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Mark Roberge on Redefining Sales Leadership in the AI Era

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Navigating the AI Transition in Leadership

This chapter explores the challenges leaders face as they shift from hands-on roles to investor positions, particularly in the context of AI technology's transformative impact on the B2B software landscape. It highlights the contrasting experiences of larger companies hindered by bureaucracy and smaller firms that rapidly adopt innovative AI solutions. The discussion also reflects on the importance of embracing early adoption during potential downturns in AI hype to secure a competitive advantage.

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