www.gtmaiacademy.com www.aibusinessnetwork.ai

In the ever-evolving landscape of sales, artificial intelligence (AI) has emerged as a pivotal tool for redefining how companies operate. Recently, on the GTMAI podcast, Jonathan Moss interviewed 🚀 Victor Adefuye co-founder and CEO of Dana Consulting (NYC) to explore how AI is revolutionizing the sales industry. Below, we delve into the conversation, capturing Victor's insights on training, coaching, forecasting, and more.

AI: A Catalyst for Sales Efficiency

Victor opened the discussion by highlighting a key area of inefficiency in sales: the gap between training and actionable results. He stressed that despite tactical inefficiencies within sales teams, the disconnect between coaching and real-world outcomes is a deeper challenge. Victor pointed out that while market conditions and products can make any salesperson appear successful, true proficiency is tested when outcomes are lacking. AI, he argues, provides the clarity needed to reassess strategies, structure training, and sustain behavioral changes necessary for long-term success.

Training and Development: The Athlete's Mindset

Drawing a parallel between sales professionals and athletes, Victor emphasized the importance of preparation. Just as athletes prepare for game day, sales professionals must refine their skills continuously. Coaching, regular training, and reliable feedback form the cornerstone of sustained improvement. AI plays a significant role here, by providing data-driven insights that help identify precise skill gaps. Through this, organizations can develop tailored training and coaching strategies that ensure progress is tangible and accountable.

The Power of Personalized Coaching

AI enhances sales training by offering personalized insights, enabling meaningful, targeted interventions. Victor shared examples of how AI can analyze call data, provide constructive feedback, and monitor progress. This not only optimizes the coaching process but ensures that sales reps aren't practicing on customers. By establishing clear baselines and mapping sales processes, AI ensures organizations can define and track both individual and team growth effectively.

Revolutionizing Forecasting Through AI

On forecasting, Victor discussed leveraging AI to enhance accuracy. By incorporating standardized scoring systems, such as MEDDPICC, companies can objectively evaluate opportunities based on defined criteria. AI streamlines this process, offering managers a comprehensive view of deal status and potential, helping to avoid inflated forecasts. Such precision allows sales leaders to align closer with reality and provide more reliable, data-driven projections.

Implementing AI: Training and Workflow Integration

Victor cautioned against the misconception that simply acquiring AI tools is enough. Instead, he emphasized a focused implementation strategy, rooted in proper training and integration into existing workflows. Training sales teams for comfort and proficiency in using AI tools is essential. He underscored the importance of creating environments where AI use blends seamlessly into daily activities, ensuring the transition is smooth and sustainable.

Key Quotes:

1. "The disconnect between training and skill development and actual results has driven me the most in sales."
2. "Salespeople are performers. Just like athletes, you get judged on what happens when it's game time."
3. "AI allows us for the first time to address a lot of these gaps in insight and behavior change necessary to sustain growth."
4. "You can't just buy a piece of software or even build one and expect it to solve the problem. It's about skill development."
5. "Personalized coaching is key. AI gives us the ability to identify personalized skill gaps and develop targeted plans."

www.gtmaiacademy.com www.aibusinessnetwork.ai

https://www.linkedin.com/company/velocityengine-ai/about/

AI-Powered Go-To-Market Strategies with Nick Bhavsar | GTM AI Podcast

In this episode of the GTM AI podcast, host Jonathan welcomes Nick Bhavsar, Co-Founder and CMO of Velocity Engines, to discuss the critical state of go-to-market (GTM) strategies and how AI can revolutionize this space. They explore the inefficiencies plaguing GTM today and trace Nick's transition from a career in engineering to becoming a thought leader in marketing. Nick elaborates on the foundational aspects of GTM, covering essential phases like segmentation, positioning, and persona-specific content creation. He also unveils how Velocity Engines leverages AI to streamline these marketing processes, from strategy development to content execution, and closes with visionary insights on the future of AI in both B2B marketing and consumer behavior. Tune in for an enlightening conversation filled with practical advice, industry stats, and future trends.

00:00 Introduction and Guest Overview

00:43 Nick Bhavsar's Background and Career Journey

05:37 The Broken State of Go-To-Market Strategies

07:50 Fundamentals of Marketing and AI's Role

10:23 Solving Go-To-Market Challenges with AI

17:10 Understanding the Buying Committee

18:36 Personalizing Content for Different Personas

19:54 The Role of AI in Sales and Marketing

22:40 Founding Velocity Engine

23:48 Velocity Engine's Go-to-Market Strategy

26:39 Future of AI in B2B Marketing

30:02 Consumerization of B2B

35:34 Closing Thoughts and Contact Information

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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Let’s shape the future of AI together.

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

• Andrew Blum’s Journey:

  • Transition from founding startups to taking on roles at primary venture partners.

  • Key insight: “The market matters a lot more than the individual business itself.”

• Pivot to AI:

  • Observations on the rapidly evolving AI landscape and the confusion among business leaders regarding effective adoption.

  • Recognition that traditional vendor-led events are limited by inherent biases.

• Event Strategy:

  • Scaling an event from the outset by planning for a large audience (starting at 3,500 attendees in Las Vegas).

  • Incorporation of multiple session formats: keynotes, industry-specific panels, workshops, and networking through one-to-one matchmaking.

• Differentiating the Event:

  • Combining the best elements of academic, thought leadership, and vendor ecosystem events to deliver actionable insights.

  • Emphasis on an independent perspective free from vendor bias.

• Leadership and AI Adoption:

  • The dual importance of robust data infrastructure (managed by CTOs/CIOs) and a culture that encourages sharing practical AI use cases.

  • Discussion on how AI tools can empower individuals across all business functions.

Quotes from Andrew Blum

• “My biggest takeaway was that the market matters a lot more than the individual business itself.”

• “Rising tide lifts all boats.”

• “If you're not encouraged to share use cases and openly speak about the stuff that you're doing, your company is not going to benefit from it.”

• “The best part about AI for me is that the hardest thing of any task is getting started.”

• “I always have ChatGPT open. I'm always like, 'Okay, let me throw this in and get a first draft,' which usually gets me 50% of the way there.”