Episode #40: AI, RevOps, and the Future of Sales - Jacco van der Kooij
How AI will eliminate jobs and leave the profession stronger
“AI will replace human capacity in sales and marketing roles, the same way that robots have replaced welding in manufacturing jobs. And it will be okay. And we will be better off as a trade because of it.”
Jacco van der Kooij speaks with the confidence of someone who has spent nearly 30 years in sales and has seen many trends come and go.
To be clear, he’s not suggesting AI will take over these roles completely. But he does believe that a lot of excess human capacity is being wasted on tasks that AI could do more efficiently and reliably—and that a correction is imminent.
What does this mean for the future of human sellers?
What role will RevOps play? (spoiler: an important one)
How can we get salespeople to follow a process?
We tackle all this and more in a candid discussion.
Jacco is one of those rare speakers who is just electrifying to listen to. Most of us speak to fill silence. He uses it for dramatic effect.
Hope you enjoy the discussion as much as I did.
Thanks to Our Sponsor
Many thanks to the sponsor of this episode - Knak.
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About Today's Guest
Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup.
Key Topics
[00:00] - Introduction
[01:27] - The Golden Age of SaaS
[04:21] - The old style vs. the new style of buying
[08:34] - Adapting to the new reality
[16:19] - Sales rockstars vs. consistent process
[19:01] - The role of RevOps in establishing repeatability
[26:50] - How to get salespeople to follow process
[32:06] - AI vs. humans in sales
[46:14] - Increasing focus on delivering impact
Thanks to Our Sponsor
Big thanks goes out UserGems for sponsoring today’s episode.
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