The Revenue Leadership Podcast with Kyle Norton E55: GTM AI Advice from a Salesforce & Siebel Veteran (Peter Grant, CRO @ You.com)
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Nov 26, 2025 Peter Grant, CRO of You.com and a veteran of Salesforce and Siebel, shares insights on the rapid evolution of AI in sales. He emphasizes that current sales strategies are outdated and explains the need for AI literacy and a new skill stack among sellers. Peter discusses how AI search can transform sales discovery and stresses the importance of embedding AI into workflows. With AI adoption outpacing the cloud, he highlights the need for effective training and outlines the benchmarks for successful enterprise AI investment.
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From $39M To $2B With Relentless Execution
- Peter Grant described joining Siebel when it was $39M and helping scale it to $2B in four years through ferocious process and execution.
- He used that experience to explain how rigorous hiring, training, and cadence enabled hypergrowth.
AI Drives Faster Decisions And Bigger Yield
- AI sales are defined by vastly greater speed and scale versus past platform shifts.
- Faster decision cycles and company‑wide agent use make yields per customer far larger than historical SaaS products.
Software Now Needs Embedded Services
- Forward‑deployed engineers (FDEs) and blended software+services are crucial for successful AI deployments.
- Customers often fail going it alone; vendor partners who embed engineers accelerate value and ROI.
