About this Episode
“Most teams are trying to do what they did before, just better, faster, and easier. That's why AI's goal is to book meetings. And the question is, is that all AI can do?”
Topics Covered
Why AI shouldn't just make old GTM motions cheaper — the bigger opportunity is doing something different across the buyer journey
Why the future of pipeline is still deeply human, since generic AI outreach gets ignored while effort, trust, and community cut through
How AI can cover more of the buying process than most teams expect — not just meetings booked, but education, qualification, and solutioning
Why optimizing for meetings booked is still a seller-first model, when the real goal is a more helpful buying experience
How Jonathan used four pillars to build trust at Momentum: customer amplification, trusted communities, valuable content, and surround-sound visibility
Why a 200-prompt GTM library Jonathan personally wrote generated more pipeline than anything else that year
Frequently Asked Questions
Why does Jonathan Kvarfordt think most teams are using AI too narrowly in GTM?
Because they try to make old workflows, like meeting booking, faster and cheaper instead of using AI to create a fundamentally better buyer experience across the whole decision process.
What are the four pillars Jonathan Kvarfordt used to build trust at Momentum?
Customer amplification, trusted communities, valuable content, and surround-sound visibility.
What generated the most pipeline for Jonathan Kvarfordt in a single year?
A 200-prompt GTM library he personally wrote — more than any other single initiative that year.
Why is optimizing for "meetings booked" still a seller-first model?
Because it measures success from the seller's perspective rather than asking whether the buyer actually had a more helpful buying experience.
About the Guest
Jonathan Kvarfordt is VP of Marketing at 1mind, where he works at the intersection of AI, GTM, buyer experience, and revenue strategy. He previously built AI-led GTM motions at Momentum focused on trust, community, valuable content, and human-first pipeline generation.
LinkedIn →About the Hosts
Mada Seghete is the CEO and co-founder of Upside, a next-gen revenue intelligence platform for B2B leaders. Previously co-founded and was CMO of Branch, helping scale to $100M+ revenue. Cornell Engineering graduate with Masters and MBA from Stanford. Partner at XFactor Ventures investing in women founders and organizes yearly retreats for 100+ women founders.
LinkedIn →Ethan Smith is Founder and CEO of Graphite Growth, a premium Vertical AI Growth Agency that helps companies like Webflow, Notion, MasterClass, and Captions drive sustainable revenue growth via SEO, content, and AEO (Answer Engine Optimization). Ethan is also an adjunct professor at IE Business School.
LinkedIn →
