Jason M. Lemkin argues that AI has changed enterprise sales: vendors now need to prove ROI before customers sign, not after pilots and rollouts. Top vendors doing this are growing fast. Firms that haven't shifted are stuck.
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 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 ROI is so high and so you've got to 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 going to change that people may not be thinking about that's going to change the way we do sales in the next couple years.
Net net we're going to 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.
