GTM AI Podcast with Coach K and Jonathan Moss

AI Business Network
  • 5.0 (9)
  • BUSINESS
  • UPDATED WEEKLY

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

  1. 1D AGO

    Forget Hiring More BDRs. Sendoso Built 3 AI Agents Instead. (Here's What Happened)

    Sendoso fired 73% of their BDR team. Pipeline DOUBLED. Here's exactly how they did it. In this episode of the GTM AI Podcast, I'm joined by not one, not two, but THREE members of the Sendoso leadership team — Kris Rudeegraap (CEO), Austin Sandmeyer, and the man they call the Secret Weapon, Egan Callahan — to break down how they rebuilt their entire GTM motion from the ground up using AI agents and internal data. This isn't theory. This is a live walkthrough of the actual systems, the N8N workflows, the Anthropic Agent Harness architecture, and the exact 6-month transformation timeline that took them from 15+ BDRs generating less than 15% of pipeline to 4 BDRs generating 30%+ — and still climbing. 🔑 WHAT YOU'LL LEARN: → Why external signals (job changes, funding rounds) are now TABLE STAKES — and what actually wins → The Internal Data Advantage Framework: Snowflake + Salesforce = your moat → The Anthropic Agent Harness: 5 architecture patterns separating production agents from expensive demos → 3 fully deployed AI agents: Contract Scraper, Deep Research Engine, AI Proposal Generator → The Build vs. Buy Decision Tree for GTM AI infrastructure → How one BDR used AI to find a prospect's dog's name (Butch) — and closed the deal ⏱️ TIMESTAMPS: 00:00 - Intro & Guests 02:30 - How Sendoso transformed their BDR team with AI 10:15 - The Internal Data Advantage (why your CRM is your competitive moat) 22:00 - Egan's Agent Harness Framework (live N8N walkthrough) 35:00 - Agent #1: Contract Scraper (45 min saved per renewal) 47:00 - Agent #2: Deep Research Engine (vector store + hybrid retrieval) 58:00 - Agent #3: AI Proposal Generator (live demo) 1:08:00 - Build vs. Buy Rubric + 30-Day Roadmap 1:18:00 - The future of the BDR role in an AI-native GTM org 📥 FREE RESOURCES (2 Playbooks from this episode): 🔹 The Internal Data Playbook → Comment "Sendoso" on our LinkedIn post 🔹 The GTM AI Agent Guide → Comment "Sendoso" on our LinkedIn post 🔗 Connect with the guests: → Kris Rudeegraap (CEO, Sendoso): linkedin.com/in/rudeegraap → Austin Sandmeyer: linkedin.com/in/austinsandmeyer → Egan Callahan: linkedin.com/in/egancallahan 🎙️ GTM AI Podcast | Hosted by Jonathan Kvarfordt (Coach K) and Jonathan Moss → Website: gtmaipodcast.com → Subscribe for weekly episodes on AI-native GTM strategy #GTMAI #SalesAI #AIAgents #BDR #GTMStrategy #Sendoso #SalesAutomation #RevenueAI #AIOutbound #SalesOps #AgentHarness #Anthropic

    51 min

  2. FEB 24

    The Secret Sauce of SaaStr and How they Built a $5 million Pipeline Machine with 20 AI Agents

    www.gtmaipodcast.com www.gtmaiacademy.com For SaaStr: https://www.saastrannual.com and get a coupon code talking to Amelia AI! or use the code: February26 before March 1 (or Amelia AI after March 1) For Amelia linkedin: https://www.linkedin.com/in/amelialerutte/ Amelia LaRute went from running SaaStr's demand gen and events to becoming their Chief AI Officer. In 8 months, she deployed 20+ AI agents across sales, marketing, events, and support, generating $5M in additional pipeline and closing $2.4M of it. SaaStr now operates with 3 humans, 1 dog, and an army of agents. In this episode, Amelia breaks down: Her full AI SDR stack and how she splits leads between AgentForce and Artisan based on where the data lives The exact Zapier workflow that connects form fills to Clay enrichment, Salesforce campaigns, Gamma presentations, and automated follow-up Why SaaStr's deal volume AND win rate both doubled (and the specific reason agents make sales calls more productive) The 90/10 rule for deciding when to buy an agent vs. vibe-code your own on Replit How she manages 20+ agents without losing her mind (spoiler: it's still messy) Live demo: vibe-coding a sponsor portal from Claude to Replit in real time Why "Amelia AI" and "Digital Jason" serve different purposes and how role-splitting your AI clones works The honest reality of being a 3-person team running a 10,000-person conference Whether you're deploying your first AI SDR or managing a multi-agent stack, Amelia's playbook is one of the most practical, real-world implementations we've featured on the show. 🎙️ Guest: Amelia LaRute | Chief AI Officer, SaaStr 🏆 GTM AI 25 Award Winner (Ones to Watch) ⏱️ Timestamps: 00:00 - Intro & Amelia's background 03:00 - From SVP to Chief AI Officer: the journey 06:45 - Overview of SaaStr's 20+ AI agents 08:00 - The AI SDR stack: AgentForce vs. Artisan 14:00 - How to think about splitting leads across agents 16:00 - The Zapier workflow connecting all agents 19:00 - Managing multiple agents day-to-day 23:00 - Results: $5M pipeline, 2.4M closed, doubled win rate 25:00 - Inbound agents: Qualified and Amelia AI 30:00 - Momentum.io for real-time sales intelligence in Slack 36:00 - Live demo: vibe-coding a sponsor portal 40:00 - The 90/10 rule: buy vs. build 46:00 - SaaStr Annual 2025: what's new 52:00 - What keeps Amelia going 🔗 Links & Resources: → SaaStr: https://www.saastr.com → SaaStr Annual (May 2025): https://saastrannual.com → GTM AI Podcast: https://gtmaipodcast.com → GTM AI Academy: https://gtmaiacademy.com → AI Business Network: https://aibusinessnetwork.ai Tools mentioned: Salesforce AgentForce, Artisan, Qualified, Clay, Zapier, Gamma, Replit, Delphi, Claude, Momentum #GTMAI #AIAgents #SaaStr #RevOps #SalesAI #AIinSales #GTMStrategy #AISales #VibeCoding #B2BSaaS

    52 min

  3. FEB 11

    Claude Cowork Setup: How One Founder Replaced $14K of Agency Work in 30 Minutes

    GTM AI Podcast: www.gtmaipodcast.com GTM AI Academy: www.gtmaiacademy.com AI Business Network: www.aibusinessnetwork.ai Steve Cunningham / Humans Plus Agents: https://humansplusagents.ai/ Steve on LinkedIn: https://www.linkedin.com/in/aisteve/ Steve Cunningham built a 10-year business around being the best in the world at summarizing business books. Then AI did it in 5 minutes. Instead of fighting it, he burned it down and rebuilt. Now he runs an AI agent operation inside Claude Cowork where 30 minutes of his time replaces 70 man-hours and $14,000 of agency work. In this episode, Steve walks through his exact setup: the folder structure that treats AI like a company, why HTML is replacing every other file format, the invoice method that rewires how you plan, and the overnight improvement loop that makes his system better while he sleeps. Plus, Steve is offering GTM AI Academy listeners access to his Black Belt AI Workflow Engineering training. Link in the show notes. 🔗 LINKS & RESOURCES GTM AI Podcast: www.gtmaipodcast.com GTM AI Academy: www.gtmaiacademy.com AI Business Network: www.aibusinessnetwork.ai Steve Cunningham / Humans Plus Agents: https://humansplusagents.ai/ Steve on LinkedIn: https://www.linkedin.com/in/aisteve/ 📌 TIMESTAMPS 0:00 - Intro and Steve's background 5:18 - How AI killed his dream job 8:57 - Simple Academy to Humans Plus Agents 10:11 - Claude Cowork setup and demo 14:03 - The org chart mental model for AI 15:34 - Why HTML beats Markdown and Office docs 22:43 - Folder structure walkthrough (advisors, agents, context, projects) 25:09 - The $14,000 in 30 minutes demo 27:04 - Treating every day like a quarter 28:11 - The continuous improvement loop 33:02 - What is actually NEW vs. just faster 34:15 - Distribution, deployment, and data framework 36:52 - Black Belt training offer 39:53 - The Bezos question: what will NOT change

    40 min

  4. FEB 4

    How to Replace a $300K Competitive Intel Team with $30 and 4 Hours

    www.gtmaipodcast.com www.gtmaiacademy.com www.aibusinessnetwork.ai For more From our Guest Scott Ewalt: https://www.cardinalelement.com/ Or his Linkedin: https://www.linkedin.com/in/scottewalt/ Most competitive intel sits on shelves collecting dust while your competitors ship faster. Your team spends weeks building battle cards. By the time they reach your reps, your competitor has shifted messaging. You find out three deals later when someone mentions it in a loss review. Your head of sales asks why competitive enablement is always behind. You don’t have a good answer. Scott Ewalt just demonstrated building a competitive intelligence engine from scratch in 4 hours. Zero Python experience. No developer hire. Just Claude Code and a clear outcome: turn scattered competitive signals into queryable intelligence. The result: 91 podcast episodes transcribed, where he uses our own podcast as the source, stored in a vector database, with a custom web UI that surfaces strategic insights competitors broadcast publicly but you’ve never synthesized. Guest: Scott Ewalt - Former product, marketing, and CX operator who’s spent his career finding “unfair advantages” through technology. Not a developer. Never wrote production code. Didn’t open a terminal before Q4 2025. The Demo: Building a competitive intelligence system that: Transcribes and stores 91 podcast episodes (81.2 hours of content) Creates a queryable vector database with zero hallucinations Builds a custom web interface for team queries Returns specific quotes with episode citations and timestamps

    40 min

  5. JAN 28

    5 AI Workflows MindStudio's GTM Leader Runs Daily to 3x Pipeline

    www.gtmaipodcast.com www.gtmaiacademy.com www.aibusinessnetwork.ai www.mindstudio.ai 5 AI Workflows MindStudio's GTM Leader Runs Daily to 3x Pipeline Most partnership and sales teams spend 60% of their week on research, prep, and administrative friction. The top 5% automated all of it. In this episode, I sit down with Dannielle Sakher, VP of GoToMarket at MindStudio.ai, who walks through the exact AI agent workflows she uses to close enterprise partnerships and deals. Not theory. Pure execution. These are the agents running behind the scenes at one of the fastest-moving AI platforms right now. What You'll Learn: LinkedIn Connection Crafter (4:22) - How to send 200+ personalized LinkedIn requests per week without sounding like a bot Rewrite Pitch Agent (14:09) - Pull live prospect research in real-time and transform generic pitches into targeted outreach Cheat Sheet Generator (22:17) - Collapse 3 hours of meeting prep into 2 minutes of automated research Contract Analyzer (31:19) - Flag high-risk contract terms without legal bottlenecks and move deals faster Launch Teaser Creator (37:11) - Make partnerships tangible before they exist with automated mock press releases The Big Insight: Dannielle isn't automating busywork. She's automating the high-value activities that made her successful in the first place. Personalized research, deep prep, creative pitch assets. Most people stop doing these when they get promoted because there's "no time." She built agents to do them at scale. Try All 5 Agents (Free) on the newsletter at www.gtmaipodcast.com Resources: → Sign up for MindStudio: https://www.mindstudio.ai/ → Join AI Agent Academy Bootcamp: https://mindstudio-academy.circle.so/ai-agent-academy Connect with Dannielle Sakher: → LinkedIn: https://www.linkedin.com/in/danniellesakher/ About GTM AI Academy: GTM AI Academy is where go-to-market leaders learn to leverage AI for revenue growth. Get actionable workflows, real implementations, and zero fluff. Timestamps: 0:00 - Intro 2:45 - Dannielle's background and why MindStudio 6:12 - LinkedIn Connection Crafter demo 14:09 - Rewrite Pitch agent walkthrough 22:17 - Cheat Sheet Generator for meeting prep 31:19 - Contract Analyzer demo 37:11 - Launch Teaser creator 47:09 - Building agents with natural language 52:30 - Wrap up and key takeaways

    49 min

  6. JAN 16

    The 5-Part AI Framework That Saves GTM Teams 15+ Hours Weekly

    🎙️ www.gtmaipodcast.com 🎓 www.gtmaiacademy.com 🤖 www.aibusinessnetwork.ai The 5-Part Prompt Framework That Saves GTM Teams 15+ Hours Weekly Most GTM teams are still building complex workflows in Zapier when they could just describe what they want and let AI execute it. In this session, we demonstrate the shift from workflow builder to workflow director. The 5-part prompting framework (Objective, Constraints, Inputs, Output, Evaluation) that turns hours of technical setup into minutes of natural language. We show live examples: Data analysis: 6 hours → 5 minutes Competitive research + deliverables: 18 minutes end-to-end Interactive dashboards with zero coding The constraint isn't technical capability anymore. It's knowing what's possible. What workflow are you building manually that you could just describe instead? Drop it in the comments. #GTM #AIAutomation #RevOps #WorkflowAutomation Kept it under 200 words, action-focused, with clear value proposition.

    22 min

  7. JAN 6

    How a 6-Step AI Agent Generates 30% More SQLs on Autopilot

    GTM AI Podcast www.gtmaipodcast.com Guest: Justin Parnell (JustinGPT) 📬 Full breakdown + resources: www.gtmaipodcast.comJustin's site: https://www.justingpt.ai/ | YouTube: https://www.youtube.com/channel/UCov4kN0lK2A6O95ykql7cnQ Justin Parnell breaks down how to transform static PDFs into AI-powered, personalized lead magnets that adapt to each prospect's specific needs—automatically. Instead of sending everyone the same generic deck, his automation reads form submissions and generates custom branded proposals using Claude Opus 4.5, Gamma, and Make.com. The whole thing runs in under 60 seconds, costs about 20 cents per prospect, and his clients are seeing 30% increases in MQL-to-SQL conversion rates. As Justin puts it: "Who wouldn't spend 20 cents to send an MQL a customized piece of content and enhance those conversion rates?" The magic is in Claude's "Skills"—custom instruction sets you create once that Claude follows perfectly every time, eliminating the need for prompt engineering on each run. The conversation got really interesting when we discussed agent-to-agent GTM. Justin predicts that within 18-24 months, buyers will deploy AI agents to evaluate vendors and compare proposals without human involvement until final decision time. His philosophy: "Create agents that do specific things and chunk those things out. Don't try to build one massive agent—build focused micro-agents that do one job exceptionally well, then chain them together." This isn't some crazy complex automation—it's six workflow steps doing one thing exceptionally well: making prospects feel understood before they ever talk to sales. Beyond lead magnets, this same framework works for post-demo follow-ups, competitive battle cards, role-specific buying committee decks, event recaps, and sales proposals. Get the full technical breakdown, Make.com blueprint, and all five use case playbooks at www.gtmaipodcast.com

    46 min

  8. 12/19/2025

    Google's AI Is Judging Your AI: The Email Deliverability Wake-Up Call Every Sales Team Is Missing

    www.gtmaiacademy.com www.gtmaipodcast.com www.aibusinessnetwork.ai YouTube Description Google's AI Is Judging Your AI: The Email Deliverability Wake-Up Call Every Sales Team Is Missing Every third email you send lands in spam. That's 40-50% of your pipeline that never even sees your outreach. In May 2024, Google quietly switched to AI-based spam detection. Not keyword filters. Not rule-based systems. Actual AI deciding whether your AI-written emails sound human enough to reach an inbox. Most sales teams have no idea this happened. They're still running the same playbook while their domain reputation burns. Anastasiia Ivannikov, CEO of Folderly and former sales leader at unicorn Macpaw, breaks down exactly what changed and what to do about it. We get into the mechanics—spintax, sending velocity, behavioral signals—and the bigger strategic problem: teams using AI as a brain replacement instead of a thinking partner. If you're running outbound, managing SDRs, or building AI-powered GTM motions, this one's required listening. TIMESTAMPS 0:00 - Intro 1:00 - Anastasiia's background (started in sales at 14, joined Folderly with a 3-week-old baby) 3:00 - The problem: every third email lands in spam 5:00 - Cold outreach vs email marketing—same problem, different mechanics 7:00 - How Folderly works with AI SDRs and automation tools 8:00 - Is email dead? (Spoiler: no, but it's changing) 10:00 - The data: what actually impacts deliverability 11:00 - Google's AI shift in May 2024—AI judging AI on humanness 12:00 - Spintax explained: why copy variation is now survival mechanics 13:00 - Sending velocity: why your sequencing tool's defaults are killing you 14:00 - Value-based email content vs lazy blasting 15:00 - AI as thinking partner vs AI as brain replacement 17:00 - Why single-LLM dependency creates strategic blind spots 18:00 - The future of Folderly and multichannel outreach 19:00 - The new math: 5 touches to convert → now 17 21:00 - Why offline and physical channels are making a comeback 22:00 - Detecting AI content (the M-dash and "fluff" triggers) 23:00 - What Anastasiia's excited about: smaller teams, faster MVPs 26:00 - The value of human oversight when AI does 95% of the work 28:00 - Prompting still matters even as models improve 29:00 - Anastasiia's AI tool stack: Gamma, Midjourney, Clay, n8n, Instantly, Descript KEY TAKEAWAYS → Google switched to AI-based spam detection in May 2024 → Spintax variations are no longer optional—they're table stakes → Sending velocity matters as much as copy quality → Use multiple LLMs to avoid strategic blind spots → 17 touches to convert now vs 5 a few years ago CONNECT Anastasiia Ivannikov: https://www.linkedin.com/in/anastasiia-ivannikova/ Folderly: https://folderly.com Coach K (Jonathan Kvarfordt): https://www.linkedin.com/in/jonathankvarfordt/ SUBSCRIBE for weekly conversations with GTM leaders on AI, sales, and revenue operations. Drop a comment: What's your current email deliverability rate? Most teams don't even know

    31 min
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About

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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