AI in Sales: What’s Actually Happening Today? Insights from Ryan Milligan, Legendary VP of Sales

There's a lot of noise around how AI might transform sales, but there's less clarity on what's actually happening today. You're close to both the technology and the go to market side. So I'm curious about your near term view. How do you see AI changing the daily workflow of AES and Revenue Operations teams over the next 12 months?

The fundamental principle is that AI is great at doing things that humans are not uniquely positioned to do. So updating next steps on opportunities, answering security questionnaires, filling in fields in CRM, drafting an email. Right. Things that humans are not uniquely skilled at doing are great for AI. And that's where we've injected AI in our own go to market process. And the goal ultimately is to surge and grow the percentage of time a seller is spent doing selling activities. State of sales reports say that the average seller is spending 20 to 25% of her time doing actually selling activities. That's absurd to me. Right? You want them to be doing 75, 80, 85% of their time spent on selling activities. And AI becomes a really good tool to have specific projects or tasks that a human is not uniquely positioned to do. Have the AI do it for them. And that's how we've approached the problem.