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AI, Sales + GTM in 2025/2026: This Changes Everything with Jason Lemkin and Owner CRO Kyle Norton
- Jason Lemkin and Kyle Norton discussed AI in Sales at SaaStr + AI Summit 2025, emphasizing the need for revenue leaders to evolve with AI tools and technologies.
- Key takeaways include the importance of AI curiosity, the emergence of 50% AI, 50% human teams, and the potential for AI to amplify performance gaps in sales teams.
- AI is reshaping sales operations, with companies like Bamboo HR and Scale AI achieving significant productivity increases through automation.
- The CRO hiring playbook now includes an AI component, focusing on candidates' active use and understanding of AI tools.
- AI is driving a shift towards more specialized human roles in sales, with AI handling tasks like CRM management and basic customer support.
- AI will widen the performance gap between elite and average sellers, prompting talent strategy decisions for revenue organizations.
- The contact center transformation due to AI previews changes coming for sales, as organizations shift towards managing hybrid teams of AI agents and humans.
- Successful AI implementation requires continuous refinement, training, and leadership involvement to avoid failure in sales operations.
- AI augments the challenger sale approach, elevating the need for human sellers to excel in relationship building and strategic influence.
- Revenue leaders need to become AI-native quickly to maintain a competitive advantage and drive sales transformation in an AI-first world.
- The bottom line for CROs is to embrace AI transformation to expand their impact and effectiveness in sales leadership or risk becoming obsolete in the evolving sales landscape.
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