Instead of hiring a 'Chief AI Officer' or an agency, the most successful GTM AI deployments empower existing top performers. Pair your best SDR, marketer, or RevOps person with AI tools, and let them learn and innovate together. This internal expertise is more valuable than any external consultant.

Don't expect an AI agent to invent a successful sales process. First, have your human team identify and document what works—effective emails, scripts, and objection handling. Then, train the AI on this proven playbook to execute it flawlessly and at scale. The AI is a scaling tool, not a strategist from day one.

To build truly effective agents, adopt a "founder's level of service" mindset. This involves an intensive discovery process to become a temporary expert in the client's business, culture, and brand voice. This deep, meticulous care ensures the final AI system is perfectly aligned with the client's intentions.

Enterprises struggle to get value from AI due to a lack of iterative, data-science expertise. The winning model for AI companies isn't just selling APIs, but embedding "forward deployment" teams of engineers and scientists to co-create solutions, closing the gap between prototype and production value.

Unlike older sales tools, AI agents shouldn't be handed to individual SDRs to manage. This approach leads to failure. Instead, centralize the strategy: a core team must own agent training, contact routing, and performance tuning to ensure a consistent and effective GTM motion across the entire organization.

To replace a technical expert in a sales process, an AI's value isn't just its data. It should be prompted to explain concepts through storytelling, visualizations, and 'future scaping.' This shifts the AI from a mere information-dispenser to a persuasive communicator that resonates with a buyer's emotions.

Don't view AI tools as just software; treat them like junior team members. Apply management principles: 'hire' the right model for the job (People), define how it should work through structured prompts (Process), and give it a clear, narrow goal (Purpose). This mental model maximizes their effectiveness.

The most effective AI user experiences are skeuomorphic, emulating real-world human interactions. Design an AI onboarding process like you would hire a personal assistant: start with small tasks, verify their work to build trust, and then grant more autonomy and context over time.

You can't delegate AI tool implementation to your sales team or a generalist RevOps person. Success requires a dedicated, technical owner in-house—a 'GTM engineer' or 'AI nerd.' This person must be capable of building complex campaigns and working closely with the vendor's team to train and deploy the agent effectively.