The Psychology of Outbound: Tito Bohrt on Where AI Fails in Modern Sales Development

Building an Outbound Team in 2025 with Alex Choi: Culture, Leadership and Automation

[00:00] - Intro & Origins [02:00] - Culture as the Cornerstone [08:30] - The Micromanagement Myth [11:30] - Roleplays, Reps, and Staying Sharp [14:00] - Cold Calling Still Wins [17:30] - Daily Call Reviews: Good, Bad, Real [20:30] - GTM Ops = Sales Leadership in 2025 [24:00] - Unlocking TAM with AI [28:00] - Where SDRs Belong [31:00] - Closing Thoughts & Who Should Apply

Customer Zero: The Story Behind Grammarly’s Boldest AI Marketing Experiment

In this episode of AI for Go-To-Market, Emir Atli sits down with Emily Sandison, who leads demand generation at Grammarly. From PLG signal chaos to humanizing AI content, Emily offers a rare window into how a scaled GTM team balances internal tools, creativity, and AI adoption all while maintaining empathy and human voice in a fast-changing environment.

Validate Quietly, Build in Public: Behind the Scenes of HockeyStack’s Shift into AI for GTM

In this episode of AI for GTM, HockeyStack's CRO Emir Atli joins us to unpack the company’s shift from a marketing attribution tool to an AI platform for go-to-market teams. Emir shares why they’re betting on vertical AI agents like Odin and Nova, how they spent a full quarter validating direction through hundreds of customer conversations, and what they learned about the unsolved pain points in sales—like stakeholder maps and account planning. He talks through why dashboards aren’t enough, how GTM roles are rapidly evolving, and what it takes to build tools that drive real progress, not just more activity.

The Psychology of Outbound: Tito Bohrt on Where AI Fails in Modern Sales Development

In this episode of AI for Go-To-Market, Emir Atli chats with Tito Bohrt, founder and CEO of AltiSales, to unpack why AI SDRs are underperforming—not because of technological limits, but because buyer psychology doesn't respond well to scaled automation. Tito explains why playbooks lose power when everyone uses the same ones, and why personalization, originality, and timing are the last true differentiators in outbound. He introduces the concept of "unity"—a high-impact messaging strategy rooted in closeness between seller and prospect—and dives deep into the structural changes needed to make outbound successful today, including team segmentation, compensation realignment, and tactical AI support. This episode is packed with hard-earned lessons and frameworks for GTM leaders looking to build durable, human-first pipeline in an AI world.

Unlocking Hidden Revenue Signals in Your Contracts and Calls with Keith Rabkin

In this episode, PandaDoc President Keith Rabkin shares how his team is rethinking sales productivity with AI—not by adding more tools, but by unlocking insights from what they already have. He and Emir Atli dive into how contracts and call transcripts reveal critical revenue signals that CRMs often miss, why reps shouldn't waste time filling in picklists, and how a “friction-first” approach to automation actually drives adoption. Whether you're in RevOps, sales leadership, or just AI-curious, this conversation offers a practical look at building smarter GTM systems without slowing your team down.