If you're wondering how AI is changing sales, startup GTM strategy, and revenue growth, this episode is for you.

In Episode 106 of #StartupsUnedited, I interview Mark Roberge, Co-Founder of Stage 2 Capital, former HubSpot CRO, and author of The Science of Scaling, explains how the best startups are using AI to improve sales productivity, measure AI ROI, and build AI-first GTM organizations.

After evaluating more than 500 startups every month, Mark shares the patterns he sees separating companies creating real competitive advantage from those simply adding more AI tools.

In this episode you'll learn:

How AI is changing startup go to market strategy

Why Revenue Velocity is one of the most important sales metrics

How to measure AI ROI across your sales organization

Why selling time may become the most important KPI for sales leaders

How AI agents automate CRM updates, meeting preparation, forecasting, and account planning

How AI can coach sales reps better than traditional sales managers

Why first principles thinking matters when building AI native sales teams

The future of Salesforce, CRM platforms, and AI powered sales workflows

The biggest mistake companies make when defining their Ideal Customer Profile

Lessons from reviewing hundreds of venture backed startups every month

Whether you're a founder, CEO, CRO, VP of Sales, RevOps leader, or GTM executive, this conversation provides a practical framework for building an AI-first revenue organization.

Guest: Mark RobergeCo-founder, Stage 2 CapitalFormer CRO, HubSpotAuthor of The Science of Scaling

Chapters:

00:00 Introduction00:30 How AI Is Transforming Startup Go to Market

02:15 Why Companies Are Questioning AI ROI

03:30 Understanding Revenue Velocity

05:05 The Fastest Way AI Improves Sales Productivity

06:55 Why Selling Time Matters

08:15 Automating CRM Updates and Sales Workflows

10:00 AI Sales Coaching

12:30 The Future of CRM and AI

15:35 The AI Sales Stack17:00 Learning From Your Best Sales Reps

18:30 Why First Principles Matter21:20 The Biggest ICP Mistake

23:00 The Science of Scaling

24:00 Mental Health and Responsible AI Leadership

If you enjoyed this conversation, subscribe for more interviews with founders, investors CROs, CMOs, and operators building the next generation of startups, AI companies, and go to market organizations.

#AI #Startups #AISales #GoToMarket #RevenueOperations #RevOps #SalesLeadership #SalesAI #ArtificialIntelligence #B2BSales #StartupGrowth #SaaS #Founders #VentureCapital #MarkRobergeFollow me on Linkedin:

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AI is transforming marketing faster than most teams can adapt.

In this episode of #StartupsUnedited, I sit down with Brad Smith, Co-Founder of uSERP and Founder of Codeless Interactive, to discuss how marketers can move beyond AI hype and build practical systems that drive results.

Topics covered include:

• GEO (Generative Engine Optimization) and AEO (Answer Engine Optimization)

• The future of AI Search

• How AI agents actually fit into marketing workflows

• Why most companies are automating the wrong things

• Building operational systems that make AI effective

• Content creation workflows powered by AI

• Brand voice, messaging, and AI governance

• Human-in-the-loop AI processes

• Marketing operations for the AI era

• The biggest mistakes companies make when implementing AI

One of Brad's key insights:

"AI is great at taking something from 25% to 75%. The challenge is the work before and after."

If you're a marketer, founder, CMO, growth leader, agency owner, or anyone trying to understand how AI will impact marketing, this conversation provides a practical framework for deploying AI without creating content debt, operational chaos, or low-quality outputs.

Subscribe for more conversations with founders, marketers, operators, and investors exploring the future of technology, startups, marketing, AI, and go-to-market strategy.

Chapter Titles:

00:00 Introduction

01:00 Why Most Companies Use AI Incorrectly

03:00 AI Is Best From 25% to 75%

05:00 Building AI Workflows & Marketing Agents

10:30 Creating AI Guardrails & Brand Voice

15:00 The Reality of AI Agents in Marketing

19:30 Can AI Fully Automate Content Creation?

24:00 Best Tools for AI Agents

28:00 Governance, GEO & The Future of AI Search

30:00 Final Advice for Marketing Leaders

#StartupsUnedited #AIMarketing #GEO #AEO #AISEO #AISearch #MarketingAI #AIAgents #ContentMarketing #B2BMarketing #SEO #GenerativeAI #MarketingOperations #CMO #GrowthMarketing

Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/

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AI search is changing how buyers discover brands.In this episode of #StartupsUnedited, I sit down with Devin Pickell, Founder of Do I Need SEO, to discuss why YouTube has become one of the most important channels for SEO, GEO (Generative Engine Optimization), AEO (Answer Engine Optimization), and AI visibility.As platforms like ChatGPT, Claude, Gemini, Perplexity, and Google AI Overviews increasingly cite YouTube videos in generated answers, brands can no longer afford to think about YouTube as simply a social media platform. It is now a critical search engine and knowledge source.We discuss:• Why YouTube is one of the most cited sources in AI-generated answers• The relationship between SEO, GEO, AEO, and AI visibility• Why Reddit and YouTube are dominating AI citations• How AI search is changing the B2B buying journey• The role of video content in modern demand generation• YouTube SEO best practices for startups and enterprise brands• How founders, CEOs, and subject matter experts can build authority through video• The future of search, discovery, and brand visibilityWhether you're a founder, CMO, demand generation leader, SEO professional, content marketer, or growth executive, this conversation provides a practical roadmap for building visibility in an AI-first world.Guest:Devin PickellFounder, Do I Need SEOSubscribe for more conversations on AI, marketing, growth, startups, SEO, GEO, AEO, and the future of digital discovery.#SEO #GEO #AEO #AIVisibility #YouTubeSEO #ChatGPT #GoogleAIOverviews #GenerativeEngineOptimization #AnswerEngineOptimization #B2BMarketing #ContentMarketing #DemandGeneration #ArtificialIntelligence #StartupsUnedited

AI search is changing how buyers discover brands.In this episode of #StartupsUnedited, I sit down with Jake Sotir, SEO & Organic Growth Manager at Practice Better, to break down how AEO (Answer Engine Optimization), GEO (Generative Engine Optimization), AI visibility, and LLM-powered search are reshaping modern marketing.If you are a founder, CMO, growth marketer, SEO leader, or agency trying to understand how ChatGPT, Claude, Gemini, Perplexity, and Google AI Overviews are impacting the funnel, this episode is packed with practical insights.Topics covered include:The evolution from traditional SEO to AEO/GEOWhy AI search and LLM visibility matter in 2026How ChatGPT and AI engines influence the buyer journeyClickless search and zero-click attribution challengesWhy branded search is becoming more importantHow Reddit, YouTube, and third-party citations impact AI visibilityHow to structure content for AI search enginesFAQ-driven content strategies for LLM optimizationThe role of schema, summaries, and semantic contentAI search attribution and self-reported attribution modelsTools for tracking AI visibility and LLM search performanceHow growth marketers should adapt their SEO strategies for AI discoveryJake also shares tactical tips on:✅ Building AI-friendly content✅ Structuring blogs for LLM citation✅ Using question-answer formatting✅ Creating hidden AI-readable company pages✅ Monitoring AI search visibility and sentimentWhether you call it AEO, GEO, AI SEO, AI search optimization, or AI visibility, one thing is clear:Brands that fail to adapt to AI-powered discovery risk becoming invisible online.Hosted by Jorge Soto (me!).Brought to you by Gumshoe.ai helping brands and agencies understand how AI search engines discuss, recommend, and cite their brands.🎙️ Follow #StartupsUnedited for more conversations on:AI searchB2B growthStartup GTMSEO & AEOContent strategyAI visibilityDemand generationModern marketing systemsConnect with Jake Sotir on LinkedIn for more insights on SEO, AEO, GEO, and organic growth.#AEO #GEO #SEO #AISearch #ChatGPT #GenerativeEngineOptimization #AnswerEngineOptimization #AIVisibility #B2BMarketing #GrowthMarketing #ContentMarketing #LLM #AISEO #StartupMarketing #DemandGeneration #StartupsUnedited #GumshoeAIFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

AI is changing more than software.It is changing the entire economics of SaaS.In this episode of #StartupsUnedited, I sit down with pricing and go-to-market expert Roee Hartuv, Senior Pricing Advisor & Head of GTM Expertise at Willingness to Pay, to discuss why traditional seat-based SaaS pricing is breaking, how AI is destroying margins, and what founders need to understand before they accidentally price themselves into a disaster.We cover:Why seat-based pricing no longer works in the AI eraWhy AI companies have lower margins than traditional SaaS businessesThe rise of usage-based, credit-based, and outcome-based pricingWhy outcome-based pricing is harder than most people thinkHow companies like Salesforce are experimenting with AI pricing modelsWhy some AI startups are losing millions because of bad pricing decisionsHow founders should think about packaging, pricing, and unit economicsWhy AI companies need to obsess over costs, not just revenue growthIf you are building, investing in, or operating an AI startup, this episode will completely change the way you think about pricing strategy.#AI #SaaS #PricingStrategy #ArtificialIntelligence #B2B #Startups #StartupAdvice #GTM #Salesforce #UsageBasedPricing #ProductLedGrowth #VC #Founders #StartupsUneditedRoee Hartuv, Jorge Soto, Salesforce, OpenAI, Anthropic, Fin.aiFollow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

What does it really take to build a company that wins - and gets acquired by a giant like Salesforce?In this episode of #StartupsUnedited, I sit down with John Andrews (Co-Founder & CEO of Cimulate, now part of Salesforce.com) to break down the real playbook behind building, scaling, and exiting a category-defining AI company.We go deep on:Why your co-founder choice is everything (and how to get it right)The truth about building world-class startup teamsHow top CEOs stay calm under pressure when everything is on fireWhy agentic AI is the biggest shift since the internetHow AI is rewiring e-commerce, search (GEO/AEO), and buying behaviorWhat founders and execs MUST understand about AI-driven discoveryJohn has built and exited multiple companies, worked with organizations like Nike and Oracle, and now sits at the center of one of the most important shifts in commerce: agentic AI.His take?👉 “The future is agentic - and it’s happening faster than anyone realizes.”🧠 Key Takeaways-Startups don’t fail because of ideas - they fail because of team composition-The next wave of growth isn’t SEO… it’s GEO (Generative Engine Optimization)-AI agents will become the new front door to your business-The best founders are emotionally steady, not reactive⏱️ Chapters00:00 Intro02:15 The #1 mistake founders make when building teams08:40 How to pick the right co-founder15:10 Staying calm as a CEO (when everything breaks)22:30 What “agentic commerce” actually means31:45 AI vs SEO: The rise of GEO/AEO40:10 How AI will change how customers buy forever48:20 What founders should do right now🔥 Who This Is ForStartup founders (0→1, 1→10)GTM leaders & operatorsAI / SaaS buildersE-commerce & retail executivesAnyone trying to understand what AI actually means for business📈 Why You Should WatchBecause this isn’t theory.This is from a CEO who:Built multiple companiesSold to enterprise giantsIs actively shaping the future of AI-powered commerce👇 Connect & FollowSubscribe for more unfiltered conversations with top founders and operators.Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge

What does startup success really look like?In this episode of #StartupsUnedited, I sit down with serial entrepreneur Eric Litman, a serial founder whose companies have consistently led to major outcomes, to unpack the real, unfiltered truth behind building companies, managing pressure, and staying grounded through it all.This isn’t a highlight reel.This is what founders actually go through.🔥 What You’ll Learn:-Why startup success is never linear (even if it looks that way)-The hidden reason most founding teams fail (and how to avoid it)-How to handle conflict, ego, and pressure as a CEO-The mental shift required to detach your identity from your company-Lessons from building a robotics company used by brands like Equinox & Four Seasons-Why kindness and emotional intelligence might be your biggest competitive advantage💡 Key Takeaways:-“Every day is a fight.” - the reality behind “perfect” founder journeys-Founders don’t fail because of product - they fail because of people and relationships-The hardest problems in startups are interpersonal, not technical-Success isn’t an outcome - it’s the discipline of continuously improving as a human👤 About Eric Litman:-Serial entrepreneur with multiple successful exits-Early experience working with Steve Jobs’ NeXT-Built and scaled a robotics company to 100+ locations-Known for tackling hard, complex problems that create real-world impact🎙 About #StartupsUnedited#StartupsUnedited is hosted by (me) Jorge Soto - a 25+ year GTM operator, founder, and advisor - bringing raw, unfiltered conversations with founders, operators, and investors building the future.No scripts. No fluff. Just real conversations.🚀 If You’re a Founder, Operator, or Investor…This episode will challenge how you think about:SuccessIdentityLeadershipAnd what it actually takes to build something meaningful🔔 Subscribe for MoreIf you’re building, investing, or thinking about startups in the AI era - subscribe for weekly conversations designed to give you an edge.

In this episode of #StartupsUnedited, I sit down with Vignesh Ravikumar, Partner at Sierra Ventures, to break down what actually matters in building and scaling startups in the AI era.They go deep on:-Why AI gets you 80% of the way, but not the last mile-The rise of “systems of context” as the real competitive moat-How founders should think about moats in 2026 and beyond-What separates elite startup teams from everyone else-Why hiring the right early team dramatically increases success odds-The truth about AI replacing SaaS (and where it won’t)-How great founders sell vision to attract top talent, customers, and investorsVignesh also shares tactical frameworks for:-Building defensible AI products-Creating trust in AI systems-Scaling from product #1 to multi-product companiesIf you're a founder, operator, or investor trying to understand what actually wins in the AI era, this episode is a must-watch.🔥 Key Takeaways-AI is powerful, but context + decision-making data is the real moat-Great founders don’t sell ideas, they sell belief-Early team quality is one of the strongest predictors of success-The future of AI apps depends on capturing human decision logic-Winning startups will move fast AND build compounding products👇 Connect with Vignesh RavikumarSierra Ventures: https://www.sierraventures.comPodcast: Unpacked (UNPAK3D)LinkedIn: linkedin.com/in/vravikumar1🚀 About #StartupsUnedited#StartupsUnedited is hosted by Jorge Soto and features real, unfiltered conversations with founders, operators, and investors building the future.👉 Watch the full episode and drop your biggest takeaway in the comments

In this episode of #StartupsUnedited, I sit down with serial entrepreneur Jonathan Friedman to break down how AI is fundamentally changing how startups are built, funded, and scaled.Jonathan shares his journey from building companies like DemoStack to rethinking the entire startup playbook - and why the traditional VC-backed model may no longer be the default path for ambitious founders.We dive into:The rise of the “indie startup” model - small teams, big ambitions, minimal fundingWhy AI + modern infrastructure are eliminating the need for large, bloated teamsHow product experience is becoming more important than featuresWhat happens when anyone can build software (even non-technical founders)The hidden cost of speed - and how founders can stay grounded in an accelerating worldWhy attention, creativity, and taste are becoming the new competitive advantagesJonathan also shares deeply personal insights on burnout, travel, and finding clarity outside the startup grind, and why stepping away might be the most powerful move a founder can make.If you're a founder, operator, or investor trying to understand what building a company looks like in the AI era - this is a must-listen.

Is sales development dead in the age of AI?

Not even close.In this episode of #StartupsUnedited, I sit down with John Moore, Head of Business Development at Cimulate (now part of Salesforce), to break down what actually works in modern outbound sales.

While most teams are chasing AI tools, John is quietly building one of the highest-performing SDR/BDR teams in today’s market - proving that fundamentals, discipline, and smart execution still win.

👉

In this episode, you’ll learn:

Why SDRs and BDRs are still critical in 2026

The exact traits of top-performing sales development reps

How to balance personalization vs. scale in outbound

Why most SDR teams fail (and how to fix it) Cold calling strategies that actually convert today

The habits that separate elite reps from average ones

How great sales leaders coach - not just manage

If you're a founder, sales leader, SDR, or building a GTM team, this is a must-watch.

⚡ KEY MOMENTS

00:00 – Intro to #StartupsUnedited01:00 – John Moore’s journey into sales

05:30 – What makes a great SDR in today’s AI-driven world

10:00 – Habits of top-performing BDRs

14:00 – Personalization vs scale (critical outbound strategy)

18:00 – What great SDR leaders do differently

25:00 – Building high-performing sales teams

🎯 WHO THIS IS FOR

SDRs / BDRs trying to stand out

Founders building outbound motion

Sales leaders scaling teams

Anyone navigating AI + sales

If you’re building or scaling a GTM team, subscribe for more real conversations with operators in the trenches.

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