GTM AI Podcast with Coach K

www.gtmaipodcast.comwww.fullcast.comMost marketers are using AI like a typewriter. Amy Osmond Cook is using it like a band.In this episode of the GTM AI Podcast, I sit down with Amy Osmond Cook, CMO of Fullcast and one of the sharpest marketing leaders in the AI-native SaaS world. Amy walks us through how Fullcast's acquisition of Copy.ai rewired her entire go-to-market motion in 90 days. We talk about how her team is producing more, spending less, and getting found by the LLMs that are quietly replacing Google search.A few of the stats Amy dropped that you do not want to miss:5X productivity increase after standing up Copy.ai as the AI agency layerHundreds of thousands of dollars in salary savings, redeployed into growth10 points of AI visibility gained in a single monthCopy.ai's own site: zero to 84 domain authority in 3 years with ZERO human-written contentWe also get into Amy's incredible origin story (single mom in her parents' basement, a $10K tax-return bet against her husband, four acquisitions later, now co-founding the first AI-native GTM platform), the death of "Hi {first_name}" marketing, FAQs as the AI visibility cheat code, and where agentic GTM is heading next.If you lead marketing, run go-to-market, or are wondering whether your agency contract is about to become a line item you cut, this one is for you.⏱️ Chapters00:00 Cold open and introductions01:00 Inside the Fullcast acquisition strategy (Copy.ai, Ebsta, Atrium, Commissionly)03:00 Amy's origin story and the $10K bet that started a 15-year career06:00 Fullcast's three-pillar bet on AI-native GTM08:00 Fire your agency: the AI agency thesis11:00 Why FAQs and EEAT are the secret sauce of AI visibility14:00 Personalized landing pages, demo environments built in one hour17:00 Writing workflows that actually capture the mind of a sophisticated writer20:00 Pressure-testing the Fullcast blog live on the show23:00 The Copy + Ebsta + LLM context stack24:00 A day in the life: marketing four years ago vs. today25:00 Why "Hi {first_name}" is finally dead28:00 The new rule: if it is AI, say it is AI30:00 The agent-to-agent future and how marketers must adapt32:00 WebMCP, agentic search, and writing content for the bots🔗 About AmyAmy Osmond Cook is the CMO and co-founder of Fullcast, the first AI-native go-to-market platform. She has scaled marketing through three acquisitions (Simplus to Infosys, PathologyWatch, Onboard to Conservice) and previously ran Stage Marketing for 15 years. She holds a PhD in organizational rhetoric and taught writing and rhetoric at the university level for 25 years.🔗 ConnectFollow Amy: https://www.linkedin.com/in/amyosmondcook/Subscribe to the GTM AI Newsletter on SubstackLearn more about Fullcast: https://fullcast.com#GTMAI #AIMarketing #CopyAI #Fullcast #AIAgents #AIVisibility #RevenueOperations #SalesPerformance #CMO #MarketingLeadership

www.gtmaipodcast.com For more from Ryan: https://superhumanrevenue.beehiiv.com/p/hiring-an-ai-transformation-leadAnd Ryans Linkedin: https://www.linkedin.com/in/ryan-staley/Ryan Staley built a division from zero to $30M with four salespeople and no marketing budget. He's taught 800+ CROs how to use AI. On this episode, he pulled back the curtain on the agentic operating system he built to run his entire business — from CEO decision-making to content creation to pipeline management — using Claude Code, Obsidian, and API-connected tools like Fathom and HubSpot.This wasn't theory. Ryan screen-shared his actual system, showed real outputs, and walked through the folder structures, memory layers, and agent orchestration that let him operate "at the speed of thought."

www.gtmaipodcast.comArup Linkedin: https://www.linkedin.com/in/arupchakravarti/Most Clay users spend $2K/month to build prettier ZoomInfo clones. Arup Chakravarti is doing something different.Arup is a 20-year RevOps and Enablement veteran, Fellow at the Institute of Sales Professionals, and one of the sharpest operators in the UK GTM space. He spent the last two months going deep on Clay, not as a GTM engineer, but as an enablement brain. The result is a psychographic prospecting system that identifies sales leaders who actually care about developing their teams, not just ones who match a firmographic ICP.In this episode, Arup shares his live Clay build on screen. You'll see:How he built a UK Healthcare Providers list with confidence-scored strategic priority analysis (green/amber/red), pulled from the last 10 articles per company, parsed in JSON, and filtered into meaningful themes.The "PDP Advocacy" column. A psychographic classifier that scores every sales leader as a Strong / Moderate / Weak advocate for professional development based on their LinkedIn profile, posts, comments, and likes. This is the column most Clay users never build because they don't have the enablement lens to know it exists.The iteration that unlocked it. Arup initially scoped the prompt too narrowly ("advocate for the sales function") and broadened it to "advocate for professional development." One word change. Massively bigger qualified pool.Clay's hidden edge: the Google Maps integration that finds mom-and-pop businesses (lawyers, solicitors, local firms) who aren't on LinkedIn at all. If you sell to local SMBs, this is the unlock.Honest data: Clay vs. LinkedIn for employee count accuracy. Spoiler: Clay is closer to actual reported figures than LinkedIn for private companies, because LinkedIn inflates headcount through tagged resellers and influencers.Arup also shares his Clay difficulty rating (middle of the pack, "a little fiddly"), what he had to learn on the fly (JSON structures), and why Clay University is the free onramp most people skip.The throughline of the whole episode: the quality of your Clay output is capped by the domain expertise behind your prompts. A GTM engineer can build a bigger list. An enablement vet, a CS leader, or a product marketer can build a smarter one, because they know which soft signals matter.Connect with Arup: https://www.linkedin.com/in/arupchakravarti/Connect with Coach K: https://www.linkedin.com/in/jonathankvarfordt/CHAPTERS:00:00 — Intro and reunion with an old enablement friend02:25 — Arup's background: 20 years in RevOps, enablement, and the North London pivot04:05 — What you'll learn: Clay for GTM outreach from an enablement lens06:50 — How Arup describes Clay: the online spreadsheet that operates on itself09:35 — The Google Maps integration nobody talks about (mom-and-pop targeting)11:40 — The use case: UK Healthcare Providers + the ISP case study12:45 — The psychographic targeting breakthrough15:45 — Future trend: LinkedIn political drift and prospecting risk18:10 — LIVE: Walking through the UK Healthcare table19:20 — Pre-built Clay AI columns (the ones with the tiny hat logo)20:50 — JSON parsing and pulling thematic insights from the last 10 articles22:30 — Strategic Priorities with confidence scoring (green/amber/red)23:35 — Building the Sales Leaders sub-table24:00 — Data accuracy: Clay vs LinkedIn for private companies25:30 — The PDP Advocacy column (the one nobody builds)26:00 — Structured prompting inside Clay27:30 — Coach's take on context-in-prompt vs prompt bloat30:25 — Live email generation from the full signal stack31:10 — Email walkthrough: "Strengthening talent via strategic partnerships"31:40 — The honest answer on results (Arup hasn't operationalized yet)32:30 — Clay difficulty rating on a 1-10 scale33:55 — Wrap-up, next roles, and the 6-month follow-up pact

www.gtmaipodcast.com

www.spara.co

To connect with David: https://www.linkedin.com/in/davidwalker4/

David Walker is the co-founder and CEO of Spara, the conversational GTM agent platform powering inbound motions for some of the fastest-growing B2B companies.

In this episode, he makes a case most GTM leaders are dodging: for the last 20 years, your revenue was capped by how many humans you could put on a phone.

That constraint is gone. And if your front door is still a static website with a "Contact Us" form, buyers are already treating you like a dead end.

David breaks down:

Why the old front door (your website plus an SDR team) no longer matches how buyers actually buy

The "10X Horsepower" thought exercise that reframes AI strategy from "automate a task" to "redesign the motion

"Why 99% of Spara customers now lean INTO telling prospects it's AI (up from 50/50 at launch) and why buyers get MORE direct, not less

Live demos: inbound web form to phone call in 2 seconds, agentic email that replies back at 11pm, prompt tuning with an AI that tunes your agent

The Kayak vs Wedding Planner filter for deciding which GTM moments should be human and which should be AI

Real customer results: 3X MQL rate, 80% drop in unqualified leads, doubled sales team headcount BECAUSE the agent worked

Why narrow point-solution demos look sexier but platforms are what actually move KPIs (A/B testing tone and prompt down to conversion)

Where the roadmap goes next: agent-to-agent selling, co-pilot reps, and browser/computer-use agents that actually run the demoIf you are rethinking inbound, debating whether to replace or augment your SDR team, or trying to figure out what a "GTM AI motion" actually looks like in 2026, this is the most direct, founder-grade breakdown you'll get.

Timestamps:

00:00 — Intro and who David is beyond the resume

02:00 — The one takeaway: if you're not using conversational agents, you're missing the boat

03:00 — The core problem: GTM has been capped by sales team capacity for 20 years

04:15 — Why the old front door is no longer enough

04:45 — What Spara is and who it's built for

05:00 — Clay vs n8n vs Spara: how the market splits up

06:00 — Agent-to-agent selling and the new top of funnel

07:00 — LLMs as the new discovery layer and what that means for your website

08:30 — Live demo: web form fills to phone call in 2 seconds

09:45 — Why 99% of customers now say "this is AI" (up from 50/50)

11:00 — Agentic email: replying at 11pm and progressing the deal overnight

13:00 — Knowledge retrieval (RAG), prompting inside the product, and why "answering questions" is the easy part

15:00 — Optimizing agents: prompt tuning, red-teaming, simulated personas

16:00 — Post-sale and PLG upsell workflows across chat, email, and voice

19:30 — The roadmap: sales rep assist, co-pilot agents, and browser/computer use for live demos

22:30 — What Spara, Clay, and Agency do for David internally

24:00 — The mistake David sees most: "I just want to automate one small piece"

25:00 — The 10X Horsepower thought exercise

28:00 — Kayak vs wedding planner: the hybrid motion filter

31:00 — Case study: 3X MQLs, 80% drop in junk

32:00 — Case study: doubled sales team BECAUSE the agent worked

33:00 — Why point-solution demos mislead and platforms move KPIs

34:45 — Close and where to find David

www.gtmaipodcast.com Marchelle: https://www.linkedin.com/in/marchelle-renee-mooney-87918a39/Mangomint: www.mangomint.comMarchelle Rooney didn't learn to code. She learned to talk to Claude Code. And now her non-technical sales team is building tools that make their engineering team do a double-take.In this episode, the VP of Sales at Mangomint ($25M ARR, salon and spa SaaS) shows exactly how her team:→ Built a custom LMS for product training using Claude Code + Notion MCP (no developers involved)→ Analyzed 212 BDR cold call transcripts in 3.5 minutes to rebuild their entire outbound playbook→ Created a Golden Script system that drove an 8% win rate increase (29% → 37%)→ Automated post-call task extraction and hardware ordering from call transcripts→ Solved a data import problem in one week that a senior engineer said was impossibleMarchelle's background: competitive dancer → precision haircutter → salon owner → hawking $2,200 hair extensions → VP of Sales at a vertical SaaS rocket ship. Her team runs a 2-day sales cycle and closes 20-30 new logos per month per AE.Her philosophy: "Micromanage the data, not the people." Give non-technical operators Claude Code and a mandate to find friction. The best solutions bubble up. Then engineering hardens what works.KEY TIMESTAMPS:0:00 - Intro + Marchelle's wild career path (salon to SaaS)8:00 - The custom LMS her Director of Onboarding built in Claude Code13:00 - Post-call automation: transcript extraction + one-click hardware ordering17:00 - The Golden Script project: analyzing transcripts to rebuild the sales playbook21:00 - 8% win rate increase results22:00 - BDR transcript analysis: 212 calls scraped in 3.5 minutes27:00 - Build vs. Buy: why she doesn't wait for vendor integrations31:00 - The junior analyst who solved the "impossible" import problem34:00 - Selective hiring: why she doesn't start with headcount plans37:00 - The daily AI discipline and the future of sales leadershipTOOLS MENTIONED:Claude Code (Anthropic)Notion (with MCP integration)Momentum (call intelligence)Nooks (dialer + sequencer)Avara (AI sales simulator)Mangomint (their product)#GTMAI #ClaudeCode #SalesLeadership #AITools #RevenueOperations #SalesEnablement