The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton

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May 28, 2025

Kyle Norton, Chief Revenue Officer of the billion-dollar company Owner, shares insights on the transformative role of AI in sales. He discusses the necessity for sales leaders to embrace AI technologies and foster a culture of continuous improvement. The conversation dives into the challenges and efficiencies AI brings to sales processes, including the future roles of sales professionals. Norton also explores the integration of AI in enhancing customer journeys and managing hybrid teams, providing practical strategies for navigating this evolving landscape.

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ADVICE

Make AI Core in Hiring

Incorporate AI usage questions into leadership interviews to assess candidate readiness.
Avoid hiring sales leaders who lack genuine AI tool usage and curiosity.

ADVICE

Automate for More Selling Time

Automate routine sales workflows using tools like Momentum to increase selling time.
Automation can boost revenue-generating activity time for reps by 25-30%.

ANECDOTE

AI Outbound Email Success

Jason Lemkin received a perfect AI-generated outbound email offering a podcast video editing service.
The sender's precise and personalized follow-up impressed him enough to instantly buy the service.

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SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton

In this engaging session, we dive deep into how AI is transforming the sales landscape, featuring a conversation between SaaStr CEO and Founder Jason Lemkin and Kyle Norton, the Chief Revenue Officer of Owner, a company recently valued at over a billion dollars.

The discussion covers Kyle's background and his insights into implementing AI in sales operations, the challenges and benefits of using AI tools, and the critical importance of a curiosity-driven approach to technology among sales leaders. Key topics include the integration of AI in SMB sales, the future of sales professional roles, and the necessity of continuous improvement and adoption of AI tools. The conversation also touches on the need for creating a seamless customer journey through AI and human interface, managing hybrid teams of AI and sales reps, and the potential for AI to close deals. Essential for anyone interested in the intersection of AI and sales, this session offers practical strategies and forward-looking perspectives.

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