E45: The inside scoop on GTM engineering with Clay's Everett Berry

Clay's Everett Berry breaks down how elite revenue teams are actually winning with AI today. We cover the GTM Engineer model Clay runs in-house, why prompt iteration and "taste" still matter, and the unsexy but vital work of segmentation, account scoring, and orchestration across the funnel. Plus, where AI SDR efforts go off the rails, and the concrete first steps a CRO should take to get real adoption and lift. Thanks for tuning in! Catch new episodes every Wednesday.  Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Timestamps: (01:16) — Guest intro: Everett Berry, Head of GTM Engineering at Clay (02:09) — Origin story → growth roles → discovering Clay (04:52) — What is a GTM Engineer? Clay's embedded (Palantir-style) model & why it works (08:10) — Automating the busywork: pre-call research & more (10:53) — Why many AI GTM pilots miss ROI, plus AI-SDR hype (17:01) — Agent scope and lossiness, checks/evals, and prompt iteration best practices (24:20) — Day-1 win: industry classification; when to use GPT vs. Anthropic for the job (27:54) — CRO AI rollout sequence (33:32) — Data foundations: pipelines, API realities, and org readiness  (41:25) — Org design: where GTM Engineering lives (52:10) — Team & stage: roles to hire, GTME + RevOps + agency model; what to insource vs. outsource (1:00:24) — Rapid fire questions