Go-to-market AI, worth your time.
Talks, podcasts and clips from operators, picked for substance over hype. Every item links to the original, with the play summarized and where the useful part starts. Vendor-produced content is labeled.
What World-Class AI in GTM Looks Like | Kyle Norton, CRO @ Owner.com
Owner.com's CRO argues decentralized, rep-built AI rollouts underperform; build a central intelligence engine on a fully mapped, enriched market. Put ~80% of early AI effort into pipeline.
AI Is Making Sales Reps 60% Faster to Revenue | Justin Shriber on Topline Spotlight
Sam Jacobs and Terret AI's CEO on why traditional enablement is broken and how AI was used to cut rep ramp time, plus the risks of decentralized AI adoption and inconsistent AI-generated data.
The Claude Code Era: Mastering Autonomous GTM Agents (Jordan Crawford, Founder & Chief GTM Engineer)
Blueprint GTM's founder frames three eras of GTM AI (ChatGPT text, Clay linear workflows, Claude Code agents) and shows how local folders with compounding context let agents run manual GTM tasks. The CRO's job: find the 'atomic' tasks to automate.
My AI Chief of Staff: How I Run GTM with Claude with Charlie Cowan - Pavilion AI in GTM
Live demo of running GTM with Claude Cowork: a local folder 'second brain', a claude.md instructions file, and skills as AI-run SOPs, including a daily 7:30am deal sweep that keeps HubSpot clean. Ends with three takeaways for non-technical executives.
Gong Assistant: New AI Features for Revenue Teams
Gong's product walkthrough: ask questions across calls, CRM and account activity with citations, then use AI Builder to turn answers into objection guides, battle cards and account plans.
What Is a GTM Engineer? How Clay Runs GTM Engineering with Alex Lindahl and Austen Allred
Clay replaced traditional RevOps with a revenue platform team of GTM engineers who build plays, run sprints off a backlog, capture rep edits as feedback, and retire plays every 3-6 months.
How I Use Claude to Book 4-6 Meetings Every Week (Live Walkthrough)
30MPC's founding AE walks through his Claude-based outbound system: export CRM signals, keep playbook files as an 'outbound OS', have Claude surface hot accounts, enrich via ZoomInfo MCP, execute in Sales Navigator and Gong Engage.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)
After his last salesperson quit, SaaStr's founder moved GTM to 20 AI agents managed by 1.2 humans, doing work previously done by 10 SDRs and AEs. Covers which agents work, why not to build your own, and how to make AI emails good.
How Reevo Hit Its Number With Half the Reps | Reevo's CRO at SaaStr AI Annual 2026
Point agents at the 70-80% of a seller's day that's admin (prep, notes, CRM hygiene, follow-ups) and keep humans on live conversations and irreversible calls. Reevo runs five agents: meeting prep, deal progression, CRM hygiene, disqualification, coaching.
What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google)
Vercel's COO on the rise of the GTM engineer, how she applies AI agents in sales processes, when to hire a GTM engineer, the GTM tool stack, and the changing build-vs-buy math for GTM tools.
AI-Driven Customer Success: Practical Insights from Industry Leaders (TCSP Live NYC June 2026)
CS leaders from Clay, Avoca and Planhat on using AI for forecasting and renewals, embedding it in CS operations, AI-built dashboards, upsell, change management and a crawl-walk-run start.
RevOps Teams Are Changing: Jen Igartua on AI, Orchestration, and the Build Boom
RevFest 2026 keynote: move from 'random acts of AI' to orchestration, apply two tests before building instead of buying, and borrow product-team rituals (requirements, documentation) to tame workflow-automation sprawl.
Why the Sales Rep Matters More Than Ever in the AI Era with Brian Benfer
Salesloft's CRO argues AI's real step-change in sales is opportunity volume, not faster cycles; buyers using AI end up in analysis paralysis. Covers three seller competencies and building trust in AI recommendations.
AI in Customer Success: What's working, what's not, and what leaders are seeing
Webinar on benchmark research from nearly 200 CS and post-sale leaders: AI adoption is real but mostly experimental and internal-productivity-focused, and teams struggle to show executives defensible business impact.
The Step-By-Step Playbook for Building AI-Powered GTM Teams with Personio's CRO
Personio's CRO shares five lessons (top-down plus bottom-up, cross-functional teams, jobs-to-be-done prioritization, AI culture, stack plus context) and four use cases, including expansion SDR research cut from 2 hours/day to 15 minutes.
Why Most Go-To-Market Motions Collapse at Scale, with Jeanne DeWitt Grosser, COO at Vercel
Treat GTM like a product that's designed, tested and iterated. Use AI to debug GTM process failures; it changes execution, not fundamentals. Plus why 'lost on price' is usually a lie.
Beyond the AI Agent Hype: How Cribl Automated Executive Reporting
Cribl's strategy & ops team went from a three-day manual board deck (80+ slides) to a 10-15 minute automated workflow and reported zero data errors across three board meetings; covers build vs buy and expanding to QBRs.
How GTM Engineers Are Rebuilding Sales | Everett Berry, Clay
Clay's head of GTM engineering on GTM loops (data, agents, action, feedback), building a 'golden list' of target accounts, and why good outbound means sending fewer emails.
Where AI Is Actually Working in Revenue Teams with Alex Bilmes
From 30,000+ real GTM AI workflows: traction in account intelligence, conversation readiness, deal acceleration, pipeline inspection and enablement. The strongest teams use AI to create shared account context across the org, not just faster decks.
Pipeline Generation in the Agentic Era | The Qualified Keynote, Dreamforce 2026
Vendor keynote on Piper, Qualified's AI SDR agent, with customer segments (NVIDIA on agentic marketing, Asana partnership) and an agentic marketing playbook for working inbound leads at scale.
How to Prospect in the AI Era: Relevance Over Personalization | John Barrows
AI amplifies weak messaging. Reset your ICP from your 10 best customers, build messages from persona + priority + solution component, and run a monthly two-hour GTM session that tests one variable at a time.
Playbook: AI-Era Customer Success For Hyper Growth | Sam Slevin, Global SVP CS @ AlphaSense
AlphaSense's CS head argues AI raises the automation floor while service becomes the differentiator; CS should own a number and forecast from day one, and leaders must close the gap between finance's productivity model and real capacity.
The Third Era of GTM: Fixing the Data Before Scaling the Agents
Agents on stale, fragmented GTM data are 'confidently wrong at scale.' Covers data rot, shadow ops, redefining ICP from first principles, signal overload, and change management that gets reps to trust the system.
E73: The AI Enabling 600 Customer-Facing Reps | Lauren Hughes, VP Revenue Effectiveness @ Justworks
Justworks cut new-hire ramp from 18 to 8 months while shrinking enablement from 16 people to 6, filling gaps with a Claude skills library fed by ride-along notes. Moving SDRs under revenue effectiveness doubled pipeline productivity.
E67: Your Buyer's AI Is Pitching YOUR Product (Badly) | Adrian Rosenkranz, CRO @ Webflow
Webflow's CRO: AI bot crawls are ~20% of site traffic, so optimize for AEO/GEO; merge sales, marketing and post-sales ops into one GTM engineering unit; build centralized agents (Claude Code + MCP) that draft emails from Slack and Salesforce context.
E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com
Owner.com injects AI-generated local name drops and pain points into Salesloft so reps make 150-200 dials and reach 20-30 decision makers a day. Seat applied-AI specialists next to reps and pilot in small batches.
E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom)
Intercom's VP RevOps on reworking GTM after going AI-first: comp changes for usage-based pricing (MRR credit for overages), post-sales when monetizing resolutions, four comp principles, and using Claude Code to query Snowflake.
Building a Company Brain for AI - Jacob Dietle
Context engineering for GTM: move from individual ChatGPT projects to shared company context so agents reuse your expertise. Turn customer calls into grounded insights, use skills and version control, and keep humans reviewing.
The Operator's Roadmap for AI in 2026 - Lily Luo
Two ops leaders share 2025 AI builds: a one-click account research 'dossier' and a custom system replacing a vendor intelligence tool. Lessons: tightly scoped AI steps in linear workflows, pre-process insights asynchronously, pick a real pain point.
#577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay
AI 'slop' is flattening reply rates. Flip the funnel into a 'martini glass' to go deep on fewer accounts, prioritize message precision over volume, and disqualify weak pipeline.
20 AI Agents in Production: Inside the AI GTM Revolution with @kylecnorton
Five points for CROs: agents now beat mid-pack SDRs; deploying the first agent is your job; pick 2 vendors, not 10 (each takes ~30 days to train); talk to your forward-deployed engineer before signing.
"Mediocre AI SDRs ... are going to get blocked" (The Agents #004 clip)
Clip from SaaStr's The Agents #004: prospects will block mediocre AI SDRs and AI PR agents at no cost to themselves, and once blocked you never reach them again.
"The #1 best AI GTM agent to add today" (The Agents #006 clip)
Lemkin's pick for the first GTM agent to deploy: one that automatically qualifies website inbound, because humans can't keep up or do it as well.
How We're Approaching AI-Native Outbound In 2026
A three-layer outbound system: AI-assisted TAM/ICP research from call recordings and closed-won data; unified email, calling and LinkedIn infrastructure; and a RevOps layer where agents qualify, score and route leads and keep the CRM updated.
We link out to the original creator and never re-host content. Summaries and notes are our paraphrase of the source's description, chapters or show notes.