From one piece We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr) 24 beliefs, in the piece's order there
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korrents.com
It is still early in AI go-to-market: the markets have not hardened and the good tools do not exist yet.Their words
We don't even have great AI marketing tools. We're really early on these AIS SDRs. The markets have not hardened.
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Their words
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.
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Their words
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.
+ 21 more
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Their words
we will always have salespeople, but being a people person is not enough anymore.
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Their words
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.
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Their words
This is inverted. The FDE's number one job is to make the customer a success.
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korrents.com
The next constraint on AI adoption is not what the agents can do but how many of them a company can absorb.Their words
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.
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Their words
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.
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Their words
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.
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Their words
So, add all that up, 5%. In many categories, we're north of 50% in market. So, that just totally changes.
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Their words
you've got to promote someone internally. It's got to be a nerd, someone that likes marketing and sales and is quant.
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Their words
it's exhausting because agents work all night and they work weekends and they work on Christmas.
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Their words
We do more work with AI. I'm working the hardest I've ever worked.
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Their words
The bar for good enough for AI GTM is not as high as we think.
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korrents.com
Recipients do not care whether a sales email was written by an AI, so there is no point disclosing or disguising it.Their words
And what we've learned is now we just send it. We We just send it and no one cares.
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Their words
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.
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Their words
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.
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Their words
I think it's important that it takes time to train these agents. They don't work out of the box.
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korrents.com
Almost nobody should build their own AI go-to-market tools; buy them, the way you would buy any other software.Their words
Don't build it yourself. You're not Versel. You don't have a full-time wicked awesome engineer that wants to build this.
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Their words
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?
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korrents.com
Having a human qualify inbound leads is already obsolete, and the role should be extinct within a year.Their words
The contact mess that we see, we have no need for them today. They should be extinct next year.
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korrents.com
The email-based sales development rep will be ninety percent displaced by AI within a year.Their words
The emailbased cadence SDR will be 90% displaced by AI next year.
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Their words
AI is replacing the jobs people don't want to do today, and it is displacing the midpack and the mediocre.
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korrents.com
The go-to-market plays all still work; it is the playbooks built around them that have stopped working.Their words
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.