#24 Marco Diciolla - Lessons From Palantir: Hire For Intrinsics & Build Workflows, Not Tool Stacks

Marco Diciolla is VP of GTM at RelationalAI, having previously worked as a Deployment Strategist at Palantir and a Junior Partner at QuantumBlack, McKinsey’s AI arm.Marco was one of our speakers at our first Practical AI for GTM event in Dublin, so we had to get him on the podcast for a longer conversation. Joining us to talk all things GTM, hiring and building with AI, Marco shared why teams should stop thinking about tools and start thinking about workflows, what he learnt from his time at Palantir and why the best salespeople don’t pitch, they solve.Expect to learn:Why generalised AI tools plus your own workflows beat a stack of specialist point solutionsWhat “hiring for intrinsics, not credentials” really means and how to spot it in an interviewThe value obsessed operating model behind Palantir’s Airbus A350 turnaroundWhy demos aren’t enough anymore and how to solve a prospect’s problem in the very first meetingHow GTM leaders can stop siloed one-off builds and create joined-up workflows across every customer touchpointAnd much, much more.Follow Marco on Linkedin here - https://www.linkedin.com/in/marco-diciolla/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Jorge B Macías is the founder of The GTM Engineering CompanyJoining us to talk all things GTM, Jorge discusses the true role of a GTM engineer, his transition from being an industrial engineer into the world of enterprise sales and GTM and the lessons he took from his previous career as well as the importance of company culture in a world of AI.Expect to learn:What a non traditional career path taught him about GTM that others missScaling the first Puerto Rican Y Combinator startup from zero to $3M ARR and the strategies that made that happen?The true meaning behind 'AI Native' and why it's just a buzzwordThe top things CRO's should be looking out for within their teamsThe best workflow Jorge is currently leaning onAnd much, much more.Follow Jorge on Linkedin here - https://www.linkedin.com/in/jorge-b-macias/

Jonathan Kvarfordt is an AI Coach & VP of Marketing at 1mind. Joining us to talk all things AI (obviously), Coach K talked us through the problems GTM teams he works with are facing at the moment as AI moves so fast, who the responsibility falls to when it comes to onboarding a new tool or system, why the data under AI is so essential and the importance of coaching for sales performance.Expect to learn:How to actually operationalise AI tools within GTM teamsWhere most GTM teams stall, and how to bring them backThe skeletons AI is forcing revenue teams to confront as they implement new tools and systemsWhy teams who receive more coaching are so much more successful Why CRO's need to be more open to giving their sales leaders more help when it comes to coachingAnd much, much more. Follow Jonathan on Linkedin here - https://www.linkedin.com/in/jmkmba/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Oren Greenberg is a GTM AI Advisor helping tech companies stay up to date with AI and continue to grow.AI is changing how companies are structured, built and staffed. This was what Oren came on to chat about, specifically through the lens of GTM and marketing. Oren's been at the forefront of AI since 2020, years before ChatGPT went fully mainstream, so has a unique insight into how this all started and where it's going.Expect to learn:The meaning behind 'Revenue used to scale with headcount. Now it scales with systems.’How to keep up with the speed at which AI tools are movingHow the traditional B2B marketing playbook has changed with AI tools and what you can do to keep upWhy staffing is changing so much and how you can ensure you're staying ahead The imporatance of continuous coaching and upskilling for your teamAnd much, much more.Follow Oren on Linkedin here - https://www.linkedin.com/in/orengreenberg/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Laura White is the Head of GTM at Happystack and GTM strategist & founder at GoToGirl. Laura was one of our speakers at our Practical AI for GTM event in Dublin last month, in which she delivered a talk all about using AI for building a personal brand on Linkedin, what you should do and more importantly, what you shouldn't do! With that in mind, we had to get her on the podcast for a longer conversation about how to optimise the tools available to become successful on Linkedin,Expect to learn:Where AI tools should sit in the creative processWhy using it to ideate rather than actually create is the best route to marketThe power of authenticity on Linkedin and how to harness thatWhy you should NEVER use AI tools to comment and interact on LinkedinHow to overcome imposter syndrome and actually start postingAnd much, much more.Follow Laura on Linkedin here - https://www.linkedin.com/in/laurawhite-happystack/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Mark Walker is a 3x CRO and the co founder of AI GTM Studio & Inklined.Coming on to talk all things GTM systems and how AI is ingrained into them in a sustainable, productive way, Mark gave us some insight into the work he does when he advises companies on how to improve their AI stack of tools and why sometimes it's all about what's beneath it when it comes to building a successful one. Expect to learn:Why having a solid foundation and a good lake of data is important before implementing AI tools into your GTM teamThe importance of finding the use case for the tool before using the toolHow to get out of being stuck in tool experimentation and into it being part of your daily workflowWhen to know if your organisation is ready for AIThe difference between automation and AI toolsAnd much, much more. Follow Mark on Linkedin here - https://www.linkedin.com/in/jfdimark/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Paul Sullivan is the founder of ariseGTM, author of G0-To-Market Uncovered and Strategist across the entire GTM cycle.Joining us to talk all things AI tools, how they're being overused in GTM teams, where the line sits between AI and human knowledge and what a proper AI enabled GTM ecosystem should look like.Expect to learn:Why less is more when it comes to an AI tool stackVibe coding and when it's useful vs when it's a waste of timeHow buyer behaviour is changing with so many AI tools available to them as wellWhat to build vs what to buy How AI SEO is changing the game and ways to optimise for itAnd much more. Follow Paul on Linkedin here - https://www.linkedin.com/in/paulsullivan6/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

James Flynn is the founder of Coso.ai and was a speaker at our Dublin 'Practical AI for GTM' event in May.Joining us to talk all things AI Agents, their use cases, how he built one for super cheap to use for Coso.ai and much more, it was great to get a real technical, product led perspective on where GTM is at in a world of AI.Expect to learn:The best use cases for an AI Agent and where to startWhy being authentic is so important for social contentFinding the line between automation and quality control Where he see's the GTM tool stack going as more specialist tools come to market with agents to link them upThe current tools he is using each dayAnd much, much more. Follow James on Linkedin here - https://www.linkedin.com/in/jamesflynncm/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Just Sandy on this one giving the top 5 lessons from the previous 10 episodes! Expect to learn: Why Sales Leaders are the bottleneck within organisations when it comes to performance and why they need coaching.Why automation and AI tools on top of shaky foundations is the worst way to build at GTM systemThe importance of giving each new AI tool a champion within your company before it gets rolled outAnd much, much more. Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Alper Yurder is a founder, fractional CRO and startup advisor.Joining to talk all things AI in GTM, Alper shared his views on why companies from huge enterprises to small founder led startups are getting so lost in all the AI tools available today as well as where sales teams are losing when it comes to their outbound processes.Expect to learn:Why focusing on the essential is so important and what they areThe importance of having a champion within your organisation when onboarding a new toolWays to improve your outbound beyond just volume and activityHow to improve feedback and learning loops to improve your teamWhy relying on a hero rep isn't a good idea and how to upskill the rest of the teamAnd much, much more. Follow Alper on Linkedin here - https://www.linkedin.com/in/alper-yurder/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com