AI-Driven Go-to-Market Strategies with Jordan Crawford

In this episode of Maxed Out: AI-Powered Selling for SMB's, Heath Barnett welcomes Jordan Crawford, founder of Blueprint GTM and a prominent voice in the go-to-market and AI sales arena. Jordan's straightforward insights and practical methods highlight his role in actively shaping the future of revenue and sales.

Jordan explores the concept of a "go-to-market engineer" and its impact on the integration of sales, marketing, and AI-driven automation. He introduces frameworks like PQS (pain qualified segment) and PvP (permissionless value proposition), demonstrating how a deep understanding and segmentation of customers lead to highly effective messaging. Additionally, Jordan shares his perspective on why many current AI sales tools fail to deliver meaningful results.

Listeners will hear about Jordan's initiatives, including Cannonball and the upcoming AI Barf event, where his team will build live AI sales campaigns for selected brands before an audience. The conversation also covers practical strategies for revenue leaders to move beyond AI hype and achieve measurable outcomes in an AI-centric landscape. Topics include targeting niche markets, leveraging unique customer data, conducting rapid experiments, and restructuring modern revenue organizations.

Whether you're a revenue leader seeking effective strategies, a sales professional navigating AI advancements, or simply interested in the evolution of go-to-market approaches, this episode provides actionable insights and forward-thinking ideas that are essential for succeeding in today's dynamic environment.

Chapters:

00:00 - Introduction
00:25 - "Evaluating AI Messaging Frameworks"
06:57 - Vertical SaaS and Industry Niches
15:05 - Rethinking Sales Playbooks
20:18 - Efficient Scheduling for Expanding Business
24:36 - AI in Marketing and Sales
30:25 - "Preventing Bounces: Unique Email Insights"
35:44 - Challenges of B2B Vertical SaaS
38:49 - Focused Restaurant Marketing Strategy
45:54 - Optimizing Outbound for Competitive Edge
50:06 - "Manual First, Automate Later Strategy"
53:23 - Optimizing Email Engagement Strategies
01:02:23 - "AI Oversight and Quality Assurance"
01:07:43 - "Urgent Customer Issue Research Request"
01:09:35 - AI Boosts Career Efficiency
01:15:06 - CROs: Organize Teams Around AI
01:19:59 - "Peloton YouTube Workout Hack"
01:21:20 - Outro

Quotes:

“We must transform our strategies to match the evolving buyer’s journey. Our only limit is ourselves.”- Heath Barnett

“Imagination is the only limit. Define your impactful message and build systems to scale it. Don’t wait for the future—create it.”- Jordan Crawford

Key Takeaways:

Stop Predicting, Start Engineering
Move from Persona to Situation
PQS & PvP: Frameworks for Cutting Through the Noise
Reverse-Engineering Go-to-Market Motion
Verticalization > Horizontal SaaS
Experiment, Iterate, and Get Hands-On
Human + AI: New Roles, New Mindset
Your Limitation Is Your Imagination

Connect with Jordan Crawford, Founder, Blueprint GTM
LinkedIn: https://www.linkedin.com/in/jordancrawford/

Connect with the Host: Heath Barnett, VP, Revenue at Mixmax
LinkedIn: https://www.linkedin.com/in/whatsupHeath Barnett Barnett/