The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 797: GTM in 2025: How It's Changed, How It's Changing, and What Hasn't Changed (Yet) with Jason Lemkin and Sam Blond
Apr 2, 2025
Join Sam Blond, stealth CEO and former CRO of Brex, as he dives into the evolving interface of AI in sales and marketing alongside host Jason Lemkin. They discuss how AI is revolutionizing productivity and the nuances of cold calling versus cold emailing. Sam shares insights on the necessary balance between technology and personal engagement in sales. With real-world examples from industry leaders, they outline how B2B professionals must adapt to AI-driven changes and the critical role of communication in outreach.
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Quick takeaways
- AI is transforming demand generation by enabling efficient, support-like interactions for commodity purchases, reducing reliance on human sales representatives.
- While AI tools assist in certain sales functions, they have not dramatically improved productivity or replaced the need for skilled sales personnel.
Deep dives
The Rise of AI in Sales
AI is set to revolutionize the demand generation process in sales, particularly at the transactional level. Businesses increasingly prefer using AI sales assistants for commodity purchases over human interactions, as these assistants can deliver support-like experiences more efficiently. This shift suggests a growing reliance on real-time AI to streamline customer interactions, reducing the subjective elements associated with human sales representatives. Businesses such as Intercom are adapting to this change by integrating AI solutions capable of resolving a significant percentage of customer service queries.
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