

SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton
55 snips May 28, 2025
Kyle Norton, Chief Revenue Officer of the billion-dollar company Owner, shares insights on the transformative role of AI in sales. He discusses the necessity for sales leaders to embrace AI technologies and foster a culture of continuous improvement. The conversation dives into the challenges and efficiencies AI brings to sales processes, including the future roles of sales professionals. Norton also explores the integration of AI in enhancing customer journeys and managing hybrid teams, providing practical strategies for navigating this evolving landscape.
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Curiosity is Survival in Sales
- Sales leaders must be deeply curious about AI tools to survive in today's competitive environment.
- Lack of curiosity and engagement with AI tools means sales leaders are "cooked."
Lead by Example on AI
- Sales leaders must lead by example and be in AI tools every day to drive adoption.
- Mandate AI proficiency in hiring and leadership to stay competitive.
AI Boosts Sales Productivity
- AI is significantly boosting sales rep productivity, enabling more revenue-generating activities.
- This efficiency win allows spending more on marketing and post-sales per rep.