Podcast Episode 20: Building Revenue Systems with Data, People, and AI — A Conversation with GTM Leader Kirko Papajanis 

Kirko shares actionable insights on hiring for humility, defining results-based roles, building data-driven GTM motions, and using research-backed ABM strategies to unlock predictable revenue. The conversation also dives into modern AI tools for revenue operations, customer journey audits, and the future of human plus AI sales teams — making this a must-listen for anyone focused on sustainable growth, revenue operations, or GTM leadership.

Episode Takeaways:

• Hiring for humility, curiosity, and desire outperforms hiring for pedigree. Kirko explains that the best revenue builders are learners first, and leaders should focus on shaping potential rather than chasing resumes.  
• Clear result expectations create alignment and accountability. Instead of traditional job descriptions, defining “position results” helps teams understand exactly what success looks like and how to achieve it.  
• Deep customer and market research fuels smarter GTM motions. Kirko’s ABM-style approach uses interviews, data intelligence, and company-specific insights to build targeted playbooks and highly personalized content.  
• AI accelerates prospecting, but human relationships remain the core of sales. Tools like intent platforms and AI SDRs streamline early outreach, freeing humans to focus on building trust, connection, and long-term value. 

Is Your Go-To-Market System Built to Scale? We Help You Find Out. 

Roadmap has launched the $25,000 GTM Acceleration Fund to help B2B teams move from guesswork to growth. We’re selecting 75 companies to participate in a national research initiative on Go-to-Market readiness.

5 companies will be selected to receive up to $5,000 in Roadmap services to build or optimize their Revenue Factory.

If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.

• Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608 
• Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb 

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