Make It Happen Mondays - B2B Sales Talk with John Barrows The Biggest Sales Shift Since the Internet with Peter Grant
Mar 9, 2026
Peter Grant, CRO at You.com and four-time unicorn operator who scaled teams at Salesforce and Siebel. He discusses how AI is the biggest disruption to sales since the internet. Short planning cycles and pilot strategies meet new ROI measures. Topics include how AI widens performance gaps, evolving rep profiles, validating enterprise pilots, and building AI-literate, high-performing revenue teams.
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Trolley Prototype Turned Into £100m Sales
- Peter built an early internet solution by welding a flat-screen computer to a Tesco trolley and prototyping RF connectivity to improve grocery picking accuracy.
- That hack produced an initial £30k order that scaled to ~£100m over time and won an ICL innovation award.
Run Pilots With Clear Success KPIs
- Only run pilots when you know what success looks like and document realistic, objective KPIs and timeframes before starting the trial.
- Tom Siebel personally reviewed pilot contracts to ensure buyer-aligned KPIs and value for money, preventing vague or open-ended trials.
AI Drives Consumerization And Shorter Commitments
- AI accelerates consumerization and forces enterprises to demand optionality, often preferring month-to-month contracts rather than multi-year commitments.
- Sellers must control the eval set (golden dataset) for search pilots to ground generative results and avoid hallucinations.