AI is not a 'set and forget' solution. An agent's effectiveness directly correlates with the amount of time humans invest in training, iteration, and providing fresh context. Performance will ebb and flow with human oversight, with the best results coming from consistent, hands-on management.
Beyond booking meetings for high-value deals, AI agents can be empowered to handle the full sales cycle for lower-priced products. They can answer questions, provide discount codes, and conduct follow-up, creating a significant, automated revenue stream with no human sales involvement.
AI's power is not in creating successful strategies from scratch, but in scaling your existing best practices. An AI agent cannot make a broken process work. First, identify what messaging and campaigns are effective, then use AI to execute them at a near-infinite scale, 24/7.
An advanced inbound AI agent does more than book meetings. By ingesting your website, tracking visitor behavior, and having contextual conversations, it provides the sales team with such deep pre-qualification that the initial discovery call becomes unnecessary, allowing reps to jump directly into problem-solving.
A powerful, untapped use case for AI is reviving neglected leads directly within your CRM. An agent native to Salesforce can access all historical data to send highly personalized follow-ups to thousands of leads your team previously ghosted, effectively turning forgotten data into new opportunities.
While consolidating tools seems efficient, using specialized, best-in-class AI agents for each GTM function (one for outbound, one for inbound) yields superior results. The depth and focus of specialized tools enable more powerful and nuanced use cases, justifying the management overhead of multiple systems.
A pragmatic way to fund expensive AI tools is to reallocate the budget from headcount that leaves through natural attrition. When a GTM role departs, use their budgeted salary to fund AI agents that can scale the work of the remaining team, avoiding new budget requests and the need to fire performers.
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.
The success of your AI tool depends heavily on the vendor's human experts. Don't get stuck with a sales rep who doesn't understand the product. Demand access to their solution architects and onboarding specialists *before* you sign, ensuring you have a capable partner to guide your implementation.