Peter Grant helped take Siebel from $39M to $2B in revenue and was employee #9 for Salesforce in Europe. He knows exactly what a platform shift looks like. Now, as the CRO of You.com, Peter argues that the AI wave is moving 30x faster than the internet era—and your current sales playbook is already obsolete.

In this episode, Peter strips away the hype to focus on the operational reality of running an AI-first GTM organization. He explains the skill stack today's sellers need, why your team needs to understand APIs, and the specific benchmarks you need to hit to survive the next two years. Plus a whole lot more!

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Chapters:

00:00 Peter Grant's Career and Revenue History

07:32 Choosing You.com and Pivoting to Enterprise

11:46 How AI Search Transforms Sales Discovery

16:12 The Speed and Scale of AI Sales

20:55 Embedding AI Agents into Existing Workflows

27:11 Benchmarking Enterprise AI Spend and Adoption

33:14 Solving the Employee AI Literacy Gap

38:59 The Evolution of the Sales Rep Profile

43:06 Implementing and Prioritizing AI Transformation

52:05 The Hard Reality for Sales Laggards

59:30 Investing Upfront Time to Master Prompting

01:03:10 Why Revenue Leaders Must Be Context Setters

01:10:12 How Tactics Dictate Strategy in Enterprise Deals

01:12:49 Rapid Fire: Leadership Advice and Lessons

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