Jason Lemkin discusses the transformative impact of AI on go-to-market strategies with Kyle Norton, emphasizing the need for hands-on implementation and a shift in mindset. Lemkin argues AI can replace mid-pack sales reps, leading to a terminal decline in those roles, while Norton suggests AI's productivity boost may justify hiring more elite reps. Lemkin advises starting with one AI tool, deploying it personally to understand the training and data ingestion processes. He highlights the importance of selecting vendors that offer strong deployment support and warns against extensive vendor bake-offs, suggesting a focus on integrating AI into inbound processes for immediate impact. Both express surprise at Salesforce's resurgence as a central hub for AI agents, driven by the need for a unified data source.
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