Webinar Details
October was about giving intelligence real teeth. November was about giving that intelligence hands. Together they move GTM Engine from helpful assistant to something closer to a GTM operating system that thinks, prioritizes, and acts with you.
At the center of all of it is a refusal I have carried for years. I do not want revenue teams drowning in shadow work. I want them operating with the same kind of support pilots get in the cockpit. Instruments, not guesswork. Systems, not spreadsheets.
In the live session we walked through how the October Strategic Intelligence release and the November Agentic Automation release snap together. This is the story behind that walkthrough, the why underneath each feature, and how it changes the day to day reality for sales leaders, RevOps, and AEs.
Session Highlights
Static lists are dead and signals now drive timing
Modern GTM is no longer about finding accounts. It is about knowing when to act.
The intelligence engine:
- Automatically researches every new contact or account from CRM, email, calendar, and meetings
- Enriches across business model, hiring, funding, competitive context, and AI initiatives
- Lets us define our own buying signals
- Rolls signals into a dynamic 0–100 propensity score that updates constantly
- Shows which signals fired, how they changed month over month, and why a score moved
Outcome:
We stop guessing and start timing outbound with precision. Forecasting gains context that spreadsheets cannot provide.
Meeting prep is now automated and standardized
Twenty-four hours before every meeting, GTM Engine generates a full prep brief that includes:
- Stage, blockers, and goals
- Suggested outcomes
- Smart questions
- Contact context and engagement
- Account research
Outcome:
Every rep shows up prepared without juggling tabs or scattered notes.
Your calendar becomes a sales command center
The intelligent calendar view reveals:
- Which meetings tie to live opportunities
- Recent activity
- Follow-up status
- Draft follow-up emails
Outcome:
Your schedule becomes an operating dashboard that shows what the pipeline actually needs.
Engagement health shows which deals are truly alive
Pipeline health is reframed around real conversation instead of static CRM fields.
It tracks:
- Days since inbound customer reply
- Days since outbound rep touch
- Outbound attempts compared to the last customer reply
- Health bands: healthy, needs attention, critical
- Calendar color coding makes dropped follow-ups visible.
Outcome:
Reps immediately know where momentum exists and where communication has stalled.
Genie gives the CRM hands, not just intelligence
Genie understands:
- Our stages
- Our research
- Our deal history
- Our health scoring and workflows
You can ask Genie to:
- Draft follow-ups
- Summarize opportunities
- Build business cases
- Suggest paths to close
Genie uses real prospecting, research, enrichment, and workflow tools. It chains steps, reasons, corrects errors, and learns without engineering work.
Outcome:
Reps describe the desired result and Genie handles the work.
We can build our own GTM nervous system
With Automations, teams can design revenue logic without engineering.
Teams can:
- Build workflows (Slack alerts, enrichment, ROI modeling)
- Wrap workflows in agents that reason and prioritize
- Control access, guardrails, and human approvals
Examples include:
- Watching for propensity spikes
- Validating meeting quality against the playbook
- Flagging sliding forecast dates
Outcome:
RevOps becomes a builder instead of a request queue.
The vision is to remove all shadow work from revenue
The goal is not to replace human nuance. The goal is to eliminate work that never required a human brain:
- Copying and pasting notes
- Hunting for context
- Forgetting follow-ups
- Guessing who to target
- Juggling disconnected systems
Outcome:
Human time is spent where human nuance matters. Everything else becomes automated, intelligent, and self-updating.
