI augments and enables human potential, it doesn't replace it.