SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes...

Full Title

SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton

Summary

This podcast discusses the transformative impact of AI on sales and Go-to-Market strategies, emphasizing the critical need for leaders and teams to adopt AI tools. The hosts predict significant shifts in sales roles, productivity, and compensation models due to AI integration.

Key Points

• Leaders must be AI-curious.
• Lack of AI curiosity ends careers.
• AI boosts sales productivity 3-4x.
• Automation frees reps for revenue.
• AI improves customer journeys.
• AI will blur sales org silos.
• Commissions may halve soon.
• Elite reps leverage AI more.
• Mediocre reps face job loss to AI.
• AI needs continuous training.
• Buyers expect AI to just work.
• CROs need systems expertise.
• AI can be better than humans.
• "People persons" will struggle.
• AI sales tools need A-tier founders.
• Choose vendors for long-term bets.
• Pilot AI tools if possible.
• Invest in AI training weekly.
• Push AI adoption constantly.

Conclusion

Sales and GTM leaders must proactively embrace and deeply understand AI tools, fostering a culture of curiosity and continuous learning within their teams.

The future of sales will see a clear distinction between high-performing, AI-leveraging professionals and those who fail to adapt, leading to workforce changes.

Companies must strategically integrate AI into their entire customer journey, treating it as an ongoing investment rather than a one-time magical solution.

Discussion Topics

• How can sales leaders best foster AI curiosity and practical adoption within their teams today?
• With AI blurring sales functions, what are the most crucial skills for human sales professionals to develop for the future?
• What ethical considerations arise when AI agents become highly sophisticated in customer interactions and sales processes?

Key Terms

ACV

Annual Contract Value.

AE

Account Executive: A sales professional responsible for managing and closing sales deals.

Attribution

Assigning credit for the source of a customer or revenue.

CRM

Customer Relationship Management: Software for managing customer interactions and data.

CRO

Chief Revenue Officer: An executive responsible for all revenue-generating activities.

CSAT

Customer Satisfaction: A metric used to gauge customer happiness with a product or service.

GTM

Go-to-Market: A comprehensive plan detailing how a company will reach target customers and achieve competitive advantage.

IC

Individual Contributor: An employee who contributes directly to a company's goals rather than managing others.

IVR

Interactive Voice Response: Automated phone system that interacts with callers.

OTE

On-Target Earnings: Total compensation expected if sales targets are met.

Pilot

A trial implementation of a product or system.

PLG

Product-Led Growth: A business strategy where product usage drives customer acquisition, retention, and expansion.

RGA

Revenue Generating Activity: Tasks directly contributing to sales and revenue.

SDR

Sales Development Representative: A sales professional focused on qualifying leads and booking meetings.

SMB

Small and Medium Business: Businesses categorized by their size and revenue.

Vertical SaaS

Software as a Service tailored to a specific industry.

Timeline