Rethinking Sales: The Shift from Traditional Prospecting to AI Integration

Think your prospecting playbook is still working?

Think again.

Frank Perkins from Datadog has witnessed prospecting change more in the last 3 years than in the previous 30 years combined. He's here to share his bold vision for the future of sales, where AI agents handle the early sales cycle and human-to-human interaction happens much later in the process.

We're diving deep into Frank's framework for transitioning from predictability to efficacy, exploring why the default motion of "send better emails" is outdated, and unpacking his prediction of an "agents selling to agents" future.

We covered:

✅ Why traditional outbound is broken - How the old "X calls = Y revenue" model is failing and what's replacing it

✅ From predictability to efficacy - Frank's signal-first, scenario-based approach that actually works in today's market

✅ The future of sales - His bold prediction about "agents selling to agents" and what still requires human touch

✅ Hot takes on AI - Why AI reducing critical thinking might not be a bad thing (prepare for some debate!)