SaaStr 848: How AI Is Rewiring Sales: Quota, Retention & What's Actually Working with SaaStr, Salesforce and Mangomint
episode
The Official SaaStr Podcast: SaaS | Founders | Investors
42 min
2 speakers
8 chapters
transcribed 18 days ago
Transcript
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What is the episode’s overall focus on AI’s impact on B2B sales?
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Uh look, the the rollout is bumpy, right? The bowl it's not like a day one everything worked. It's not like your data was in a perfect place. It's not like the processes we were trying to enhance were all there and also ways of working. That that is constantly being rewritten. So to your point, it is not about again, if you run a call center, yeah, you probably do want to cut heads and there's an there's an absolute ROI. It is about revenue growth. Right. And if you look at most of the AI that's that's out there, people tend to focus on service related, tend to focus on operational related. Why? It's easier um than sales in in my opinion. Um, but it why is it easier? Just because it's operational? No, usually your data's in a better place.
Usually your process is more advanced because you're already doing that service activity with humans today. On sales, what are you relying on? For the most part, you're relying on your sellers. You're relying on your people to go out there and and sell.
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Hold on, hold on friends. Come on in. Um, thanks for coming. I know Jason is still speaking, I think. Uh, we're flattered you cane to sit with us and learn a bit more about how AI is rewiring B2B sales. Um, for we're gonna cover things like quota, we'll cover retention, um, we'll cover a bunch of different topics. We'll try and keep it fluid so that we can also answer questions for you guys. Um Because I know it's already been a long day of a lot of agents and content and things. But let's start with intros. So I'll I'll start with you, Greg. If you want to give a quick intro and then maybe also in addition to age and force, what are your favorite AI tools? Got it. Um, so it's it's interesting. I I came from financial services.
And so when they say CCO, I think of Chief Compliance Officer. That is not me. That is not me. Chief Customer Officer uh for Agent Force for Salesforce. So all things uh AI. Uh what are my favorite tools? Look, um, I'm anthropic on day one. I always have been. Um mainly for uh ethical reasons as far as I like their stack and then from a CIO standpoint, which was my job before this, uh I I think that they're best when it comes to coding. So Those are good ones. And then we'll go to Ashley. Hi, everyone. I'm Ashley. I'm one of the co-founders at Momentum. And um I would say one of my favorite tools, of course, is Momentum. Um, I also use a lot of, of course, um, Claude and ChatGPT. And we've recently rolled out Gemini to the company and and kind of are moving the company to that.
And I have been really impressed with some of the Just like built in agent behaviors, even asking a question, writing up a memo and having my Gmail write within there. And I think that's such a great way to kind of make AI more accessible in the organization. And I'm excited to to keep using that tool at our company. I'm Marshelle, VP Sales at Mangamit. We are vertical SAS in the like very SMB space for salons and spas. Um, I run our revenue organization. So everything from outbound sales, full cycle AEs, onboarding implementation. Um, and you know, favorite AI tools, the sta when you asked this question, why list was like Well man's brain deep. Yeah. Uh yeah. But I would say that the surfaces I work on the most, um, really quite committed and dedicated to Notion.
Notion is AI. If you asked me four years ago, I hated Notion. Today you could not pry it on my cold dead hands.
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Chapters
8 chapters
1
What is the episode’s overall focus on AI’s impact on B2B sales?
0:01–5:49
2
How do the panelists introduce themselves and their favorite AI tools?
5:49–12:21
3
Why do AI rollouts feel like a “chainsaw without the cover” and what are the common pitfalls?
12:21–17:32
4
How does Mangomint use AI to instantly fix terrible salon logos and why does it freak customers out?
17:32–23:41
5
Why does Salesforce still have a huge backlog of leads that never get followed up?
23:41–29:43
6
Should companies double their sales quota now that AI is improving efficiency?
29:43–35:43
7
How can AI listen for early churn signals and improve customer retention?
35:43–41:39
8
What practical steps should revenue teams take to successfully adopt AI?
41:39–42:45
Speakers
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