www.gtmaiacademy.com www.humanx.co

Before we dive in, here is a special offer from Andrew about HumanX exclusively for our subscribers:

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Podcast Summary
Andrew recounts his journey from early startup ventures—including his experience founding a consumer company that integrated hardware and software—to transitioning into roles at primary venture partners, where he honed his approach to scaling businesses and events. He emphasizes a critical lesson learned early on: the market’s dynamics often outweigh the merits of any single business.

Andrew discusses how his experiences led him to pivot toward AI, a field undergoing rapid change and offering immense potential for businesses. In exploring AI’s deployment in various sectors, he highlights the confusion many business leaders face when attempting to integrate AI into their operations, given the often overwhelming array of vendor-led solutions. Instead, Andrew’s approach with the HumanX event is intentionally independent, avoiding vendor biases. The event is designed to serve as a comprehensive roadmap for businesses aiming to implement AI.

Bullet Points of Discussion

Quotes from Andrew Blum

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www.magai.co

In this episode of the GTM AI Podcast, host Jonathan "Coach K" Kvarfordt sits down with Dustin, founder of Magi AI, a platform transforming how businesses leverage artificial intelligence. A long-time fan of Magi, Kvarfordt delves into Dustin's journey from struggling entrepreneur to AI innovator. The conversation explores how Magi provides a unified interface for multiple AI models and tools. It makes powerful AI accessible to teams of all sizes.

Key Conversational Topics:

Key Quotes from Dustin:

3 Main Takeaways for GTM Professionals and Leaders:

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https://www.linkedin.com/in/ram-b-01012b183/

www.gtmaiacademy.com

www.aibusinessnetwork.ai

The 2024 AI Go-To-Market Playbook: How to Successfully Sell AI Solutions in Today's Market | Insights from Tech Leader Ram Bulusu

In a recent conversation with Ram Bulusu, a veteran technology leader with 35 years in healthcare technology and current head of AI and Digital at Sanofi, we explored the evolving landscape of AI implementation and go-to-market strategies. Ram shared invaluable insights from his experience bridging the gap between advanced technology and practical business applications, particularly in highly regulated industries like healthcare.

The Evolution of AI Implementation

The conversation revealed a critical shift in how organizations should approach AI adoption. Traditional methods of implementing AI have focused heavily on technological capabilities, often leading to sophisticated platforms that fail to address specific business needs. Ram emphasized that the future belongs to industry-specific solutions that prioritize practical application over technical prowess.

Healthcare serves as a perfect case study for this evolution. The industry, traditionally lagging in technology adoption due to regulatory constraints and complexity, is now seeing successful AI implementations that focus on specific outcomes rather than general capabilities. These successes come from understanding and addressing particular industry challenges, from drug development to patient care.

The New Go-to-Market Paradigm

Ram's insights revealed a fundamental truth about selling AI solutions: success lies not in the sophistication of the technology but in its ability to solve specific business problems. This approach requires a deep understanding of industry verticals and the ability to translate technical capabilities into practical business outcomes.

The most successful implementations start with a clear business problem, develop a targeted solution, and ensure easy implementation. This contrasts sharply with the traditional approach of building complex platforms and trying to find problems they might solve.

Security and Implementation Challenges

A significant portion of our discussion focused on the critical balance between innovation and security. Ram highlighted how companies, particularly in regulated industries, must navigate the complex landscape of data protection, compliance, and practical implementation. The solution, he suggests, lies in a graduated approach: starting small, proving value, and expanding gradually while maintaining robust security measures.

Looking Ahead: 2024-2026

Ram predicts a significant shift in the AI landscape over the next few years, with industry-specific solutions becoming dominant. He envisions a future where AI tools are as ubiquitous as electricity but implemented in highly specialized ways for different industries and applications.

## Key Quotes from Ram:

"Nobody cares how great your technology is - show me what business problem it can solve."

"Don't start with the technology. Start with the end user problem you're trying to solve."

"You can't have your software tool making a final decision. You can have it make a recommendation, but you need a human being to come in and make sure you protect the privacy of the patient."

"The vast majority of the technology really is a platform. I can't use a platform to do my job. I want a plug and play tool."

"When I first demonstrated Gen AI to my quality team and said, this is going to create a quality plan for you... they looked at me like I was crazy. But when they saw the results, it was amazing."

"Gen AI today is not even a Beta version. It's a version 0. By first quarter 2026, you're going to see so much power, it'll blow you away."

https://www.gtmaiacademy.com

https://www.alysio.ai

Revolutionizing Sales Metrics with Alysio and AI

In an era where AI and automation dominate sales technology headlines, this week's episode uncovers a refreshingly fundamental truth: sometimes the most powerful innovations start with the simplest questions. Ryan, CEO and co-founder of Alysio, joins us to share how a basic spreadsheet at Qualtrics evolved into a revolutionary approach to sales performance tracking. This episode dives deep into the intersection of metrics, motivation, and meaningful results, revealing how a straightforward question - "How do I know I've had a great day in sales?" - led to a transformation in how we think about sales success. For sales leaders struggling with accountability and performance tracking, and teams looking to drive consistent results, this conversation offers both practical insights and a glimpse into the future of sales performance management.

What began as a simple spreadsheet experiment at Qualtrics would eventually reshape how sales teams approach daily success metrics. The story unfolds with a common challenge: despite having a full stack of sales tools (Salesforce, Clari, Gong, Outreach), teams still couldn't definitively answer whether they'd had a productive day. The solution emerged in the form of a point-based system where:

- Sales activities were assigned specific point values

- 10 cold calls might equal one point

- One demo set could be worth two points

- Daily goal: achieve 10 points

The results were remarkable. Teams using this system consistently outperformed their peers and dominated President's Club nominations. The secret wasn't just in the tracking – it was in the clarity and motivation the system provided. Sellers knew exactly what constituted a successful day, and managers had concrete metrics to coach against.

The success at Qualtrics was just the beginning. When Aaron, Ryan's co-founder, moved to Okta and later Lacework, he brought the spreadsheet system with him. At each company, the pattern repeated:

- Teams using the point system consistently hit quota

- The approach created positive accountability

- Results were replicable across different sales environments

- The system worked for both SDRs and AEs

This consistent success across multiple organizations revealed something crucial: the fundamental principles of the system transcended individual company cultures and sales processes. What started as a spreadsheet had uncovered a universal truth about sales performance: when you can measure and incentivize the right activities consistently, results follow.

The decision to transform this spreadsheet into a software platform came from recognizing several key factors:

- Manual tracking became unwieldy beyond 5 reps

- Real-time visibility was crucial for motivation

- Historical data analysis was nearly impossible

- Teams needed better ways to identify skill gaps

- The system needed to scale while maintaining simplicity

Modern Sales Trends

- Physical, in-person connections becoming more valuable in the AI era

- LinkedIn messages and referrals emerging as crucial but undertracked metrics

- Balance between activity volume and personal touch points

AI Integration in Sales Performance

- AI-powered coaching based on individual performance patterns

- Custom playbook integration for personalized guidance

- Focus on closing skill gaps identified through data analysis

- AI's role varies based on sales cycle complexity

- More suitable for shorter sales cycles and PLG motions

- Human touch remains crucial for complex, longer sales cycles

- Emphasis on data-driven, but human-centric approaches

Connect With Our Guest

- LinkedIn: Ryan Harris

- Email: [email protected] or [email protected]

- Website: alysio.ai

The Qualtrics Origin StoryValidation Across CompaniesFrom Spreadsheet to Software Key TakeawaysFuture of Sales Technology

www.gtmaiacademy.com

www.tursio.ai

In the latest episode of the GTM AI Podcast, host Jonathan Kvarfordt, aka Coach K, spoke with Murali Mahalingam, co-founder and Head of GTM at Tursio.ai. Their discussion explored how Tursio.ai’s groundbreaking technology is redefining data analytics, helping GTM professionals gain faster, actionable insights while ensuring security and compliance.

Tursio primarily targets regulated industries where data security, compliance, and precision analytics are critical.

These industries benefit significantly from Tursio’s ability to securely analyze structured operational data within their own environments, ensuring privacy and compliance while enabling actionable insights. If you need more detailed information or additional industries, let me know!

1. Tursio.ai’s Unique Value Proposition Tursio.ai eliminates the complexity of traditional data analytics by embedding AI directly within enterprise databases. This innovative approach allows teams to query structured operational data (finance, marketing, sales, etc.) in natural language, bypassing the need for data migration or external systems. The result? Faster insights and reduced data engineering overhead.

2. Security and Compliance as Priorities For regulated industries like healthcare and finance, data privacy is critical. Tursio.ai brings AI directly to on-premise or hybrid setups, ensuring sensitive data remains secure. By integrating AI models into existing databases, organizations can unlock insights without compromising security or compliance.

3. Addressing AI Challenges with Precision Tursio.ai is designed to tackle common AI issues like hallucinations by focusing on "high precision" rather than broad answers. This ensures that GTM teams receive reliable insights for informed decision-making, even in complex scenarios.

4. Enhancing ROI Through Real-Time Insights By automating workflows and enabling instant access to critical data, Tursio.ai empowers GTM leaders to make decisions faster and more confidently. Whether addressing churn, optimizing campaigns, or evaluating market opportunities, Tursio.ai transforms how businesses leverage their data.

5. Bridging the Skill Gap Tursio.ai simplifies advanced analytics for non-technical users, enabling executives and GTM professionals to interact with data intuitively. With its AI-powered co-pilot, Tursio.ai supports business intelligence efforts across all organizational levels.

Key Quotes from Murali Mahalingam

1. On Tursio.ai’s Unique Approach:

*“Instead of moving data to AI, we bring AI to where the data is located. This ensures security, privacy, and compliance, especially for regulated industries like healthcare and finance.”*

2. On Eliminating AI Hallucinations:

Business decisions demand 100% accuracy. Unlike broad AI models, Tursio.ai focuses on high precision to deliver reliable insights without hallucinations.

3. On Redefining Analytics for GTM Professionals:

We simplify analytics by enabling users to ask natural language questions and get actionable insights instantly. It’s like giving your data a brain and a voice.

4. On the Value of Real-Time Insights:

In the old world, getting insights took weeks of meetings and manual effort. With Tursio.ai, it’s all at your fingertips in seconds—helping businesses act faster and smarter.

5. On the Future of AI and Human Collaboration:

AI won’t replace humans; it will augment their capabilities. Our goal is to make AI a co-pilot for decision-makers, enabling them to focus on strategy while automation handles the heavy lifting.

So I finally got to sit down with Ioanna Mantzouridou Onasi CEO of Dextego

Ioanna’s passion for understanding human motivation, coaching, and technology shines through her story—from her psychology roots to becoming a startup leader.

We explored the gaps in traditional sales training, particularly how ineffective and biased role plays are, and how Dextego leverages AI to deliver timely, personalized coaching that actually works. She shared her take on the human-AI balance, emphasizing that technology should optimize human performance, not replace it. Dextego aims to coach reps throughout the sales cycle, reduce ramp-up times, and help them deliver value-driven messaging to the right persona at the right time.

Ioanna also highlighted how AI can shift enablement from reactive to proactive, shorten sales cycles, and elevate reps with gamified, real-time learning. Lastly, we discussed the broader impact of AI on business workflows, emphasizing change management and the importance of clear strategies.

This conversation was all about transforming sales enablement into something modern, effective, and human-first. Ioanna’s vision for Dextego and AI coaching is practical and forward-thinking. If you’re serious about accelerating your team’s performance and staying ahead in a changing market, Dextego is one to watch.

Learn more: Dextego.com And if you’re in NYC, mark your calendars for Dextego’s invite-only event in January 2025. It’s AI enablement done right.

Key Bullet Points and TakeawaysKey Quotes from IoannaWrap Up

https://www.gtmaiacademy.com https://www.theysaid.io/

https://www.linkedin.com/in/lihonghicken/

Here's a clean breakdown of the interview:

I spoke with Lihong Hicken, CEO and co-founder of Theysaid.io, about revolutionizing sales pipeline generation through AI-powered surveys. Lihong's journey from an intern building desks to becoming a CEO shapes her practical approach to sales technology.

The conversation centered on transforming traditional surveys into intelligent sales tools. Theysaid.io's platform creates natural, conversational experiences that simultaneously qualify leads and gather market insights. This dual-purpose approach helps companies understand customer needs, predict churn, and identify upsell opportunities before they surface through conventional metrics.

We explored several practical applications, including win/loss analysis, customer sentiment tracking, and pipeline building. A key differentiator is their ability to achieve a conversation depth of 10.5 interactions per question, vastly outperforming traditional surveys' 0-1 response rate.

The most valuable insights came from Lihong's examples of using AI surveys for outbound prospecting. Rather than cold pitching, her team approaches prospects with research questions, creating engaging conversations that naturally lead to qualified sales opportunities.

2. Key Points:

- AI survey technology evolution and impact on sales processes

- Conversion of research conversations into sales opportunities

- Win/loss analysis transformation through AI

- Proactive approach to upsell identification

- Customer sentiment tracking methodology

- Pipeline generation through conversational AI

- Practical implementation of AI in sales workflows

- Training AI to represent company voice and values

- Integration of feedback across customer journey

- Market research automation and scaling

3. Notable Quotes:

"The best salesperson asks good questions. Why not let AI ask these questions at scale?"

"Most companies wait until customers leave to ask why. You should be asking before they leave."

"You don't want a general AI chatting with your customer. You want it to be YOUR employee, trained with your company information."

"Sales is about understanding people... you need to understand first."

"If you can handle things at the speed of yearly reviews, great. But CRO is the most fired job ever. You need to act fast."

"You're thinking like, if you go to the market, you understand what they think, what language they use, what their concern is... you build a product to fit their use case and their pricing expectation - how can you not win?"

This interview provides valuable insights for sales leaders looking to leverage AI for deeper customer understanding and more efficient pipeline generation.

www.gtmaiacademy.com www.gtmaipodcast.com

zerotounicorn.beehive.com www.goa25.com

AI Marketing Revolution: Key Takeaways from My Conversation with Tahnee Perry

I recently had an eye-opening conversation with Tahnee Perry about transforming marketing with AI, and I want to share not just what we discussed, but how you can actually implement these strategies in your business. Let's dive deep into the practical insights and actionable steps.

Tahnee shared her fascinating transition into AI marketing, starting in February 2023 when ChatGPT was gaining momentum. With her extensive background in SaaS marketing and travel industry experience, she spotted an opportunity to help businesses navigate this new terrain. Now at A25 consultancy, she helps companies scale from zero to $25 million using AI-powered strategies.

Here's a concrete first-week plan:

Tahnee's personal tech stack provides a great blueprint for scaling your AI usage:

Essential Tools:

For more detailed frameworks and weekly AI marketing tactics, subscribe to my newsletter. I'll send you tested prompts, real examples, and step-by-step guides you can use immediately.

The most crucial lesson from my conversation with Tahnee is this: AI isn't about replacing human expertise - it's about amplifying it. Start small, focus on quality, and always maintain that human touch in your AI-powered marketing efforts.

Remember, the key to success isn't just having the tools - it's knowing how to use them strategically. That's exactly what I cover in my newsletter, where I take these high-level insights and turn them into actionable strategies you can implement right away.

Background & The AI JourneyPractical Implementation GuideGetting Started with AI (For Beginners)Advanced Workflow IntegrationGame-Changing Use CasesVideo Content Creation FrameworkThe Future of Marketing SearchTwo-Track Content StrategyWant to Go Deeper?Additional ResourcesKey Takeaway

https://www.gtmaipodcast.com https://www.gtmaiacademy.com

https://www.gtmaiacademy.com

https://www.gtmaipodcast.com

https://www.1mind.com

https://www.linkedin.com/in/amandakahlow/

# The AI Revolution No One's Talking About: My Eye-Opening Conversation with 1Mind CEO Amanda Kahlow

After my conversation with Amanda Kahlow, I had to take a moment to process what I'd just learned. As someone who's spent years in enablement and worked with countless AI companies, I thought I understood where AI was headed in the GTM space. I was wrong.

## The Uncomfortable Truth

Here's what kept me up after this conversation: Many of us are still planning our 2024-2025 GTM strategies based on assumptions that might be obsolete faster than we think. While we're debating whether to use ChatGPT for email templates, companies like 1Mind are fundamentally changing the game.

## What This Means for Your Career

If you're in GTM, you need to be thinking about:

1. **Skill Evolution**: Technical knowledge becomes less valuable; strategic thinking and relationship building become crucial

2. **Role Transformation**: Traditional roles will evolve or disappear, but new roles (AI trainers, conversation designers) will emerge

3. **Strategic Impact**: Understanding how to integrate AI into GTM strategy becomes a career-defining skill

## The Most Surprising Insights

1. **PLG to AILG**: Amanda introduced the concept of "AI-Led Growth" as the evolution of Product-Led Growth. This isn't just a buzzword – it's a fundamental shift in how we think about scaling businesses.

2. **Buyer Control**: The ability for buyers to choose their preferred AI representative, including matching cultural and ethnic preferences, could revolutionize personalization in sales.

3. **Technical Depth**: The combination of deterministic and generative AI means these systems can handle complex technical sales conversations, not just basic qualification.

## What You Need to Do Now

1. **Audit Your GTM Tech Stack**: How much of it could be enhanced or replaced by AI solutions?

2. **Review Your Team Structure**: Are your current roles aligned with where the market is heading?

3. **Skill Assessment**: What skills do your teams need to develop to stay relevant?

4. **AI Integration Strategy**: Start thinking about how to integrate AI into your GTM motion before your competitors do

## The Bottom Line

The conversation with Amanda made one thing clear: This isn't about whether AI will transform GTM – it's about how quickly it's happening and who will adapt first. The companies that figure this out early will have an insurmountable advantage.

As Amanda put it, "We can embrace change with fear or with love." For GTM leaders, I'd add a third option: embrace it with strategy.

For those interested in seeing this future firsthand, check out 1Mind.com or reach out to Amanda at [email protected]. Trust me – you want to be ahead of this curve, not chasing it.