Advertise on podcast: State of the AI Union

Matt Finch discusses how AI is transforming sales processes, from buyer research to personalized demos and POCs, emphasizing the importance of human-AI collaboration and new skill sets for sales teams. key topics AI's impact on buyer research and decision-making Hyper-personalized demo automation and scaling The evolving role of sales and technical teams Strategies for better discoverability and content openness Using AI to streamline POCs and reduce manual tasks Training sales teams for AI-native selling The importance of storytelling and real-time engagement keywords AI in sales, personalized demos, buyer research, POCs, sales enablement, sales technology, Demo Atelier, AI transformation, sales skills, customer engagement

In this episode, Heather Hansma and Laura Fu explore the evolving role of human judgment in sales and customer interactions amidst the rise of generative AI. They discuss how AI can augment human skills, the importance of process design, and the future skills salespeople need to thrive. keywords AI, human judgment, sales, customer interactions, process design, generative AI, skills, automation, decision-making key topics The impact of AI on human judgment in salesHow process design affects customer experienceThe importance of review and rumination in AI workflowsTraining and developing skills for AI-enabled rolesThe variability and subjectivity of human judgmentUsing AI to identify signals and biases in interactionsThe concept of 'high calorie' interactions and relationship buildingFuture skills salespeople need in an AI world Chapters 00:00 Introduction to AI and human judgment in sales 02:12 The need for more, different salespeople in the AI era 05:34 The impact of bad data and process on customer experience 08:40 Cognitive limitations of humans and AI assistance 10:02 Cognitive biases and how AI can help mitigate them 11:26 The importance of review, rumination, and training in AI workflows 13:17 Training human judgment and understanding AI's decision basis 15:32 Using AI to improve skills and explicit knowledge 16:57 The biases in AI training data and human oversight 18:33 The role of discipline and review in AI-assisted work 21:07 The importance of explicit skills and training for AI tasks 22:30 AI as a research assistant and performance enhancer 24:34 Permissions, oversight, and managing AI in agents 31:16 What makes good human judgment in interactions 32:30 Measuring and ensuring the quality of human interactions 33:54 Biases in perception and feedback in customer interactions 34:21 The future of AI and human collaboration in sales 36:06 Using AI for personal and professional planning 36:52 Training and onboarding in an AI-enabled world 37:14 Closing thoughts and future outlooks

In this episode, Alex Rossie from closin.ai shares insights on how AI is transforming revenue operations, the importance of context in data, and how verticalized AI solutions can revolutionize go-to-market strategies. Discover how his diverse background informs his approach to building innovative RevOps tools. key topics The role of AI in revenue operations Importance of data context and time series Verticalized AI solutions for RevOps Building and pricing AI-driven SaaS products The impact of diverse backgrounds on innovation keywords AI, Revenue Operations, RevOps, Data Strategy, Vertical AI, SaaS, CRM, AI Tools, Business Automation

Laura Fu interviews Abhay Rajaram, co-CEO of Sendoso, about how AI is transforming the world of direct mail and gifting. They explore how AI enhances personalization, scalability, and effectiveness in marketing and sales campaigns, emphasizing the importance of human touch alongside automation. key topics AI-enhanced direct mail and gifting Agentic workflows and smart delivery Personalization and taste in marketing Guardrails and ethical considerations in AI The evolving role of salespeople with AI key topics AI-enhanced direct mail and gifting Agentic workflows and smart delivery Personalization and taste in marketing Guardrails and ethical considerations in AI The evolving role of salespeople with AI

In this episode, Jared Robin, CEO of RevGenius, shares insights on community building, AI's role in marketing, and the future of revenue teams. Discover how AI can enhance engagement, scale human connection, and create competitive advantages in the evolving digital landscape. keywords community building, AI in marketing, revenue teams, audience engagement, digital transformation, SaaS communities, founder insights key topics AI's role in desiloing departments Building authentic communities at scale Using AI for audience signals and insights The importance of human touch in automation Community as a revenue and retention tool The evolution of revenue teams and org structures Content and signal gathering with AI The future of community at scale

In this episode, Antoine from Qobra discusses how AI is transforming sales coaching and financial management by providing personalized, real-time support and motivation tools. keywords AI, sales coaching, financial management, sales motivation, AI tools, revenue tracking key topics AI as a sales coach and companion Real-time revenue and motivation triggers Automation of financial calculations Personalized support for sales teams Impact of AI on sales and finance workflows takeaways AI can act as a personal sales coach, providing instant answers and motivation. Automated triggers based on revenue thresholds can boost sales motivation. AI tools simplify complex financial calculations and reporting. Personalized AI support can improve sales team performance. AI integration reduces manual back-and-forth with finance teams. Maroille Cheese: https://en.wikipedia.org/wiki/Maroilles_cheese

Rutger Katz, founder of Neon Triforce, shares insights on implementing AI in B2B SaaS companies, focusing on foundational elements like data, processes, and tech stack, and discusses common pitfalls and quick wins in AI adoption. keywords AI, B2B SaaS, data strategy, process documentation, AI adoption, revenue operations, tech stack, organizational change key topics AI foundations: data, processes, tech stackSiloed projects and their costsQuick wins: call transcription, content generation, account researchLeadership and sponsorship in AI initiativesEuropean vs. US AI adoption differences resources Neon Triforce - https://neontriforce.com Winning by Design - Revenue Architecture - https://winningbydesign.com/revenue-architecture/ guest links LinkedIn - https://linkedin.com/in/rutgerkatz Twitter - https://twitter.com/rutgerkatz

Matthew Volm discusses how AI is transforming revenue operations and go-to-market strategies, emphasizing practical use cases, challenges, and the importance of human-to-human interactions in sales. keywords AI, revenue operations, go-to-market, sales, account research, trust, digital channels, in-person events, SaaS, CRM key topics AI in revenue operationsAccount research and forecasting with AIChallenges of AI adoption in salesTrust and human connection in salesIn-person events vs digital outreachChapters 00:00 Introduction to RevOps Co-op and AI in Sales 02:02 Current Trends in Revenue Operations and AI Implementation 06:57 Challenges of AI in Go-To-Market Strategies 10:59 Understanding Productivity Changes with AI 17:02 The Importance of Trust in Sales 24:05 Leveraging AI for Human Connections 30:06 Best Practices for Adopting SaaS Technology resources RevOps Co-op - https://revopscop.com Eventful Software - https://www.heyeventful.com/ Gong - https://gong.io OpenAI - https://openai.com

In this episode, Tamar Gill, CEO of eCore, discusses the critical importance of data quality in go-to-market strategies, the role of AI in data validation and enrichment, and practical steps for organizations to improve their data processes. Tamar shares insights from her extensive experience in data management, emphasizing validation, real-time updates, and strategic use of AI. keywords Data Quality, AI in Data Validation, Go-to-Market Strategy, CRM Data, Data Enrichment, Data Validation Steps, Real-Time Data, B2B Data, Data Management Best Practices key topics Data validation and enrichment processesRole of AI in data managementBest practices for maintaining high-quality CRM data Chapters 00:00 Introduction to eCore and Its Mission 03:05 The Data Quality Crisis 05:58 AI's Role in Data Validation 08:48 The 80-Step Validation Process 12:05 Real-Time Data Validation vs. Traditional Methods 14:59 Best Practices for Go-to-Market Data 17:52 Challenges in Data Accuracy 21:11 Leveraging AI Effectively 24:05 Advice for Data Buyers 27:01 The Importance of Personalization 30:05 Tamar's Journey and Entrepreneurial Advice resources eCore Website - https://e-core.com Zoominfo - https://www.zoominfo.com/ Apollo Data Provider - https://apollo.io Tamar Gill - https://www.linkedin.com/in/tamargill/

In this episode, Mehmet Gonullu, head of Yassi Ventures, discusses the rapid evolution of AI in 2026, focusing on agentic AI, enterprise deployment, and future investment opportunities. He shares insights on how organizations can adopt AI responsibly and leverage it for competitive advantage. keywords AI 2026, agentic AI, enterprise AI deployment, AI investment, GTM strategies, AI safety, vertical AI, data centers, space tech, AI education key topics Agentic AI in 2026Enterprise AI deployment challenges and best practicesInvestment opportunities in AI supply chain and vertical AI Action items Educate your organization about AI safety and guardrailsStart AI deployment in sandbox environmentsFocus on one use case at a time for AI implementationStay updated with AI news and experiment with tools Chapters 00:00 Introduction to AI and Yasi Ventures 03:05 The Rise of Agentic AI 06:11 AI Agents in Go-To-Market Strategies 08:51 Enterprise Adoption of AI Agents 12:09 Challenges in AI Deployment 15:05 Education and Change Management in AI 18:14 Capital Deployment in AI 27:05 Future of Vertical AI and Potential Issues resources Yassi Ventures - https://yassiventures.com The CTO Show - https://www.mehmetcto.show/ LinkedIn - https://www.linkedin.com/in/mgonullu/

In this episode, Michelle Lim, CEO of Flint, discusses how AI is transforming marketing strategies, personalization expectations, and the importance of systematizing marketing processes for faster, more authentic customer engagement. keywords AI marketing, personalization, marketing automation, Flint, customer experience, marketing strategy, AI tools, systematization, branding, customer expectations key topics AI's impact on personalization expectations Systematizing marketing processes for speed Balancing authenticity and AI-generated content Chapters 00:00 Introduction to AI in Marketing 03:01 Changing Buyer Expectations 05:48 Personalization vs. Automation 08:49 The Role of Strategy in Marketing 12:03 Leveraging AI for Marketing Insights 14:59 The Importance of Feedback Loops 18:01 Human Involvement in AI Processes 21:00 Choosing the Right AI Tools 23:53 Michelle's Journey as a Founder 26:51 Cultural Influences on Entrepreneurship 29:55 Favorite Singaporean Cuisine resources Flint - AI Marketing Platform - https://www.flint.com/ LinkedIn - https://www.linkedin.com/in/michlimlim/

In this episode, Stephen Steers, author of Superpower Storytelling, shares insights on how storytelling and AI are transforming sales. Discover how top salespeople leverage storytelling, the role of curiosity, and practical AI applications to enhance customer connections and decision-making. keywords sales, storytelling, AI, customer connection, sales tips, AI tools, sales strategy, storytelling framework, sales training, AI in sales key topics The role of storytelling in sales success Using AI for pre-call preparation and pattern recognition The importance of curiosity in sales and AI's support Mitigating risks of AI tools in sales and hiring Building trust, judgment, and taste through AI Chapters 00:00 Introduction to Stephen Steers and his expertise 01:20 Why great salespeople focus on helping, not selling 02:25 Understanding customer outcomes and AI's role 03:21 AI in pre-call prep and pattern recognition 04:46 Using AI to identify messaging patterns 06:01 The importance of fundamentals and curiosity in AI use 07:02 How AI can scale poor sales practices 08:23 Creating multiple messaging versions for testing 09:36 Using AI to optimize outreach and engagement 11:11 The impact of AI on storytelling and human connection 13:06 The importance of being real and authentic in sales 13:29 Assessing judgment, taste, and trust with AI 15:37 Guardrails for AI in hiring and sales 16:25 Challenging AI outputs and avoiding bias 17:16 Using AI to identify blind spots in decision-making 17:57 Starting an AI-native sales organization 20:16 Stephen's book: Superpower Storytelling 23:23 Upcoming book: Seven Minute Sales 24:15 Final advice on using AI wisely resources Stephen Steers on LinkedIn

In this episode, sales expert David Weiss shares insights on how AI can enhance or hinder sales processes, emphasizing the importance of critical thinking and expertise before scaling with AI. He discusses practical strategies for integrating AI into sales training, deal management, and leadership to improve accuracy and decision-making. key topics AI's impact on sales and deal management The importance of critical thinking in AI adoption Strategies for training sales teams with AI Risks of scaling bad sales behaviors with AI Leadership's role in data and AI oversight keywords AI in sales, deal management, sales training, critical thinking, AI tools, sales leadership, deal inspection, AI risks, sales efficiency, AI adoption resources & guest links DealDoc David Weiss

In this episode, CT Leong shares insights on go-to-market strategies, the evolution of outbound marketing, and the role of AI in revenue operations. Discover practical frameworks, the importance of data, and how to leverage AI agents for scalable growth. key topics GTM architect role and responsibilitiesEvolution of outbound marketing strategiesAI-driven revenue operations and revopsFramework for optimizing current GTM effortsChallenges and opportunities in Southeast Asian markets keywords GTM, outbound marketing, AI in revops, SaaS growth, GTM architecture, outbound strategy, AI agents, revenue operations, startup advice resources Go-To-Market Architects - https://go-to-market.com CT Leong on LinkedIn - https://linkedin.com/in/ctleong

Ben Orthlieb from Blue Moon Ventures discusses how AI is transforming venture capital by automating sourcing, screening, and analysis of startups. He shares insights on leveraging AI for faster, better investment decisions, and how founders can prepare for VC meetings in an AI-driven landscape. key topics AI in venture capitalAutomated sourcing and screeningImpact of AI on founder selectionDiversity in startup portfoliosFuture of VC technology keywords AI, Venture Capital, Startup Funding, Machine Learning, Investment Strategies, Founders, VC Tech, Portfolio Diversification resources DevRev for Startups - https://devrev.ai/startups Blue Moon Ventures - https://bluemoon.vc guest links LinkedIn - https://linkedin.com/in/benorthlieb