Co-Founder @ A1M. Award-Winning Marketer Building AI Tools. Mediocre Call of Duty Player.

It all started in 1995 when my grandpa bought a copy machine and I started making counterfeit bills with my classmates pictures where the dead presidents should be. I sold them for $2 a piece or 3 for $5 until the school shut it down, so I switched to selling mix tapes before moving onto building geocities sites for local businesses. 

Some kids grew up playing with dolls or legos; I grew up playing business.

My most profitable childhood venture was mowing the neighbors lawns - I later learned that this was partially because my grandfather was fertilizing their yards while they were at work. This was before Nest and Ring when the only home security was the stay-at-home parents in the neighborhood and they didn't snitch on each other. 

I had an unconventional childhood which left me with a strong sense of purpose and confidence that I could conquer anything I chose, regardless of my experience or expertise in an area, as long as I work hard.

This led me to be the first-in-the-family to do a lot of things; starting college part-time at 15, moving to Italy at 16 for a year abroad, launching and selling a company in my early 20s, moving from a 7,200 person town to NYC to work in VC-backed startups, publishing a book, selling another company, being on tv, speaking at conferences around the country, grad school, and more.

Nearly 3 decades after my first (childhood) entrepreneurial venture I'm still in the business of building businesses and love it.

Outside of my day-to-day work you can find me advising startups and mentoring the marketing & revenue leaders of tomorrow.

Jess Bahr🚀

I don't know what happened at ClickUp, but whatever it is it's working. 

They are hands-on the brand I'm expecting to have the biggest 2026.

Jess Bahr

B2B Growth Consultant | I Build Marketing Systems That Scale Traffic, Pipeline & Revenue

Jumping on the trend because 2016 was a life-changing year, hopefully in the same way 2026 will be. 

I unapologetically threw myself entirely into my career and work at Socialflow, including moving to Midtown just a few blocks from the office and easily make it to Facebook, Twitter, LinkedIn, and Tumblr offices for client meetings and events.

Spoke at Social Media Week NYC, Social Media Breakfast Madison, DreamBank, made my TV debut on Al Jazeera Media Network, contributed to Social Media Today, LLC and a handful of other online publications.

Built and launched my first online course, on Pinterest advertising. Shout out to Michael Pomposello and Josh Satler for letting me use their office space to record. 

Hired Ethan Maruscak as an intern (which stirred up a lot of industry drama somehow) before re-hiring him as an intern again the next year.

Waited 14 hours in line for Snap Inc. Spectacles to be the first person who didn't make the cut to use the vending machine (!) but a stranger who saw my Periscope sold me an extra pair he bought. (I actually rage-DM'd Spectacles on twitter and Evan Spiegel himself responded. I later apologized.)

Not related to business at all, but at least 10% of my 2016 photos are of Liquiteria acaia bowls. Another 5% are screenshots of snapchats from Justin Kan or Morgan Brown holding post it notes with growth hacks and book recommends. 50%+ are screenshots of ads. IFYKYK.

Also, in 2016 I joined Equinox which was life changing in a different way.

Just a reminder, humans also create shitty content, not just AI.

Half my LinkedIn feed is 20 year-old versions of this guy trying to sell you nothing wrapped in AI.

What a time to be alive. The Pizza Index broke the news on Venezuela before the media did.

This has nothing to do with B2B marketing.

A few years ago I switched to UPLIFT Desk for the sole reason that I had zero patience and they would ship it out faster. 

Betweeen the weight of too many ultrawide monitors, 3D printers, and a super heavy LIAN LI oversized case, standing desks don't last me too long until the frame starts beinding or the desktop starts warping.

This desk has become an exception though. 

I was very rough on it and the casters started bending out so I reached out to Uplift and they sent me replacement ones the same day. Turned out the casters failing caused an issue with the feet of the desk so I reached out again and just like the last time, they sent me replacement fee the same day. 

Hands down the easiest warranty claim/replacement experience I've gone through. 10/10 will continue buying from them.

Social Media in 2026 is a bit weird. 

Somehow my Facebook feed is a ton of pages I don't follow and LinkedIn is a ton of posts from people I don't follow that people I do follow commented on.

Since cancelling LinkedIn premium my impressions per post caps at 50(ish) and only a few engagements, so I've been running a few experiments organically.

(this post is an experiment, see bottom of text for more).

Here's what hasn't worked to increase visibility:
⋆ Renewing premium (maybe it has to be SalesNav, idk)
⋆ Posting more often
⋆ Sharing great resources (there's a video from Daniel Pink I shared a few weeks ago you should go watch)
⋆ Commenting on other posts

Here's what has worked:
⋆ Boosting the post, which LinkedIn has prompted me to do with every. single. post.


Anyway, Colin Stewart-Perreault 🧙 said I could get 500% more impressions if I post a pic from a private jet so here is a pic from the last time I flew private. Based on the headphones (which came free with the phone at the time) can you guess what year it was?

Things I left in 2025 - Google workspace.

Fastmail, for email and domain related stuff, has given me more features for just $6 a month.

Open article: Create your Fastmail account by join.fastmail.com

If you're a brand on TikTok and performance is starting to tank, you need to know that it isn't you, it's them. You're perfect.

If you don't have a slide deck with each month laid out, feel free to steal these from me: https://lnkd.in/g5Wx3_3K

A lot of people are worried about AEO when you can't even tell what they do from their website.

This might be absolutely nothing, but, I've been seeing a LOT more posts with a "repost" CTA.

Perhaps in this new weird LinkedIn algo shares are a higher intent signal?

also, why 'repost' and why not 'share'?

comment "SHARE" if you're going to test this.

I'll die on the hill that 2026 is the resurgence of IC responsibilities at senior levels.

It's creating an insane opportunity for young marketers who are willing to outwork everyone else in the room.

Yes, I said young, which we're not suppose to say. We're suppose to say "early career" or use other non-age centered terms but I'm saying "young" because I think that's exactly who it's going to be.

We are going to see someone in their mid-20s get a role like what I posted below, and absolutely crush it. 

In five years they're going to be a CMO speaking at a conference about how to do what they did when the reality is their growth is not repeatable and the tactics that made them successful aren't applicable to 90% of the businesses in the room.

Secondarily, we'll see a group of senior marketers who are able to bridge the gap and do the hands-on work while also building strategic direction (and probably category creation) without getting too lost in the weeds or getting discouraged being asked to prove ROI of initiatives that probably take 12 - 16 months to see any positive return.

Honestly I think the second group, senior leaders who can be hands on while also building long term strategy, is going to be much harder to find and some companies are going to burn through marketers before realizing they're trying to find a unicorn.

(If you're reading this and the role sounds like a fun challenge you should 100% apply. I have no affiliation with AirGarage, from the reserach I did the company looks solid and they're solving an actual market failure with revenue tied to it.)

I don't know if this is the best idea ever or completely unhinged and I should delete this post.

I want to host an SKO focused on my business growth/professional goals for the year and how the house and family stuff all fits in together with that. Just me, my husband, probably a 90 slide deck, and all of 2026 laid out. 

Our kid is optional on the attendee list because I already know she'll think this is cringe but she'll show up if there is free food.

Here's my thought process; Building a career, let alone a business, is not a solo venture. 

I sit at my desk and do 2026 and quarterly planning with myself, but my success is not solely dependent on myself, its heavily dependent on my husband as my partner in life even though he is not an active partner in the business. 

All of the house stuff and parental responsibilities impact my career and business so why not bring it all together?

For example, my husband being the primary caregiver for our kid directly correlates to my mental and emotional energy for work, so why not pull him in so he also can see how what he is doing directly translates to dollars in our family's pocket. 

We've dabbled in annual family planning for a few years now so maybe it's time to kick it up a notch.

I think where I'm feeling unsure about it is that, at this point in life, my business and I are one in the same so it feels unapologetically me-focused. 

I don't know though, it feels like the right move but also absurd.

What do you think?

Another 2026 prediction, that I think isn't going to last for just 2026, is more and more marketers leaving digital marketing in tech for totally unrelated fields.

Maximus Greenwald

ceo @ warmly.ai | revenue ops obsessed | ex-google | follow to watch me try to build a sales tech unicorn

Follow me for researched insights around Demand Gen, Sales & Marketing problems and how they can be solved with AI, grit & Purple Cow Marketing 🟣🐮.

Go-To-Market & Marketing for B2B will change forever with AI. From talking to 100s of CMOs & CROs from our customer base, we will soon see legendary, small demand-generating marketing teams who create massive pipeline with full-funnel orchestrations & automation. I'm deeply passionate about building AI Marketing & Sales Agents to aid this evolving landscape. 

Founders - Read my founder newsletter "Going CLEAR" to get the behind-the-scenes on growing our AI Marketing startup, Warmly. https://www.linkedin.com/newsletters/7174798574000439296/

GTM Teams - How to build a repeatable sales motion from 0 to 250+ paying customers:
> https://www.growthunhinged.com/p/the-path-from-0-to-100-paying-customers
> https://www.growthunhinged.com/p/a60761fe-4af2-4a29-9ca7-7b479565f31a

Personal interests: triathlons, telemark skiing, chess, rugby & freestyle rap (amateur but having fun)

Warmly,
Max

Cofounder & CEO

maximus greenwald

My cofounder Alan Zhao makes his 9 reports work overnight. Is he cruel? No - his reports are all AI Agents for Marketing & Sales. 

Today - he's releasing his 9-agent guide that's made him a 1-man marketing team producing $1,000,000+ in qualified pipeline/month. 

⭐️ Comment "Agent Guide" & I'll DM it to you.

What does Alan do? At our startup, Alan sits at the intersection of Marketing, Customer Success & Product focusing on eating our own dogfood, using AI GTM Agents, & increasing our own pipeline.

In order to run his 9 reports to maximum efficiency he firsts pulls together a GTM Brain of sorts including all of our:

- Intent signals (info from Warmly, on who visited, which pages, how long, when)
- CRM data (deals, contacts, lifecycle stage, last activity)
- Slack conversations (what are reps saying about accounts?)
- Call recordings (what did prospects actually say?)
- Enrichment data (info from Warmly, on company size, tech stack, ICP fit)
- Ad impressions (who's seen which campaigns?)
- Outreach history (who already got a message, and when?)

Then he commands his agents to split our TAM into:
- those in-market now (--> send to reps immediately every morning)
- those not yet in-market.

With the latter he'll give off agent tasks to serve them:

- LinkedIn ads (like a video about our Marketing Ops Agent)
- Retargeting (stay top of mind)
- Content (blog posts like this one)
- Automated nurture (email sequences, but thoughtful)

The goal is simple: keep them aware and engaged until they ARE in-market.

Some of his favorite marketing agents:

1/ Lead List Builder
Queries the context store for today's high-intent accounts. Filters by ICP tier, checks outreach history, identifies buying committee. Outputs a prioritized list for our SDRs with full context on each account.

2/ LinkedIn Audience Manager
Takes the buying committee contacts from high-intent accounts and adds them to our LinkedIn ad audiences. They'll start seeing our ads within 24-48 hours.

3/ Attribution Analyst
For deals about to close, it builds the complete buyer journey. Scours CRM notes, call recordings, Slack notifications, chat messages. Answers the question everyone always asks: "Did our ads influence this? When did they first engage? What content did they consume?"

4/ Content Writer
Takes everything he's learning from running GTM and helps him write about it. It has access to the same context store, so it can pull real examples.

ps. Comment "Agent Guide" & I'll DM it to you!

ceo of warmly.ai, the #1 GTM brain for agents and humans | sharing behind-the-scenes marketing insights & trends | ex-Google & Sequoia scout

Most founders spend years asking one question: “Can I make this work?”
The better question is: “Can I distribute this?”

Episode 6 of Founder Brand - "Content Flywheel" with Dave Gerhardt is live (full ep in comments). This one forced me to face a few uncomfortable truths about building in public.

Even a 1 of 1 product doesn’t win on its own anymore.
Everyone’s bullshit meter is high. We’ve all been told everything is faster, better, & different.

That’s why product market fit isn’t enough.
You need product market message fit.

If you can’t scale belief in what you built, it doesn’t matter how good it is.
This is where the content flywheel actually matters.

Not because founders need to post more.
But because once you train your brain, almost everything becomes marketing.

- An internal sales meeting
- A hiring conversation
- A pitch that landed
- A joke a rep made on a call
- A lesson that showed up in Slack

Most founders keep this trapped inside the company.

The best ones turn it outward.

Create something once. Get leverage from it everywhere.


Dave in the episode talked about how one conversation can turn into:

- Multiple LinkedIn posts
- A newsletter theme
- A future episode

The biggest bottleneck isn’t editing or ideas especially in the age of AI.

It’s hitting publish.

Most founders say, “I’m not ready yet.”
At some point, you have to commit for a year and see what compounds.


Warmly,
Max

PS. I’m on a quest to tell my story as a founder. Follow along as I build my founder brand.

PPS. To unlock our next chapter (Series B), we need to scale from $5M to $10M ARR so we can continue to help GTM teams build pipeline. With Warmly, marketers know exactly who to target and sales rep only work the hottest leads.

A word for everyone out there doing something really hard this year: 

Make sure you're not holding the handle bars too tight, it makes the bumps hurt more.

I have received 5,000+ sales emails in the last few years. I’ve only responded to three, ever... 😳 

4998 of them weren’t good IMHO.

Here’s one of them attached that I responded to with a play-by-play analysis on *why* I responded 👇

1️⃣ “Max > 6sense ” - as his subject line. He knew this was a competitor we ran up against. Granted we do extremely well here, he had my attention now. FWIW, he probably could have inserted any competitor's name and it would have done the trick.

2️⃣ Ok. So he piqued my interest. What’s the next line I can see on my phone after the eye-grabbing subject line? FYI free tip. Most executives read emails on the go and the iPhone app has a different preview length so you must be concise. 

His email then reads ”X is probably not as friendly of a solution but they offer a number of integrations.” Again, he speaks two facts here. The first is something we often hear from customers and the second is one that relates his assumed pain for us and his value proposition: integrations. 

3️⃣ He then after points out our competitor’s # of integrations, asks what is the “business impact” against win rates which is a critical business metric we are focused on. Damn. This guy is good. He doesn’t just ask for a demo. He makes me think about the negative business impact of not talking to him. He’s got me hooked 👏

4️⃣ To add icing on the cake, he references similar companies to Warmly like PeopleDataLabs and Hubspot. Logos he knew I would recognize AND respect. Used them as validation and social proof. A critical step in a sales email.

5️⃣ Ends with a simple, sweet, CTA, with a PS to make it feel even more personalized. 

Did I respond to this cold email? You bet. 

I also added him on LinkedIn and put him on my ‘must recruit later’ list which trust me, I will hire him.

At the end of the day. Sellers have to recognize this cold heart truth. 

Executive buyers are in Zooms all day long. Back-to-back meetings. 

I barely have a chance to respond to important emails, internal Slacks, or even family texts (sorry mom). Plus my assistant moves cold emails to my cold email folder for quarterly review.

What makes you think you’ve earned a response to your automated sequence if you’re going to hit me cold? 

Now go check whether you have any warm leads to spend extra time on instead of hoping that I’m bored and scanning through my cold email folder

Impact > Activity 

Warmly,
Max

Going Clear Day 743: Today I'm sharing our CAC Payback Per "Channel" - though with all my heart I hate isolating out particular channels.  I'm curious where folks think I should place my marketing $$ in 2026?

Quick soapbox: 
-----
B2B marketing is an omni-channel problem. You need to work prospects all-over and when they're ready they will engage. Yes some channels will be more effective than others.

But almost never does a lead come inbound only because of just 1 channel.
------

Anyways back to our analysis. Here's what we found:

- some channels are getting more efficient
- some channels are staying steady. 
- some channels are a few are still high-risk bets.

Here’s the breakdown:
1/ Content & Social: fastest payback - still ~3 months 
[hard to "spend" on / scale]

2/ SEO / AEO: compounding predictably - ~3 months

3/ SDRs: big improvement - from 14 → 10 months
[SDRs have a big hidden influence on Content/Social]

4/ Paid Ads: also improving - from 16 → 10 months
[some ads are for defense but I still factor that in]

5/ Conferences: experiment is ok, long payback & surprisingly we only got our Micro Tier deals here
[we also learn a lot when we go to conferences]

5/ Outbound Marketing: experiment is ok, long payback, small deals only so far
[lots to optimize here that takes longer than a quarter]

We’re keeping the approach simple:
→ 75% of our effort goes to what we know works
 → 25% stays open for new bets (because nothing scales forever)

The goal isn't to “find the silver bullet.” It's to double down on efficient, repeatable motions... while always testing for the next one and recognizing that you need 5+ channels working to growing pipeline in 2026.

How are you balancing proven plays vs new bets heading into 2026?

I've raised over $22M in VC Funding with this Data Room Folder Structure (do NOT forget the README):

Background: 

I'm a first time founder and had to spend a lot of time learning how to fundraise. Been turned down by 100+ investors, and am lucky to have 35+ investors (funds, angels, etc).

We've raised a Pre-seed from Accelerators (YC, Techstars, On Deck), a Seed, Seed Extension, Series A and Series A Extension.

This structure is what seems to work the best.

Folder Structure:

README: Coach investors on how to understand your business and in what order. Messy diligence folders mean they give up sooner.

0/ Deck

1/ Origin Story of Warmly - Pivots, cofounder background & transparent updates (85+ updates over 6 years now)

Why: Engender human empathy. I'm human, our founding is a fun, thrilling story. Investors like metrics but they invest if they love the founder. It also shows I'm coachable

2/ GTM Tech Overview - Primer on our space & overview on intent data

Why: Frame investors' thinking. They are horizontal and I am vertical in my area. Show them I'm an expert, don't tell them

3/ Product Overview & Details - videos & slidedecks explaining the problem we solve, several product roadmaps and 3rd party evals on the quality of our data

Note: Importantly is the file format. Some like videos, some 1-pagers, some slide decks

4/ Customers - Customer file, segmentation, retention & churn analysis, example customer collateral

5/ Business - Team overview, comparable exits/funding, competition, KPIs, historical P&L, financial projections, past board decks

Note for 4 & 5: Before Series B, you only need (a) some hero stories of happy customers, (b) overview stats and (c) light financial projections. At Series B you'll need to switch from just storytelling to metrics.

In the early stages, don't listen to VC investors who demand all this hardcore quantitative analysis. They say they want that but thats not how the underlying reasons they actually invest.

6/ GTM - Pipeline forecast, overview of top channels, sales rep performance, sales efficiency overview

Note: this is important for Series A & beyond if you're B2B

7/ Legal - Incorporation, Summary Cap Table & Other Docs

ps. I do a "Pre-Commit Data Room" and a "Post-Commit Data Room". What is in the Post-Commit Data Room? All the more sensitive stuff. Make investors commit to joining your round if they want access. Can't give the goods too early!

There's a new objection that SAAS/AI vendors are facing in 2026: why can't I build this in house with OpenAI/Claude?

Here's our story: Last week we had our renewal for our Customer Success platform, which sits on top of our Hubspot instance. 

It's $15k/year and provides health scores and alerts for CSMs.

But one of our CSM's Keanen Maas and our head of product Carina Boo said we could probably vibe code our use cases in a few hours. 

Using Claude Code + Google Sheets + some MCPs, they built a 99% replacement... so we churned.

The old build vs buy equation isn't an equation if building it is (a) not hard to maintain and (b) can be built by non-technical teams.

For SAAS/AI Vendors out there here are 3 ways to try to mitigate this objection:

1/ We'll build faster: we use Claude Code too and we can code more value than you will for your static 1-time replacement

2/ We have unique data: our solution has something you can't scrape from the web or leverage from your proprietary data. You need us to accomplish the task

3/ Custom experiences with professional services: we'll build you a custom-flavor of our generic software that perfectly fits your use cases (maybe via a Forward-Deployed Engineer).

What else am I missing?

The next wave of AI is dynamic reasoning in environments where the answer key is always changing (& the battlefield will be won in 2026-2027).

Consider GTM (Warmly,'s space):
- Your ICP shifts as your product evolves
- Competitive positioning changes quarterly
- Buyer personas vary by segment and market condition
- What worked last quarter may not work this quarter

Every deal is different, and every company's GTM motion is unique

Bluntly put: the world changes.

The "right" answer depends on context that didn't exist six months ago. The model needs to learn continuously from outcomes, not just retrieve from documents.

The companies that win this wave in 2026 will build something fundamentally different: not AI that retrieves answers, but AI that develops judgment through continuous interaction with dynamic environments.

Let's take Palantir as a case study:

Before LLMs, Palantir competed with Snowflake and Databricks on data infrastructure. The market saw them as enterprise data platforms, expensive, complex, government-focused.

Post-LLMs, Palantir no longer believes they have any competitors.

Why? Because they made a different architectural bet.

Snowflake and Databricks optimized for SQL and query throughput: get raw data into tables, run fast analytical reads, ship dashboards and models on top. They built infrastructure for answering questions about data.

Palantir built an ontology, a world model where data is represented as objects, relationships, and properties. 

Nouns, verbs, adjectives. Named entities, typed relationships, constraints. 

Not tables and joins, but the way humans actually think about their domain.

When LLMs arrived, this ontology became the perfect interface. Models don't want a trillion rows. 

They want a structured, language-shaped substrate: something you can linearize into a coherent prompt, traverse, and act on.

The results speak for themselves with Palantir: 
- 30%+ year-over-year growth accelerating
- 50%+ growth in U.S. Commercial

One of the fastest-growing enterprise software stocks.

The market is recognizing something important: ontology beats query optimization when AI is the consumer of your data. 

It allows AI to reason over your business the way humans actually think about it—not as tables and joins, but as entities, relationships, and meaning.

Palantir proved the thesis. Now the question is: who builds the ontology for each vertical?

For government intelligence and defense, Palantir won. For GTM, the seat is empty for now but we want that to be Warmly,

Stay tuned to learn how we're building a GTM context graph

What actually happens on your website while your team is asleep? For most companies, the answer is nothing. But a huge portion of traffic happens outside working hours - often 30–50%.

That means dozens (sometimes hundreds) of visitors show up every night with intent, questions, or confusion… and no one is there to help them.

- Someone trying to understand a feature
- Someone evaluating your product
- Someone ready to book a demo

All gone cold by the morning.

And the worst part? These aren’t “nice to have” conversations. These are warm leads.

For years, companies have tried solving this with basic chatbots, but honestly, most are either too dumb to be useful or too time-consuming to build.

Excited about our new AI Studio - a way to build fully autonomous AI agents that act exactly like a member of your team & can be created in under 3 minutes.

It’s as easy as:
1/ Upload your additional content (we auto-pull your website content)
2/ Configure tone & rules
3/ Done

Your agent learns everything about your product, and you can deploy it instantly.

Plus you can build multiple agents for different use cases

The outcome?

- Fewer missed conversations
- Lower support headcount pressure
- Faster response times
- Higher demo conversion
- A more human, helpful website - 24/7

If you’re already a Warmly customer, reach out to your CSM to try it.

If you’re not, now’s the time to experience what it feels to have a full time Inbound SDR.

I exported my LinkedIn network from 2019 (when I started Warmly) & 2026 (today) to crunch what changed. There were 3 big shifts that mirror my own shift from Founder --> CEO:

Shift 1: founders building anything --> GTM professionals in my space

Shift 2: junior employees --> c-suite

Shift 3: sales (where we started) --> marketing (where we're going).... though all this is muddied by the merging of sales/marketing in GTM :) 

Background: The data from 2019 was admittedly small (~1,200 connections).

The majority were:
- Individual contributors
- Early career friends
- Managers building their first teams

Titles were mostly: Founder, Sales, Account Executive, Manager, Early-stage operators

My network reflected where I was: learning, experimenting, & building reps.

Fast forward 2025 (26,500+ connections) and the standouts are
~16% Director / Head-of GTM
~12% Marketing & Growth

More execs, more builders, more people solving the same GTM problems from different angles.

I realized as the problems I worked on became more specific, the people around me evolved too.

You'll notice my highest percentage of connections is still Founder/CEO. 

First - I haven't lost my desire to learn/grow from others around
Second - I've made a lot of friends / and connect with folks who want to follow my journey as I (start) to be able to share lessons/learnings instead of just consume them

For others out there - if you exported your network from 5–6 years ago, what would it say about who you were building toward back then?

Your startup feels less like a startup when:
- you re-use your Annual Kick-Off presentation template 3 years in a row ✅

- you manage to get everyone on to just 1 project tracking tool down from 6 (Linear) ✅

- you start to care about margin ✅

- someone who used to work with you and went to their next career chapter comes back to work with you a second time ✅

... what am I missing?

"Prideful Targeting" is the first Deadly Sin of AI Marketing --> sticking to just accounts, not people.

Welcome to a new series by Warmly, - 7 Deadly Sins of AI Marketing. Today is #1.

These are mistakes we've made ourselves, or keep seeing teams make across GTM.

The first is not recognizing that AI has allowed us to "Yes, And" an ABM list. 
Yes - get the accounts.
And - get the people behind the accounts.

You ever chase an account for 6 months… and then find out the buyer left 3 months ago?

That’s the frustrating part of an ABM list in the world before AI.

ABM tells us we’re doing the right thing - targeting ideal accounts, personalizing by industry, aligning with sales.

But as we know - accounts don’t buy software. People do (until the robots take over).

And people change jobs, priorities, and vendors constantly.

If your GTM still targets companies - ignoring the people inside them - it’s already misaligned with reality.

That’s Sin #1 of AI Marketing: Prideful Targeting

Believing your account list is smarter than the market.

Person-Based Marketing with tools like Warmly, flips the model:
✅ Tracks real buyer signals - who’s researching, who’s switching roles, who’s ready now
✅ Uses AI to score people based on fit and timing - not just job titles
✅ Activates across email, ads, site, and outbound - when buyers are actually in motion

ABM gave us structure.
PBM (Person Based Marketing) gives us precision.

You don’t need to just chase companies anymore.
You need to meet buyers where they already are.

#deadlysinsofAImarketing

The 3rd Deadly Sin of AI Marketing is Gluttonous Pipeline --> saying its qualified when you know its not.

Last week we covered the first 2 of 7 Deadly Sins of AI Marketing: Prideful Targeting and Sloth-y TAM. 

These are mistakes we've made ourselves, or keep seeing teams make across GTM.

Ever run a campaign, book 30 meetings… and close one deal?

Definitely not a pipeline problem but a gluttony one.

This is the third deadly sin of AI Marketing: Gluttonous Pipelines

More leads. More accounts. More activity.
We chase more when what we really need is better.

Most marketing teams today still operate like it’s 2018:
- Pull a massive TAM list
- Run ads, outbound, sequences to all of it
- Celebrate engagement like it’s revenue

Meanwhile, the sales team is buried under cold leads and half-fit personas they’ll never close.

Here’s what changed for us in 2025 (& now '26):
✅ We stopped chasing volume
✅ Started scoring every lead and account based on real-time intent
✅ Used AI to identify true ICP and buying committees
✅ Pushed our team to have 3x coverage of real pipe instead of 5x coverage of fake pipe

And now (thanks to advances in GTM AI) we're replacing spreadsheets with autonomous agents that do the heavy lifting:
→ Rank leads by fit and likelihood to buy
→ Build dynamic buying committee lists
→ Sync across channels automatically
→ Keep everything updated as new signals emerge
(all possible with our TAM Agent but possible to do in other GTM tools too!)

Important to ask your reps & your revops team: how much of your funnel is truly sellable right now?

#7deadlysins #aimarketing

GTM will move from a tech stack to a tech graph by 2027. 

Great advice from Alan Zhao on how to prep you organization:

Cofounder, Head of Product, Marketing, & AI @ Warmly.ai | Building the GTM Brain | #1 Context Graphs for GTM Agents & Humans

Ever feel like your GTM stack is “done”… but nothing actually feels easier?

All the tools are connected, workflows are running.
And yet you’re still manually deciding who to reach out to, what to say, and when.

I kept running into that wall, and it bothered me more than I expected.

So I wrote out how I think about what comes after workflows, based on what we’ve been building at Warmly - how agents should make decisions and why GTM is harder to automate than code.

If you’ve hit this point too, this will probably resonate!

We've reached the point where the playbooks stop. What happens when you've connected all the tools, wired all the data, and still don't know what's ne

Open article: The Agent Architecture for GTM: A Framework for What Comes After Workflows by Alan Zhao • 8 min read

The Agent Architecture for GTM: A Framework for What Comes After Workflows

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jess Bahr🚀's LinkedIn Performance

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