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continue reading
Content provided by Demandbase. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Demandbase or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Similar to OnBase: Smashing Sales and Marketing Misalignments
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Ep. 527 | AI-First GTM: The New Playbook for Sales Execution
Manage episode 478786186 series 2151033
Content provided by Demandbase. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Demandbase or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Episode Summary
In this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.
Hannah reflects on her career journey and the moment she realized that many teams don’t truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.
Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom.
Quotes
“If you really sit down, remove ego, and look at the data—you’ll find where you win. Focus there. That’s the cheat code.”
Best Moments
- (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel.
- (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams.
- (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company.
- (10:00) – AI's influence on GTM strategies and sales processes.
- (12:22) – Areas of GTM most primed to benefit from AI integration.
- (16:19) – Actionable advice for strengthening GTM foundations.
- (22:46) – How AI is changing account-based go-to-market approaches.
Tech Recommendations
Demandbase – For GTM prioritization and signal intelligence.
Sybill.ai – AI-powered call analysis and coaching.
Twain.ai – Tailored messaging and engagement optimization.
- SimpleTalk.ai – Conversational AI for real-time needs handling.
Resource Recommendations
Podcasts
Newsletters
- Substack (for AI newsletters)
Blogs
Gates Notes- Bill Gates' blog
- Daniel Priestley's content
B2B Leaders to follow
Jen Allen-Knuth, Founder, DemandJen
Lisa Kelly, Founder and CEO, Radical Results
- Barry Flaherty, GTM Leader
About the Guest
Hannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth.
528 episodes
Share
Manage episode 478786186 series 2151033
Content provided by Demandbase. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Demandbase or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Episode Summary
In this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.
Hannah reflects on her career journey and the moment she realized that many teams don’t truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.
Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom.
Quotes
“If you really sit down, remove ego, and look at the data—you’ll find where you win. Focus there. That’s the cheat code.”
Best Moments
- (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel.
- (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams.
- (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company.
- (10:00) – AI's influence on GTM strategies and sales processes.
- (12:22) – Areas of GTM most primed to benefit from AI integration.
- (16:19) – Actionable advice for strengthening GTM foundations.
- (22:46) – How AI is changing account-based go-to-market approaches.
Tech Recommendations
Demandbase – For GTM prioritization and signal intelligence.
Sybill.ai – AI-powered call analysis and coaching.
Twain.ai – Tailored messaging and engagement optimization.
- SimpleTalk.ai – Conversational AI for real-time needs handling.
Resource Recommendations
Podcasts
Newsletters
- Substack (for AI newsletters)
Blogs
Gates Notes- Bill Gates' blog
- Daniel Priestley's content
B2B Leaders to follow
Jen Allen-Knuth, Founder, DemandJen
Lisa Kelly, Founder and CEO, Radical Results
- Barry Flaherty, GTM Leader
About the Guest
Hannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth.
528 episodes
All episodes
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Similar to OnBase: Smashing Sales and Marketing Misalignments
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
…
continue reading
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Some Goodness is hosted by Richard Ellis, a seasoned sales leader passionate about inviting top business minds to share their wisdom. Each episode is only 15-20 minutes, perfect for your commute or workout.
…
continue reading
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
…
continue reading
Insightful interviews with authors, experts, entrepreneurs, and thought leaders who share valuable marketing tips, growth strategies, and resources. Hosted by John Jantsch, one of America's top small business marketing experts, this show is dedicated to helping you craft effective marketing strategies that will grow your business. Whether you're a small business owner, marketing professional, or marketing agency owner, you'll gain valuable insights and actionable advice on topics such as mar ...
…
continue reading
1
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
10k279
No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
…
continue reading
Publishing weekly since 2012, this show helps marketers navigate the ever changing marketing jungle with expert interviews from leading marketing pros. Join Social Media Examiner’s founder Michael Stelzner as he helps you discover new strategies and actionable tips to improve your marketing. Show notes at Socialmediaexaminer.com/podcast/
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
…
continue reading
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