Topline $50k vs $500K vs $50M Sales People - How to WIN In Modern Sales
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Dec 21, 2025 
Kyle Poyar, a growth and pricing expert with a background at OpenView, shares insights on the integration of AI in sales strategies. He discusses why many AI implementations fall short of expectations, highlighting a disconnect between activity and effectiveness. The conversation dives into evolving pricing models, including a shift towards credit-based systems. Poyar also emphasizes starting with manual processes before automating for better outcomes, and debates the future of traditional pricing models such as seat-based structures.
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Sales Offers A Clear High-Upside Path
- Sales is one of the clearest high-upside career paths for new grads compared with other entry-level roles.
- Tech sales headcount is sizable but specialized: about 1.1M tech sales pros out of ~13.8M total sales roles in the US.
Choose Sales Based On Strengths And Market
- If you consider sales, prioritize what you're good at and where the market is moving over mere interest.
- Seek roles with short feedback loops, curiosity about people, and willingness to work hard.
Realistic Expectations For Entry Pay
- Expect BDR/SDR entry salaries around $50–$60k base with ~$20k variable, making ~$80k if you hit targets.
- Push hard and aim for quota-exceeding performance to approach $100k in year one.