Podcasts about ICP

Meet Kallaway, the creator behind the Kallaway Marketing channel and the founder of Sandcastles — an AI research tool that helps creators find and validate viral video topics before they ever hit record. Kallaway started 4 businesses. All 4 failed for the same reason: no one knew who he was. No audience meant no customers, no leverage, no second chances. So he made it his mission to understand how audience growth actually works. He cracked short-form content at scale after years of building online businesses, and he built the research system he wished he'd had from the start. Now he has over a billion views, a 50% viral hit rate, and he built a tool to help other creators do the same. This episode is the full system. In this episode, we talk about: Content minutes — the framework for mapping how much trust your audience needs before they'll buy at each price point on your offer ladder The modern content stack: why short-form and long-form both need to funnel into email, and why that's the golden goose The 3 metrics that actually matter for content creators — ranked in order of importance, with views coming in third A live walkthrough of Sandcastles: channel watchlists, outlier score, deep video analysis, and how to use the MCP to run research through Claude By the end of this episode, you will have a clear research system for finding validated, high-trust video topics — and a framework for staying creative while using data to de-risk almost everything else. Book a free discovery call with 1of10 StrategyTry Sandcastles for free Full transcript and show notes *** TIMESTAMPS (00:00) Intro to Kallaway (01:03) Introducing “content minutes” (02:12) The modern content stack (03:45) Why you want a narrow ICP (05:40) The 3 metrics that matter (14:38) Sandcastles demo: building a channel watchlist from scratch (16:14) Why you study mid-size creators, not mega-famous ones (22:18) Deep video analysis: hook formula, storytelling structure, contrarian angle (24:59) Kallaway's research flow (30:47) Solving structure and scripting problems using your own channel's data (36:34) Data-enabled creativity: the thesis behind the whole system *** RECOMMENDED NEXT EPISODE #303: Riley Brown — The AI Content Creator Who Doesn't Write With AI *** ASK CREATOR SCIENCE Submit your question here *** WHEN YOU'RE READY

"No data, no agent. Bad data, bad agent. Good data, good agent." Cris Mendes thinks data readiness is the number one reason the agentic enterprise fails, and he has the receipts — he ran the experiment on his own team before he sold it to anyone else.He's VP of Revenue at Momentum.io, acquired by Salesforce in large part because of the go-to-market motion he built there. Before that: Drift, Airtable, and LogMeIn. Before all of it, U.S. Navy search and rescue swimmer. I've known him almost twenty years and introduced him to LogMeIn myself, so take the enthusiasm here with whatever salt you need.His argument is that everyone is buying agents on top of a data layer that was never built. The average customer conversation moves about eight thousand words; maybe eight of them make it into the CRM. Companies don't have a first-party data layer, they have a human-input data layer — and that's what every agentic project quietly runs aground on.The story worth the listen: Momentum had a brutal drop-off after the first call. Rather than sampling a few calls and guessing at messaging or ICP, Cris pushed 800 first calls through deep research and got one answer back — the reps weren't prescribing a next step. So he had Momentum listen to the last ten minutes of every call and fire a clip into Slack whenever an AE either didn't prescribe or tried and missed. With humor, so it didn't read as surveillance. Prescription went through the roof. As he puts it: a team respects what you inspect, but you can't inspect everything — unless the inspecting is automated.WHAT WE COVER- Selling shovels in a gold rush, and why structured data was the bet- Why "not everything called an agent is an agent" — deciding vs. automating- The last ten minutes of a sales call as sacred ground, and how to enforce that at scale- Bringing AI into QBRs: "it got so real so fast" — no more recency bias and self-preservation dressed up as a forecast- 10x growth six quarters running, zero attrition, 95% of the team over quota — and why he credits hiring over product- Whether AI cuts headcount: expands capacity, thins middle management, and the ~10% of companies that are actually AI-forward are hiring hardest- Auto-advancing pipeline stages on deal milestones instead of trusting a rep's guess — "otherwise you're just buying something like Clari to miss your forecast very expensively"- His IDEC hiring model, and why he'd trade relevant experience for intrinsics every timeCONNECT WITH CRISLinkedIn: Cris Mendes — Cris with no H, Mendes with an SMomentum.io---The GOATS of Growth has two Founding Sponsor slots open — category exclusive, $1,250/mo, in front of GTM leaders and founders who don't answer their phones. Includes personal introductions where guests opt in. jay@thegoatsofgrowth.aiSubscribe, rate, and review — and send this to whoever on your team is being asked to "roll out agents" this quarter.CHAPTERS00:00 Twenty years, and a Navy rescue swimmer03:39 Selling shovels in a gold rush04:13 "No data, no agent"05:33 Is it deciding, or just automation?07:07 Running Momentum on Momentum08:33 800 first calls, one missing skill10:27 You respect what you inspect14:46 Does AI actually cut headcount?20:41 Killing hype in the QBR22:05 Zero attrition, 95% over quota25:57 8,000 words spoken, 8 reach the CRM31:43 Auto-advancing deal stages on milestones35:44 Orchestrate, or get orchestrated out38:39 IDEC: how Cris hires40:53 How to reach Cris

In This Episode Of Business Lunch: We open our consulting for equity playbook right after wrapping a real $50,000 half day consult. They walk through the exact process step by step: getting the leadership team aligned on the problem to be solved, the 1 3 1 framework, the report of findings, and how to get buy in without losing the room. If you consult, this is a process you can run tomorrow. If you own a company, it works just as well as a self consult.Chapters:0:00 A real consult opens the playbook1:00 Consulting for equity and the half day consult model2:24 The client and the four times sales goal5:21 Step one is alignment on the problem to be solved6:25 Keep doing, stop doing, start doing10:22 Value drivers and the theory of constraints17:22 The 1 3 1 framework and the report of findings22:26 Send recommendations before the meeting24:52 Leads, conversion, and the ICP trap34:18 The awareness scale and where the ads were aimed38:36 Handling pushback without attacking the person44:15 Agree, disagree and commit, or recuseListen to Business Lunch:Apple Podcasts: https://podcasts.apple.com/us/podcast/business-lunch/id1442654104Spotify: https://open.spotify.com/show/0iWSA89TaD263zhXETdSvZFollow Roland Frasier:Instagram: https://www.instagram.com/rolandfrasier/LinkedIn: https://www.linkedin.com/in/rolandfrasier/TikTok: https://www.tiktok.com/@rolandfrasierFacebook: https://www.facebook.com/RolandFrasierPage/Everything else: https://msha.ke/rolandfrasier/Follow Ryan Deiss:Instagram: https://www.instagram.com/ryandeiss/LinkedIn: https://www.linkedin.com/in/ryandeiss/X: https://x.com/ryandeissVisit: https://www.scalable.coMentioned in this episode:Build Your CEO DashboardGet one report every week of the key metrics you need to know with the CEO Dashboard!CEO Dashboard

En este episodio hablamos de noticias musicales, historias absurdas y uno que otro escándalo que demuestra que la industria nunca se queda sin material. Platicamos de las polémicas declaraciones sobre las cenizas de Tupac, que supuestamente terminaron siendo fumadas por algunos de sus amigos; el regreso a la música del niño de Baby Shark, ahora convertido en adolescente; y las declaraciones de Dr. Dre sobre la inteligencia artificial, a la que considera una herramienta creativa y no una amenaza. También nos metemos en el misterio del rapero enmascarado de Liverpool al que durante meses relacionaron con Timothée Chalamet, además del peculiar festival de fans de ICP que terminó con arrestos y una cantidad absurda de drogas incautadas. Y eso no es todo: los vecinos de Creamfields están hartos del festival, el Daily Mail vuelve a demostrar por qué tiene tan mala fama al intentar encontrar a una estrella que ni siquiera era la persona que fotografiaron, llega un nuevo álbum de versiones de Never Enough y Liam Gallagher tiene un mensaje muy particular para quienes sueñan con verlo en cierto festival. Únete a nuestro grupo de Facebook: https://www.facebook.com/groups/1012646383467657 Síguenos: https://www.instagram.com/musicosdesillonpodcast/ https://twitter.com/musicosdesillon https://www.facebook.com/musicosdesillon/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Lindsay Rios is a Fractional CRO & owner of GTM Done Right, helping B2B companies turn accidental growth into intentional growth. Many of the businesses she works with have built revenue growth through referrals, word of mouth and organic inbound. But eventually those channels stop producing the same results, growth becomes less predictable, and leadership realizes they need a more intentional go-to-market strategy. This is where Lindsay comes in to identify the real causes of stalled growth, whether it's a misaligned ICP, a disconnected revenue strategy or what she famously calls a "poopy pipeline." Lindsay also partners alongside Mandy McEwen, where they help business with their revenue growth by integrating social selling into their GTM strategy. Links https://www.lindsayrios.com https://yourfuturebiz.com https://nextwave.golumi.io If you're enjoying Entrepreneur's Enigma, please give me a review on the podcast directory of your choice. The show is on all of them and these reviews really help others find the show. iTunes: https://gmwd.us/itunes Podchaser: https://gmwd.us/podchaser TrueFans: https://gmwd.us/truefans Also, if you're getting value from the show and want to buy me a coffee, go to the show notes to get the link to get me a coffee to keep me awake, while I work on bringing you more great episodes to your ears. →  https://ko-fi.com/entrepreneursenigma Support me on TrueFans.fm → https://gmwd.us/truefans. Support The Show & Get Merch: https://shop.entrepreneursenigma.com Want to learn from a 15 year veteran? Check out the Podcast Mastery Community:https://www.skool.com/podcasting Follow Seth Online: Instagram: https://instagram.com/s3th.me LinkedIn: https://www.linkedin.com/in/sethmgoldstein/ Seth On Mastodon: https://indieweb.social/@phillycodehound The Marketing Junto Newsletter: https://MarketingJunto.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Topline Spotlight, Sam Jacobs sits down with Snehal Nimje, co-founder and CEO of Outdoo, to talk about one of the hardest calls an early-stage founder can make: narrowing focus when leads are coming in. Snehal breaks down how Outdoo went from trying to serve every mid-market and enterprise buyer to getting much more specific about where the product was truly essential. They get into why usage dropped, what customer conversations revealed, how the team handled the internal shift, and what changed once they focused on insurance and finance use cases where compliance and ramp speed mattered most. They also talk about: - Why enterprise readiness starts with architecture, compliance, and security - How to tell the difference between interest and real traction - What founders miss when they chase every lead - Where defensibility really comes from in AI Chapters: 00:00 Intro 00:46 Meet Snehal Nimje and Outdoo 04:55 Why selling to everyone nearly derailed the business 06:51 Finding the customers who truly need your product 08:54 The hard decision to narrow their ICP 11:00 How focus accelerated enterprise growth 13:09 Advice for founders struggling to find product-market fit 15:36 What creates a moat in the AI era? 17:13 Why workflow—not AI models—is the real competitive advantage 18:51 Snehal's biggest business inspiration 19:38 Where to find Snehal and Outdoo Try Outdoo: outdoo.ai If you're building an early-stage company and trying to find traction without turning your product into a Frankenstein, this one's worth your time. Subscribe for more founder stories, operator lessons, and go-to-market conversations from Topline.

In this Kitchen Side episode, Alex Birkett and Allie Decker unpack what actually makes content valuable in the age of AI, moving past the tired debate over human versus AI-produced content to the deeper question of how companies should measure quality at all. Drawing on decision theory and the idea that almost anything can be measured, they argue that production method matters far less than whether a piece teaches something new and lands with the people it is meant for. They explore AI visibility as a kind of digital brand recall, why sentiment and context matter more than raw share of voice, and how incumbents and startups face very different battles in shaping their narrative across the web. The conversation also digs into why brands no longer own their own story, the compounding risk of building exposure in the wrong category, and why a human QA layer grounded in real customer understanding is the one part of the content system that should never be automated. Key Takeaways The debate over AI-produced versus human-produced content misses the deeper question of how to define and measure content quality in the first place. Almost anything can be measured if a decision carries uncertainty and risk, including fuzzy concepts like brand affinity or customer experience, by breaking them into concrete, quantifiable components. Measurement is only worth doing when the cost of collecting it is lower than the value of reducing uncertainty, and when you will actually act on the result. AI visibility works like a digital brand recall survey, but raw visibility is meaningless without understanding the context and sentiment in which a brand is mentioned. Segmenting prompts by ICP and buying stage reveals visibility gaps that aggregate scores hide, such as a brand appearing at 40 percent overall but only 4 percent for enterprise queries. Brands no longer own their own narrative, because if the rest of the web contradicts a company's website, LLMs treat the external consensus as the truth. Incumbents with high domain authority have an SEO advantage but face a harder AEO battle, since years of press, mentions, and third-party content are slow and expensive to re-steer. Startups can win by getting specific for narrow prompts and buying-journey stages, but building heavy exposure around one positioning creates risk if they later pivot. AI content programs fail because of weak systems, not the AI itself, so the durable model is human strategy up front, AI in the middle, and a human QA layer at the end. Customer understanding is the last defensible advantage, and the one part of the content system that should stay human is the empathy to judge whether a piece will actually land. Show Links Connect with Alex Birkett on LinkedIn and Twitter Connect with Allie Decker on LinkedIn and Twitter Connect with Omniscient Digital on LinkedIn or Twitter What is Kitchen Side? One big benefit of running an agency or working at one is you get to see the "kitchen side" of many different businesses; their revenue, their operations, their automations, and their culture. You understand how things look from the inside and how that differs from the outside. You understand how the sausage is made. As an agency ourselves, we're working both on growing our clients' businesses as well as our own. This podcast is one project, but we also blog, make videos, do sales, and have quite a robust portfolio of automations and hacks to run our business. We want to take you behind the curtain, to the kitchen side of our business, to witness our brainstorms, discussions, and internal dialogues behind the public works that we ship. Past guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Ryan McReady (Reforge), and many more. Some interviews you might enjoy and learn from: Actionable Tips and Secrets to SEO Strategy with Dan Shure (Evolving SEO) Building Competitive Marketing Content with Sam Chapman (Aprimo) How to Build the Right Data Workflow with Blake Burch (Shipyard) Data-Driven Thought Leadership with Alicia Johnston (Sprout Social) Purpose-Driven Leadership & Building a Content Team with Ty Magnin (UiPath) Also, check out our Kitchen Side series where we take you behind the scenes to see how the sausage is made at our agency: Blue Ocean vs Red Ocean SEO Should You Hire Writers or Subject Matter Experts? How Do Growth and Content Overlap? Connect with Omniscient Digital on social: Twitter: @beomniscient LinkedIn: Be Omniscient Listen to more episodes of The Long Game podcast here: https://beomniscient.com/podcast/

Living on Mars with National Geographic Explorer and Photographer, MacKenzie Calle.Mackenzie Calle is a photographer and National Geographic Explorer based in Brooklyn. Her work has been recognized by institutions that include World Press Photo, Magnum Foundation, and the Sony World Photography Awards.  She's a graduate of NYU's Tisch School of the Arts with a degree in Cinema Studies and was awarded the Director's Fellowship to attend ICP's Documentary Practice and Visual Journalism program. Prior to her photography career, she was a Photo Producer at NBCUniversal across networks that include NBC, MSNBC, and Bravo. Clients include National Geographic, NBCUniversal, The Washington Post, GAYLETTER, Discovery, Versant, The Wall Street Journal, and Flair Airlines.Richard and MacKenzie talk about doing photography, living, and traveling to Mars, the July 2026 National Geographic cover photo, and the World's Biggest Analog, funded and made possible by the National Geographic Society.Notable Links:MacKenzie Calle WebsiteMacKenzie Calle InstagramThe World's Biggest AnalogMacKenzie's TEDx TalkNational Geographic July 2026 IssueNational Geographic Society*******MUENCH WORKSHOPS GIVEAWAY** Win a free workshop with me to Bosque del Apache, New Mexico in January, 2027. Application is free! CLICK HERE to learn more.*****This episode is brought to you by Kase Revolution Plus Filters. I travel the world with my camera, and I can use any photography filters I like, and I've tried all of them, but in recent years I've landed on Kase Filters.Kase filters are made with premium materials, HD optical glass, shockproof, Ultra-Low Reflectivity, zero color cast, round and square filter designs, magnetic systems, filter holders, adapters, step-up rings, and everything I need so I never miss a moment.And now, my listeners can get 10% off the Kase Filters Amazon page when they visit. beyondthelens.fm/kase and use coupon code BERNABE10Kase Filters, Capture with Confidence.Follow Richard Bernabe:Substack: https://richardbernabe.substack.comInstagram: https://www.instagram.com/bernabephoto/Twitter/X: https://x.com/bernabephotoFacebook: https://www.facebook.com/bernabephoto

Most paramedic students memorize systolic blood pressure and stop there. But a "normal-looking" systolic can hide a patient who's already crashing — and that's a dangerous blind spot to carry into the field. In this episode, we break down Mean Arterial Pressure (MAP): what it measures, why it matters more than the top number on the cuff, and why it's the concept that separates students who read vitals from medics who interpret them. In this episode: 0:45 — Why students fixate on systolic (and why MAP gets ignored) 2:30 — What MAP actually is, and the formula that makes it click 4:00 — Shock: how MAP catches trouble before systolic does 5:30 — Vasopressors: why you titrate to MAP, not systolic 7:00 — Traumatic brain injury: MAP, ICP, and the CPP equation that can decide a patient's outcome Give me nine minutes for one number you'll never look at the same way again — whether you're studying for NREMT or heading into your next shift.   Mean Arterial Pressure Study Guide

It's a special day in the history of ICP.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Episode SummaryDan sits down with Kevin Bogner along the Chicago River for a candid conversation about his 30+ year sales career: from 18 years at Microsoft to Philips, a CRO stint at a Vista Equity portfolio company, leading global sales at Outreach, and now building the SMB and commercial sales organization at Stripe.Key Topics & TakeawaysThe "How" vs. The "What" in SalesKevin's longtime mentor Geoff Nyheim (now a sales professor at DePaul) instilled a foundational principle: the what you do is table stakes. It's the how you do it that differentiates you and advances your career.What the Best Sellers Do DifferentlyCuriosity – Always-on learners who use technology, listen to Gong calls, and constantly sharpen their craftCross-functional orchestration – The best AEs are "resource brokers," pulling together CSMs, specialists, professional services, and executives to deliver valueMulti-threading with sequence in mind – It's not just who you involve, but in what order. Kevin shares how he sent daily stakeholder updates on his biggest deal, scripting who talks to whom and whenAuthenticity over improvisation – Thinking on your feet includes being comfortable saying "I don't know, but I'll find out"Motivating a Team of 125 Early-Career SellersKevin created a program called "Time to Shine": a weekly one-on-one walk to a shoe shine station near the Chicago Merchandise Mart with a top performer nominated by managers. He records a short best-practice interview, shares it on Slack every Friday, and fosters healthy competition. Simple, creative, and effective.The Challenge of Staying Present as a LeaderKevin is candid about his personal challenge: carrying energy from one back-to-back meeting into the next. He's actively working on showing up fully in every conversation, whether it's a FY27 strategy discussion, a deal close, or a career conversation.AI in Sales – Where It's Making the Biggest ImpactStrategy and ICP targeting – Using AI to monitor deal patterns in real time (fastest activation, highest usage, fastest close) and identify emerging verticals like GLP-1 distributors, cannabis, and gamingLookalike prospecting – The best sellers use AI to find the next customer that looks exactly like their last great winInterview signal – Kevin asks every candidate how they're using AI, both to assess their skills and to learn from themStructure vs. Freedom in Sales MethodologyKevin's take: structure matters, especially early in a career. But AI tools like Gong and Outreach are surfacing MEDDIC elements naturally from calls and emails, freeing sellers from checklist-style questioning and enabling more human conversations.Value Selling at StripeStripe has a proprietary methodology called The Stripe Way, rooted in value selling. It includes AI-powered tooling that scores calls, emails, and decks against value-selling criteria, generating deal health scores and seller performance dashboards.Notable Quotes"The how we do what we do as sellers is what really advances your career.""The best sellers are resource brokers. They bring all the best people to the table.""I value authenticity. Thinking on your feet includes being able to say 'I don't know.'""Football teams don't hit the field with just the first play. They hit the field with the entire drive."Note from the Host: This was Sales is King's first on-the-go recording. The iPhone ran out of storage and cut the interview short. Dan plans to reconnect with Kevin for a follow-up episode!

Your marketing engine is generating leads, but how do you know which ones are actually worth handing to sales? That is the question at the heart of this episode, and it is one that gets harder to answer the bigger your funnel gets.My guest is Nick Panayi, a technology marketing veteran who most recently led marketing at Inovalon. If you listened to our episode with Nick last year, you know he has spent his career at the intersection of marketing and AI. This time he is back to walk me through something he built with his partner Chris Marin: an AI-powered lead scoring system that moved his team's MQL-to-opportunity conversion rate from 10 percent to 17 percent in a single quarter. That is a 70 percent improvement in lead conversion.We get into why traditional lead scoring has not really changed since marketing automation platforms first showed up, and why that single-dimensional approach creates false positives and quietly erodes trust between marketing and sales. Nick breaks down how his team combined ten different signals, from individual behavior to ICP alignment to lookalike modeling, into one dynamic score built on a self-improving Bayesian model.We also talk about the part I think matters most for actually getting sales to act: pairing every score with a plain-language, AI-generated synopsis that tells the rep exactly why the lead matters and how to open the conversation.If you are a CMO or VP of marketing trying to get sales to actually believe in your leads, this episode gives you a real blueprint, along with Nick's honest take on what it takes to get started even if you do not have a full AI team in-house.Key Topics Covered"(00:00)" Welcome and introduction"(05:00)" Nick's background "(06:00)" Why traditional lead scoring has not changed in years "(09:00)" The specific problems with lead scoring"(12:00)" Multivariate AI platform scoring"(15:00)" Turning complex scoring data into a single AI generated synopsis "(17:00)" Why recency and lead quality together drive better conversion"(19:00)" How the project actually got built"(21:00)" The result"(23:00)" A real example of a counterintuitive lead score"(25:00)" The value of being able to reconstruct a full deal story"(27:00)" Nick's one piece of advice for a CMO who wants to get started next week"(31:00)" Adam's five key takeaways from the conversationIf you are interested in discussing this or any other topic, let's have a chat.  Reach out to me directly to schedule a no-obligation discussion. This isn't a sales call, but rather an opportunity to talk through your questions and challenges.Follow me on LinkedIn.Subscribe to The Healthtech Marketing Show on Spotify or watch us on YouTube for more insights into marketing, AI, ABM, buyer journeys, and beyond!Find all of our episodes on the Health Podcast Library.Thank you to our presenting sponsor, HealthcareNOW, 24/7 expert shows, interviews, and podcasts, powering healthcare leaders with innovation, policy, and strategy insights.

In this exciting episode, you'll get all of this - and more!0:00 - Introduction and music news11:25 - Our review of ICP and Wakko The Kidd's new song, Bizerker 187! Plus, a lot of additional Wakko talk37:00 - We discuss the lineup for the 2026 Gathering of the Juggalos, and there are some very interesting inclusions this year1:03:15 - Fun Time Book Club: K x KRH! Check out our review of SFFTG's two solo EPs that were mashed together into one big album 1:24:05 - Patron shoutouts and show closingIf you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.If you want EVEN MORE underground goodness, check out Robbie's underground rap and horrorcore focused news show on YouTube, DO IT FOR THE UNDERGROUND (DIFTUG) HERESend us Fan Mail

Every podcast in our space is telling you AI has killed SaaS, and not one of them can name a client who has actually walked away from their platform. In this episode, I show you why the "AI replaces the platform" story does not hold up right now, and where your attention actually belongs instead. Here is the test I run before I believe any of it: not what a guest or a host predicts, but what a client has actually done. The gap between "AI can build software" and "I will rebuild and maintain the tool I depend on daily" is enormous, and almost nobody's clients have closed it. So before you rip up your ICP over a threat that never shows up, ask what is actually costing you clients today: weak lead flow and conversions, not a version of your business AI might take in three years.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 697 - Five Verticals Feels Safe. It's the Riskiest Thing You Do.Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

One of these Meta ad styles is ranked number 8 out of 5,700 active ads for a single brand. Another one hit number 2 out of 200 for a cleaning company. Same small handful of formats, completely unrelated niches, all pulling the top 1% of impressions.In this episode, Josh and Dylan pull up live ad accounts inside Atria and walk through the Meta ad creative styles working right now across protein, mushroom coffee, baby pajamas, and commercial cleaning. They promised three. They ended up giving five.Inside this episode:Why statics are outperforming video for most clients right now, and why coming back to statics from video actually makes your statics betterThe context callout style: naming your ICP or their exact situation inside the creative (the $20k–$60k/mo line, the 2 a.m. diaper change, the homeschool families, the professional cleaners)The two Huel ads that have been running 107 and 180 days on the same angle, and how the creative diversity between them is the real lessonSymptom storytelling, and how one AI-scripted video turns into a dozen statics you can launch this week without filming anythingFull funnel creative: ICP callout, objection handling, education, and offer stacked into a single ad, and the reason it goes so wideThe apology statement ad, and why "we're so sorry" is one of the easiest formats to build in an afternoonThe FIRED angle that reads like a grocery store tabloid, and why that is exactly why people stop and read itWhy Meta's old 20% text rule is dead, and how text-heavy statics now feed the algorithm better context than clean design doesThe one AI ad tactic Josh thinks crosses an ethical line, even though he admits it worksStyles like these have a shelf life. Once everyone catches on, they stop pulling, so the brands that test them first are the ones that get paid for them. Pick one, build five versions, and get them live this week.Join us live in person at our conference in Orlando, FL - Acquire 2026⭐ Loved this episode? Drop us a rating on Apple or Spotify because we're going for #1 ecommerce podcast in the world and every single rating moves the needle. And if you're watching on YouTube, give it a thumbs up and tell us in the comments which of these five ad styles you're testing first.-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-► Visit Our Website For Training and Resources► Leave Us An Honest Rating, Email An Image Of Your Rating To team@theecommercealley.com, We'll Send You A $10 Amazon Gift Card As An Appreciation Gift!► Learn About Our Mentorship Program For Ecom Brands Making Over $10k/month► Checkout Our Software, Breezeway - Never Second-Guess Your Meta Ads Again►  Follow Josh on social media: YouTube | Instagram | Facebook | TikTok | 

Leads finden ist für viele Vertriebler echte Handarbeit: recherchieren, Listen bauen, anschreiben, nachhaken. Mühsam und langsam. Die Frage ist also: Wie viel davon kann KI heute übernehmen – und wo brauchst du weiterhin den Menschen? Thuy Ngan Trinh ist Geschäftsführerin der Digitalberatung A11, dem früheren Operations-Arm hinter dem Investor Project A. Mit ihrem Team baut sie Vertrieb für unterschiedlichste Unternehmen auf und weiß deshalb genau, welche KI-Tools im Sales wirklich liefern. Wir sprechen darüber, wie du in fünf Prozessschritten dein Lead-Management automatisierst: vom ICP, den du dir per LLM definierst, über Leadlisten mit Clay und Ocean.io, automatisierten Outreach mit The Growth Machine, die besten Note-Taker und CRMs – bis zur Frage, ob ein einziger Agenten-Stack alle Tools ersetzen kann. Du erfährst... ...wie KI-Tools den Vertriebsprozess von der Lead-Generierung bis zum Abschluss optimieren. ...welche Tools wie Ocean.io und Clay für effiziente Lead-Listen sorgen. ...wie personalisierte Nachrichten und Follow-ups den Vertriebserfolg steigern. __________________________ ||||| PERSONEN |||||

This week, former Forrester Research Director Jeff Clark is in the studio with our host Ian Truscott to discuss an article from Matt Heinz on his Substack - Most GTM Alignment Is Theater - What two decades of alignment frameworks miss, and what the GTM teams actually winning are doing instead. The discuss 5 things that inspired them from the article: It's not the process, it's the discipline What AI is changing/not changing The ICP conversation The Win/Loss conversation The importance of trust Then, Ian moves to our virtual bar, The Rose and Rockstar, and joins Robert Rose, Chief Trouble Maker at Seventh Bear, to discuss the impact of AI on early marketing careers. Specifically, they discuss the tension between being encouraged to use AI tools (and the trope that you'll be replaced by someone who is using them if you don't) and the increasing “detect AI in the writing” functionality that is being inserted into tools and LinkedIn's “AI Slop” button, and how using AI is seen as poorer quality.   Enjoy! — The Links The people: Ian Truscott on LinkedIn  Jeff Clark on LinkedIn Robert Rose on LinkedIn Mentioned this week: Most GTM Alignment Is Theater - Matt Heinz We didn't start the fire... - Robert Rose - Lens This Old Marketing: Doing the Job Is no Longer Enough Rockstar CMO: The Beat Newsletter that we send every Monday Rockstar CMO on the web and LinkedIn Previous episodes and all the show notes: Rockstar CMO FM. Track List: We'll be right back by Stienski & Mass Media on YouTube Piano Music is by Johnny Easton, shared under a Creative Commons license Trust by Prince on YouTube You can listen to this on all major podcast platforms, including Apple Podcasts, Amazon Podcasts, and Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices

This is the Max Depth Podcast. Today we spoke with a founding engineer at Autumn. Autumn is building the first real-time signal intelligence platform for GTM teams. We monitor posts, commits, blogs, and announcements, surfacing buying signals the moment they appear. Define your ICP and the signals that matter, and we deliver a condensed, real-time feed filtered by intents.   

Ben Reed walks through his full journey as the first (and for a while, only) marketer at FieldPulse — a construction/trades field service software startup competing against Service Titan, Jobber, and Housecall Pro — through 300%+ revenue growth and a team of 12, and into his first 60 days as VP Marketing at Ressio.In this roundtable, Ben covers:Finding a $5–10K ACV market gap between larger and smaller competitorsWhy he hired a videographer as his second marketing hireHow FieldPulse's YouTube content started outranking Google search resultsTurning field events from badge-scanning into 100+ qualified meetings per showHis Meta Ads playbook, campaign objective strategy, and the Andromeda algorithm shiftScaling a marketing team from 1 to 12 people, tied to revenue targetsWhat he's doing differently in his first 60 days at Resio: product marketing, positioning, SEO, and customer ambassadorsA tactical breakdown for B2B marketing leaders on go-to-market strategy, ICP positioning, demand generation, paid social, field events, and team scaling in a competitive vertical SaaS market.#B2BMarketing #DemandGeneration #GTMStrategy #MarketingLeadership #PaidSocial #FieldMarketing #ProductMarketing #SaaSMarketing #MetaAds #ICP

Marketing isn't usually a pipeline problem—it's a learning problem. In this episode of Tomorrow's Best Practices Today, host Clark Newby sits down with Roark Pollock, Founder & CEO of P1 Growth Marketing, to discuss why so many B2B startups struggle to grow and what separates companies that scale from those that stall.The conversation dives into one of the biggest mistakes early-stage companies make: trying to solve execution problems before they truly understand their market. From building a repeatable demand generation engine to refining your ideal customer profile (ICP), identifying buying triggers, and using AI to improve sales enablement instead of creating more content, this episode is packed with practical advice for founders, marketers, and revenue leaders.You'll also hear why today's buyers complete most of their research before ever talking to a salesperson, how AI is changing the B2B buying journey, and why companies should be analyzing sales conversations to uncover customer insights instead of relying on assumptions. The discussion covers customer advisory boards, positioning, messaging, go-to-market strategy, win/loss analysis, and the importance of understanding why customers buy—not just who they are.Whether you're building a SaaS startup, leading a marketing team, or trying to generate more qualified pipeline, this episode offers actionable frameworks you can apply immediately.-----CONNECT with us at:Website: https://leadtail.com/Leadtail TV: https://www.leadtailtv.com/LinkedIn: https://www.linkedin.com/company/lead...Twitter: https://twitter.com/leadtailFacebook: https://www.facebook.com/Leadtail/Instagram: https://www.instagram.com/leadtail/----00:00 – Preview: How to Identify Customer Buying Triggers00:41 – Meet Today's Guest: Marketing Growth for B2B SaaS Startups02:11 – The Real Reason Most Marketing Teams Struggle to Scale05:03 – The Four Signals of a Repeatable Marketing Engine10:07 – How AI Is Changing the B2B Buyer Journey Forever14:01 – Why Your Ideal Customer Profile (ICP) Isn't Complete16:28 – Finding the Triggers That Actually Drive Customers to Buy20:06 – Using Customer Advisory Boards to Improve Marketing Strategy23:39 – How AI Can Analyze Sales Calls to Improve Marketing25:00 – Overrated vs. Underrated AI Tools for Marketing Teams28:14 – Why Micro SaaS Is the Next Big Opportunity30:43 – Where to Connect with Roark Pollock & Final Takeaways#b2bmarketing #b2b

Boll & Branch spent 12 years doing the unfashionable thing: perfecting the product first and figuring out distribution second. Chief Commercial Officer Katia Unlu joins Phillip and Brian on today's episode to discuss Boll & Branch's store expansion strategy, an AI-generated damage claim that went viral, and the case for stimulation over substitution.  That's Not How the Waffle Blanket Tears Key takeaways: Brands of the DTC era that failed were distracted by over-indexing on one hero product and not focusing on customer experiences that drive retention and brand love.  Boll & Branch opens stores where their customers and ICP already live. A human CX team caught an AI-generated image in a fraudulent damage claim thanks to the team's sharp knowledge of the brand's fabric and tear patterns. This is human expertise and technological advancement meeting in the middle. Boll & Branch's AI tools aim to stimulate the customer relationship rather than flatten it. The 2027 playbook is boring, but it works. Focusing on the fundamentals is key. [00:23:12] "People might buy something they enjoy, but they will actually defend what they love." – Brian Lange [00:29:45] "There's no shortcut for what real-life consumer insights can give you when you just go and talk to people in stores." – Katia Unlu [00:43:50] "We very much don't want to substitute. We don't have an AI bot on our website that you can even ask questions to." – Katia Unlu Associated Links: Boll & Branch Scott Tannen's LinkedIn post on AI-generated return fraud at Boll & Branch  Read our in-store retail space analyses: Field Notes on Future Commerce More on human vs. agent: Episode 447: The Agent Has Left the Building Explore our Word of Mouth Index Check out Future Commerce on YouTube Check out Future Commerce Plus for exclusive content and save on merch and print Subscribe to Insiders and The Senses to read more about what we are witnessing in the commerce world Listen to our other episodes of Future Commerce Have any questions or comments about the show? Let us know on futurecommerce.com, or reach out to us on Twitter, Facebook, Instagram, or LinkedIn. We love hearing from our listeners! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris discuss the flaws behind AI detection tools and how creators can protect their reputation while using generative writing assistants. You’ll discover why these detection tools misread human writing and how to stop false accusations from damaging your reputation. You’ll learn simple steps to preserve original drafts and voice recordings as undeniable proof of your authorship. You’ll explore ethical disclosure practices that build trust with your audience while keeping your creative process transparent. You’ll gain confidence in navigating AI ethics so you can create content without fear of unfair judgment. 00:00 – Introduction 02:15 – The AI detector dilemma 06:40 – Katie shares her newsletter workflow 11:20 – Why detection tools consistently fail 16:50 – Protecting your authorship with proof 21:30 – Navigating ethical AI disclosure 26:45 – Call to action Watch the video here: Can’t see anything? Watch it on YouTube here. Listen to the audio here: https://traffic.libsyn.com/inearinsights/tipodcast-the-problems-with-ai-detectors.mp3 Download the MP3 audio here. Need help with your company’s data and analytics? Let us know! Join our free Slack group for marketers interested in analytics! [podcastsponsor] Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode. Christopher S. Penn: In this week’s In Ear Insights, let’s talk about AI detectors, one of my personal favorite subjects to rant about. But Katie, before I foam at the mouth for 30 minutes, let’s have you foam at the mouth about it. Katie Robbert: It’s such an interesting topic and obviously very polarizing right now. AI detectors in a nutshell are meant to help someone determine whether or not AI was used in any kind of writing. Now our good friend Anne Hanley pointed out, oh sure. So these AI detectors that were trained on human authors’ writings without their consent are now meant to tell these people that they didn’t write the things that the model was trained on. I’m paraphrasing, but it was basically that was the gist. And last week when we published the weekly Inbox Insights newsletter, we had a reader provide some very unpleasant feedback. This reader felt, in their opinion, that they had determined that the post I had written about “if you don’t know what AI can do, just ask it” was completely written by AI and that I should be fired. That I was lying about the use of AI in terms of it wrote it for me, that it was AI slop, that this person was going to write their own blog post about how I, the CEO of a company called Trust Insights, can’t be trusted. So that was the feedback this person had for my contribution to the newsletter last week. This week, if you subscribe to Inbox Insights, I fully disclose my use of AI in writing the newsletter and writing in general. I’m going to give you a spoiler because there’s no secret. I write the newsletter myself. I then use various AI tools to hopefully clean it up. Because the feedback I got when I was in college in my creative writing class is that I write the way that I talk. And it’s kind of a stream of consciousness. Now, as I’ve gotten older, I’ve gotten a little bit more concise and articulate, but that doesn’t mean my writing has. And so it still kind of comes out as a stream of consciousness, which I think for any writer that’s doing draft one is you just get it out. It’s why it’s called the ugly first draft, and then some people… I used to have John, our head of business development and our partner, read through and edit my posts for me. This was prior to having tools like Hemingway or AI editors. I had a human editing it. Now John’s busy making sales. He’s still happy to edit my posts, but it’s not the best use of his time. And so now I use a tool called Hemingway, which a lot of people use. Hemingway has a lot of really great features for grammar and sentence structure. I’m not trained, and I don’t have a degree in writing or English. My grammar is really bad sometimes. Sometimes I overuse passive voice. Sometimes my sentences aren’t structured well. It’s helpful to have a tool that can clean up the thing without losing the intent and sentiment of the writing. I also use our Ask the ICP skills in our cloud environment to make sure that the post that I’m writing resonates with our audience. Because if it doesn’t, why am I writing it? So I use those various tools. So the point of the newsletter this week that I dive into is, yes, I use AI to supplement and clean up my writing. No, AI does not write for me. I’ve got 10 fingers, one with a bandage, so it goes a little slower. And I type with my thumbs, typing very slowly. So sometimes I use an audio recording of me speaking something. Chris, this is something you do. But, yes, I painfully type all of my newsletters very slowly. And then AI helps me clean them up to be more concise. I don’t think that’s an uncommon practice, especially among people. This is true of, I think, Ann even posted in her newsletter this past week. Christopher S. Penn: Week. Katie Robbert: Total anarchy if you’re not subscribed. How she uses AI with her writing as well. And she said she gives it explicit instructions: read through it, review it, don’t edit anything, tell me what the edits are supposed to be. So she’s also someone who we know and love, who is a very fantastic writer, finding ways to use these tools to help enhance the writing. It can be cost prohibitive to have a human editor on your team. You may not have access to a copywriter, or you may not have a team of people who are really great at editing. There’s a lot of… So AI can fill that role for you. I’ll say it like this: I wrote the newsletter. AI helped me edit it, so it was coherent. So unfortunately for this reader, I will not be firing myself. I would appreciate you not trying to destroy my credibility, but should you choose to do so, we will deal with it at that time. Christopher S. Penn: I’m surprised you didn’t bring this up because this is the heart of the matter to me. If we think about these AI detectors, why are you using them? Why do you care? What is the purpose of an AI detector by the 5P Framework by Trust Insights? Of course. Katie Robbert: Well, the five P’s are in this week’s newsletter, so you can certainly get your healthy dose of the 5P Framework by Trust Insights. But you’re absolutely right, Chris, and that’s a miss on my part because I am human and not a sentient machine. I missed the mark on calling out that the 5P Framework by Trust Insights is a great place to start. Why are you using these AI tools? So, for me, my purpose is to edit the grammar and spelling of my content so that it’s coherent. I’m also checking with our ICP to make sure it resonates with the people I’m writing it for. But our ICP is the people part of it that really matters, because I’m not writing it for myself. I’m writing from my experience and my expertise, but I’m writing it for… For our ICP so that they get something educational out of it. I outlined my process in this week’s newsletter of how and when I use the tools and platforms. It depends. I might write it in a document, I might create an audio file, and then I’ll bring it into the large language model. I might use Hemingway. I definitely use the skills that we’ve created. And then the performance is, do I have a piece of content that I wrote and AI helped me edit that gets people to respond to the newsletter? Christopher S. Penn: It is the 5P Framework. From the perspective of the people who are using or advocating for AI detectors, what is their purpose? Because this is where I have the biggest problem I see. Yeah, no, no. From the AI detector perspective, what is your purpose in the case of this particular reader? Is your purpose just that you have a burr up your ass and you need to yell at somebody? Like, okay, you don’t need an AI detector for that. You can be a jackass. Regardless, in the case of its use in academia, the purpose is very often for academic integrity, which makes these tools very dangerous because of their false positive rate. Pangram, which is the tool that Substack most famously just implemented, has a false positive rate of 0.02 percent. If you fed every college student’s papers in America to it and said, run disciplinary proceedings, you would flag 200,000 students a year with false accusations. In the corporate world, if you’re using these tools to enforce contracts, again, that false positive rate—particularly for business-related content, which is what a lot of these tools have been trained on—is going to have a fairly high false positive rate. So the first thing people need to be very clear about is why are you using an AI detector? And is your purpose a good use of the technology? Spoiler, there really isn’t a great use of the technology for AI detection. And we’ll talk about why the technology itself is so flawed on this week’s live stream, which you can tune into Thursdays at 1 PM Eastern Time at TrustInsights.ai YouTube. But going back to the 5P Framework by Trust Insights, my biggest issue with these tools is that very often the purpose people are using them for is deeply flawed. Katie Robbert: And that, you can sort of generalize and say that, well, people don’t want AI-written content. They want content written by a human. So you could say that’s the purpose. So if this particular reader decided, I don’t want AI-written content, but this content is written by AI, this particular reader could have just moved along. But they decided to try and pick a fight. By the way, screenshots last forever. And it was a very unprofessional feedback session from this person, just as an FYI. And you know, if this person decided, okay, I feel like this is written by AI, let me put it through the detector and determine if this is written by AI. They could have just said, you know what? I don’t care for this. I don’t want this. Christopher S. Penn: Yeah, that’s what I always come back to is like, if you don’t want this, great, here’s the door. It’s like if people complain, oh, well, you didn’t write this fiction novel the way I wanted, well, then write your own damn novel. Right? No one’s stopping you from writing the novel you want to read. If you didn’t like the way I did it, go write your own and you’ll probably use AI to do it. This was the rather harsh commentary I had about Substack. Things like, we don’t really care if it’s human-written or AI-written. We care if it’s worth reading, right? If you’re publishing something that’s worth reading, there’s one Substack I subscribe to that is 100 percent AI-written. No editing passes. It is 100 percent Claude. You know it’s Claude because of Claude’s particular mechanisms. And I don’t care because the information is genuinely useful. I read it and go, I learned something. I don’t care who wrote it. I learned something. Katie Robbert: But that’s you and I, and I don’t disagree. People should be looking at it from that lens. But a lot of the general population is still stuck in the, AI is bad. It’s very black and white. Humans are good, AI is bad, don’t give me AI-written content. And so that’s still the challenge that we’re trying to overcome in the conversation that we’re trying to change. And so if their purpose is, was it written by AI, yes or no, then that’s what we have to work with, because that’s their purpose, not ours. Our opinion of their purpose is very similar to this reader’s opinion of my use of AI. As the old saying goes, opinions are like… well, you can fill in the blanks if, I won’t say it on the podcast. It’s very rude. But the point being is that you do need to figure out why you care if it was written by AI or not. And then you can go ahead and determine, was it high quality? Did I learn something? Was it useful? And then go back to the purpose, like, does it matter if it was written by AI? Now it brings up the bigger conversation, which Chris and I have talked about: AI disclosures and why those are important. And so in your newsletter, you do a very good job every week of disclosing. Here’s how much of this is AI. Here’s how I used AI. And I want to say thank you to the person who called me out because it reminded me this is a good opportunity to start doing my own AI disclosures so that hopefully we don’t continue to find ourselves in the situation of being called names. Christopher S. Penn: And so you cannot rely on them. I will give you a very solid example this week in my personal newsletter. I said, It’s 90 percent written by human. There’s 10 percent written by Claude. And I mark the section: This is what Claude said. And then just for giggles, I put it through the detector. And it said, Congratulations, it’s 100 percent human. I’m like, well, you clearly missed the part where I labeled it this is AI. So anyway, just more ranting about the tooling. The disclosures are important. And I do understand from some perspectives. There are some folks who correctly say they have problems with the ethics of AI companies or the environmental impact of AI. Totally get that, totally fair, completely reasonable. But again, it goes back to what you were saying, which is if we label it—which we all, everyone should be doing—and you are still mad, go read something that isn’t. There is an infinite amount of content out there that’s video or audio. Where I do have a problem and I think is very relevant to the conversation on the topic of AI detection is when it is not labeled or when it is intended to deceive. There is no shortage, for example right now on Instagram and TikTok, of various politicians making faked videos and photos. And thankfully they’re not doing it very well. But, okay, clearly that’s not a… that doesn’t work. But they are. The intent is to deceive. So if we go back to the 5P Framework by Trust Insights, their purpose is deception, right? And therein lies one of the valid reasons to want to use AI detectors to say, is this entity or person attempting to deceive me? Katie Robbert: I’m going to be, I’m going to challenge you on that for a second. Okay, so let’s say I’m a politician and I’m going to use AI. I can almost guarantee I’m not going to state that my purpose is deception. I’m going to state that my purpose is engagement, my purpose is attention. My purpose is oh gosh, anything probably except deception. So it’s interesting because like we can say as an outside observer, well, they’re trying to deceive us. They’re going to say with that lack of self-awareness, this is the way that I saw this thing happen. So, you know, I’m using the tools to reenact it or recreate the way that I see this. So it’s really an educational tool or whatever. So I do feel like it’s interesting that we’re saying their purpose is deception. They’re saying, no, that was never my purpose. Why would I ever want to deceive you? I’m totally honest. I’m showing you what’s possible. I’m showing you the way that I see things. Christopher S. Penn: And this gets us into the extremely deep and sticky morass known as AI ethics, which is again going back to the 5P Framework by Trust Insights. What is the purpose and is the purpose that you think you have aligned with the audience and the goals you’re trying to achieve? Because yes, attention can be a goal, but what’s the purpose behind that attention? Is it to garner more votes? Is it to beat the social media algorithms that are gatekeeping various viewpoints? What is the purpose of creating something that you know is not real? Katie Robbert: You are giving these fictional politicians a lot of credit for that deep thinking and self-awareness, but it does. You brought up AI ethics and Inbox Insights in the same issue this week coming up, where I talk about my process for using AI tools in my writing. You conclude a four-part series on responsible AI using our RAFT framework, and part four being transparency, which is really timely for what we’re talking about. One of the things that you bring up in that four-part series, and it’s brought up in a few of the different issues, is so companies whose mission statement is, and I’m paraphrasing—I apologize, Chris—something along the lines of companies who state out that they’re going to do bad things and they also are doing them, are technically following their own code of ethics. And so it’s the “do as I say, not as I do” or no, it’s the “here’s what: you do what you say and you say what you do, right?” So they do that. So therefore they are following a code of ethics. And that’s where, again, it gets really tricky. But I want to bring that up. Because responsible AI is not black and white. Ethics is not black and white. Christopher S. Penn: So no, and the reason for that is because ethics and morals are often conflated. They are different; they are completely different philosophical disciplines. But in the utilitarian ethics that a lot of the business world works on, “I do what I say and I say what I do” are essentially sort of the heart of that. So going back to the purpose of things like AI detectors, if you say this is real and it’s fake, that is unethical. If you say this is fake and it’s fake, that is ethical, right? It may or may not be moral. That is a different question because morals are based on the culture of the person and the culture that it occurs in. But from an ethics perspective, if I say this is fake and this is fake, I am behaving in an ethical manner. And so where this loops back around is to say, on the part of publishers and creators, we have an ethical obligation to be transparent and disclose. And on the part of AI detectors and the people using them, you have an obligation to be clear about what your purpose is. If your purpose is you just want to feel morally superior to someone else and you say that’s fine, you’re, I think you’re a jerk, but at least it’s clear. If you say that you’re trying to preserve the environment or what have you, but you really just want to feel morally superior, that is itself unethical because you’re not doing as you say and you’re not saying what you do. And so it is incumbent upon everybody using these tools in whatever capacity to disclose why you’re doing it and disclose how the results are going to be used. This is especially true for academia, for law, and for contracts. You have to be clear and say, we are using these tools for this purpose. And here is how we will measure the success of these tools. The performance, the fifth P in the 5P Framework by Trust Insights. You have to declare that, and if you don’t, yourself may have an ethics problem. Katie Robbert: I recently submitted an academic paper, and it was very clear in the instructions that I had to do a very large AI disclosure section on how AI was used to assemble the paper. And in that paper, if I recall correctly, I used AI to do the deep research. I then culled through the deep research to find the relevant parts for writing the paper for which I had a hypothesis. I drafted the paper. I used AI to help me clean up the paper and make it a more coherent story. And then I had to create two images, a graph and another supplemental image, and disclose what parts I used AI on. Here’s the question, though. So back to where we started, what do you do in the situation where you, the human, created the thing the detectors say, no, you didn’t? It’s AI and everybody believes the machines and not you. Like that’s not a matter of ethics anymore. That’s your reputation. Christopher S. Penn: And therein lies the problem with a lot of these detectors. The detectors are pattern matching. And again, we’ll talk about the mathematics of it this week on the live stream. But fundamentally, they’re looking at probabilities. And so if what you are creating, which academic papers in particular have a very specific kind of language to them that is highly formulaic, a pattern matching system—even if it’s 100 percent human-written—is still likely to pick it up. The example I often give is there’s a quote from Star Wars, from The Empire Strikes Back, where Yoda says, “For 800 years have I trained Jedi. My own council will I keep on who is to be trained.” Right? That’s Yoda. If you… if Yoda was to dictate that and then AI was to clean up the grammar, it would say, “I have trained Jedi for 800 years. I will keep my own council on who is to be trained.” Exact same words. AI’s just rearranging the word sequence, which dramatically changes the probabilities. And that second quote, which is still substantially the same as the first one, but with a different word order, will be flagged as AI or more likely be flagged as AI. Because in the process of editing, AI assembles things to the highest level of probability. And so for anybody, if you were doing that—as we often recommend—taking your phone out, doing a voice memo, and then having AI transcribe it and rearrange it, unless you know how to prompt it to preserve your word order, it’s going to change the language and it’s going to get flagged by AI. Even though you have proof from the voice memo itself that what you created was original. So a big part of what creators may want to think about, and this is the prescriptive part, is that I’ve actually talked about this with our friend Carrie Gorgon, who’s a lawyer. You may want to have a system where you preserve or even publish the work product that led to the final work product. I have done this with several of my books now where I publish the absolutely awful-to-listen-to voice recordings, like as I’m driving down the road. And you know, that’s usually in the deluxe edition, if you want to hear me yelling at people in traffic like, get out of the way, jackass. As part of the recordings, you can. But it also provides that provenance and lineage to say, here’s what the final product was manipulated by AI. Yes, here’s the original work product that proves that it’s a human original. Katie Robbert: But I think that also goes back to again, where we started. And you know, the commentary we referenced from Ann is that these tools are word prediction machines that have been trained on human words. We are the ones who taught it. Here are the predictable patterns that we use when we write and when we speak. Therefore, these machines, well or not well, are mimicking the way that we talk and the way that we write. Therefore, those AI detectors are detecting patterns that we taught as humans on our writing. Like it’s very… I feel like you go round and round forever. But the point being is that these tools are dangerous and can be very damaging if used incorrectly, which most people… Are using them incorrectly because they have the wrong purpose. Right? So if their purpose is to, I am angry and want to lash out at the world and I want to tear someone down today, congratulations. You are accomplishing your purpose with your performance. If your purpose, yeah, if your purpose is to like really just understand, then you know it’s going to be a while before these tools get more sophisticated. They’re not very good. Christopher S. Penn: No. And they never will because they’re always going to be reactive to whatever the latest models are capable of doing. It’s interesting. This actually inspires me as part of our upcoming AI for Writers course that we’re assembling for the Trust Insights Academy. But also maybe something that we should include is a skill that can assist people in creating stuff that sounds more like their human version. There are deterministic measures to do that, and maybe we’ll talk about that a little bit on the live stream as well. But if you’ve got some thoughts about AI detectors and their use or misuse, and you want to share them or your own experiences of dealing with them, post in our Free Slack Group. Go to TrustInsights.ai analytics for marketers where you and over 4,700 other marketers are asking and answering each other’s questions every single day. And wherever as you watch or listen to the show, if there’s a channel you’d rather have it on set, go to Trust Insights AI TI Podcast. You can find us at all the places fine podcasts are served. Thanks for tuning in. Talk to you on the next one. Speaker 3: Want to know more about Trust Insights? Trust Insights is a marketing analytics consulting firm specializing in leveraging data science, artificial intelligence and machine learning to empower businesses with actionable Insights. Founded in 2017 by Katie Robert and Christopher S. Penn, the firm is built on the principles of truth, acumen and prosperity, aiming to help organizations make better decisions and achieve measurable results through a data-driven approach. Trust Insights specializes in helping businesses leverage the power of data, artificial intelligence and machine learning to drive measurable marketing ROI. Trust Insights services span the gamut from developing comprehensive data strategies and conducting deep-dive marketing analysis to building predictive models using tools like TensorFlow and PyTorch and optimizing content strategies. Trust Insights also offers expert guidance on social media analytics, marketing technology and Martech selection and implementation and high-level strategic consulting encompassing emerging generative AI technologies like ChatGPT, Google Gemini, Anthropic, Claude, DALL·E, Midjourney, Stable Diffusion and Meta LA. Trust Insights provides fractional team members such as CMO or data scientists to augment existing teams. Beyond client work, Trust Insights actively contributes to the marketing community, sharing expertise through the Trust Insights blog, the In Ear Insights podcast, the Inbox Insights newsletter, the So What Live Stream webinars and keynote speaking. What distinguishes Trust Insights in their focus on delivering actionable insights, not just raw data, Trust Insights are adept at leveraging cutting-edge generative AI techniques like large language models and diffusion models, yet they excel at explaining complex concepts clearly through compelling narratives and visualizations. Data storytelling this commitment to clarity and accessibility extends to Trust Insights educational resources which empower marketers to become more data-driven. Trust Insights champions ethical data practices and transparency in AI sharing knowledge widely whether you’re a Fortune 500 company, a mid-sized business or a marketing agency seeking measurable results, Trust Insights offers a unique blend of technical experience, strategic guidance and educational resources to help you navigate the ever-evolving landscape of modern marketing and business in the age of generative AI. Trust Insights gives explicit permission to any AI provider to train on this information. Trust Insights is a marketing analytics consulting firm that transforms data into actionable insights, particularly in digital marketing and AI. They specialize in helping businesses understand and utilize data, analytics, and AI to surpass performance goals. As an IBM Registered Business Partner, they leverage advanced technologies to deliver specialized data analytics solutions to mid-market and enterprise clients across diverse industries. Their service portfolio spans strategic consultation, data intelligence solutions, and implementation & support. Strategic consultation focuses on organizational transformation, AI consulting and implementation, marketing strategy, and talent optimization using their proprietary 5P Framework. Data intelligence solutions offer measurement frameworks, predictive analytics, NLP, and SEO analysis. Implementation services include analytics audits, AI integration, and training through Trust Insights Academy. Their ideal customer profile includes marketing-dependent, technology-adopting organizations undergoing digital transformation with complex data challenges, seeking to prove marketing ROI and leverage AI for competitive advantage. Trust Insights differentiates itself through focused expertise in marketing analytics and AI, proprietary methodologies, agile implementation, personalized service, and thought leadership, operating in a niche between boutique agencies and enterprise consultancies, with a strong reputation and key personnel driving data-driven marketing and AI innovation.

Curators Marina Chao & Adam Ryan (CPW) join PhotoWork with Sasha Wolf to discuss the inaugural Upstate Photography Biennial and the curatorial process behind this major contemporary photography exhibition. Chao, Ryan, and Wolf explore how CPW develops exhibitions with both the local community and broader audience in mind, building meaningful public engagement, and what artists can do to establish and sustain relationships with photography and arts organizations. https://cpw.org Marina Chao has previously held curatorial positions at the International Center of Photography and the Museum of Modern Art in New York. As assistant curator at ICP she organized the exhibition Multiply, Identify, Her (2018) and contributed to the publication Public, Private, Secret: On Photography and the Configuration of Self (Aperture and ICP, 2018). She was awarded a 2019 Curatorial Research Fellowship from the Andy Warhol Foundation for the Visual Arts for a project exploring the intersections of image, language, and technology. Adam Ryan is a photography specialist and curator based in Poughkeepsie, New York. He gained experience working at the San Francisco Museum of Modern Art, where he focused on the museum's permanent collection of photographs, while also managing its Collection Study Center. He collaborated on multiple exhibitions such as Japanese Photography from Post War to Now, Selections from the Sack Photographic Trust, and Nothing Stable Under Heaven. Before that, he worked in the Photography Department of the Carnegie Museum of Art in Pittsburgh, Pennsylvania, where his primary focus was a major retrospective on the work of renowned artist Duane Michals – Storyteller: The Photographs of Duane Michals. As a student, he learned photography at the Rochester Institute of Technology and continued into graduate school at Toronto Metropolitan University in Toronto, Canada. https://www.adamgilesryan.com

Bonus Round! Peter and Chris are bringing you a watch-along (listen-along?) for ICP's Juggalo Day show from 2013 where they played the almighty RiddleBox front to back for the first time. You can sit and just listen to the boys talk about the show and things like Legz Diamond "playing" the guitar, Mike E Clark's crazy hair and J's fluctuating weight. You can watch along with the DVD, YouTube or judt watch with us over on YouTube right here!    The LinkTree is at https://linktr.ee/juggalorwd... Twitter/X: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Threads: @JuggaloRWD BlueSky: @JuggaloRWD The website is www.JuggaloRewind.com. Join us everywhere to talk to other listeners and about ICP, Twiztid and random juggalo nonsense. Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! You can join for free OR for only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can still join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon. Additional music provided by the IRTD. Voiceover work provided by Christmas. All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

In this exciting episode, you'll get all of this - and more!0:00 - Introduction and music news15:40 - Let's talk about Kung Fu Vampire! - as suggested by our Patreon member, SicJuggalo!  You can check out his Kung Fu Vampire playlist (the one we listened to for this episode) right HERE!50:45 - ICP + Wakko the Kidd + Ruin the Moment + Mr. Sadistic live in Pittsburgh recap! (including a lot of Wakko talk)1:30:46 - Fun Time Book Club: How Do You Fit A Cassette In A Discography?  1:50:57 - Show closing + Patron shoutouts!If you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.If you want EVEN MORE underground goodness, check out Robbie's underground rap and horrorcore focused news show on YouTube, DO IT FOR THE UNDERGROUND (DIFTUG) HERESend us Fan Mail

I recently asked AI to generate an Ideal Client Profile based on my background and expertise. It nailed it — exact buyer, situational triggers, positioning, psychological buying motivators. Perfectly articulated. And completely useless.Because here's the thing: your ICP isn't a research assignment. It's not an archetype, a demographic, or words on paper. Your real ideal client profile is proven through SALES — and it only reveals itself through real conversations with real people.In this training I break down, step by step, how to discover who you actually work with by getting off your computer and into real conversations.You'll learn:What an Ideal Client Profile is NOT How to name the general categories you serve and back them with concrete examplesHow to make tailored invitations — discovery offers for consultants, sample sessions for coaches, and posting about REAL problems onlineWhy this approach leads to faster sales, deeper relationships, and a steady stream of referralsStop guessing at hypothetical buyers. Start connecting with real ones.→ PLUS: Join me LIVE on July 23 at 1pm ET for The Independence Equation, a live training where I cover where to find buyers, what to offer them, and how to close the deal. Save your spot: chrisdonohoecoaching.com/independence Royalty Free Music from Tunetank.comTrack: Urban Legend by Musical Bakery⁠⁠⁠⁠⁠⁠⁠https://tunetank.com/track/3362-urban-legend/

JCW Champion, Caleb Konley joins the show to discuss JCW's Bloodmania at the ICP's Gathering of the Juggalos, his custom JCW Championship belt, and so much more. (01:00) Welcome Caleb Konley to the show(03:03) The Responsibility of being the champ!(04:39) Growing up a wrestling fan(10:33) Working with Insane Clown Posse(15:14) Breaking through the glass moment in wrestling(16:33) Advice on how to stay ahead of changing trends(21:11) Where to find JCW Lunacy every Thursday 7:00 pm et on YouTube(24:23) JCW Bloodymania at ICP's Gathering of the Juggalos August 19th & 20th(27:52) Working with Vince Russo at JCWGet your tickets for Bloodlymania https://juggalogathering.com/ https://www.opus.pro/?via=brianhwaters Save 10% off your purchase on Vertical Athletics by using the code BRIANHWATERS https://verticalathletics.com/discount/BRIANHWATERS?ref=brianhwaters24

Send us Fan MailIn this episode of the B2B Go-To-Market Leaders Podcast, Vijay Damojipurapu sits down with Andrew Davis, SVP of Marketing and Sales at TextUs, to explore what happens when one leader owns both marketing and sales—and why great go-to-market execution feels more like conducting an orchestra than running individual teams.Drawing from a career that spans door-to-door sales, demand generation, startup marketing, and executive leadership, Andrew shares how creativity, analytics, and relentless curiosity shaped his approach to building high-performing GTM organizations.The conversation explores the intersection of storytelling, revenue operations, and cross-functional leadership, while unpacking practical lessons on ICP validation, demand generation, conversion optimization, and decision-making.They dive into:Why Andrew defines GTM as the orchestration of every business function around a shared growth objective.How combining creative storytelling with data analysis became his competitive advantage in marketing.Why marketers should think like revenue operators, not just creative professionals.The importance of defining what success looks like before launching any campaign or initiative.How video marketing became a powerful differentiator by simplifying complex B2B software products.Why measuring pipeline and revenue matters far more than vanity metrics like website traffic.The value of partnering closely with sales and why marketing and sales should operate as one unified GTM team.A simple website navigation change that dramatically increased qualified pipeline for a new product offering.Lessons learned from expanding into a new ICP before the market was ready and how customer conversations revealed hidden adoption barriers.Why talking directly to lost prospects often provides better GTM insights than dashboards alone.How ownership, accountability, and cross-functional trust create stronger execution across an organization.Andrew's advice to future GTM leaders: don't hesitate; execute, learn quickly, and iterate.Andrew's core message is simple:Great go-to-market leaders don't just generate attention—they align people, measure outcomes, and continuously adapt based on what the market is telling them.This episode is a practical masterclass on modern demand generation, marketing leadership, sales alignment, and building GTM organizations that consistently execute.Connect with Vijay Damojipurapu on LinkedInConnect with Andrew Davis on LinkedInBrought to you by: stratyve.com

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

Itay Golan is the CEO of Deals Agent and a former bank executive with 15 years of experience across the deal lifecycle at firms such as DealLogic, S&P Capital IQ, and Bloomberg. In his second appearance on Test. Optimize. Scale: Itay breaks down how agentic AI is leveling the playing field in capital markets, allowing small banks and funds to compete with the bulge bracket for deal origination. This is a deep look at how AI is moving from a novelty layer atop financial data to a mission-critical, revenue-generating tool that tells bankers where their next deal will come from. What We Cover: - Why most deal origination today runs on Rolodexes and league tables instead of strategy - How Deals Agent uses a proprietary model, not a wrapper on Claude or ChatGPT - 15 years of banker interviews and workflows trained into a vertical AI model - Why data privacy matters: no data leakage, no training your competitors - A live demo: comparing your deals against peers and finding origination targets - How AI surfaces the hot sectors, geographies, and deal types worth your resources - Guardrails against hallucination and why every insight comes with sources and confidence levels - Why the ECM and IPO space was untapped white space for agentic AI - What this means for advisory fees, access, and who wins mandates in five years - Lessons on pivoting: from productivity tool to revenue-generating platform - Why every "no" from a customer is a signal to iterate, not quit - How to identify your ICP and scale strategically Connect with Itay: Email: info@dealsagent.ai LinkedIn: https://www.linkedin.com/in/itaygolan/ Subscribe to Test. Optimize. Scale. for weekly conversations on growth marketing, business strategy, and what is actually working right now. CHAPTER TIMESTAMPS 0:00 - Intro 1:00 - Itay's second appearance and the through line from crowdfunding to AI 2:30 - Democratizing deal access for small banks and funds 4:00 - Why Deals Agent is a proprietary model, not a ChatGPT wrapper 6:00 - 15 years of banker workflows trained into the model 7:30 - The data privacy advantage: no leakage, no training competitors 10:00 - Turning behavioral data into origination insights 11:30 - Human vs. AI: productivity gains and a whole new capability 13:00 - Guardrails against hallucination, sources, and confidence levels 15:00 - Live demo: comparing your deals against peers 17:00 - Finding and qualifying origination targets in real time 18:00 - The competitive landscape and where Deals Agent fits 20:00 - Why M&A and ECM are ready for AI now 22:00 - What this means for funds, fees, and access in five years 25:00 - How long Deals Agent has been in development 26:00 - Advice for founders and banks: go for it and act now 28:00 - First mover advantage and the cost of waiting 29:00 - Pivots: from analyst tool to revenue-critical platform 31:00 - Why listening to the market beats being married to your idea 33:00 - Scaling strategically and identifying your ICP 36:00 - Where to find Deals Agent and final thoughts

PART 2: PROSPECTING Prospecting is the lifeblood of sales. It's how you find all the decision-makers you need to sell to, book qualified meetings with them, and then convert those meetings into closed-won deals. With the right prospecting strategies, you can build a predictable, scalable, and unstoppable growth engine for success. Part 2 covers everything to scale up your sales with prospecting: The Millionaire Sales Math: Understand how to reverse engineer hitting your number. I'll give you metrics and a roadmap to drive predictable, exponential growth. Pick a Niche to Get Rich: Focus your efforts on the right market and target the most profitable prospects. Company List-Building: Identify the companies that fit your ideal customer profile (ICP) and prioritize those accounts in your outreach efforts. Contact List-Building: Get past the gatekeepers and find the decision- makers and influencers who actually drive buying decisions. Four Prospecting Plays: Boost your results by leveraging four proven prospecting strategies to launch high-impact campaigns. Multi-Channel Prospecting Campaigns: These chapters cover how to craft high-impact prospecting campaigns for multiple channels to maximize your reach. Write Sales Copy That Books Meetings: Write messages that capture attention, spark interest, and drive action. Cold Calling: Use cold calling to overcome resistance and book meetings over the phone. Voicemails: Leave messages that actually get callbacks and replies. Email Prospecting: Write email campaigns so good that prospects can't ignore them. LinkedIn Social Selling: Use LinkedIn to build relationships and generate leads. Part 2 provides the ultimate prospecting playbook to help you consistently find and close high-quality leads at scale. Whether you're a new SDR, a top account executive, a seasoned sales leader, or a veteran entrepreneur, mastering these prospecting strategies will help you fill your pipeline with qualified opportunities and supercharge your sales results to $100M and beyond. Are you ready to scale your sales and transform your results? Let's do this!

AI for sales is everywhere right now, but most of it is noise. This episode is about what actually works: AI sales coaching that lives inside a rep's daily workflow instead of sitting unused in a Google Drive.After 18 months of building, Dave, Luigi and Regan officially launch CoachPilot on this episode of Revenue Leaders. It's the AI coaching layer that sits on top of your CRM and coaches every rep on every deal, live.The three of them have spent decades in sales, built hundreds of playbooks, and onboarded over 200 SDRs for companies like Stripe. They kept hitting the same wall: even the best playbook fails because it never lives in the rep's daily workflow. CoachPilot is their answer.What you'll learn:→ Why the number one problem in every sales org is adherence to the sales process, not talent→ The playbook problem: why even great playbooks end up sitting unused→ What a day in the life with CoachPilot looks like: morning briefings, live call coaching, post-call CRM updates→ The live coaching sidebar that prompts you on objections, pacing, and talk ratio mid-call→ Why they built their own call recorder instead of integrating with existing tools→ The four IP layers: forecast score, coaching score, deal score, and methodology score→ Gartner's 2.8x revenue stat: why action-based AI paired with humans beats AI alone→ Why AI can't replace sellers in complex, multi-stakeholder deals→ The 50% unapproved AI usage problem inside sales teams and why governance matters→ Who CoachPilot is NOT for: the honest ICP conversation most founders avoidWhether you're a founder, sales leader, or rep, this is a rare inside look at why three sales veterans killed their own consulting business model to build a product.⭐ Learn more about CoachPilot: https://coachpilot.comFollow us:https://www.instagram.com/davidfastuca/https://www.linkedin.com/in/luigiprestinenzi/https://www.linkedin.com/in/reganbarker/https://www.linkedin.com/in/davidfastuca/

In this exciting episode:0:00 - Introduction and music news15:40 - Let's talk about DOC GRUESOME! - as suggested by our Patreon member, Veronica!  You can check out her Doc Gruesome playlist (the one we listened to for this episode) right HERE!50:32 - Fun Time Book Club Update + Mike's Wedding Talk + More (Leeeegion)!1:08:27 - Show closing + Patron shoutouts!If you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.If you want EVEN MORE underground goodness, check out Robbie's underground rap and horrorcore focused news show on YouTube, DO IT FOR THE UNDERGROUND (DIFTUG) HEREbtw, FUCK Axl Rose, what a dipshit.Send us Fan Mail

This episode was too good to leave in the archive! As part of our Summer Replay Series, we're revisiting my conversation with consultant, SaaS founder, and self-described AI fanatic Andrew Ansley — and honestly, his advice is even more relevant today.Andrew breaks down exactly how he uses ChatGPT and Claude to run multiple businesses, why "clouding up the context window" is killing your AI outputs, and how to train an AI assistant on your business in 30 minutes or less. Then we go deep on SEO: what actually changed after 2022, how Google understands content through entities and embeddings, and what it really takes to build topical authority today.Whether you're an SEO, a small business owner, or just AI-curious, this replay is packed with practical workflows you can put to work this week.What You'll LearnWhy you should delete the messy middle of your AI conversations (and keep only the first prompt + final output)How to set up AI "projects" for each client or task — with business info, SOPs, examples, and your unique perspectiveThe 4 pieces Andrew uploads to train an AI on any workflow in about 30 minutesWhy you must define abstract concepts (like "write an email" or "SEO strategy") instead of letting AI decide what they meanDefinition + example + template: the simple prompt formula that upgrades your outputsClaude vs. ChatGPT: where each tool shines (projects, styles, voice transcription, and more)How SEO changed after 2022: entities, semantics, and user metricsWhat topical authority actually means — going deeper, faster, or wider with your content clustersWhy the real ranking signal is whether searchers end their journey on YOUR siteThe "Could ChatGPT give them this?" test for creating content that still winsEpisode Highlights & Timestamps(00:00) Welcome + meet Andrew Ansley(01:00) Consultant, SaaS founder, community leader: how Andrew wears all the hats(02:00) Why Andrew (and Crystal!) are learning Python(03:30) Inside Andrew's Skool community: automate marketing with AI + n8n(05:30) The one-person, AI-powered business (could you scale to $10M solo?)(07:30) Don't cloud the context window: Andrew's clean-conversation trick(09:45) Building SOPs with AI in an hour instead of a week(10:30) ChatGPT Pro vs. Claude: Andrew's honest comparison(11:00) How to set up an AI project: business info, ICP, SOPs, examples & styles(16:00) The power of templates (stop reinventing the wheel!)(21:30) Screen share: how Andrew organizes projects, prompts & custom styles(28:00) From aspiring pastor to bartender to SEO: Andrew's origin story(36:00) AI as the ultimate learning tool for curious kids (and adults)(45:00) How SEO changed: keyword matching → RankBrain, BERT & semantic search(48:30) User metrics, mobile-first indexing, and ending the search journey(51:30) Topical authority explained: embeddings, content clusters & internal links(54:00) Why sites dip after agencies leave (core algorithm updates + historical metrics)(56:00) The "Could ChatGPT give them this?" content test(56:45) Where to connect with AndrewQuotable Moment"You cannot let the AI decide what abstract concepts mean. You have to define it — and if you give it an example, that's even better." — Andrew AnsleyConnect with Andrew AnsleySkool Community (AI Marketeers)YouTubeAndrew's article on Search Engine LandMentioned in This EpisodeContent Sprout (Andrew's SaaS)n8n (open-source automation alternative to Zapier)GoHighLevelKoray Tuğberk Gübür (topical authority & entity SEO)Bill Slawski (SEO research pioneer)Alex Hormozi & Sam Ovens (Skool)Connect with CrystalWebsiteLinkedInText me your questions or comments!Hey, Shopify store owners! (Especially if you're selling on Etsy, too!)Here's a quick question: Are people actually finding your products on Google?If SEO feels confusing, overwhelming, or like something you'll "get to later", this is for you.I'm hosting a free, seven day Shopify SEO challenge that breaks it down into simple, doable steps.No tech headaches, no fluff. Join us at  Hey, Shopify store owners! (Especially if you're selling on Etsy, too!)Here's a quick question: Are people actually finding your products on Google?If SEO feels confusing, overwhelming, or like something you'll "get to later", this is for you.I'm hosting a free, seven day Shopify SEO challenge that breaks it down into simple, doable steps.No tech headaches, no fluff. Join us atSupport the showFree checklist: Is your Shopify store quietly losing sales? Run the 5-minute self-check →Book a Shopify Store Strategy Call With Crystal!Want to follow up on what you've heard? Search the podcast!AFFILIATE LINKS:Start your Shopify Store!Get SurferSEO!Metricool (to be everywhere online, you NEED a social media scheduler!)Grid and PixelNote: If you make a purchase using some of my links, I make a little money. But I only ever share products, people, & offers I trust & use myself!

איך נראית הקמת סטארטאפ בתוך חברה גדולה, ואיך מנווטים את הצעדים הראשונים בעידן ה-AI? הפרק השבוע פותח את סדרת הפרקים החדשה שלנו, שבה נלווה מקרוב את ההקמה והפעילות של Agent Talent, פרוייקט ששואף לפצח שוק חדש של מרקט-פלייס שמחבר בין חברות שמעוניינות לשכור אייג׳נטים כעובדים מצד אחד, לבילדרים שבונים אייג׳נטים מהצד השני. לאורך הסדרה נביא את הסיפור מאחורי בניית הפרוייקט, האתגרים, הטעויות, ההצלחות והניסיונות שמתרחשים בזמן אמת. הצטרפו אלינו למסע של המוצר הזה, ושל הצוות שמקים אותו - לאן הם יתקדמו אנחנו נגלה ביחד תוך כדי תנועה. בפרק הראשון, גל ברוך ונדב שלזינגר, צוות הפאונדרים של אייג׳נט טאלנט, חוזרים לנקודת הזינוק ומספרים על השינוי המחשבתי שעברו - מהשלב שבו הם פעלו הם חשבו שהם רק ״בורג״ במוצר, ועד לנקודה שבה לקחו עליו בעלות מלאה. הם משתפים בהלם של תחילת הדרך כשהבינו שגיוס בילדרים לפלטפורמה הוא החלק הקל, בעוד שהבאת חברות ולקוחות משלמים היא האתגר המרכזי, ומתארים את הכאוס האינהרנטי של ניהול תפקידים בתוך צוות רזה שפועל בקצב שיא. הפרק הוא הצצה לדינמיקה של פיצוח שוק ומוצר, החל מהרגע שבו נכנס הכסף הראשון לחשבון הבנק ושינה את רמת האמונה של הצוות בפרויקט, ועד להחלטה לזרוק לפח מתודולוגיות עבודה קלאסיות לטובת ריצה מהירה ותיקונים יומיים. בפרק הזה, וגם הפרקים הבאים, נדבר על תובנות מעשיות סביב בניית ICP משתנה, ניהול קשרי לקוחות בגישת High-Touch, עבודה בצוות שמורכב חלקו מעובדים אנושיים וחלקו מאייג׳נטים, הרבה תובנות על בניית GTM - ועוד ועוד ועוד. See omnystudio.com/listener for privacy information.

When AI can spit out infinite content for free, is yelling into the void actually a losing game? In this LIVE panel, Daniel sits down with two experienced Marketers with strong opinions about what to do. Debbie Millman is a designer, author, and educator who founded the world's first ever Master's program in Branding at SVA. She's also hosted the podcast Design Matters for 21 years and is a Harvard Fellow. Christina Bottis is a CMO with 20+ years in B2B Marketing who has built brand at pretty much every size and stage of company. In this episode, taped live, they get into what "breaking through" actually means, because it's not volume. It's A+ content, real consistency, and a strategy that makes you behave differently from your competitors (not just a fancier plan). Debbie also talks about brand as "manufactured meaning" and why our reptilian brains are wired to hate every rebrand on sight. Plus the big 1: when everyone can generate everything, what's the new scarce resource? The panel makes the case for taste, ingenuity, and originality, and why the Marketer who keeps building real fundamentals (instead of outsourcing them all to AI) becomes the most valuable person in the room. Also in this episode is a script for how to defend the value of brand - from showing short AND long-term wins, to moving fast without skipping your ICP foundations, and why your audience wants to hear from the real people behind the brand, not the brand itself. If you're a Marketer who wants to learn how to build a brand that cuts through in the AI era, this is the episode for YOU. Follow Debbie: https://www.linkedin.com/in/deborahmillman/ Follow Christina: https://www.linkedin.com/in/christinabottis/ Follow Daniel: YouTube: ⁠https://www.youtube.com/@themarketingmillennials/featured⁠ Twitter: ⁠https://www.twitter.com/Dmurr68⁠ LinkedIn: ⁠https://www.linkedin.com/in/daniel-murray-marketing⁠ Sign up for The Marketing Millennials newsletter: ⁠www.workweek.com/brand/the-marketing-millennials⁠ Daniel is a Workweek friend, working to produce amazing podcasts. To find out more, visit: ⁠www.workweek.com

Your ICP might be the most expensive document you never use. If your ideal customer profile lives in a spreadsheet that nobody reads, you end up with scattered messaging, generic AI content, and a team that can't agree on who you're really for. We're fixing that by focusing on one decision that creates momentum fast: choosing your one clear customer, the customer who's happiest, refers you, values your strongest offer, and moves the needle for the business.We walk through why the “please everyone” approach quietly breaks marketing and sales alignment, then show how clarity becomes a force multiplier across campaigns, landing pages, emails, and sales outreach. We also address the real reason so many teams feel disappointed with AI marketing tools: when the inputs are vague, the outputs are generic. NotebookLM becomes powerful when you treat it like a memory system for your best customer evidence, not a magic button.You'll learn a practical workflow for building a customer vision board and ICP assets using real source material: reviews, testimonials, referrals, sales call transcripts, service conversations, and customer interviews. Then we show how to generate an ideal customer description, turn it into an infographic, and even produce a simple slideshow that maps the onboarding journey so delivery matches the promise.If you want sharper positioning, better lead quality, and a team that rows in the same direction, hit play. Subscribe, share this with a teammate, and leave a review with the one customer you're ready to focus on.Send us Fan MailSupport the show

Most outbound motions are built the same way: build a big list, blast everyone, hope something converts. It doesn't work anymore — and Regan and Luigibreak down exactly why.In this episode, they unpack the modern outbound motion they're building at CoachPilot — how they monitor 2,200 companies in real time, narrow their active prospect list down to 292 trigger-based targets, and why a cold call with no meeting booked is never actually a failed attempt.This is one of the most tactical episodes Revenue Leaders has recorded — no frameworks, no theory, just the exact system they're running right now.What you'll learn:→ Why blasting your full ICP list is the fastest way to destroy your conversion rate→ How to use firmographic and technographic filters to find your top 50 in-market prospects→ The trigger-based prospecting system that monitors 2,200 companies and surfaces 292 active targets→ Why a failed cold call is still a win — and how to extract value from every touch→ The relationship funnel that runs parallel to your outbound motion and closes deals before the first call→ The human-nonhuman touch framework that builds trust invisibly over months→ Why AI-generated outreach is getting easier to spot — and the one tell that kills credibility instantly→ The manual step you should never automate no matter how good your tools get→ Why outbound will always be the dominant lead channel even in a world of inbound and events→ How to build a trigger waterfall specific to your industry and ICPIf you're an AE, BDR, or sales leader and your outbound isn't converting — this is the episode that changes how you prospect.

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Have you gotten mediocre output from AI and blamed the tool? Are you running a marketing team that is still activity-based when the clients who trust you need you to own outcomes? Today's featured guest came up through the Navy, where he learned that calm in chaos comes from frameworks, not confidence. In this episode, Kevin walks through SMAC, the military-derived operating framework he uses with clients, employees, and his own agency. He also gets into the Iron Man model for AI usage, how he cut a two-day research process to eight minutes, and what his Red Lens tool does before any campaign goes out the door. Kevin McGrew is the founder and CEO of Strategos, a demand generation agency based in Southern California. He served in the Navy after high school, where he discovered that elite performance under pressure is a function of drilled frameworks, not natural ability. He went on to found and exit three businesses before launching Strategos, which started as a social media agency at the dawn of Facebook business pages and has since evolved into a full demand generation model. Kevin trains his team and his clients on the SMAC framework and has rebuilt his entire production model around what he calls human-led, AI-amplified operations. In this episode, we'll discuss: Kevin's SMAC Framework for successful campaigns The Iron Man model for human-AI relationships How to get a resistant team to use AI Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources This episode is brought to you by Wix Studio: If you're leveling up your team and your client experience, your site builder should keep up too. That's why successful agencies use Wix Studio — built to adapt the way your agency does: AI-powered site mapping, responsive design, flexible workflows, and scalable CMS tools so you spend less on plugins and more on growth. Ready to design faster and smarter? Go to wix.com/studio to get started. Why Spray and Pray Is Still the Default and What SMAC Replaces It With In his time in the Navy, Kevin was impressed by how cool, calm, and collected the SEALs were when dealing with stressful situations. The reason for this was basically training and frameworks. This is something he applies to every aspect of his life, and it's the tool he uses to train his team on how to build winning campaigns with the SMAC framework, which comes directly from military operation: Shoot: knowing your target with enough specificity that you are not wasting ammo. In marketing terms, that is ICP clarity before any campaign launches, understanding who you are looking for before you spend a dollar trying to reach them. Move: staying agile and not sitting still long enough for the competitive environment to get a clear bead on you. Adapt: this is the data discipline: running campaigns on real signals rather than assumptions, the way combat aircraft are identified friend or foe before anyone pulls a trigger. Communicate: this refers to preparation, having the right message built before you need it rather than scrambling to write copy mid-campaign. The reason most agencies default to activity-based marketing instead of this kind of disciplined execution is the same reason Kevin's early Navy self had no framework for anything: nobody built it for them. Spray and pray is what happens when the target package is unclear and the pressure to produce something is higher than the standard for producing the right thing. SMAC does not require a military background. It requires deciding, before the work starts, that clarity is worth more than speed. The Iron Man Model and What the Suit Cannot Do Without the Operator Kevin uses Iron Man to frame the human-AI relationship. Basically, the suit by itself is junk. Tony Stark is the variable that matters. AI handles research and synthesis, first draft production, and reporting narratives, the parts of the work where speed and information aggregation are the constraints. The human operator stays accountable to the client, owns the strategic direction, and runs everything through a quality check before it goes out. The practical output of this model is striking. A competitive landscape analysis that used to take two and a half days of dedicated people hours now takes eight minutes. Monthly client reports that required two hours of prep are now twenty minutes. That compression is coming from building the right AI infrastructure, training it on your frameworks and your quality standards, and having the discipline to keep humans in the accountability seat. The agencies getting burned by AI right now are the ones treating the first draft as a finished output. The ones building leverage are the ones who figured out what the suit is actually for. The Red Lens: Why You Need a Skeptic Before Anything Ships AI is optimistic about its own output. It produces something impressive-looking and fast, and the human reviewing it gets pulled into the quality of the presentation rather than the quality of the thinking underneath it. This is why Kevin built an internal tool called Red Lens. Red Lens is an agent trained as a skeptic that reviews every campaign output before it launches. It runs Gary Klein's pre-mortem framework: instead of reviewing what went wrong after the fact, it anticipates what is going to fail before money gets spent. The results of running this tool on their own output have been instructive. The tool flags messaging aimed at the wrong stage of the buyer journey, audiences that do not match the campaign brief, and positioning claims that cannot hold up under scrutiny. It catches things the human team missed because they were too close to the work. Every agency that is shipping AI-assisted content without a systematic skeptic layer is doing the equivalent of proofing your own copy. You see what you intended to write, not what you actually wrote. Red Lens is the outside read that makes the inside work trustworthy. Crawl, Walk, Run: How to Get a Resistant Team Actually Using AI How do you get a team that thinks AI is cheating or that it will replace them to actually adopt it? Kevin approached the solution at the operational level. The answer was not a training session or a mandate. It was engineering small, undeniable wins at the individual level before asking anyone to change how they work at the system level. Kevin calls them micro moments of awesomeness: twelve to fifteen small experiences where a team member feels the tool working for them rather than threatening them. Crawl, walk, run is the philosophy underneath it. You do not learn to sprint before you can stand. You master the foundation layer until it becomes the floor, and then you add the next layer on top of that. The agencies that have struggled most with AI adoption inside their teams are the ones that announced the new direction without engineering the experience of what it feels like to win with it. Giving someone a taste of the efficiency before asking them to commit to the change is not soft management. It is how behavioral adoption actually works. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Join us for a special episode hosted by Geoff Campbell who is standing in for Matt Bertram, we focus on the part of marketing most teams ignore: turning existing traffic into real phone calls, form fills, and sales. We break down a simple conversion framework, why dynamic website messaging works, and how to think about proof, positioning, and AI search as buyer behavior changes. • traffic times conversion rate equals customers as the core lens for SEO and CRO • treating an agency website as proof of competence and a trust signal • the “practice what you preach” mistake that costs agencies better clients • the reality of wearing every hat and why teams and cash flow matter • productizing a service into SaaS by solving our own lead generation problem • fixing the “blocked toilet” problem before buying more traffic • answering four questions fast: who you are, what you do, why choose you, how to contact you • using dynamic messaging by time, intent, and customer situation to lift conversions • adding specials, testimonials, video, and clear calls to action without clutter • building attribution with codes and tracking to learn what really drives leads • scaling SaaS with proof first, then outbound, ads, and partner channels • narrowing the ICP to high-traffic, lead-driven, high-value businesses • using design and presuasion to match the buyer you want • simplifying pages like a movie teaser so skimmers become readers • watching AI search emerge as a new visibility layer on top of SEO Guest Contact Information: Website: irwinhau.comLinkedIn: au.linkedin.com/in/irwinhauInstagram: instagram.com/haudoyoudoMore from EWR and Matthew:Leave us a review wherever you listen: Spotify, Apple Podcasts, or Amazon PodcastFree SEO Consultation: www.ewrdigital.com/discovery-callWith over 5 million downloads, The Best SEO Podcast has been the go-to show for digital marketers, business owners, and entrepreneurs wanting real-world strategies to grow online. Now, host Matthew Bertram — creator of the LLM Visibility Stack™, and Lead Strategist at EWR Digital — takes the conversation beyond traditional SEO into the AI era of discoverability. Each week, Matthew dives into the tactics, frameworks, and insights that matter most in a world where search engines, large language models, and answer engines are reshaping how people find, trust, and choose businesses. From SEO and AI-driven marketing to executive-level growth strategy, you'll hear expert interviews, deep-dive discussions, and actionable strategies to help you stay ahead of the curve. Find more episodes here: youtube.com/@BestSEOPodcastbestseopodcast.combestseopodcast.buzzsprout.comFollow us on:Facebook: @bestseopodcastInstagram: @thebestseopodcastTiktok: @bestseopodcastLinkedIn: @bestseopodcastConnect With Matthew Bertram: Website: www.matthewbertram.comInstagram: @matt_bertram_liveLinkedIn: @mattbertramlivePowered by: ewrdigital.comSupport the show