Transform Your Funnel with AI, Intent Signals, and Agent Workflows
Special Winter Pricing: Regularly $1000 is now 50% off—$500. Enroll here.
Course Overview:
Today’s B2B buyers operate in the shadows of the “Dark Funnel”—researching anonymously, forming group decisions behind firewalls, and ignoring traditional marketing tactics like gated content and cold outreach. This masterclass helps B2B marketers future-proof their demand generation strategy by using AI and agentic workflows to align with how buyers behave.
This is not a theoretical AI overview. It’s a hands-on, tactical deep dive into orchestrating marketing and sales strategies with AI, intent signals, and workflow automation. Walk away with a full-funnel AI playbook customized to your business and tools like ChatGPT, Drift, 6sense, Zapier, and more.
By the end of this 2-module course, you will:
- Understand how the Dark Funnel has reshaped the buyer journey — and why MQLs no longer cut it.
- Reframe your go-to-market plan around intent data, buyer signals, and group decisioning.
- Learn where and how to deploy AI across every stage of the B2B buying funnel.
- Build your agentic workflows using tools like ChatGPT, Zapier, Drift, Mutiny, and 6sense.
- Replace vanity metrics using revenue-aligned dashboards and attribution.
- Leave with a usable AI-powered go-to-market playbook for your business.
Why your business should invest in this course and AI now:
- Legacy marketing is failing in B2B.
- AI is here – but most teams don’t know how to use it.
- Let’s bring marketing closer to revenue.
- Future-proof your Go-to-Market Team.
- Tangible business outcomes:
- Better serve the buying journey.
- Increased conversion rates.
- Shortened sales cycles.
- Increased ROI from Martech stack.
- Lower CPCs.
- Enhanced sales & marketing alignment.
Can’t Attend Live? No Problem!
Even if you miss the live workshop, you’ll still get everything:
- Full workshop video recording
- PowerPoint slides
- Additional handouts
All materials are emailed to registered attendees within 24 hours after the live session ends.
Module 1 — Beyond the MQL — Helping you rethink B2B marketing in the dark funnel era.
We explore how the Dark Funnel is reshaping buyer behavior, why the traditional funnel is dead, and how to rebuild your go-to-market approach around real intent — not lists of unqualified leads.
You’ll leave with a clear vision of where modern marketing is heading, along with practical examples of what to do instead, and a blueprint to start orchestrating marketing that aligns with today’s buyers.
Key Takeaways:
Part 1 — The buyer has changed — Understand what the dark funnel is and how to respond.
- Legacy funnel vs dark funnel: What’s broken and why.
- Why MQLs are misleading and misaligned.
- Anonymous buyer journeys and team-based purchasing,
- The new role of trust, timing, and relevance in B2B.
Part 2 : No Forms. No Spam, No Cold Calls — replace outdated tactics with intent-first engagement strategies.
- The high cost of gated content and personalized outreach.
- What to do instead: AI Chat, ungated value, intelligent signals.
- The 5-part GTM framework.
- Why intent, orchestration, and aligned messaging beat MQLs.
Module 2 — AI to Agent: Operationalizing AI across the B2B Funnel.
Understanding AI is no longer enough — today’s B2B marketing teams need to be able to deploy it with precision. There is a gap between theory and action.
In this module, you’ll map your full-funnel journey against AI capabilities, explore top tools by funnel stage, and learn how to create autonomous agents that drive key actions — like lead scoring, content delivery, or SDR handoffs without human intervention. Whether you’re using ChatGPT, 6sense, Drift, or Zapier, this session shows you how to tie them together into a smart, agile, scalable go-to-market motion.
Key Takeaways:
Part 1 — Mapping AI to the Funnel — Where, how, and why deploy AI across each stage of your GTM funnel.
- Full funnel breakdown: Awareness — Nurture — Conversion — Retention.
- Matching use cases to funnel gaps — (Seeing low conversion — deploying AI lead scoring).
- Tool showcase — which AI tools are right for which funnel problems.
- Live walkthrough of an AI-enhanced buyer journey.
Part 2 — From Prompt to Play — Designing Agentic Workflows — How to build lightweight, autonomous AI agents that take work off your plate and move buyers.
- What is agentic AI and how is it different from automation?
- Anatomy of an agent — Role, Trigger, Prompt, Action.
- How to chain tools to build real agent workflows.
- Common agent use cases we look at:
- Lead routing
- Smart out bounding
- Content sequencing
- Intent trigger responders
- Forecasting and summaries
- Improve marketing efficiency: Learn how to build AI workflows that reduce manual work, increase accuracy, and free up time for strategy.
- Boost ROI from existing tools: Discover how to get more value from tools like ChatGPT, 6sense, Drift, and Zapier—tools your company may already be paying for.
- Align marketing with revenue outcomes: Replace vanity metrics with dashboards that tie your work to sales performance and business impact.
- Stay ahead of the curve: Gain practical AI skills your peers don’t have yet, helping your team lead—not lag—on innovation.
- Walk away with a ready-to-deploy playbook: Apply course insights to current campaigns right away, accelerating implementation and proving value fast.
How to Convince Your Boss Why You Should Take this Class:
- Improve marketing efficiency: Learn how to build AI workflows that reduce manual work, increase accuracy, and free up time for strategy.
- Boost ROI from existing tools: Discover how to get more value from tools like ChatGPT, 6sense, Drift, and Zapier—tools your company may already be paying for.
- Align marketing with revenue outcomes: Replace vanity metrics with dashboards that tie your work to sales performance and business impact.
- Stay ahead of the curve: Gain practical AI skills your peers don’t have yet, helping your team lead—not lag—on innovation.
- Walk away with a ready-to-deploy playbook: Apply course insights to current campaigns right away, accelerating implementation and proving value fast.
Who Should Attend?
- Demand generation marketers looking to move beyond outdated MQL models.
- B2B marketing managers and directors who are seeking to modernize their go-to-market strategy.
- Marketing operations and RevOps teams focused on systems, automation, and alignment.
- ABM strategists who need to align outreach with intent signals and buyer behavior.
- Martech specialists who are tasked with deploying tools like ChatGPT, Drift, 6sense, Zapier, and more.
- Consultants, agencies, and in-house teams supporting B2B revenue acceleration efforts.
- Anyone who wants to close the gap between AI theory and actionable marketing execution.
Download Material:
- Full video recordings with slides and instructor audio.
- Complete slide deck in PDF format, including checklists and examples.
The Presentations:
- The workshops are live so that you can ask your questions about specific B2B demand generation challenges.
- All DMAnc.org workshops are recorded so that you can revisit the material at your convenience.
- Step-by-step instructions with numbered lists so you can implement these techniques yourself.
- Included are numerous real-world examples and case studies showing measurable results.
The Presenter:
Komal Helyer
Komal is Managing Director at global CRM agency Profusion, and an award-winning Fractional CMO. She has over 23 years of experience in email, martech, and digital marketing. Previously VP of Marketing at Pure360, Komal now spearheads the go-to-market, retention, and brand strategies for many B2B, eCommerce, Financial, and Travel businesses and agencies.
A passionate digital marketer, Komal is also Chair of the DMA Email Council. As a key industry thought leader and events speaker, Komal is a sub-editor @ The Modern Retail and writes for many other publications, including Forbes. She is also the judge at many prestigious awards, including the DMA Awards & eCommerce Awards. She’s proud to be an instructor for the Institute of Direct Marketing (IDM) and the DMAnc.org, teaching numerous marketing courses including B2B Marketing, Digital CRM, and Email Marketing.
The instructor was a wealth of knowledge, and you could clearly tell that she was excited to share it with us.
The presenter provided up-to-date, usable information that we could bring back to our daily jobs to improve our productivity and marketing efforts. This class was extremely informative.
Workshop dates and times:
Winter 2026
Module 1: Beyond the MQL – Helping you rethink B2B marketing in the dark funnel era.
Tuesday, February 3, 2026, from 9:00 a.m. to 11:00 a.m. PST.
Module 2: AI to Agent: Operationalizing AI across the B2B Funnel.
Tuesday, February 10, 2026, from 9:00 a.m. to 11:00 a.m. PST.
