Jacco van der Kooij, Founder of Winning by Design, shares his expertise on AI's profound impact on sales strategies. He predicts a dramatic shift where up to 70% of sales jobs could vanish, highlighting the need for adaptation. The conversation dives into how AI is transforming traditional sales roles and enhancing customer engagement through innovative methodologies. Jacco also discusses the evolution from SaaS to outcome-based models, stressing the urgency for businesses to embrace AI or risk obsolescence in a competitive landscape.
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insights INSIGHT
AI's Impact on GTM
AI is disrupting the Go-To-Market strategies of high-growth companies.
Traditional SDR, AE, and CSM roles are being transformed into PLG, AI-led, and human-led growth.
insights INSIGHT
Reimagining the Buying Experience
Buyers dislike the current B2B buying process, finding it inefficient and overwhelming.
AI offers a chance to create entirely new buying experiences, similar to how Uber and Airbnb revolutionized their respective industries.
question_answer ANECDOTE
Emerging AI Applications in Sales
11X utilizes AI for SDR tasks, showing early applications of AI in sales.
AI tools are automating marketing (copy.ai) and support functions, indicating broader adoption.
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The book tells the story of the Oakland Athletics' 2002 season, where General Manager Billy Beane and his assistant Paul DePodesta used advanced statistical analysis, known as sabermetrics, to assemble a competitive team despite a limited budget. The approach, pioneered by Bill James, focused on metrics such as on-base percentage and slugging percentage rather than traditional measures like batting average and runs batted in. This data-driven strategy allowed the Athletics to compete with teams having much larger payrolls, like the New York Yankees, and achieve significant success, including a 20-game winning streak and a playoff appearance[2][3][5].
Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true.
In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.
(00:00) - Introduction
(04:24) - How AI is transforming GTM
(15:01) - AI: Volume, cost and... what's the last one?
(20:43) - Beyond talking leaflets
(26:04) - Agentic World and AI Sub-Agents
(30:13) - The First Mover Advantage
(35:09) - From shovel to excavator
(39:53) - The Three Storms
(45:16) - The Rise of Vertical SaaS
(53:11) - AI's Exponential Growth and Future Impact
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