Jason Lemkin
Founder and CEO of SaaStr, the B2B software community and events business, and a SaaS investor who previously co-founded EchoSign and sold it to Adobe.
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Beliefs
Korrents What they believe 24 beliefs — each backed by an exact quote.
Each is a — compiled by korrents.com, not by them: the one-line wordings are korrents', the quotes are theirs.
Recent
The go-to-market plays all still work; it is the playbooks built around them that have stopped working.
So, so many of these GTM books are playbooks, especially folks selling courses and stuff, but they're playbooks. Run from the playbooks. Embrace the plays.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
AI is not taking the jobs people wanted; it is taking the jobs nobody wanted and the careers of everyone who is merely average.
AI is replacing the jobs people don't want to do today, and it is displacing the midpack and the mediocre.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The email-based sales development rep will be ninety percent displaced by AI within a year.
The emailbased cadence SDR will be 90% displaced by AI next year.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Show 21 more
Having a human qualify inbound leads is already obsolete, and the role should be extinct within a year.
The contact mess that we see, we have no need for them today. They should be extinct next year.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
AI will not give every salesperson superpowers; it will give the best ones superpowers and make the mediocre ones more mediocre.
a lot of old school GTM leaders are like, you know, AI isn't going to hurt sales reps. It's just going to make them give them superpowers. The best ones, yes, the mediocre are just going to be like more mediocre, right?
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Almost nobody should build their own AI go-to-market tools; buy them, the way you would buy any other software.
Don't build it yourself. You're not Versel. You don't have a full-time wicked awesome engineer that wants to build this.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
AI sales agents do not work out of the box; the training is the product.
I think it's important that it takes time to train these agents. They don't work out of the box.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Choosing an AI vendor on features is the wrong criterion: the best software with nobody to help you train it is the wrong purchase for almost everyone.
because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
A badly written AI outbound email is evidence of a bad vendor, not of a limit of AI.
And so what ends up happening is the emails that the AI write are pretty good. Okay? If you're getting terrible emails, it's a poorly trained product from a bad vendor.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Recipients do not care whether a sales email was written by an AI, so there is no point disclosing or disguising it.
And what we've learned is now we just send it. We We just send it and no one cares.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The bar an AI go-to-market agent has to clear is lower than people think, because it only has to beat the average rep.
The bar for good enough for AI GTM is not as high as we think.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Running a business on AI agents is more work than running it on people, not less.
We do more work with AI. I'm working the hardest I've ever worked.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The real cost of an agent workforce is that it never stops: agents work nights, weekends and holidays, and somebody has to review all of it.
it's exhausting because agents work all night and they work weekends and they work on Christmas.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The person who orchestrates a company's AI agents has to be promoted from inside, and it will not be someone from sales.
you've got to promote someone internally. It's got to be a nerd, someone that likes marketing and sales and is quant.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
In many software categories more than half of all prospects are now in market at once, against a historical three to five percent.
So, add all that up, 5%. In many categories, we're north of 50% in market. So, that just totally changes.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
AI is raising what a single sales rep is expected to produce by an order of magnitude.
With AI, he's trying he's targeting 3 to five million in revenue per rep. 3 to 5 million. Honestly, if this was three or four years ago for a similar company, it would be 3 to 500K. That's an order of magnitude more efficiency.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
You need far less scale than you think for AI sales agents to pay for themselves.
You don't need the scale of numbers that you and I have to make these agents work. You need you need a little bit of scale and you need a little bit of traffic, but not as much as you think.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The next constraint on AI adoption is not what the agents can do but how many of them a company can absorb.
And so that's going to be a headwind that today everything seems like it has tailwinds, right? Everything's on fire. But people are going to get exhausted for having so many agents.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The forward-deployed engineer inverts the old sales-engineer model: their first job is the customer's success, not supporting the reps.
This is inverted. The FDE's number one job is to make the customer a success.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
AI will leave the world needing more go-to-market people than ever, because the winners grow faster than the efficiency gains.
Net net, we're going to need more sales and go to market professionals than ever because the winners are growing so quickly that even if they're more efficient, they will need more human beings than ever.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Being a people person is no longer a sufficient qualification for a sales job.
we will always have salespeople, but being a people person is not enough anymore.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
Everything closes at a higher rate in person, and tech sales is automating anyway.
We should knock on more doors. We should do more in person. All the data I've ever collected shows everything closes at a higher rate if you go in person.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
The way to find where AI belongs in your company is to go through your own product anonymously and see which part makes you cry.
go fire up your browser. Do it in incognito. Go to your app and do everything with a fresh Gmail address. Try support. See how your support is. Try to contact sales.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
It is still early in AI go-to-market: the markets have not hardened and the good tools do not exist yet.
We don't even have great AI marketing tools. We're really early on these AIS SDRs. The markets have not hardened.
We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) Said 1 Jan 2026
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