Roundtable video from May 26th, 2026 - AI, GTM & Digital Twins Roundtable Recap

Okay, some of these are hard to tell if they're no-takers.

Yeah.

Hello. Hi, Teresa. Or Trace— Teresa. Teresa.

Hello.

Teresa.

Hello.

Hello.

Hey, Drew. Hey, Rich. Hey, Craig. Morning, Dean. How you doing?

Morning.

Just letting some folks in, then we'll get started in about 3, 4 minutes. Yep, yep. Anybody do anything fun over the holiday weekend? How about you, Drew? Just a little bit of lake time. Yeah, yeah, that was fun. The, uh, what lake? Uh, Greers Ferry Lake. It's up near Heber Springs and Greers Ferry and a little bit, uh, northeast of, uh, Little Rock. Okay. A little town of about 6,000 people. What was that? I definitely don't like hearing myself in echo, I can tell you that. Yeah, it was someone who had an echo, so they, they muted. It's all good. Just gonna start in a couple of minutes. I'm just making sure my note-taker is in here so we can keep this. Okay. Um, while we're waiting to get started, go ahead and put your information in chat. Um, when I do these roundtables and masterminds, it's, it's for us to kind of learn from each other and talk about strategic things that worked or didn't work. Um, talk about tools, ideas, strategies, all that stuff. So please keep that in mind. We're thinking about these things. It's— I don't have kind of— I don't have like the whole like, let's have a presenter today and then listen to him or her for 30 minutes, which to me is a whole nother format, right? It's like a fireside chat. But if people say, well, I work here and here's how we helped out my company, that becomes kind of self-promoting. And then if everybody's doing it, then it's going to turn into a commercial for everybody. And no one's going to want to come back. So please feel free to do that with each other offline by going, hey Tammy, hey David, I saw that you were talking about this or that. Let's, let's have a one-on-one if it makes sense. Does that make sense, everybody?

Yeah.

Yep. So can you guys hear me? What?

Can you hear me?

Yes, Craig.

Okay, good. Speakers weren't working. I'm back.

Yeah, we're just letting everybody in. I usually put my, all my contact information in chat. Like, this is my digital twin, my Calendly, my LinkedIn. So keep that in mind. It's like, don't just put Craig Murray. Some people are like, what? Okay, who are you? What do you do? Why are you here? You know, that's, that's, that's the stuff you want to put in this thing. You know, if you look at our Daniel and mine, Daniel's my Director of Client Success and And kind of my go-to-market, uh, um, automation, uh, engineer as well. We have our company name after our name. So when you got these things and you just have, you know, Steve, Rich, Craig, but you have no idea who— what you do. Again, think about I'm looking at you, I got no idea what you do. So put that in your video. If you click on the 3 buttons, You click on your, on your, on your graphic there, your video, you can change your name and put something after it.

I'm gonna blame Drew on this. I'm the new guy. I'm learning here.

So just go ahead and do that if you can. Um, I hope we, uh, had a great Memorial Day. Obviously I'm a veteran, so I'm really, um, sensitive to why we have Memorial Day, and I wanted to say Thank you to all of our veterans who gave their life or their appendages. So hopefully you guys all remember why we have it. So hopefully you had a great weekend and relaxed a little bit. And so we're going to kind of get started today. I wanted to talk about digital twins. Has anyone out here started to set up Their digital twin so that they can have, um, other people that kind of start talking with them. I set up mine on, on, on delfi.ai, and it's in my— it's in the— it's in the chat there. But I took, I took all my information about everything that I've done, all the videos, and it— you can either call it or chat with it. It's amazing. Um, Especially if you're a consultant and you want to sell your time, which I don't do that really, but you say, hey, talk to a digital AI, it's $100 an hour, you know, or talk to Hallie live and it's $1,000 an hour. So Hallie, why don't you tell us kind of what, who you are, what you do. Remember, just don't make it a commercial, but tell us what you've done on the digital twin side.

Hi.

Hi.

This is my first time here and I just moved yesterday, so I'm a little bit wobbly, but I'm I'm pleased to be here. I have set up, like, I've really set up for my coaching practice. I fed everything in and I now have created something that I think duplicates my normal coaching. I do transformational coaching, so my work is what I call guided. So I can't do that part with AI, which is, you know, why you should pay me a lot of money and not just my AI twin. But I think that this is a game changer for everybody. About 50% maybe of the coaching work that I do, I'm saying the same thing to people every time.

Yeah.

And I'm trying to give people a very comprehensive experience. And, you know, because I— my— the transformational wealth coaching that I do encompasses life coaching, business coaching, and then also this sort of like ephemeral thing where, like, let's clear out the trauma that you've been working with since you were 6 years old. So it's that last part that's much harder to do using a digital twin. But everything else, there's a lot of stuff I've been coaching. This is my 12th year. So there's a lot that I was just able to upload from articles I've written, LinkedIn posts that I've done, books that I've written. And once you data dump that into your digital twin, You can get something that is— and, and then also your voice. So I've— all the articles and the books, I've written them, so it's my voice, and that's made a huge difference.

You know, everybody's using like a video. I didn't do— I didn't do the video twin because I think it might— I don't, I don't know which one I would use, but I don't know if it's kind of creepy too to talk to a fake Michael video.

We're going to get there, and it's going to be really good. But for right now, yes, for me, with a, the digital version of myself that I built was on ChatGPT. And I think that that's been immensely helpful. It's actually coached me. I've never met a coach that can do what I do. So I use it for myself. And that's made a big difference.

I actually have my daughter helping me. She just graduated college. I'm like, please don't interrupt me every 20 minutes about a question because I love her. But It's good, actually. I thought, I'm like, this is good for onboarding too. You know, it's like, what do you do? Well, ask my digital twin first. So it's like the whole thing with when I was in recruitment tech, like we, there was a HireVue company that you basically interview on video so that you can decide within seconds whether you want to interview this person or not. So it's time displacement. So if you can have things where you can automate it and keep the human part human still, That's what I love about it. Pat, go ahead.

Yeah, hi everyone. Um, I was in Brazil doing a speech to about 80 CEOs a while ago, and I actually used, um, AGN to create an avatar of me and gave us the opening of my speech in Brazilian Portuguese. And it got, you know, the lip sync, even my— the sound of my voice, everything was perfect. And the audience were like, you know, this is—

It transferred your voice to Portuguese in real time?

Yeah, it sounded— it actually sounded like me. It wasn't just some kind of clone of me.

It was—

I, you know, I really thought it was me. And then, um, of course that was a few months ago, and now it's kind of improved even more. So you can get this real-time interactive aspect in any language.

What is— what, what platform was it?

That was HeyGen. But now, um, OpenAI have just come out with this Realtime 2 uh, voice kind of interaction where you can, you can basically interact with anyone or any kind of document in real time in any language, which is getting pretty powerful for all kinds of, um, you know, applications and use cases.

So it's the best one you recommend is what? Which one?

Well, I think they're all kind of like competing with each other. I mean, I used HeyGen for this Portuguese speech, this Brazilian speech, but then I, I started playing around with this new ChatGPT real-time through voice synchronization, because that actually allows you to interact live with documents. So you can almost— you can have interactive discussions with humans and documents at the same time, which is getting pretty, pretty empowering.

Did you learn what oi to the bane means?

Sorry?

Do you know what oi to the bane— you know what that means? That's the bomb. Yeah, it's like hola, como esta? You gotta— and then when you say oi, you say to the bomb. That means good. So I'm a Brazilian jiu-jitsu black belt, so I know a little bit of Portuguese, but it's more of a choke than voice. Who else wants to kind of talk about some tech that they liked and they, and they really want to like give us some information. How about, who have I not met? Li Jie Zhu?

Yes. Hi everybody, my name is Li Jie and I run a satellite company. When we talk about the digital twin, that reminds me the news I recently read that Meta is going to fire a lot of people after they are trained. AI to take their places. So that's kind of scary in some sense. So I want to know, what do you think about that?

Well, yeah, I think you definitely gotta, um, take what could be repeatable and scalable in AI, right, and come up with other ideas. Like, I mean, even in my thing where I do lead generation, I do like email and LinkedIn automation. roundtables and masterminds, stuff like that. I can't just be, hey, I just do lead generation. You can see here, even I changed my name to GTM Full Throttle versus just doing kind of automation. So be strategic versus being, uh, something that you— that can be replaced by. There's always going to be humans that needed— are needed to make decisions or talk to other humans. Uh, Lance, go ahead.

Yeah, Michael, 2 things. Uh, I took a course just before Christmas about building your own digital clone. Like, within 72 hours, everyone on the course had a talking, walking— well, not walking. You'd be very careful about how much movement. But it was amazing to me to see, like, some people kept at it for a few more days and built like a wicked clone. Like, it was unbelievable. And about a year ago, the lip sync was really screwy. Now it's like, I'd say 95% there. Um, the other thing I wanted to bring up, um, agentic AI. Uh, there's a lot of like Claude Coworking, if anyone's seen that yet, where It's got agents on the backend so you can give Cloud Cowork like 5 or 6 instructions, open up a tab, and like having an assistant, it'll first scrape this list, then do this with the list, then build that with the list. And so you can give it complex commands, and if it's really detailed, it'll run overnight. Like, it'll be ready for you in the morning. Or one guy said he runs a sales script every Sunday night and every Monday morning it's ready to go, and then it waits for him to prompt it, and then it starts clawing out its, its instructions. Anyway, something Cool, because I think that's going to impact, if it hasn't already, uh, an awful lot of outbound sales, outbound communications, marketing. Recruiters are getting hammered with it. I'm a recruiter, so we get all this stuff in our inbox of like, hey, we can identify your, your workflow and take the grind out of the back end. And, um, third final comment was voice calls from clones. I got one the other day that was probably the best one I've had in 6 months. Normally, there's a lag time. It'll ask you a question. You'll hear a 2 or 3-second gap while the AI is trying to figure out what to say back to you. This one must have been doing it as I was talking because there was no lag anymore. It was like bang, bang, bang. So, usually on the second or third question, I'll say, hey, curious, is this an AI-driven outbound sales call? And the AI will say, oh, it's amazing you figured that out, right? And they just keep the conversation going. So, the tools are getting better, faster, smarter, clever.

Well, my kids built one to call me every 10 minutes asking me for money. So I think that was genius. Excellent.

Yeah, let me— I just want to make a quick comment in response to Lee Jay.

Yes, Lee Jay.

Yes, Lee Jay. So when you're talking about replacing AI, using AI to replace human beings, I just read an article yesterday that some of the largest companies, including Meta, are freaking out because the number of tokens that it's costing them to run that— like everybody went, get on over to Claude and use Claude like for everything. And so one big company, I don't remember because they mentioned like 5 different companies in the article, but one of them said they had blown their entire budget, which was in the billions with a B, by April. Their whole annual budget was gone by April because of the tokens. So we're in an interesting time where, yes, we're moving in that direction and faster than anybody had ever predicted. But we also are seeing the cost. And until the token cost comes down, there's going to be a lot of people who I think really can't afford that.

It's also the cost. Most companies need to know this is what it's going to cost a month. And are you hiring someone? You got to get a sense. If you got tokens, tokens scare me too. And I don't even use that much AI because I think for me, the AI is really building the right, uh, approach. And then I want to basically— I call it dating, right? It's business dating. If I'm having AI do all that, I'm not going to get to know someone and get the sense of how to help them. If you're taking that out of the thing, I don't really— I don't want to do it. So, uh, Tresa.

Yeah. I attended a workshop a couple of weeks ago locally. I'm in Fort Lauderdale, and the presenter provided a prompt to help build my board of directors, which when you think about AI twins, if you can leverage the knowledge of the people who are the leaders in the diverse industries to be your advisors for your business, is very powerful. And so that is what I've been doing. So not— I don't need a twin. I'm a strategist. You need my expertise. Otherwise, I'm not relevant, right? I'm not the executor. I'm the strategist. But building out my board, the prompt that was provided and the ability to be able to develop it very efficiently and to be able to go back to that board for my strategic planning. Planning for my business is something that, um, you know, if you've wondered, it's like if you can't access the great— if you can access the greatest minds on a regular basis to help give you insights, obviously, you know, you still have to check everything. But I thought it was really, um, it's been a really great tool for me. And even providing, um, like reference documents, right? So not just saying, okay, this is what, you know, Gary Vee thinks, but You know, read these books, read these articles, these kinds of things. And it's all aggregated in the projects in Claude. So Claude is what the Claude projects is, how that's kind of built out. So that's been already very valuable for me.

We should all kind of just talk about these cool things we're doing. I like, I use Google Notes for my decks now. Yeah, Notes notebook, I think it's called. And I also, they said make a commercial or like a podcast.

Mm-hmm.

Said a man and a woman talking about Full Throttle, and it was so realistic and incredible that I posted it. I'm like, this is, this, that was cool. I have Fireflies in this machine right now, or this pod, uh, roundtable, and it records some great notes. I could summarize it, post this and give this, give the highlights. And then for every sales call, um, I said, let me send back an email saying, I write to the Fireflies, like, he's like, write back an email to Drew saying, what did we talk about? What do I owe you? What's their next steps? Because honestly, that probably saves me 10, 20 hours a week. Just, I don't like doing recap emails. It makes me feel like I'm doing a book report about what we talked about. We just talked about it, but now I gotta report. Now I gotta build this. The note takers have really simplified my life since I'm not the greatest. Researcher either about what I did.

So those, those note takers and all of that process is also really good for a podcast. So at the end of the podcast, it'll take show notes if you tell it and prompt it to do it in a way that's specifically for podcast show notes, a full transcript, it'll pull all of the hottest quotes based on trending conversations that'll then prompt and put them into X and prompt those and write. It's like the whole process could be The whole post-production process can be absolutely automated.

Yeah, I, I ask Fireflies to say, can you recap this podcast? Because I have like 45 podcasts, but I don't ask it exactly what you said. It's really important to ask any AI a certain way.

Exactly.

To get what you want. Otherwise you might get like, here's it. At minute 3, Michael said this. I'm like, I'm not really, I'm trying to be a little more, less robotic about this type of stuff.

But the other thing you want to do is you want to have it give you the FAQs, the frequently asked questions for whatever your topic is about. And when you're doing the show notes, you also put in FAQs in the schema because then those little snippets, when it gets spidered and you make sure that the AIs are all spidering it for search, you could end up in the top block.

So you— what's— can you put that in chat?

Uh, I, I, I've literally been awake for 45 seconds and I'm so sorry I'm late. You're not getting me on camera, I'm decaffeinated.

Just, just the chat part. Yeah, uh, that'd be great. Uh, let's, let's go to, um, Audrey. I've never met Audrey, I don't think, have I?

Nope, I don't think so. Yeah, nice to meet you.

What do you do?

Um, I work at Productive, which is formerly known as, uh, ShareThis. I lead the marketing and am ex-Axiom, um, ex-Allstate, and, um, Epsilon.

Okay.

Um, so what's, what's something on AI that you learned or some Or even a tactic or strategy that either worked really well in the last 6 months or just completely bombed and you wanna say, hey guys, uh, I did this, but don't use it.

So no, we're, we're definitely using AI. And like somebody else said, um, we're using cowork and projects. And, um, I actually was able to, I would say, absorb a headcount by using AI. Um, we, Completely developed like a marketing operating system and was able to upload that through Cowork. So Claude like remembers everything in that operating system and is able to even do things like board decks for us and things like that. But what I did come across, even though we were able to absorb this headcount, is that Claude is not the perfect tool for math. So if you have like a— a big matrix, like, it, it is not always correct. So in my opinion, like, even though it's kind of scary to say I absorbed a headcount, um, it's never— in my opinion, it's not going to replace people, so to speak, because I think you always need the human brain on top of it.

Yeah.

Let's go to, uh, David Woodbury. I don't think I've met you yet, David.

Hey, yeah, nice to meet you guys. First time here. I'm glad to be here. Uh, I am a serial entrepreneur. It's my 7th company. It's called Grow.army. I'm only probably a month into building this concept. We're an AI operating system for companies. So if you are familiar with, uh, like the Entrepreneurial Operating System, um, or EOS, we're a version of that, but we use AI to, uh, to basically overhaul org charts. Right person, right seat, right tools. So what's—

What's a cool tactic or tip or strategy that's not necessarily about what you do, but that you've learned? Whether it could be something, a life, a work-life lesson too, you know. I mean, sure, yeah, like, let's not repeat what, what we could not repeat if bad idea. And we don't always have to learn it ourselves. We can learn from David or Michael, whoever, right?

Yeah, I think so. The main tool like I'm using daily is Manus. If anybody else has used that one, Manus, right? Okay. It's, it's, it really is a very robust AI tool that takes presentations. So you can build like fully integrated— like, I don't use Docs, PowerPoint anymore. You can build fully integrated presentations, integrate with your calendar. You can build signature procurement software into it. So I've completely overhauled our sales process and how we, how we present all into one, like Standalone landing pages, essentially.

Okay.

Awesome. Let's see, Zach, I don't think I've met you.

No, I don't believe so.

My name is Zach Bittner. I also am a Manus user, and eu falo português também. I lived in Brazil for a few years, so I do speak Portuguese as well. Yeah, I own— I'm also an entrepreneur. I own a mobile surveillance business. We do mobile surveillance for— it's solar and battery-powered surveillance. I'm based in Utah, and most of our customers are here in the Intermountain area, but we've got some expansion going now. I also use Mannus for lead gen.

Okay.

I'm feeling probably like most of you, super overwhelmed with the things I learn in AI and I'm stoked and I'm like, this is going to change, it's going to be amazing. And then something else releases and then it's just this nonstop cycle of trying to stay current with what's available. I use Manus to pull permit data. I use it. Yeah, it has an AI integration. To pull permit data on any building permits. Then I take that data and I enrich it in Apollo. So I get contact information out of Apollo and then I run my campaigns out of that. I then use Claude to build some survey, uh, security assessment tools that I then put in GitHub and use Netlify to send them out.

You're something— it's a lot of tools to get things done here.

It's a lot of tools. I, I would love to do it all in Manus, but David can probably speak to this. It's, it gets spendy quick and your, your credits, man, they just fly out the door. So I'm always like at the end of the month, like, well, I, I can't do that thing because I don't have enough credits to do it.

You know, the best thing to do is just get somebody on a call. I mean, if you think about like the strategy I do to get you guys on the call, right? It's let's all go talk together and hopefully we can get a, some sort of relationship. Everybody tries to get really cute with AI. I saw that you did this and congrats on the funding. How many messages am I gonna get like, congrats on this, saw your scuba dive, whatever, right? Like, but hey, I want you on my podcast, Zach. Do you have time to chat with you? It's about leadership and AI.

Yeah.

Simple as that. I get 20— I have 15 Zoom calls today from doing it. And same thing with the podcast, I mean the roundtable. Hey, I want you on my roundtable. Um, think about what's in it for them. You don't need me to do like this roundtable and for you guys to be successful. I'm giving you tips and tactics, and hopefully all you guys are doing it. Like, what is going to get someone on to open the door so you could talk? And that's really just giving them— saying podcast or roundtable, say you don't want to do either one. Hey, are you going to Inbound in July? I wanted to see if you're going to go to that conference. What— do you have any background on that? Opinion-based questions, great idea. Other thing would be look at other events on LinkedIn conferences. Hey, are you are you uh I saw that you're attending. I saw that you're exhibiting. Those are things that are like you're gonna probably answer, but I see that you skied for the Army or whatever whatever it is. It's it's a little bit like I pulled your information from chat and then I put it in this and then I got cutesy with that and then I sent it on Apollo. I use Apollo and Linked Helper. All these tools, but it's the question that you ask. Are you asking? Are you giving? Are you, you asking for their opinion or are you telling them?

Yeah.

I mean, just think about if you're ever single and if you talk about yourself the whole time, the girl is gonna run, right?

Yeah.

So same thing, like any type of dating relationship, which is what business is, business dating, make it about them. And there's a lot of questions, right? Like, you get into these, even these podcasts, and I go on these podcasts and the guy got— just goes down the line. I'm like, you maybe want to build on my last response to make it more conversational, you know? So that's all my opinion there. Uh, Adrian, are you, uh, are you ready to come on camera now? She's on mute. I think that's how you pronounce her name.

Yes, it's Adrienne. I'm sorry. You can, you can ask Hallie. It's 8 o'clock in the morning here, 8:29. I am not camera ready. I did not know this was a camera ready thing. Otherwise, I would put it in my calendar and the alarm would go off an hour earlier.

Which is too bad because she's prettier than even her picture.

Oh, thank you so much, darling. Okay, so here's my suggestion for everyone while you're experimenting and while you're building this out, and especially for you with pulling the the permanent data. Here's your suggestion to not burn through the tokens. So you can go buy just a, a good RAM. I mean, I, I got on Back Market, I got a MacBook Pro that was originally $6,000 and I got it for like $1,800. So it's a good enough Mac to run everything. You run Ollama locally and you, you download Claude, released like their full thing, and you can download all of those different models. They're all in GitHub. You can get them all and you run it locally. But the key thing to save your spend for when you are using tokens, you set up each one of your agents with their own Apple ID and you give them their own, their own persona completely. Use bill.com and then you set them up with a virtual credit card and it will limit the number of credits. You can give them a budget every month and that way you're not surprised with a $2,000 bill. But when you're building out all of these systems, you can build them all locally and you're not spending any credits. It is slower. It's not cloud-based, but you're— it's also completely private, so nobody can steal it. Nobody can break into it. But everything that you just said to do about pulling permit data and doing all of those other things, you can do almost all of that locally except the Apollo stuff. And you will, you will cut your token use by 99%.

Yeah, and I have Apollo since 5 years ago, so I have like the grandfather pricing. Yeah, you need that, let me know.

Go ahead.

Oh, awesome. And that's, that's what I love about AppSumo. So I will buy— it is a risk, so sometimes they don't, they don't go, but I'm an AppSumo ambassador, so I get things early. I know what's coming early, and I'll buy the top tier because I'm a Plus. It means if they go out of business in a year, I can still get a refund.

Oh, nice. Yeah, I've used AppSumo for some stuff. There's a thing called TidyCal. That's one of those.

Yep.

And it's pretty good. Yeah, it's $30 lifetime for like a Calendly thing.

So, but the token usage, piping everything through bill.com and giving each AI agent their own API key linked to that credit card. That's how you can, you can make sure they don't go off the rails and start, you know, mining Bitcoin.

Gotcha. Awesome.

Pat, go ahead.

Yeah, I do a lot—

excuse me—

I do a lot of work with board members, and they often want to put a different lens on the companies. They're so used to getting the narrative and the deck from the leadership team, I mean, in terms of performance. But what they actually also want to do is understand what the business model looks from the outside. So what you can now do is really easily deconstruct any company or any portfolio, whether it's a private equity portfolio or investor VC portfolio, you can deconstruct that from the outside in using ChatGPT, for example, with a few simple prompts. And you can get pretty much to between 50% and 80% of how that company actually operates and then also cross-reference that with its competitors, with tech curves that are impacting the business model. You can do all of that in about 10, 15 minutes now. And, um, that gives you a very, very different set of questions to be able to ask the leadership team to find out if they're actually on top of things. And if anyone wants to know more about this, they can kind of ping me or reach out to me. Definitely, I'm happy to have a chat.

Does everybody have their information in the chat? Hopefully. Yep. Okay. I haven't had mine yet.

Okay.

How about Jeb? Jed, how you doing, Jed?

I'm good, thanks, Michael.

Tell us a little bit— tell us a little bit about why you're here.

Well, uh, Drew kindly, um, extended the invite. Drew Mayer. We worked together for a long time at Axiom, um, when Drew was leading sales and I was leading marketing. And, um, and so it's fascinating to hear this.

I've—

I left Axiom about 2 years ago and I've been doing a little bit of leadership development and coaching, but a lot of work consulting with companies on go-to-market strategies. And although I think I'm probably in the bottom third in terms of expertise on this call, specifically around AI at least, but I have been using it a tremendous amount, increasingly so, and can just— each day I'm surprised how much better it's getting, it feels. And You know, I would say that in the last year I've probably been able to double my workload, um, or, or efficiency. It's, um, and I felt a definite tipping point from just using AI to bring information together to actually not giving AI full control but asking it to, to do what I would do and then really investigating from that. But of course there is definitely a I'm sure everyone still sees it, false positives and, um, and gaps in it.

Right.

Yeah.

And, and I guess on a lighter-hearted note, um, I witnessed my, my 20-year-old son is a pain in the backside, but, um, he's, he's a lot smarter than me and he's, um, studying law and all those things combine at 20 years to make it very painful. Uh, but it's very amusing when he tries to wrestle with AI and He's quite kind of— he's got a very good sense of humor and he kind of has arguments with AI. And I've even witnessed him changing his accent, changing to speak in, you know, with a Scottish— I'm not Scottish, I'm from Newcastle, nearly Scotland, but he'll change accents and AI will follow it. And then he'll challenge AI to say, why are you doing that? And it kind of freaks out. But to the point that was made earlier, I can't remember the gentleman who made the point, it's around that latency. It's freakish just how close it's getting.

Yeah, that's awesome.

I'm not sure anything I said there really helped anyone this time around, but, um, yeah, you gave us the code for the nuclear, uh, for the nuclear arms.

That's great. How about, uh, how about Terry?

Good morning, all. Uh, uh, I, I heard somebody earlier, uh, talk about using AI as a board. I've done the same thing. I love the input you can get from creating a, you know, CIO, a marketing person, a CFO, kind of using that board to just kind of help sharpen your vision of your business. I love that. But look, I'm, I'm just a technology agent. I've been around for a long time. I'm doing Right now we do a lot of, uh, uh, e-waste, uh, as new AI gear's coming in. Uh, that's what we do. But, uh, I wanted to point out I've been using, uh, a platform called Super AGI for those marketers. Uh, it is ZoomInfo. So I, I think they, they claim 450 million contacts in this thing. Uh, it does the sequencing, it does my dialer, uh, it is the CRM tool. Um, so I've been a longtime Apollo user. Uh, I moved over to SuperAGI. I really love that tool in terms of how I can use it for marketing.

Is it owned by Zoom, the CRM company?

I don't think so. Um, it, uh, I think it's kind of an independent company. Uh, most of the folks that I'm dealing with are out of India, so I'm kind of assuming it might be based there.

Okay.

Uh, but just a really great tool. Uh, I just, uh, I've been using it now for close to a year. And just really like the ease of use. And again, it was fairly cheap. I think I'm— I spent $360 for the year. And again, I've had it close to a year and I'm doing, I don't know, close to 1,000 contacts a month out of the thing. And I still haven't ran out of tokens yet. So for those of you that are trying to find a good tool for marketing, Super AGI seems to be a great one for me.

Thank you.

Thank you. Okay, how about— I haven't talked to Scott McClary, I don't think, ever.

Hey, Michael, nice to meet you. Yeah, I run a company called Eclipse and we focus on loyalty and we're made up of about 26 consultants. And so we're a consulting agency. And basically what we do is we help companies that either want to get into loyalty or want to advance their programs. And what we found through AI is the first— we kind of put together a 3-stage strategy in the sense that we identify using our experience from our team what accounts are most likely to have some impact. And then we run what we call a buyer report through a company called Sales Sleuth. And that gives us a complete understanding of that client's buying behavior, who's the buyers, competitive intelligence, where they stand in the process, and then it scores everything. We found that to be pretty useful, but then it also identifies the business problem that that company's having. And then we run our own proprietary AI reports to put together value propositions that are all related to loyalty and the client that we're working with. So we take that, we've had pretty good success with that in driving new opportunities and opening up new doors. But one area that I still think we need some help on, and maybe somebody can help here, is really understanding all the intent data out there. There seems to be so much intent data now, and if there's a way that from a prospecting perspective you could identify leveraging different intent data sources to really identify who's in market based on that intent intelligence that's built from all those sources.

Can you define intent-based from those of us that have no idea what you're talking about? Thank you.

Oh yeah, yeah.

Well, there's companies like ZoomInfo also has it, Bombora, Sixth Sense, a couple companies there. They gather data on the behavior of people using the internet, and then they put scores on what that is as it relates to their intent. And typically they have anywhere from 1,000 to 12,000 or more different intent variables that are out there. And those intent variables can help identify, you know, what kind of direction people are going. The only problem with that is it gets cumbersome. And, you know, you're not sure exactly where that intent data is going. Gives you an opportunity to just think through that process.

Think about real intent data, right? I mean, I use, um, Membaro through Apollo, but The real intent data to me is I see that you're speaking somewhere. I see that you're attending somewhere. I see that you registered somewhere. I mean, that's to me, it's like signal data or intent data, or you're exhibiting somewhere. So I, I've never had good luck just separating intent data from a CRM or a lead gen company. It's never really, never done that. Never done well. But yeah, I'm always hoping some of these are good.

Yeah.

Yeah, ideally I was hoping that maybe we had some insights on this team where it worked well. So if anybody's got good insights on around where they've had success leveraging intent data, that'd be kind of interesting to know. So yeah, so yeah, so we focus solely on loyalty and, uh, so we help companies, you know, either on the vendor side that have platforms that they want to get introduced into the market, or we work with a company that's running a program that may be in trouble. And all of our consultants are very experienced former CMOs and things like that that have practical loyalty experience.

Thanks, Scott.

With all the AI stuff, you really need that kind of intelligence to add on to it to really make it effective because it can give you so many false signals.

Hey, Ron, how you doing, Ron?

I'm doing great, Michael. And I want to thank you, man. Just a big shout out for Michael. I have so much respect for you as a professional and as a person. So appreciate being on your call all the time, man.

Thanks, brother. Tell us, tell us a little bit about what you've learned technical-wise or tactic-wise or strategy-wise in the last 6 months that you're like, Pretty, pretty like, oh, this is massively helpful or really waste of time.

Yeah.

So, um, less on technology, but I always like, uh, and what I love about your call, you go back to the basics of ask their opinion. Um, you know, really customize and think about them. And, uh, so I always go back to find something that is really unique to them. You may or may not agree. Um, and always ask for their opinion. That's always been my most effective marketing campaigns as opposed to saying, Hey, are you interested in this? I put out a piece of content and say, hey, we'd love you as a professional, you know, as a sales professional, what are your thoughts on this video or this or that? Love to get your feedback.

Mm-hmm.

And that gets the most engagement. Um, so that really just complements the things you talk about. And regardless of the tools, I use Constant Contact, which is just a, you know, whatever, middle of the road email marketing thing. Um, and, uh, Always, always the best results when, um, it's really customized and ask their opinion.

Has anybody played around with, um, LinkedIn? I think it's definitely the LinkedIn Messenger. I don't know if it's in Sales Navigator, but you can actually leave a voice note like you would in Apple, um, messaging. But I started doing that years ago, um, and it just kind of gives you a different, you know, human, human touch to, to your messages back. Um, so I— so has anybody tried doing that? No? There's a button, record note. Try that. Give yourself a little more difference. Sometimes when you do video back, like Loom and all these things, it's a little canned and a little forced, but a little, little quick message is good. I've actually used, um, a company that's called—

let's see.

What's it called?

Uh, Flow?

No, Whisper. Whisper Flow. W-I-S-P-R Flow. And it's like a talk-to-text, but it's really precise. So that's also saved me from type— I don't type as much as I used to anymore. So if you're really kind of getting tired of using the keyboard for inputs, think about the keyboard into a computer with AI now. Why are we using the keyboard? As much. So, um, it's almost like an Alexa quality, uh, translation, but it just puts it in a text format. Um, so that's something that I really liked as well. Tammy, how you doing, Tammy?

I'm great, thanks. Good morning.

Good morning. So tell us a little bit about why you joined, and then, uh, a tool or tip or strategy that— or it could be AI, or it could be anything, but Um, that worked for you in the last 6 months?

I am, uh, well, thank you. I, I've been working as a, as a CMO for years in the tech sector, and I'm, I'm doing some fractional work. And I'll also— I'm also attending Kellogg, going to this AI, uh, program to really start to get a little deeper technically, which has been kind of fun. Um, you know, I think what's interesting is in the fractional CMO work that I'm doing, you know, I used to sit with a team and we would build, uh, we'd build a strategic plan and really work through positioning and campaign ideation. And Claude can really be, you know, I'll say the most creative, intelligent member of your team at that table. And so, you know, I do a similar strategy. I'll build a plan, um, and I'll, I'll really use Claude to kind of create and pound out that plan and look at the competition and where you can differentiate. And it all builds a 30-60-90 kind of, which is my sort kind of what I do, you know, what I've done for years. But then I put that 30-60-90 into Claude and I really work, you know, on, okay, what would be a killer 6-month plan for XYZ company? And it is pretty wild how, you know, how, how it can really be, you know, I'll just say, you know, just a killer, killer member of your, of your kind of marketing team and really challenge and, and come up with creative and also strategic unique ideas. And, and that's been a lot of fun.

Yeah, you think about also like there's all this AI coming out and most people don't have the time or just completely lost in trying to do this. And you're like, well, that's going to take someone's job. Well, take the AI like I have, like, or automation in the platforms and go, hey, I can do this for you. There's your service. It's not— you're not building an MVP or a product or solution, but you're building a service of someone that has your expertise. Like, I have 30 years in sales and marketing. That with my automation with, with AI is something people can't do. That's the same thing you can do when you hang your hat in your own, your own shingle is find something that's repeatable and scalable, not just your hours. And then use AI and other tools that you can basically package up. Like I private label or white label some of this stuff and they don't need to know what I use. They can think it's me, um, my products and solutions, but I'm still doing it for them.

Yeah.

And then you gotta figure out like, okay, if you hired a sales development rep or, or a full-time go-to-market person, what would it cost you? And it's gonna cost them a lot more to use that than just someone like me or someone like Tammy, whatever it is. So, um, there's ways to make money without building, working for someone else or building something. I mean, Claude obviously could build a lot of products and my friend, Is using a— but it takes— it does take a lot of time still to figure out how to make it work. And not— it's gonna— and it does break sometimes because it's going out and pulling APIs and data from other places. And then you got the token issue, which is what drives me nuts, you know. So, uh, it's about 11:50 here. Um, anybody want to go that I haven't called on?

Hey, this is Craig. It sounds like I should announce the Axiom alumni. I was at Axiom working with Drew May. Drew May invited me here, and thanks for including me. Thinking about all this from the— we're in the marketing services data CRM world— thinking about this from the consumer point of view, we all are consumers. Ask everybody probably a year ago, how— what's your experience relative to finding your next favorite product, whatever you're looking for in terms of a consumer product. From a year ago to today, most people are starting with, with chat or whatever the tool is. You know, where can I find the best or the cheapest or the closest relative to whatever your product need is? It's interesting, our clients that are spending, you know, millions of dollars in paid search, those results are dropping big. Because the AI bot or your site is not optimized for the AI bots. So if you're not thinking about AI relative to how a consumer finds you, those results are going to continue to go down. And relative to the commentary on loyalty, and I totally get it, I'm that brand's best customer in their loyalty program. But when I search for a product and I did it in chat and you didn't come up, What behavior does it change? And all of a sudden I'm in a competitor's store. So we need to really be thinking about how AI is driving those decisions at point of sale.

And Craig, where are you at now?

The company called Bridgetree, small, $140 million in revenue, 150-some-odd employees, but marketing services, data, CRM. Most of my clients have been in the 35-plus years I've been doing this, Ask Drew, uh, mostly on the consumer, uh, B2C side.

Okay. Um, who hasn't gone? Dean. I don't think I've met you, Dean.

We met in Vancouver, sir.

Okay, tell us a little. I've never been to Vancouver.

Oh really? No, I, I apologize. I thought that you and I had met in Vancouver not too long ago.

No.

Um, maybe it was Michael's— Michael's digital clone was there.

It was the Web Summit. So either that or, you know, there was a little bit too much alcohol.

But, you know, I'm getting a lot of complaints and my digital twin is being really too flirty. That's really annoying.

So first off, Craig, I completely agree with you. Uh, everybody has to look at what AI looks at. For marketing, everybody's becoming invisible. Now that's to go into. I own it's called I Refer Club. We are a geo search engine for businesses. I've created it more for small businesses and the non brick and mortar. We have geo and reg technology. My software is actually partially AI. I call her Caitlin. Sometimes I yell at Caitlin, sometimes she yells at me.

So what's, um, what's something you've failed miserably in the last 6 months? You like, don't hit everybody, don't do this approach.

Oh, I focused on one AI and realized that all of them think a little differently. So what I've learned is I use Gemini, Claude, and ChatGPT, and I put them against each other. And the one thing I did learn is Claude's actually really good at forecasting 6 months away from where you are right now.

Mm-hmm.

You just have to ask it the specific questions, and then you give it to ChatGPT. the same question and give it the answer, it'll completely give you a different one. And then you give it back to Claude again and say you were wrong. And then it contradicts what it says, but then will argue that it was right about certain things. And then that's where you know that that's on the right track.

Awesome.

That's interesting. Well, I'm gonna give you guys some time back in the day because I have to get Prep for the next—

hang on, hang on 30 seconds, please and thank you.

Yeah.

You guys, I've just gone in and connected with almost all of you on LinkedIn, certainly everybody who posted. Um, you're—

you all are—

half of you are wasting your real estate. Your most important real estate is the banner up at the top.

Yeah.

And I hate seeing them blank, but when I see them and there's like nothing really there, it is the place where your message, your core message belongs. And it is the place where people are going to see as soon as they go to your profile, it's the thing they see. So make sure you're using it to your advantage. Very important.

Yeah, I'll put mine in here just so you guys can see it. But she's 100% right. I mean, if you look at people, don't put a background. And then look at my headline in mine. GTM expert, I produce repeatable, scalable go-to-market 25 years experience, Air Force vet. Just give some color to who you are. Don't put VP of Sales.

Your headline, your headline is not your title anymore. Your headline is the thing that you are doing. You guys can go to my LinkedIn and it's up at the top. I think I was the second person to put it in, but you'll see what I'm talking about. There's a crawl banner with all of my media. There's a great picture. It says what I do. And then your headline, change it from your title to what you do. Because the first 12 characters or so, if somebody searches on you, that's what they see is your name and the first 12 characters or so of your headline. So make sure it counts.

And make sure you're— and make sure your picture is well lit. Don't put one like, you know, with, with a tuxedo and your wife. I mean, come on, guys. This, this is— this is— I use— I mean, if you look at my picture, I put a— I wanted a whole bunch of backgrounds. So I used AI. I mean, make, make sure you look good. Make sure you have a background. Look at my background. I did this in— I just changed my company name from Full Throttle Falato Leads to— I still have that, but GTM Full Throttle, you know. It's like—

and make sure that your picture is 80% your head because it is approximately the size of the nail of your thumb when they see it, you know, when they first see it. So you need 80% of your head in that image. And don't show your—

in your profile I see people, they have the picture of 20 years ago. Don't do that.

And personalize your invites. Don't send generic ones. Who are you? How did we meet?

What?

I don't connect with randoms.

Well, actually, the invite thing, I don't put it like, hey, I just want to— yeah, don't generic it. But I don't— on the invites for LinkedIn, because I do this for a living, I don't put a message. Yeah, I thought—

I don't either. I don't either. And it's very, it's Better not to because it's very hard to find them. LinkedIn does not do a good job with this, so you can check. People can check out your profile. They can see if you've done it right. They can see already whether they're am I interested in looking at this person's profile from what it says in that first few characters. So don't send a message. Don't bother personalizing it because when if you've got more than about two two requests, it's almost impossible to see what's this person saying and to go to it. It make they make it very difficult.

Yeah, to me, maybe that's another subject for another call. It's— to me, it's like more is not better. It's, it's quality over quantity. And I would think that anytime I'm sending out an invite, somebody I've met or had an interaction with, I want to personalize, contextualize it. Oh yeah, I remember that guy. Absolutely connect. Yeah, but in terms of random going out to find leads, I don't know you. Why would I accept?

Well, a lot of times you accept because you were— we're probably, uh, second connections as well, but I'm just telling you, Greg, you could— you have your right to your opinion. I do this for a living, and if you do that, you'll get a lot more connections. It just— and then, to be honest with you, women do much better than men on LinkedIn, with women and men, so they'll get the higher connection rates as well. But, um, thank you guys for all your time. Um, as you know, um, this is done twice a month. For, for this one. There's a whole bunch, a whole plethora of ones that I have on my LumaLink that I do for clients. Obviously, um, if you guys ever want to sponsor one of these, I'm starting to sell sponsorships on top. So that means I'll announce you at the beginning, give you like a couple minutes to kind of talk about your company. Um, it's $500 per event, and it's 2 events at least a month, so it's $1,000 a month. to kind of sponsor one of these now. And I'll do podcasts if you guys ever want to learn about that, great too. Um, but if you have any referrals for yourself or for any other people, please reach out. There's the 3 buttons, um, where the chat is. You can click Save Chat, and if you do that, all these things that we chatted about in here, including everybody's LinkedIn, will be on your hard drive. So please Feel free to do that. Anything else?

All right, Michael, your background looks great, by the way.

Thanks, appreciate it. Thanks, everybody. If you guys want to be complimented, get affirmation, ask Ron. He's the he's the best at it. Oh, all right, guys.

Take care.

Have a great day.

Have a great week.

Bye.