A lot of money has gone into replacing sales reps with software. These issues look at what AI and automation are good for in GTM (research, enrichment, scoring, list building) and the parts that still need a person, like calls and judgement on deals.
At Tom’s GTM consultancy, the approach is human-led relationships, with automated systems doing the work behind them. It’s the line these issues keep coming back to.
Issues (7)
- 94% of GTM leaders just said AI is not replacing their team
Over the last 18 months I've read a lot of predictions about the end of the sales rep.
- I speedran a full cold email campaign using only AI
I built an entire outbound campaign from scratch without opening a single spreadsheet or clicking a single filter. Everything ran through Claude Code with…
- 90% of our GTM is automated. The 10% that isn't is the only reason it works.
Over the last three years I've watched a lot of companies try to remove that 10%.
- The 10% we refuse to automate
The 10% that isn't is the only reason any of it works.
- Artisan is hiring a human BDR
Artisan spent $2M on billboards telling the world to stop hiring humans.
- POV: You just got hired as an SDR. Your job? Sell AI SDRs.
Preaching that it's the new way to do outbound.
- I just saw my AI sales bot and AI marketing bot have a fight about lead quality.
The same fight humans have been having for 20 years.
Podcast episodes (2)
- How to beat the VC treadmill with Ajinkya from Trellus (Trellus.ai)
With Ajinkya (AJ), co-founder of Trellus. 39 min, with transcript.
- Why AI Won’t Replace Great Salespeople With Jack Porter From BirdDog (getbirddog.ai)
With Jack Porter from BirdDog. 46 min, with transcript.
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