Jason Lemkin
Founder and CEO of SaaStr, the B2B software community and events business, and a SaaS investor who previously co-founded EchoSign and sold it to Adobe.
Jason Lemkin did not write this page.
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Their wordsAI is replacing the jobs people don't want to do today, and it is displacing the midpack and the mediocre.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 1st of 24 in this recording
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Their wordsI think it's important that it takes time to train these agents. They don't work out of the box.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 2nd of 24 in this recording
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Their wordsSo, add all that up, 5%. In many categories, we're north of 50% in market. So, that just totally changes.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 3rd of 24 in this recording
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Our reading
The email-based sales development rep will be ninety percent displaced by AI within a year.
Their wordsThe emailbased cadence SDR will be 90% displaced by AI next year.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 4th of 24 in this recording
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Their wordsThe contact mess that we see, we have no need for them today. They should be extinct next year.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 5th of 24 in this recording
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Their wordsDon't build it yourself. You're not Versel. You don't have a full-time wicked awesome engineer that wants to build this.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 6th of 24 in this recording
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Their wordsbecause you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 7th of 24 in this recording
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Their wordsYou don't need the scale of numbers that you and I have to make these agents work. You need you need a little bit of scale and you need a little bit of traffic, but not as much as you think.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 8th of 24 in this recording
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Their wordsit's exhausting because agents work all night and they work weekends and they work on Christmas.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 9th of 24 in this recording
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Their wordsAnd so that's going to be a headwind that today everything seems like it has tailwinds, right? Everything's on fire. But people are going to get exhausted for having so many agents.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 10th of 24 in this recording
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Their wordsAnd so what ends up happening is the emails that the AI write are pretty good. Okay? If you're getting terrible emails, it's a poorly trained product from a bad vendor.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 11th of 24 in this recording
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Their wordsAnd what we've learned is now we just send it. We We just send it and no one cares.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 12th of 24 in this recording
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Their wordsThe bar for good enough for AI GTM is not as high as we think.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 13th of 24 in this recording
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Their wordsWe should knock on more doors. We should do more in person. All the data I've ever collected shows everything closes at a higher rate if you go in person.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 14th of 24 in this recording
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Their wordsyou've got to promote someone internally. It's got to be a nerd, someone that likes marketing and sales and is quant.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 15th of 24 in this recording
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Their wordsWith AI, he's trying he's targeting 3 to five million in revenue per rep. 3 to 5 million. Honestly, if this was three or four years ago for a similar company, it would be 3 to 500K. That's an order of magnitude more efficiency.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 16th of 24 in this recording
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Their wordsWe do more work with AI. I'm working the hardest I've ever worked.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 17th of 24 in this recording
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Their wordsThis is inverted. The FDE's number one job is to make the customer a success.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 18th of 24 in this recording
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Their wordsa lot of old school GTM leaders are like, you know, AI isn't going to hurt sales reps. It's just going to make them give them superpowers. The best ones, yes, the mediocre are just going to be like more mediocre, right?
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 19th of 24 in this recording
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Their wordswe will always have salespeople, but being a people person is not enough anymore.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 20th of 24 in this recording
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Their wordsNet net, we're going to need more sales and go to market professionals than ever because the winners are growing so quickly that even if they're more efficient, they will need more human beings than ever.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 21st of 24 in this recording
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Their wordsgo fire up your browser. Do it in incognito. Go to your app and do everything with a fresh Gmail address. Try support. See how your support is. Try to contact sales.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 22nd of 24 in this recording
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Their wordsSo, so many of these GTM books are playbooks, especially folks selling courses and stuff, but they're playbooks. Run from the playbooks. Embrace the plays.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 23rd of 24 in this recording
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Their wordsWe don't even have great AI marketing tools. We're really early on these AIS SDRs. The markets have not hardened.
↗We replaced our sales team with 20 AI agents—here's what happened next | Jason Lemkin (SaaStr)youtube.com 24th of 24 in this recording