Clay Tutorial: How to Find B2B Buyers Who Actually Care

How to Build the C Suite And GTM Leader AI Operating System

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."

Clay Tutorial: How to Find B2B Buyers Who Actually Care

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

How to 10X Your Sales Team Without Hiring, Interview with David CEO of Spara.com

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

VP of Sales Built Custom AI Tools With Claude Code that Lifted Win Rate by 8%

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

This AI Agent Builds Account Plans in 90 Seconds (Here's How)

www.gtmaipodcast.com Account planning used to take 2 quarters of change management. Justin Driesse built a Notion AI agent that does it in 90 seconds. His CRO saw the output and asked, "Is this real?" In this episode, Justin Driesse (Director of Sales Enablement at Legora) walks through how he built an agentic account planning workflow using 5 chained prompts in Notion AI. No code required. No engineering team. Just a Notion page, clear prompting, and the right knowledge base already in place. We cover: * How the "Yes, Chef" agent generates detailed account plans with tiered stakeholder maps, competitive intel, and inline footnoted sources in 90 seconds * Why Notion is the ultimate RAG system (and how that changes the agent-building game) * The death of the 2-quarter account planning rollout * Why enablement needs to break up with content and focus on process * How Legora ran their Stockholm SKO with AI-generated team certifications built overnight from workshop content * The macro intelligence unlock: running agents across hundreds of account plans to find deal patterns before they close Justin's background spans teaching high school English, training accountants at a global firm, enablement at Amazon/Twitch, Slack/Salesforce, Writer, and now Legora. His perspective on compressing learning time with AI is one of the most practical I've heard. == CONNECT ==Justin Driesse on LinkedIn: https://www.linkedin.com/in/justin-driesse-361943159/Legora: https://legora.com/ == GTM AI PODCAST ==Website & Podcast: https://www.gtmaipodcast.comSubscribe to the GTM AI Newsletter for weekly actionable intelligence on AI for go-to-market teams == ABOUT ==The GTM AI Podcast is where go-to-market leaders learn how to actually use AI to drive revenue, pipeline, and team performance. No hype. No fluff. Just what works. #GTMAI #SalesEnablement #AIAgents #AccountPlanning #NotionAI #GTMAIPodcast