Salesforce AI: Deliver ROI BEFORE Signing Documents! #shorts

Name: Salesforce AI: Deliver ROI BEFORE Signing Documents! #shorts
Uploaded: 2026-01-22T13:16:29+00:00
Duration: 41 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin says vendors should let customers go live with Salesforce AI and prove ROI before signing anything. He calls the old playbook of minimal…

22 Jan 2026 · 1 min

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Jason M. Lemkin says vendors should let customers go live with Salesforce AI and prove ROI before signing anything. He calls the old playbook of minimal pilots and slow rollouts a rip-off, noting that companies skipping this AI-first approach grow only 8% while high performers are blowing up.

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I wish every Salesforce customer now could go live before they pay. That is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product. Uh, tr— first try to avoid a pilot, then have the smallest pilot we can, then roll it out over years to different people. AI has upped the bar in terms of what customers expect, and that's why the best ones are blowing up because the, the ROI is so high. Um, and so you've, you've gotta deliver the ROI before the document is e-signed today. That will— people that haven't fully embraced that are at public companies growing 8%. They're still trying to play games.
What are some other things that you think are gonna change that people may not be thinking about that's gonna change the way we do sales in the next couple years?
Net-net, we're gonna need more sales and go-to-market professionals than ever. Because the winners are growing so quickly that even if they're more efficient, they will need more human beings than ever.
I—