Diagnostic Session: Why should you do a Diagnostic before you Apply AI to your GTM

Most revenue teams obsess over generating more pipeline. Very few spend enough time asking whether they’re attracting the right customers in the first place. In this Selling Intelligence Diagnostic Session, Alan Rudolph, Mark Petruzzi, and KK Anderson break down why ICP discipline, qualification, forecasting, and retention matter more than ever in the age of AI. Because AI can help you move faster, but it cannot tell you whether you’re moving in the right direction. The companies creating the most enterprise value today aren’t simply adding more technology. They’re building stronger revenue systems, making better decisions, and using AI to amplify what already works. Diagnose before you AI. #SellingIntelligence #GetAGS #ReimagineGrowth #aiforsales 0:00 Intro 0:28 Welcome Alan Rudolph 1:19 Introducing Diagnostic Sessions 2:12 What does “Diagnose Before You AI” mean? 4:35 Why AI amplifies instead of solves 6:24 Why CROs rush into AI too quickly 9:06 The cost of scaling AI in the wrong area 11:28 The Bow Tie Framework explained 12:16 Why traditional funnels are no longer enough 15:01 Why “Keep More” matters most 17:25 Diagnosing the front of the funnel 18:09 Find More metrics that matter 21:03 Why ICP discipline drives enterprise value 23:40 Why gut feel is not enough anymore 26:47 AI applied to a broken front of funnel 28:52 AI applied to a healthy front of funnel 32:24 Why behavioral competencies matter 34:42 What competency data reveals beyond win rates 36:52 The discount trap 39:03 Why selling value beats discounting 39:16 What investors want to see in sales metrics 40:12 Forecast accuracy as a leadership signal 42:14 Sales cycle diagnostics and next steps