Useful Timestamps:

1:05 - Importance of cloud infrastructure and internet SaaS.

6:25 - Principles of go-to-market.

9:18 - building sustainable growth.

11:33 - CRM information workload, test results, and building a machine for effective CRM.

12:22 - Importance of common language and standardized data.

17:35 - principles for market strategy, growth building, cost, quality, and implementation.

18:19 - Closing Remarks. 

Useful Timestamps:

1:19 - Attention retention strategies are presented. 

3:24 - 3 points of view, segment planning for webinars.

5:03 - Dive into specific topics on how to engage webinar audiences.

6:05 - Content planning for follow-ups.

8:09 - Different modes of video content.

10:11 - Maximizing content output by repurposing webinar content. 

10:44 - Utilizing video clips for social media

13:21 - Leveraging user-generated content.

15:26 - How to structure webinar content to maintain flow and engagement. 

19:24 - Resolving disagreeing points of view. 

22:18 - Closing Remarks. 

Useful Timestamps:

0:53 - Introduction.

2:50 - Ineffective communication strategies like pitch slapping and spamming.

10:36 - Identifying interests of the target audience, where they hang out online or in person.

18:14 - Ways of engaging with senior executive buyers, discussing business opportunities and risks. 

25:31 - How to improve the sales process.

27:24 - strategies for presenting proposals to gain advantage.

31:53 - How important is consistency in business?

33:48 - Sales funnel checklist, identifying gaps, and strategies for engaging buyers.

35:38 - Closing Remarks. 

Useful Timestamps:

1:06 - Market volumes and the dominance of certain companies.

2:14 - Cross-functional decisions, complex offerings, and complex customer organization structures.

8:34 - Understand top companies in specific industries.

11:26 - Key initiatives of top companies.

13:36 - Challenges faced by salespeople in unproven categories.

14:09 - High win rates in finite markets. 

15:58 - Focus on mimicking normal behavior in social selling.

22:34 - Closing Remarks. 

Useful Timestamps:

2:00 - insights into the evolving B2B buyer's journey.

12:03 - the percentage of sellers who are reactive versus proactive in the B2B buyer journey.

16:19 - The power of intent data in positioning oneself proactively in the B2B buyer journey.

18:53 - Identify buyer footprints and align, influence, and win over buyers.

19:48 - Use sales intelligence and account-based marketing campaigns on metrics like open rates, reply rates, and meeting bookings

26:36 - Strategies for shrinking sales cycles.

28:59 - The importance of data analytics and evolving unique strategies.

32:05 - Closing Remarks. 

Useful Timestamps: 

2:00 - B2B buyer’s journey is constantly evolving.

10:22 - Buyers rely on secondary research, review ratings, webinars, and white papers to educate themselves on solutions.

12:53 - The late stage of buyer engagement by sellers and the importance of influencing and engaging buyers early in their journey.

15:27 - How buyers leave digital footprints and the use of intent data from third-party providers like Bombora to make proactive moves in sales.

18:53 - Identify buyer footprints and align sales strategies.

19:48 - Use sales intelligence and intent data on open rates, reply rates, meetings booked, and qualified opportunities. 

20:18- Closing Remarks.

Useful Timestamps:

0:20 - What is the role of AI in sales?

4:21 - The significance of generative AI and it’s impact on sellers.

5:02 - Analysis of the current state of sales, challenges faced by revenue leaders.

7:56 - The state of sales in 2023, challenges faced by CROs, and the impact of market trends on sales performance.

10:11 - Insights into the lack of understanding of AI among technology leaders, revenue leaders, and revenue ops leaders, and its implications for sales.

19:20 - Identify pressing issues for company development.

20:25 - Understand whether issues are personal perceptions or validated by the team.

24: 46 - Companies that are involved in AI, the humanization aspect of selling.

28:46 - AI rollouts, the importance of leadership alignment.

30:56 - Groundbreaking impacts of AI in sales. 

35:52 - Closing Remarks.

Useful Timestamps: 

1:18 - Focus on the human side of go-to-market strategies.

7:55 - There can be negative financial impact from not tracking or estimating time effectively in companies.

9:32 - Insights into email nurture tracks for engaging people and the challenges faced, particularly with an IT audience's response to marketing efforts.

11:44 - Mindset shifts on challenges and the impact on work efficiency. 

14:23 - The importance of creating a safe space for employees.

17:09 - Approaches to SEO and content creation from different mindsets, including growth mindset and status quo mindset.

19:20 - Steps for company development.

21:02 - Closing Remarks.

Useful Timestamps:

3:19 - Build protocols that incorporate both external and internal elements for a holistic view of productivity focused on wellbeing.

5:18 - There are challenges that relate to burnout and productivity.

7:55 - There is significance in time management and the impact of not tracking or estimating time effectively, leading to financial losses for companies.

10:37 - Addressing the 'nerds' in the room, exploring lesser-known tools essential for productivity, and discussing harnessing internal power for productivity.

22:54 - Track energy levels and urges throughout the day to work with natural rhythms.

27:16 - Be intentional about tracking energy and brainwaves and pairing internal processes with external tools for productivity.

28:36 - Closing Remarks. 

Useful Timestamps: 

6:18 - different types of emails, focusing on the importance of trust-building through text in emails, and the use of various tools in modern email communication.

7:21 - email marketing strategies, the importance of personalization in emails, and the effectiveness of emails that save time and show effort.

9:55 - The importance of content quality, transparency in pricing and company identity, and building trust with clients through various channels like emails, calls, and social media.

11:56 - building a foundation of trust from the first interaction with clients and the significance of having a strong presence on LinkedIn and other social media platforms.

13:57 - The effectiveness of concise and informative newsletters like Morning Brew for saving time and providing valuable information.

17:15 - The role of personal and corporate branding in building trust, authenticity, reliability, and transparency with clients.

17:00 - The role of technology in trust-building, the use of data-driven tools for personalization, and the impact of AI in the digital era.

20:33 - Strategies for standing out in a competitive market, the importance of email as a communication channel, and the role of transparency and AI in fostering trust.

24:01 - The significance of showing professionalism and respect in client interactions, and the impact of enabling cameras during virtual meetings.

25:20 - Closing Remarks.

Useful Timestamps: 

2:03 - Move beyond leads, utilize multichannel marketing.

8:23 - The need for a clear North Star metric in software companies and different types of metrics for various types of companies.

9:59 - Set goals based on qualified pipeline, efficiency metrics. 

11:10 - Strategies for investing in brand, mitigating waste, and understanding the impact of campaigns on other marketing efforts.

15:23 - Leverage different parts of distribution in brand video investment and building broader campaigns for brand articulation. 

16:01 - Integrated performance marketing, direct response strategies, and generating SQLs and customers.

20:48 - Focus on brand building at the top of the funnel, and driving immediate meetings booked from review sites and ads.

23:12 -Build out Google campaigns and target specific software types for more relevant clicks.

30:19 - Closing Remarks. 

Useful Timestamps: 

2:06 - Importance of understanding marketing trends and consumer behavior

3:15 - There is influence of neuroscience in marketing and sales. 

8:01 - There is an abundance of data available that should be used to craft personalized marketing campaigns.

9:06 - Pay attention to consumer reactions to marketing campaigns and the role of data in personalization and targeting.

9:42 - Value in qualitative data for marketing. Identify trends and patterns in large datasets.

10:21 - It’s challenging to generalize from large datasets and the importance of predicting future market trends and customer preferences.

10:58 - Data-driven insights improve decision-making in marketing.

16:09 - Closing Remarks.

Useful Timestamps: 

1:50 - The evolution of digital marketing and the importance of considering all campaign touchpoints.

3:40 - The role of programmatic in complementing search and social efforts.

5:57 - Craft a cohesive story across impactful channels and devices.

8:09 - Utilize third-party data in programmatic advertising and understand audience behavior.

8:42 - Diversify messaging and personalized, sequential conversations with the audience.

10:14 - Low funnel strategies, touchpoints, and the loss of transparent insights in social platforms. 

11:52 - Measurement in digital advertising and the limitations of last-click attribution.

12:26 - Consider the entire consumer journey in the purchase process, especially in high-value B2B leads or high-cost software sales.

13:02 - The holistic impact of touchpoints and messages in the consumer journey and the advocacy for multi-touch attribution tools.

15:12 - Closing Remarks. 

Useful Timestamps:

4:17 - What are white paper downloads? 

5:14 - Importance of behavioral data.

7:34 - Event parameters in Google Analytics. Yale and Harvard references. 

12:38 - Analysis of user experience on websites. Focus on importance of understanding user needs and behaviors. 

13:25 - strategies for website analysis. Create a spreadsheet for user experience features.

16:36 - Developing a custom event parameter list for GA.

18:38 - Closing Remarks. 

Useful Timestamps: 

0:50 - What are some challenges faced by enterprises and individuals in the current environment?

1:26 - How to focus on radical reinvention; roles as a digital innovator.

2:42 - Journey of transformation following major life changes.

14:45 - The importance of clarity in organizational focus for creating significant change and innovation. 

20:50 - Five lessons learned from Emily's experiences, leading to her second race car and the concept of radical reinvention.

21:28 - Key lessons for personal and organizational growth, including listening, patience, and understanding.

22:45 - Fail fast & with finesse, communication, accountability, and being present in the moment. 

26:22 - Closing Remarks. 

Useful Timestamps: 

2:48 – What are the company’s user base and campaign stats?

9:10 – Invest in customer experience journey, community engagement, and advocacy.

13:58 – Strategies for driving new engagement with target accounts at the bottom of the funnel. 

15:44 – Customer relationships phase strategies, increasing usage, and gifting plays. 

16:23 – Celebrating customer lifecycle milestones and expansion play strategies.

18:03 – gifting strategies, personalized offers, and customized content offers.

19:53 – Closing Remarks.

Useful Timestamps:

2:26 - What are some of the issues with alignment of revenue engines, people, processes, technology, and the explosion in sales technology?

5:05 - Inefficiencies in the sales process before the digital age. 

10:19 - Important you have online presence, narrowing down major players in the market, and exploring trusted communities.

12:20 - Buyers are looking for real advice in neutral spaces, shortlisting potential companies.

15:52 - Align your company with solutions and lifecycle of vendors. The impact on the buyer journey is incredible.

17:15 - What is the role of salespeople?

19:14 - ‘Shadow stakeholders' in the decision-making process.

28:44 - Establish a trusted advisor in sales. Gather a comprehensive list of sales technology tools.

31:13 - Closing Remarks.

Useful Timestamps:

5:54 - Account-based marketing is a long-term strategy integrated with broader marketing plans, and how to get started with it.

7:02 - Emphasis on the importance of collaboration with sales leadership teams in the process of implementing account-based marketing strategies.

11:44 - Advice on incorporating familiar touchpoints into account-based management programs and avoiding complexity that hinders execution.

13:18 - How to balance account-based marketing (ABM) with other tactics and incorporating it into a larger marketing plan.

15:32 - Challenges and best practices when implementing ABM strategies. 

17:09 - Focus on the role of content and personalized marketing in ABM and how to effectively target key accounts. 

20:56 - There is a lot of importance with the collaboration between marketing and sales teams for ABM to be successfully executed.

24:45 - Start small with ABM, testing it out, showing success, and then gaining engagement across the sales organization.

28:55 - Understand the success of marketing efforts, focusing on timing and touchpoints, and monitoring them regularly.

29:52 - Strategies for tracking touchpoints at events and the importance of leading indicators towards success.

33:37 - Advice on starting simple with account-based marketing, learning from initial experiences, and gradually adding complexity.

34:06 - Closing Remarks.

Useful Timestamps:

1:31 - Author of “Social Selling”, available on Amazon.

3:30 - There is a changing landscape of sales and marketing, particularly focusing on the importance of social media and digital platforms.

7:03 - The average time spent on social media by individuals. 

9:23 - Build relationships, trust, and understand the business for competitive advantage in sales and marketing. 

10:26 - There’s a shift of clients to social media and the need for businesses to adapt to this change.

18:41 - Strategies are provided for securing meetings and the importance of a unique LinkedIn summary title.

24:39 - The role of conversations in creating sales and the impact of LinkedIn activities on one's network. 

28:15 - Discussion on demand generation methods, social selling methodology, and data-driven insights on cold outreach effectiveness

30:44 - Presentation of data on the response to cold outreach and the effectiveness of different strategies, including insights from 10 months of data collection.

32:59 - Closing Remarks. 

Useful Timestamps:

3:54 - Discussion on the effectiveness of sales engagement platforms and the varying opinions on mass market outreach.

6:07 - Outbound methods that work, focusing on personal and insightful outreach.

7:58 - Identifying the total reachable market through website visits and buyer committee engagement.

9:07 - The importance of repeated website visits as a strong sales signal and the need for deep research in large companies.

12:34 - Leveraging AI in mid-market sales and the introduction of Tiga AI.

13:40 - Using AI for creating targeted lists of companies and discussing its accuracy.

15:25 - Limitations of AI in providing current newsworthy events and the phenomenon of AI hallucinations.

16:00 - Challenges in using AI for creating lists and its limitations in generating large lists.

21:40 - The need for providing context in prompts when generating emails using AI and the challenges of personalization.

23:56 - The unrealistic nature of some AI-generated suggestions, particularly in negotiation scenarios.

27:32 - Autonomous execution of one-to-one prospecting conversations by AI and the challenges in replicating human sales conversations.

28:08 - What are the different types of sales conversations and what is the role of AI in facilitating these interactions.

30:32 - Closing Remarks. 

Useful Timestamps: 

2:55 - The importance of demand generation and its relevance in economics.

9:06 - Promote the waiting list as a powerful marketing strategy.

10:01 - Launch a waitlist for access to upgraded features and events.

14:27 - Use simple templates for creating a waiting list campaign.

15:54 - Simplify the use of templates and gain information from the waiting list campaign.

20:07 - Closing Remarks. 

Useful Timestamps:

2:48 - Personalized emails compared to automated ones and have a much higher rate of reply. 

6:42 - Explore slack communities for CXOs. Observe how people learn in these communities.

7:06 - Understanding the questions, words, and trade-offs customers are making, and using virtual conferences to gain insights. 

7:29 - Analyze conference agendas and topics to understand what attracts customers and how to align solutions with these interests.

9:21 - The challenge of influencing informed buyers and the opportunity to shape demand in favor of one's solution.

9:48 - Ensure content is buyer-centric and not self-focused.

11:09 - Craft effective cold emails, including simplicity, personalization, and avoiding overt selling.

13:56 - Tips for writing crisp, mobile-optimized content at a third to fifth grade reading level to increase reply likelihood.

16:33 - Closing Remarks. 

Useful Timestamps: 

3:17 - There's necessity of various phases for success and execution on LinkedIn. 

4:04 -Set up a good intentional foundation to support other phases, establishing relevance, credibility, and understanding the ideal customer profile

4:58 - Understand the importance of a LinkedIn profile and how it should focus on what the individual does for others and why they should act

6:01 - Become known, liked, and trusted through engagement, dialogue, and call to action.

6:58 - Actively engage on LinkedIn. Don’t solely rely on AI.

9:18 - Many ways to nurture customers, such as through podcasts, articles, and gifts.

11:43 - AI has an accelerator in business and content strategies.

13:47 - Take time to think through systems and offer help with content or business development strategies.

15:00 - Enhance brand perception and value.

15:25 - Closing Remarks. 

Useful Timestamps:

1:18 - There is a need for businesses to adopt a different GTM approach. The concept of “people-first” is introduced.

6:06 - Increase competition for the attention and explosion of data generation. 

10:22 - Emphasize a people-first approach to marketing and create memorable experiences.

16:00 - Examples of how events can act as catalysts for creating engagement, fellowship, and leads.

20:01 - Trends are observed in the data. 

21:57 - There is a lot of richness in first-party data. It has a large role in event-led growth.

27:43 - Closing Remarks. 

Useful Timestamps: 

1:34 - Introduction.

4:01 - Building connectivity between marketing and sales. 

5:29 - Challenges around leads and marketing-sales handoff. 

7:18 - Finger pointing and lack of relationship between teams. 

10:15 - Discussion on trust building and data trust. 

15:12 - How to analyze deal closures, messaging effectiveness, and historical data in sales

21:50 -Ensure there is a proper flow of opportunities for marketing and sales. 

22:50 - Have clear definitions of client interactions. 

26:10 - Address customer churn and the importance of evolving insights and data views. 

31:34 - Closing Remarks. 

Useful Timestamps: 

00:17 - Introduction to ABM and demand generation. 

2:38 - How to build a customer journey map to build demand. 

5:27 - Understand missed opportunities.

6:33 - Identifying common misses in company strategies. 

14:53 - What is first-party intent data and account interest?

20:52 - Different ABM playbooks and engagement strategies. 

21:29 - Target the buyers’ research hypothesis testing.

22:40 - How to work on content co-creation.

23:47 - ABM Efforts.

24:52 - Personalized direct mail campaigns.

27:03 - Engage in niche communities for technical audiences.

27:42 - Closing Remarks. 

Useful Timestamps:

00:40 - Introducing different marketing philosophies. 

4:38 - What are the differences between direct responses vs. brand awareness campaigns?

5:22 - Have consistency in naming and tracking structures. 

5:48 - Overview on tracking mechanisms and data normalization.

18:41 - How to manage campaign planning and audience expectations. 

19:08 - Clarity over cleverness in messaging. 

22:02 - How do you organize your content and create focus areas?

23:55 - Connect headlines with content. 

24:41 - High-level pointers for marketing. 

27:01 - How to create content for audiences to understand.

27:50 - Closing Remarks. 

Useful Timestamps:

4:15 – What are some challenges of implementing new technology? 

6:53 - Missed meeting playbook.

7:49 – Description of activation plays and complementary products. 

9:40 - Outbound sequences and tech gaps. 

14:38 - B2C and B2B business examples. 

17:43 - Experimenting with sequence messaging and handoffs. 

19:39 – What is the sales team's role in sourcing pipeline? 

23:17 - Closing Remarks.

Useful Timestamps: 

5:42 - What is leadership and synchronization in sales and marketing?

6:57 - Address how the dynamics between marketing and sales are changing and the need for continuous evolution.

8:05 - What are the various gaps that can arise and how they can lead to tensions between teams?

12:35 - Description of the role of technology in marketing and sales alignment. 

13:25 - Go-to-Market meeting dynamics. 

13:48 - Overview of the challenges in pipeline and funnel review meetings. 

14:09 - What are unhealthy dynamics and posture change? 

14:32 - Identify breakthrough moments that have helped team dynamics. 

15:16 - Acknowledge there is a positive work environment. 

16:38 - There is a need for continuous interactions between marketing and sales, rather than a one-time handoff. This includes the importance of shared metrics and ongoing collaboration.

19:05 - The ongoing dialogue and engagement required for effective marketing and sales alignment.

20:40 - There is an interdependence of sales and marketing for successful outcomes.

31:29 - Closing Remarks 

Useful Timestamps:

1:17 - How has your team at Demandbase been using AI?

1:40 - Resource: What's Happening in AI by Chris Penn

3:39 - "T" in GPT stands for transformer, not creator

6:00 - Examples of how Demandbase utilizes ChatGPT to automate information

8:43 - Interview tactics to understand candidate through use of ChatGPT

11:27 - Tuning the algorithm

15:48 - What AI can do vs what the human can do

17:35 - Machine learning is a type of AI

20:47 - Future of Demandbase and their use of AI

24:56 - Companies with the best data is doing to deliver the best AI. Companies with poor data is going to lead to poor data output. 

27:23 - Concluding Remarks

Useful Timestamps: 

2:16 - What are the perceived benefits or the realized benefits of implementing AI in GTM processes?

4:10 - Automating Seller Activity

7:20 - Write follow-up emails 10X faster

8:12 - Guiding sellers' next steps

8:56 - Timing plays a critical role in sales

12:14 - Informing GTM strategy

14:41 - Tracking adoption in real time through product like Gong

15:38 - Adapt strategies in real time

19:38 - Improving the Customer Experience

21:25 - Account knowledge for every team

23:54 - Key considerations for selection: Understanding, Accuracy, Data Protection

24:59 - Closing Remarks

Useful Timestamps: 

2:40 - Hundreds of AI companies are surfacing

3:12 - Three principles that relate to getting involved with AI businesses

3:33 - #1: Principle of the Jockey - find someone who can lead, guide, and manage efficiently.

4:01 - #2: Take a look at the environment - which category are you looking at? Are you looking to invest in a business or service?  Is there a budget

5:04 - #3: Get involved with events. Invite companies that are going to teach you new things

6:06 - Number one problem with most small businesses is under capitalization

6:46 - Work, results, and access create a brand

7:57 - If you cheat in one, the other two will change. 

9:16 - 5 personality traits: Attractor, Believer, Connector, Doer, Everybody

13:18 - Have some value propositions in your back pocket. What do you associate with? 

15:14 - Concluding Remarks

Useful Timestamps: 

1:48 - What is demand gen? 

2:01 - Analogy of a lemonade stand 

4:39 - Demand Gen is  art and science. 

5:27 - Don't over-invest in tech, invest in your people. 

5:43 - How do you structure the engine itself?

6:25 - Cross-sell and up-sell potential is lost if you don't think about hourglass funnel (image presented) 

9:16 - NIHITO: Nothing Important Happens In The Office

9:55 - What is an ICP: Ideal customer profile

12:10 - AI Experiment  #1

13:36 - Defining your true ICP with GPT

14:05 - Data preparation: running cluster analysis on a CRM data export

15:30 - Original results interesting, but not great. How could we refine things further? Tell GPT more about our company

16:11 - Refining dataset by chatGPT generating a list of companies 25 times over based on clusters. Kept top 3 companies and dropped bottom 2 companies. Results blew them away. Results matched desired ICP.

17:26 - Find who the decision makers are. What their pain points are relating to their positions? 

18:02 - Results: it took 3 days to build this process. Got a complete list of companies GPT defined as ICP's, which included many current clients. 

19:01 - Concluding Remarks

Useful Timestamps: 

2:19 - Current practices involve Eventstack and Spaghet.ai

5:35 - When you utilized AI in the proper way within your organization, you are able to create more control. 

7:47 - What has changed in the last 6 months that makes AI so beneficial? 

8:00 - Opportunity: low code/no code, LLM's, API management tools, dynamic websites

10:00 - Tool called Prstpct.ai 

13:12 - Tool called SpotMail

17:27 - Concluding Remarks

Useful Timestamps: 

0:44 - McKenzie and Co. reference

0:48 - GTM's & post sales roles

3:10 - Survey: Where GenAI is applicable

3:35 - How do you align all teams around this new way of AI? 

5:33 - How data impacts revenue

5:59 - Generative AI is not the only AI out there

8:37 - How would your GTM change with accurate, actionable, AI-driven insights from support? 

9:50 - AI-driven efficiency and accuracy image

14:04 - You don't have to wait for human interaction to make things happen, use AI-assisted element

15:58 - Support insights for success and product

18:19 - Don't stay in Silos and expect GTM/customer lead growth to fix itself

19:21 - Concluding Remarks

Useful Timestamps: 

0:32 - First Strategy: Have a specific goal

0:52 - Second Strategy: Have a 360 degree business strategy

2:33 - Third Strategy: Use different types of AI

4:46 - Fourth Strategy: Use a combination of AI and digital technologies

6:01 - Fifth Strategy: Use field specific AI and Generic AI

7:55 - Concluding Remarks

Useful Timestamps: 

1:15 - AI has the ability to innovate and evolve every other industry vertical

1:31 - Where we're at

2:19 - Difference in quality regarding prompts

3:31 - Surveillance, propaganda, control

4:31 - Personalized tutoring through AI

5:20 - Burst of productivity enhancement

6:18 - Use of Autonomous agents to streamline workflow processes

7:59 - Closing Remarks

Useful Timestamps: 

3:53 - AI and Key Concepts

6:31 - GPT's explained

10:41 - Campaign ideas and custom instructions

12:50 - Who are the three musketeers that can help me? 

18:42 - Spend time tuning GPT to automate exactly what you want

22:21 - Subject line ideas using GPT

26:32 - Introduce something that's surprising to make it memorable

32:01 - What data matters?

33:32 - Additional risks and pitfalls

35:18 - Prompt designs & engineering examples

37:49 - Tree of Thought Example - ChatGPT Splitter

38:48 - Introduction of custom instructions

39:42 - Behavioral insights and traditional data

46: 28 - Wrench.ai OFFER

47:12 - Blueprint OFFER

50:00 - Closing Remarks

Useful Timestamps: 

1:01 - Myth #1: AI is a FAD

3:55 - Myth #2: AI cannot replace sales reps

8:33 - Myth #3: AI cannot make decisions for me

12:49 - Demo of Sybill within Slack

15:20 - Showing how to view record of call in CRM system

18:06 - Myth #4: Change management with AI is hard

23:50 - Concluding Remarks

Useful Timestamps: 

2:00 - ChatGPT: Engaging, seamless, versatile

2:48 - Fireflies: Effortless, easy, actionable

3:37 - Favorite feature of fireflies: AI summaries for meetings

4:14 - Midjourney: Access to AI-generated images

5:28 - Superhuman - Efficient email management

7:17 - Scalenut - AI-powered content creation

8:02 - Murf: High-quality voiceovers

8:44 - Pictory: High-quality videos

9:39 - Jasper.ai: Time-saving content creation

10:36 - AdCreative.ai: AI-generated ad creatives

11:12 - Perplexity.ai: Accurate and relevant search results

12:53 - Closing Remarks

Useful Timestamps: 

2:05 - Example of how AI can be utilized in industrial spaces

3:47 - Manual tickets get lost

4:24 - Mix-up on monthly payment document due to loss of manual tickets

5:50 - Clients can upload images of tickets to track transactions

7:02 - 3%-7% of tickets don't show up on monthly payment slip

9:19 - Aggregate the data

10:18 - Numerous examples of how AI can increase cash flow for companies

13:01 - Closing Remarks

Useful Timestamps: 

2:49 - Surveyed customers on marketing trends

3:24 - Definition of generative AI 

4:23 - Statistics on adoption of AI

5:52 - How do you see AI generated ideation or content fitting into your larger strategy moving forward? 

9:30 - Results from survey

10:29 - How do individuals see themselves self-applying AI into different areas of their marketing strategy? 

13:20 - Content personalization has the next best potential, after creation.

15:51 - What are some advantages or disadvantages of using generative AI content for both production and distribution? 

17:43 - Biggest concerns implementing generative AI

21: 38 - What are some ideas that you have for how to distribute or syndicate AI generated content?

26:38 - How do you think businesses can use AI to improve their lead generation?

30:53 - Concluding Remarks

Useful Timestamps: 

2:29 - How is AI currently transforming the business landscape?

3:41 - Reading Recommendation: Competing in the Age of AI by Marco Iansiti and Karim R. Lakhani 

3:57 - What are the opportunities and threats?

6:21 - Reading Recommendation: The Technology Fallacy by Garth R. Andrus, Gerald C. Kane, Jonathan R. Copulsky, Anh Nguyen Phillips

6:28 - Risks associated to your business 

9:49 - Reading Recommendation: AI Superpowers by Kai-Fu Lee

9:54 - What is generative AI and how does it work? 

12:32 - Overlapping Opportunity

16:01 - What Generative AI Isn't 

20:51 - AI has the potential to disrupt traditional job roles - what are ways to position them as improvements for the workforce? 

23:34 - Ted Talk Reference: Bloom's 2 Sigma Problem

25:04 - Digital skills half-life

27:41 - Fear of loss jobs 

28:57 - Reading Recommendation: Just Calm Down about GPT-4 Already

29:12 - Workforce of the Future graphic

30:50 - Reading Recommendation: AI is a lot of work

31:00 - How can businesses strike the right balance between automation and human decision-making to achieve optimal outcomes? 

34:00 - AI Prompt Engineering isn't the Future

34:11 - What are the risks, moral, and legal considerations?

34:29 - Podcast Recommendation: The Ezra Klein Show featuring Alondra Nelson

37:57 - Painting the Picture: Risks

40:28 - The only bad way to react to AI is to pretend it doesn't change anything

41:15 - Reading Recommendation: On Holding back the Strange AI Tide. 

41:47 - Closing Remarks

Useful Timestamps:

0:51 - What is marketing going to look like in 2-3 years?

4:34 - 1) Prioritize owned vs. rented land, meaning, leverage your opportunities

6:32 - 2) Data is more important than Demand

8:09 - 3) Ecosystems & relationships are currency

9:22 - 4) Demand and brand are better balanced

11:38 - 5) Buying committees are way more complicated

13:37 - 6) Omni is everything

15:27 - 7) Humans and machines learn to co-exist

17:41 - 8) Sales Enablement > Demand Generation

20:11 - 9) Centers of excellence are table stakes

22:24 - 10) New roles that don't exist today

24:50 - 11) The customer journey is a loop (not a line)

26:15 - 12) Fundamentals matter more than ever before

28:39 - Concluding Remarks

Useful Timestamps: 

0:23 - Big issue with sending AI generated cold emails

0:47 - Free detection tool to see if something has been written by AI

1:25 - Why does it matter if an AI tool can detect whether or not my email was written by AI?

2:01 - Platforms are using AI to detect phishing attempts

2:29 - Humans notice themes and patterns. Able to detect AI

3:04 - Buyers get lots of practice detecting AI in cold emails

3:51 - Scaling quantity at the expense of quality burns bridges

4:09 - Human is the most important element in sales

4:48 - To be a good seller not being replaced by AI, be thoughtful

4:55 - Concluding Remarks

Useful Timestamps: 

2:53 - We were doing AI before AI was cool

5:40 - What are the best ways sales teams should be using AI?

6:40 - You don't have to prompt engineer when using Regie.ai

6:58 - Regie intuitively knows the workflow you're in 

7:27 - Sales ready output

8:02 - Dashboard of rep activity

8:16 - Use vertically oriented AI instead of horizontally oriented AI 

9:03 - Example of how Regie.ai works in real time

19:39 - How do you set your team up for success with a Regie.ai specific tool? 

25:46 - What challenge do businesses typically face when trying to integrate an AI tool? How can they overcome them? 

28:06 - Closing Remarks

Useful Timestamps: 

1:31 - Why now? The risk vs the opportunity

3:21 - Fear or Faith? 

4:21 - AI can turn C players into B players, B players into A players, and A players into A+ players

5:50 - What's possible? More about ChatGPT

8:54 - Where to start. AI generated tools

11:35 - Master prompt Method: context, frameworks, level, size, structure

13:13 - AI Multiplier Method: Time, Execution, Acumen, Money, Skills

14:19 - Time: Marketing Magic in 15 minutes

17:41 - Execution: Build a Sales Org. in 20 minutes

22:42 - Acumen: How good is a machine?

24:11 - Money: Understand LLM core concepts vs. purchase

26:19 - Skills using AI: graphics, voice/music, video 

27:26 - The Future: automated outcomes, autonomous organizations 

29:49 - Closing Remarks

Useful Timestamps: 

0:47 - Buyers don't want to talk to sellers

2:06 - What do buyers value? Active listening, problem solving, confidence, and relationship building

4:31 - AI conversation summaries

7:31 - AI recap emails

11:20 - Real time conversation cues

12:41 - Concluding Remarks

Useful Timestamps:

1:26 - What is Sendoso? 

2:11 - Agenda of Presentation

3:44 - The future of AI and how it will affect sales organizations

3:57 - Create more efficiency, not replacements 

4:24 - What does it say about the quality of our work if AI is replacing us?

4:55 - Resource: Study by Gartner 

6:01 - Personalization influences buyer behavior

6:23 - Resource: Mackenzie Study

6:54 - Lavendar is an email assistant tool

7:25 - Examples of insights that Lavender provides

9:04 - Baird AI is similar to Chat GPT. Provides detailed information about prospects and their companies

9:48 - Examples of insights that Baird AI provides

10:31 - Gong records sales calls and provides insights to uncover risks and winning behaviors

11:16 - 6sense tracks buyer journey to understand interests. This allows more catering to the buyer experience. 

13:34 - Diving into the future of AI at Sendoso

15:32 - What is an OP Stack? 

18:16 - Optimization

20:33 - Takeaways: How is AI currently being leveraged? How can AI can be leveraged for the future? 

21:01 - Concluding Remarks

Useful Timestamps: 

2:23 - What’s the definition of Generative AI? 

6:01 - What is the key role of Sales and Marketers in the Market? 

7:13 - Why have we hit such an AI Revolution over the past 8-10 months?

12:13 - We all know how big AI is; how big is it? 

15:15 - Disruption of AI

17:28 - What does AI mean for the B2B space? What are the misconceptions? 

21:40 - Process of Using AI to run analysis on data

23:31 - How to get started with an AI Strategy Plan

26:20 - Experimentation that companies should be doing right now

28:50 - Example 1: How a secretary increased productivity with AI

30:59 - Example 2: How an Investment Partner saved dozens of hours with AI

33:00 - How to scale AI Technologies appropriately

35:50 - How to Leverage AI to Generate Revenue

38:10 - How Signals is using Generative AI to track visitor behaviors and predict the likelihood of that visitor becoming an MQL or SQL

39:10 - Ways to use AI: Content Generation

40:18 - Ways to use AI: Generate a Marketing Video

44:08 - Advice for Start-Up and Bootstrap Companies

46:18 - How will AI impact my current job and role?

49:0 - Advice for those who are unfamiliar with AI or don't be too early of an adopter: What methods can they use to validate some decisions and implement the product

52:00 - Concluding remarks

Useful Timestamps: 

2:35 - Alexa and Siri are forms of AI

4:45 - Alexa sends reminders automatically

5:31 - There are more forms of generative AI. Examples given

10:01 - LLM is a large language model; ChatGPT

13:03 - A lot of new AI tools you have to figure new things out. 

18:31 - ChatGPT makes us more efficient 

22:30 - Bias: Whatever you train AI on, that is what it's going to learn

22:55 - Privacy: use of PII data may be governed a lot more than it has in the past

23:41 - Accountability: who’s responsible when AI makes a mistake

24:12 - Transparency: ai decision can be understood by humans

28:24 - Concluding Remarks

Jennie outlines the way that marketing and dev can work together to attract and keep customers.

Guest

Jennie is a serial entrepreneur and have been learning, growing, and stretching in that world for over 22 years. She is Marketing Director at DevSimplify.

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Jackie Hermes - Founder & CEO of Accelity

Garrett Mehrguth - CEO of Directive

Amanda Stevens - Director of Conversation Design

David Lewis - CEO and Founder of DemandGen.com

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Thanks for an amazing year! Cheers to 2021 and more Digital Conversations!

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ChatFunnels just announced that we will be hosting the RevTech Summit on January 27th, 2021! Register now to learn from dozens of experts about marketing and sales best practices and automation tools.

Check out Jim Huffmans book: The Growth Marketer's Playbook!

For more Funnel tear downs visit funnelteardowns.net.

Watch a video of the podcast here.

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George founded the IT Automation platform in Upstream in 1996, and most recently founded Membrain in 2012. Membrain is a sales enablement CRM that emphasizes sales training and coaching.

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Stewart spent decades as a software architect, and now helps businesses to focus on aligning customers' needs with the SAAS software that they create. 

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Jackie has vast experience in bot SDR and Account Executive Roles; most recently at New Relic, who provides performance tracking for engineers. Check out our blog to for some great research on conversational marketing and optimizing the sales funnel!

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Milkana’s 3 tips to creating innovative voice skills:

1. Start creating multimodal applications

2. Define helpful use cases 

3. Focus on solving your customers problems

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Wolf’s 3 Keys to the Future of Valuable Bots:

1. Make sure the bot speeds up the process

2. Manage Users Expectations

3. Give the user more than expected

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Dylans 3 keys to creating value using bots: 

1. Leverage other tools 

2. Continually test and improve

3. Make it conversational

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Here are the 3 biggest mistakes people make when building a bot:

1. Don’t botify the bot

2. Don’t build it then forget it

3. Define the bots use case to meet users needs

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Ali’s keys to Engaging and Scaling using Bots

1. Create interactive, personalized content

2. Provide Useful add-ons 

3. Tailor the conversation and the content

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Alexys' 4 Strategies to Designing a Converting Bot

1. Draw a Strategic map before you start

2. Create a persona for your bot

3. Make your flow feel like a friendly conversation

4. Intentionally iterate each part of the bot 

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Bobs four keys to getting started with voice:

1. Secure brand name in the voice space. 

2. Integrate voice into your current marketing process. 

3. Make sure voice skill is a funnel. 

4. Create frictionless enjoyable experience for user. 

--- Social Media Examiner VoiceXP ---

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Now, I run a unique consultancy helping marketing agency owners grow their agencies faster. I currently host two shows that are available for download.
Connect with Jason on LinkedIn and check out Jason Swenk.

4 Keys to Starting an Agency Today:

1. Clarify where you want to go. 

2. Understand what your prospect wants.

3. Use bots to directly contact customers right away.

4. Take hold of opportunities and stay optimistic.

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6 key points to qualify a use case for conversational AI

   1. Are people talking about this today?

   2. The complexity of the current interaction?

   3. Does it require multiple interactions within a system to complete this task?

   4. Does the user need to interact with multiple systems?

   5. What are the current difficulties around this use case?

   6. Do users feel comfortable talking about this today?

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Niel's 4 Tips To Creating an Effective Sales Funnel

 1. Start with the end.

 2. Build a list.

 3. Use a survey to collect info.

 4. If they say no to your product, ask why.

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John's 4 Tips To Getting Started Using Messenger

1. Utilizing chatbots on microsoft teams for automating simply processes is now accessible and very useful for helping people accomplish simple a straightforward task or find info.

2. To gain adoption for voice in business we’ll need to start with simple use cases.

3. The future is a marrying of chat and voice bots accross different channels and mediums.

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John's 4 Tips To Getting Started Using Messenger

1. Ask the prospect questions- Don’t send information about your product. 

2. Tell them from the start that it is a bot- Don't pretend the bot is human. 

3. Keep your on boarding system simple- Don't try to make it showy. 

4. Keep refining your bot.

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4 Tips to Using Messenger to Increase Webinar Attendance:

1. Give content in a conversational and engaging way.
2. Collect data in order to customize the experience.
3. Focus on the prospect. 
4. Keep your messages short.

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Connect with David on LinkedIn and check out the testutah.com website to schedule a test.

Test Utah has: 

1. 4 locations and counting.
2. The capacity to test 900 people at a time. 
3. A higher capacity than any other lab.

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3 Things That Data Driven Marketers are Doing Wrong:

1. Not tracking deep enough into the funnel.

2. Not focusing on incrementally.

3. Assume that if it wasn't measured it didn’t happen.

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The Path to Automation

1. Personalize the integration of AI into your specific business.
2. Have Ai be the foundation of conversational experiences.
3. Understand AI's limitations.

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3 Keys to Using Chatbot and Instagram in Tandem:

1. Use keyword opt ins in Direct Messaging.
2. Use hashtags in instagram stories with an offer. 
3. Tailor your message to your customer.

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Billy grew up in Idaho and graduated from Brigham Young University and has a Masters of Business Administration from Boise State University. While at BSU, he completed Boise State’s Venture College Entrepreneurship Program and became a mentor and entrepreneurial lead on a technology commercialization project. He is an avid outdoorsman and enjoys fishing and hunting.

4 key findings from SalesForce State of Marketing research:

1. Focus on giving your customers a personalized experience.
2. Make Live Chat and response time your top priority.
3. Take the time to dig into the numbers.
4. Track customer satisfaction metics.

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3 Key Findings from Bot research:

1. Rapid Response 
2. Look at the whole funnel
3. First figure out how to get your customer to engage. 

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Privileged to co-found SurveyWorld, a true survey SaaS solution, in 1999 with a former room mate I joined what became SyncForce in 2004. In 2018 I got introduced to chatbots and as a personal interest started to dive into the worlds of bots. It seemed to be a perfect link to the needs of our CPG customers at SyncForce as they want to get in contact with their consumers directly. When I was asked by a friend of mine to advise in his Bot startup I couldn't refuse. I believe this new Bot technology can help brands have great personalized 1on1 conversations in order for them to stay connected and relevant.

Connect with Hans on LinkedIn and check out the Bot Implementation website.

Here is the formula Hans presents:

1. Discover
   1. For who?
   2. Where is your customer in their journey?
   3. Why? What do you want to solve?
2. Design
   1. Persona that aligns with your brand.
   2. Conversation design.
   3. Technology.
3. Implement
4. Deploy
5. Measure

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Four Steps to Personalization at scale:

1. Identify 3 common characteristics you share with the people on your list.

2. Build your message and automation around those characteristics.

3. Use a multi-channel approach.

4. Don't be afraid to slow it down and manually connect with them.

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Tips to using sales and bots to generate more leads:

1. Increase the speed to a lead.

2. Have marketing and sales collaborate on the bot.

3. Don’t lose the human aspect and be responsive to users.

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How to start making a keywords bot:

1. Slowly add keywords in as users ask questions.
2. Decide what words need to be exact keywords.
3. Learn quickly from many of small failures.

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3 strategies to implementing Facebook messenger marketing for B2B:

1. Hook up Facebook page to a platform that can generate a list of people that are already interacting with your page.
2. Use posts and comments to capture interested users.
3. Use the MSO frame (Marketing, Sales, Operations)- make the chatbot holistic for the business.

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Specialties: B2B Demand generation, marketing automation, business intelligence, ROI, ABM, advertising buys, predictive analytics, PPC, fundraising, digital advertising, campaign management, analytics & marketing automation, demand generation, SaaS Enterprise Sales Process, traveling the world. 
Connect with Sterling on LinkedIn and check out the ListReports website.

Sterlings 3 tips to prioritxing digital marketing among other tools:

1. Understand the power of viral growth and how to harness it.
2. Uses word of mouth as a way to generate leads.
3. Think about where your customers are and how you can engage them where they are congregating.

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The 3 Conversational Marketing Metrics:

1. Visitors to activation- 50% or higher.
2. Conversations to email capture- 40%- 50%.
3. Calendar drop to meetings booked- 40% or higher. 

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Billy on LinkedIn and Twitter.
Chatfunnels on LinkedIn, Facebook, Twitter, and Instagram.

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Here are 3 main points that Andrew and Billy cover:

1. Marketing automation is about creating a customer experience.
2. The future of marketing automation.
3. The best technology stack for your company.

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Hans Van Dam- Hans van Dam is co-founder of Robocopy and the Conversational Academy. His goal is to develop and promote the role of the conversation designer. He develops curriculum for the Conversational Academy, lectures at multiple universities, and speaks often at conferences around the world.

Ish Jindal- Building Tars to help businesses boost their PPC conversion rates through Conversational Landing Pages.

Gabe Larsen-  Gabe Larsen—evangelist of the Provo-based, aspiring unicorn InsideSales.com; vice president of marketing; host of the popular Sales Secrets podcast; and president of the Utah Chapter of the American Association of Inside Sales Professionals (AAISP)

Tom Jenkins- I design and implement sales and marketing strategies for growing and socially focused organizations. At present, I'm happily leading the Marketing Team at CloudTask. 

Here are 4 of the topics they cover:

1. Retargeting bots.
2. Conversational design- understanding the customer.
3. Using an omnichannel approach.
4. Choosing quality over quantity.

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Billy on LinkedIn and Twitter.
Chatfunnels on LinkedIn, Facebook, Twitter, and Instagram.

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3 strategies to approaching the shift in technology:

1. Use an omni-channel approach.
2. Understand the value of collective data.
3. Use a strategic approach with B2B selling.

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Billy on LinkedIn and Twitter.
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3 Key points to Using Chatbots to Book Sales Meetings: 

1. Think about what you want to offer. 
2. Decide how the bot will be triggered. 
3. Choose qualifying criteria.
   1. Decide questions copy and order
   2. Choose 3-4 questions
   3. Manage users expectations

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Billy on LinkedIn and Twitter.
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Shad Morris is a recipient of the International HRM Scholarly Research Award from the Academy of Management and he has co-authored multiple articles related to the strategic management of human capital in journals such as Academy of Management Review. In addition, he has served as a co-organizer and founder of multiple conferences, including the Strategic Human Capital Interest Group’s mini-conference and Wharton’s 1st and 2nd Annual People and Organizations Conference.
Connect with Shad on LinkedIn and check out the International Hub website.

4 Strategies to driving bot and live chat adoption

1. Find the bright spots- people on the cutting edge.
2. Give recognition to the past
3. Align your company with the main 4 points and with the outside environment 
   1. Strategy 
   2. Workforce composition
   3. Capabilities/differentiate
   4. Culture
4. Be patient, it takes time to adjust. 

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Billy on LinkedIn and Twitter.
Chatfunnels on LinkedIn, Facebook, Twitter, and Instagram.

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A review of the main 4 bot platforms:

1. Drift- Great for B2B and account based marketing.
2. Intercom- Support space, good for testing.
3. Many chat- Very visual, helps get people into the bot and has an omnichannel approach.
4. Chat Fuel- More complicated with endless possibilities.

Connect with Billy and Chatfunnels!
Billy on LinkedIn and Twitter.
Chatfunnels on LinkedIn, Facebook, Twitter, and Instagram.

Check out our blog and get a free bot & live chat analysis!

Take a screenshot of the podcast and post using the #digitalconversations!