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

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

In this engaging session, we dive deep into how AI is transforming the sales landscape, featuring a conversation between SaaStr CEO and Founder Jason Lemkin and Kyle Norton, the Chief Revenue Officer of Owner, a company recently valued at over a billion dollars.

The discussion covers Kyle’s background and his insights into implementing AI in sales operations, the challenges and benefits of using AI tools, and the critical importance of a curiosity-driven approach to technology among sales leaders. Key topics include the integration of AI in SMB sales, the future of sales professional roles, and the necessity of continuous improvement and adoption of AI tools. The conversation also touches on the need for creating a seamless customer journey through AI and human interface, managing hybrid teams of AI and sales reps, and the potential for AI to close deals. Essential for anyone interested in the intersection of AI and sales, this session offers practical strategies and forward-looking perspectives.

00:00 Introduction and Background
00:09 AI's Impact on Sales
00:44 Kyle's Sales Journey
01:57 AI Tools and Leadership
03:39 Sales Efficiency and Automation
05:33 AI in Sales Interviews
11:27 AI in Sales Follow-Up
14:58 Future of AI in Sales
17:38 PLG and AI Integration
21:06 Sales Specialization vs. Generalization
30:17 AI in Contact Centers: Reality vs. Marketing Claims
31:07 AI's Impact on Sales and Support Automation
32:36 The Importance of Continuous Improvement in AI Systems
33:25 Choosing the Right AI Tools and Vendors
35:20 The Future of AI in Sales and Customer Support
37:47 Managing Hybrid Teams: AI and Human Collaboration
41:20 The Role of CROs in an AI-Driven World
54:42 The Rise of Digital SEs in Sales
56:12 Conclusion and Final Thoughts

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