Mark Roberge
speaker
625 appearances
1 recordings
1 series
first heard Jul 2026
last heard 1 Jul
Mark Roberge’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.
Appearances
I mean, every quarter, it's like, it's crazy to think back three months ago where we were and where we are today.
Um, and so, um, let me give you sort of like a longer term view of four potential phases that are specific to go to market, but can be extracted to other functions.
Okay.
So,
Phase one is really the elimination of all work besides humans talking to humans.
So you still have human sellers talking to human buyers, but a lot of the other work goes away.
That's pretty much measured by selling time.
Selling time is an industry standard that measures the percentage of a seller's week that is spent with a buyer or prospect.
And over the last few decades, best in class orgs have gotten that to like 25 or 30%.
which sounds embarrassing and low, and it just kind of shows the upside that we have.
And I do think even this year, some best-in-class adopters of AI in the sales world can get that to 75%, and that's going to be a profound improvement in productivity.
Okay, so we'll circle back to that because that's the shorter-term opportunity that I think you're asking about, Charles.
Phase two, I do think at some point we will have AI agent sellers.
We're starting to see some signs of that in the tech.
I think it will start with like what we see today in product led growth, very transactional, maybe SMB simple sales.
I don't think it'll ever get there in like the big million dollar deals.
I think you'll still have humans involved, but I think we'll start to see a trend in that in phase two.
Phase three will be, we'll have AI agent buyers.
You know, if you're doing a new ERP assessment for a large global organization, I just think AI today can do a much deeper and more accurate assessment of the needs of the org than a hundred person global committee and can assess vendors without being.
contaminated by steak dinners and golf outings and Taylor Swift tickets, whatever.
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