“What if your sales team only did the 1% of work that truly matters?”Watch the full episode now https://youtu.be/pz8066MnkZo?si=9-a2m24B2LspKNYWIn this high-impact masterclass segment, James Smith (SVP EMEA at ThoughtSpot) breaks down the exact framework he’s using to redesign his sales process with AI — not for 10% efficiency gains… but for 10X productivity.This isn’t about writing better emails with ChatGPT.It’s about rebuilding your sales engine from first principles.If you’re a founder, CRO, VP Sales, or scaling SaaS leader wondering:Why reps only spend ~20% of time sellingWhere AI actually fits in GTMHow to build agents without being technicalHow to unlock real leverage instead of hiring more repsThis is your blueprint.🚨 The Big ShiftMost teams use AI to make what they already do slightly faster.James asks a different question:“What if we mapped every task our reps do… and removed or automated the 99% that isn’t customer-facing?”From there, he:Lists every sales task across the processIdentifies manual, non-selling frictionDesigns AI agents to remove itPrioritises by impact vs. easeReimagines the rep’s role around high-value executionThis is how you move from incremental gains… to structural advantage.🧠 What You’ll LearnWhy 10X productivity is about stacked multipliers (not one lever)How to reverse-engineer your sales process with an AI lensWhy “efficiency gains” are the wrong goalHow non-technical leaders can build AI agents todayThe difference between automation and true leverageHow AI-native teams reclaim massive selling timeWhy the future rep spends dramatically more time with customers🔥 Soundbites That Hit“AI removes the value of 99% of what we do — and 100Xs the 1% that’s left.”“If reps only did customer execution, productivity would step change.”“10X isn’t one lever — it’s 3X here, 5X there, 2X somewhere else.”🎙️ About the Guest – James SmithJames Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can transform GTM productivity at scale.With senior leadership experience at Tableau and Salesforce, James is known for challenging conventional thinking, building elite teams, and applying first-principles design to revenue growth.At ThoughtSpot, he’s leading a 10X mindset shift — redesigning sales workflows, empowering reps with AI agents, and building human-centric, high-leverage systems.🔗 Connect with James on LinkedIn:https://www.linkedin.com/in/james-smith-15627941/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of Making Revenue Tick, GTM recruiter, and trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.He helps founders build revenue teams that actually perform — with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928If this sparked ideas for your own AI journey, drop a comment.If you want the full conversation — including hiring, leadership, and 10X mindset — watch the complete episode on the channel.Subscribe for more masterclass-level conversations with the people redefining modern revenue.

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