The Official SaaStr Podcast: SaaS | Founders | Investors

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.

Ask episode

AI Snips

Chapters

Transcript

Episode notes

INSIGHT

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."

ADVICE

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.

INSIGHT

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.

Get the Snipd Podcast app to discover more snips from this episode

Get the app

SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton

In this engaging session, we dive deep into how AI is transforming the sales landscape, featuring a conversation between SaaStr CEO and Founder Jason Lemkin and Kyle Norton, the Chief Revenue Officer of Owner, a company recently valued at over a billion dollars.

The discussion covers Kyle’s background and his insights into implementing AI in sales operations, the challenges and benefits of using AI tools, and the critical importance of a curiosity-driven approach to technology among sales leaders. Key topics include the integration of AI in SMB sales, the future of sales professional roles, and the necessity of continuous improvement and adoption of AI tools. The conversation also touches on the need for creating a seamless customer journey through AI and human interface, managing hybrid teams of AI and sales reps, and the potential for AI to close deals. Essential for anyone interested in the intersection of AI and sales, this session offers practical strategies and forward-looking perspectives.

--------------------------------------------------------------------------------------------

Tired of listening to hours of sales calls? Recording is yesterday’s game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee’s cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr

--------------------------------------------------------------------------------------------

Do you know what would make your customer service helpdesk dramatically better?

Dumping it and switching to Intercom.

But, youʼre not quite ready to make that change.

We get it!

Thatʼs why Fin, the worldʼs leading AI customer service agent, is now available on every helpdesk.

Fin can instantly resolve up to 80% of your tickets,

Which makes your customers happier.

And you can get off the customer service rep hiring treadmill.

Fin by Intercom.

Named the #1 AI Agent in G2ʼs Winter Report.

Learn more at : inter.com/saastr

--------------------------------------------------------------------------------------------