www.gtmaipodcast.com Marchelle: https://www.linkedin.com/in/marchelle-renee-mooney-87918a39/Mangomint: www.mangomint.comMarchelle Rooney didn't learn to code. She learned to talk to Claude Code. And now her non-technical sales team is building tools that make their engineering team do a double-take.In this episode, the VP of Sales at Mangomint ($25M ARR, salon and spa SaaS) shows exactly how her team:→ Built a custom LMS for product training using Claude Code + Notion MCP (no developers involved)→ Analyzed 212 BDR cold call transcripts in 3.5 minutes to rebuild their entire outbound playbook→ Created a Golden Script system that drove an 8% win rate increase (29% → 37%)→ Automated post-call task extraction and hardware ordering from call transcripts→ Solved a data import problem in one week that a senior engineer said was impossibleMarchelle's background: competitive dancer → precision haircutter → salon owner → hawking $2,200 hair extensions → VP of Sales at a vertical SaaS rocket ship. Her team runs a 2-day sales cycle and closes 20-30 new logos per month per AE.Her philosophy: "Micromanage the data, not the people." Give non-technical operators Claude Code and a mandate to find friction. The best solutions bubble up. Then engineering hardens what works.KEY TIMESTAMPS:0:00 - Intro + Marchelle's wild career path (salon to SaaS)8:00 - The custom LMS her Director of Onboarding built in Claude Code13:00 - Post-call automation: transcript extraction + one-click hardware ordering17:00 - The Golden Script project: analyzing transcripts to rebuild the sales playbook21:00 - 8% win rate increase results22:00 - BDR transcript analysis: 212 calls scraped in 3.5 minutes27:00 - Build vs. Buy: why she doesn't wait for vendor integrations31:00 - The junior analyst who solved the "impossible" import problem34:00 - Selective hiring: why she doesn't start with headcount plans37:00 - The daily AI discipline and the future of sales leadershipTOOLS MENTIONED:Claude Code (Anthropic)Notion (with MCP integration)Momentum (call intelligence)Nooks (dialer + sequencer)Avara (AI sales simulator)Mangomint (their product)#GTMAI #ClaudeCode #SalesLeadership #AITools #RevenueOperations #SalesEnablement

www.gtmaipodcast.com

Account planning used to take 2 quarters of change management. Justin Driesse built a Notion AI agent that does it in 90 seconds. His CRO saw the output and asked, "Is this real?"

In this episode, Justin Driesse (Director of Sales Enablement at Legora) walks through how he built an agentic account planning workflow using 5 chained prompts in Notion AI. No code required. No engineering team. Just a Notion page, clear prompting, and the right knowledge base already in place.

We cover:

• How the "Yes, Chef" agent generates detailed account plans with tiered stakeholder maps, competitive intel, and inline footnoted sources in 90 seconds
• Why Notion is the ultimate RAG system (and how that changes the agent-building game)
• The death of the 2-quarter account planning rollout
• Why enablement needs to break up with content and focus on process
• How Legora ran their Stockholm SKO with AI-generated team certifications built overnight from workshop content
• The macro intelligence unlock: running agents across hundreds of account plans to find deal patterns before they close

Justin's background spans teaching high school English, training accountants at a global firm, enablement at Amazon/Twitch, Slack/Salesforce, Writer, and now Legora. His perspective on compressing learning time with AI is one of the most practical I've heard.

== CONNECT ==Justin Driesse on LinkedIn: https://www.linkedin.com/in/justin-driesse-361943159/Legora: https://legora.com/

== GTM AI PODCAST ==Website & Podcast: https://www.gtmaipodcast.comSubscribe to the GTM AI Newsletter for weekly actionable intelligence on AI for go-to-market teams

== ABOUT ==The GTM AI Podcast is where go-to-market leaders learn how to actually use AI to drive revenue, pipeline, and team performance. No hype. No fluff. Just what works.

#GTMAI #SalesEnablement #AIAgents #AccountPlanning #NotionAI #GTMAIPodcast

https://www.gtmaipodcast.com https://www.gtmaiacademy.comRoman Linkedin: https://www.linkedin.com/in/rom%C3%A0n-czerny-11b773199/https://www.gojiberry.aiIn this episode, Roman walks through the entire system live on screen. You'll see how Gojiberry's signal agents identify warm leads in real time, how Claude ranks and personalizes every message, and the multi-channel marketing machine Roman runs across 7 LinkedIn accounts, 3 X accounts, YouTube, and Reddit.The numbers speak for themselves: 50% reply-to-blueprint rate, 70% demo close rate, 35% trial-to-paid conversion.Key takeaways from this episode:00:00 — Intro & Roman's journey from engineer to SaaS founder01:30 — What Gojiberry AI does and how it's different04:00 — Live demo: How AI finds and scores high-intent leads08:00 — Why Gojiberry vs. building your own with Claude Code09:00 — Signal agents: configuring ICP and intent tracking12:00 — The full funnel: leads → blueprint → demo → close14:00 — Conversion metrics breakdown (50% / 70% / 35%)15:00 — Multi-channel strategy: LinkedIn, cold email, YouTube, Reddit, X17:00 — Managing 7 LinkedIn accounts with AI content tools18:30 — Using Gemini + Whisper for content creation at scale19:00 — YouTube SEO hack: competitor review videos21:00 — AI agents talking to AI agents: the future of outreach24:00 — Why targeting active LinkedIn users doubles your results25:30 — The blueprint strategy: give value before asking for demos27:00 — How a lead magnet went viral and became Gojiberry's growth engine🔗 Resources:→ Gojiberry AI: https://gojiberry.ai→ Coach K's viral LinkedIn post about Gojiberry + Cowork: [link]📩 Want the AI Lead Gen Blueprint?Download our free guide on how to use AI to find, score, and convert high-intent leads across every organic channel. Get it at www.gtmaipodcast.com🎙️ GTM AI Podcast Subscribe for weekly episodes on AI-powered go-to-market strategy.#AILeadGeneration #LinkedInOutreach #GTMAIPodcast #SalesAI #Gojiberry #B2BMarketing #ColdOutreach #AIForSales

www.gtmaipodcast.com www.gtmaiacademy.com

Find Victor on LI: https://www.linkedin.com/in/victoradefuye/

Newsletter: https://superintelligentsales.beehiiv.com/

Victor website: www.dana-consulting.com

Victor Adefuye built 7 Make.com automations FAST. He's not a developer. He used Claude Cowork.

In this episode, Victor (former MD at Winning by Design, now running Dana Consulting) walks through 3 live workflows that show what's actually possible when you combine 10+ years of GTM enablement expertise with agentic AI:

What you'll see:

🔍 Lead Research & Prioritization at Scale Victor feeds 360 conference leads into Cowork, which spins up parallel sub-agents to research 15 companies simultaneously, scores them against his ICP, and writes personalized nurture emails pulling from his 110-page content library. The prompt? Three sentences.

📞 Mass Call Analysis with MEDDPICC Scoring A custom skill scores 7+ sales calls in parallel using a calibrated 0-2 scoring system. Individual scorecards with timestamps and direct quotes. A synthesis report showing team-wide skill gaps. What used to take days happens while you grab coffee.

⚙️ Building Make.com Automations (Zero Code) Victor gave Cowork a folder of automation ideas he brainstormed over Christmas. It reviewed them, picked the ones it could build, opened Make.com in the browser, and started configuring modules. Call transcript processing, trigger-based prospecting for newly hired CROs... all built through conversation.

Key insights discussed:

• Why enablement professionals are the best-positioned to build AI agents
• How skills (packaged expertise) make 3-sentence prompts more powerful than 3-paragraph ones
• Why parallel sub-agents change the math on what's possible at scale
• The case for monetizing skills as productized consulting IP
• Why the chat interface might be going away

Connect with Victor: 🌐 dana-consulting.com 📧 superintelligentsales.ai (newsletter) 💼 LinkedIn: Victor Adefuye

Connect with Coach K: 🌐 gtmaiacademy.com

⏱️ Timestamps: 0:00 - Intro & Victor's background 3:55 - Victor's GTM enablement journey (Winning by Design → Dana Consulting) 7:30 - Live Demo: Lead Research & Prioritization with Cowork 9:23 - What are Skills? Victor's explanation 14:00 - The power of simple prompts with deep context 16:10 - Parallel sub-agents explained 17:06 - Will Cowork replace the chat interface? 20:48 - Live Demo: Mass Call Analysis with MEDDPICC 22:40 - Building a calibrated scoring system (0-2 scale) 27:15 - How sub-agents solve the context window problem 29:07 - Lead research results walkthrough 31:49 - Can skills be monetized? The productized consulting play 35:19 - Email quality self-checking and the Victor voice filter 40:00 - MEDDPICC synthesis report and team-wide gap analysis 43:50 - Live Demo: Building Make.com Automations with Cowork 46:37 - Trigger-based prospecting for newly hired CROs 50:03 - "It's the creativity that matters" 51:20 - Ethan Mollick's "Invite AI to Everything" 53:23 - Where to find Victor

www.gtmaipodcast.com for full AI playbook For Scott's company: https://gtmify.io/ Scott's linkedin: https://www.linkedin.com/in/scottwueschinski/ He built $100M in qualified pipeline in 3 months using partnerships, intent data, and duct-taped automations. Now Scott Walinski (serial entrepreneur, 4x exit founder, co-founder of GTMFI) has productized that playbook with AI. In this episode, Scott demos three live builds: An AI onboarding agent that builds your entire GTM foundation in under 5 minutes. ICP, buyer personas, use cases, competitive positioning, qualifying questions. What agencies charge $5K-10K and take weeks to produce. A specialized agent architecture for outbound. Not one AI writing everything. Separate purpose-built agents for email (onsite intent vs. offsite intent), LinkedIn, SMS, WhatsApp, and even handwritten mail. All orchestrated from a single platform so you don't need to be a GTM engineer or manage 30 tools. A meeting follow-up automation that drafts your emails before your next call starts. Circle Back captures the transcript, n8n routes it, Anthropic extracts action items, and a draft email appears in Slack for you to approve or edit. No more 6 PM email scrambles. Scott's thesis: The modern GTM flywheel is content + intent + outbound, all running on a foundational AI layer. Most teams have the pieces but no orchestration. This episode shows you exactly how to build it. Scott Walinski is a serial entrepreneur who has grown, scaled, and exited four businesses. He's currently co-founder of GTMFI (gtmi.io) and part of the retail advisory group at Genpact. He's also an instructor in the AI Go-To-Market School at Pavilion. CHAPTERS: 00:00 - Intro and Scott's Background 02:00 - From $100M Pipeline to GTMFI 05:00 - The Modern GTM Flywheel: Content + Intent + Outbound 07:30 - Why GTM Tools Fail Non-Technical Users 10:00 - LIVE DEMO: AI-Powered Onboarding Agent 16:00 - Building Buyer Personas and Use Cases with AI 20:00 - From Onboarding to Campaign: The Full Workflow 24:00 - LIVE DEMO: Campaign Builder and Specialized Outbound Agents 28:00 - Intent-Driven Content Generation with Purpose-Built Agents 31:00 - LIVE DEMO: Automated Meeting Follow-Up (Circle Back + n8n + Slack) 35:00 - Wrap-Up and Where to Find Scott #GTM #AI #GoToMarket #B2B #SalesAutomation #AIAgents #Outbound #Pipeline #GTMAIAcademy #MarketingAutomation #SalesTech

www.gtmaipodcast.com www.gtmaiacademy.com

www.thrivestack.ai

Guru Linkedin: https://www.linkedin.com/in/gururajp/

For the goodies, the Newsletter breakdown, and playbook go to www.gtmaipodcast.com

A bootstrapped founder replaced his AI SDR budget with a $3.5K newsletter engine. The ROI: 551%. In this episode, Guru Raj (Founder & CEO of ThriveStack.AI) breaks down the exact content-to-pipeline system that gets buyers 80% of the way to purchase before a single demo call.

Guru built two VC-backed startups before this. Both acquired. Both burned 60-65% of all spend on GTM. His third company is fully bootstrapped, and the GTM engine he built should make every funded startup nervous.

We cover:

• Why AI SDRs from Artisan, 11X, and Instantly failed (and what replaced them)
• The 5-stage warm pipeline engine that turns newsletter readers into paying customers
• How to unify marketing, product, sales, billing, and CS signals into one correlation chain
• The churn intervention tipping point (and the exact month it hits)
• Building product with a lean AI team using Claude Code and Google AI Studio
• The $800K analytics tax most B2B SaaS companies are paying for tools that don't talk to each other

Key metrics from the episode:

• 551% ROI on $3.5K email spend
• 90% open rate on warm outbound
• 15-20% click rate
• 80% sign up without needing a demo
• 23-26% churn reduction from right-timed interventions
• 30-40% team size reduction using AI

📩 Get the free Content-to-Pipeline Playbook in our newsletter: www.gtmaipodcast.com

🔗 ThriveStack.AI: https://thrivestack.ai

⏱️ Timestamps: 00:00 - Intro 02:15 - Why Guru's first two startups burned 60-65% on GTM 05:30 - The AI SDR experiment that failed 09:45 - Building the $3.5K newsletter engine 15:20 - The 5-stage warm pipeline system 22:00 - Signal unification: connecting newsletter clicks to closed revenue 28:30 - The churn intervention playbook and tipping point 34:00 - Lean AI tech stack: Claude Code, Google AI Studio, Brevo 38:15 - Implementation sequence and key takeaways

🎙️ GTM AI Podcast The podcast for GTM leaders who want executable intelligence on AI in go-to-market. No hype. No fluff. Just the systems, metrics, and playbooks that actually work.

Subscribe for weekly episodes.

#GTMAI #B2BSaaS #RevenueOperations #ContentMarketing #AIinGTM #SaaS #StartupGrowth #ProductLedGrowth #EmailMarketing #ChurnReduction

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

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