Turn Your Website Into A Sales Conversation with Omer Gotlieb

Omer Gotlieb, founder of SalesSpeak.ai, joins the podcast to discuss how AI is fundamentally reshaping the B2B buying journey. He highlights the glaring disconnect between how legacy B2B companies force buyers through gated, friction-heavy funnels and how modern buyers actually want to research and purchase. By leveraging AI to turn static websites into intelligent, self-directed conversational experiences, companies can cater to buyers' growing expectations for instant, expert-level answers without relying on junior SDRs or convoluted form-fills. Gotlieb emphasizes that true AI integration goes beyond internal efficiency or spamming prospects with automated emails. Instead, the focus must shift to creating a transparent, buyer-first experience where critical information—like pricing and competitive differentiation—is readily accessible. He predicts a future where buyers will deploy their own AI agents to navigate the market, making it imperative for companies to become a trusted, friction-free resource today.

Discussed in this episode

• How ChatGPT's ability to provide expert-level competitive differentiation inspired the creation of SalesSpeak.ai.
• The flaw in traditional B2B playbooks that design the buying process for the company rather than the customer.
• Why gating content behind forms and forcing buyers through SDR qualification gauntlets kills conversion rates.
• The necessity of making websites intelligent enough to act like the company's founder speaking directly to a prospect.
• How hiding pricing and competitive information creates a lack of trust and causes modern buyers to bounce.
• The danger of using AI as a spam cannon to flood channels like email and LinkedIn with low-value outreach.
• Using large language models like Claude and ChatGPT as a virtual advisory board for executive brainstorming.
• The future evolution of B2B sales where buyers will rely on personal AI agents to research and shortlist vendors.

Episode highlights

1. 0:00 — Introduction and the aha moment behind SalesSpeak
2. 4:30 — Moving beyond simple chatbot wrappers to real AI sales brains
3. 8:15 — Why the B2B buying process is broken and company-centric
4. 12:00 — Removing friction and treating buyers like modern consumers
5. 16:45 — The mistake of hiding pricing and competitive data
6. 21:20 — Balancing human sales reps with AI automation tools
7. 26:10 — Lessons learned from building and scaling Totango
8. 31:30 — The bad use of AI and avoiding spam cannons

Key takeaways

• Design your B2B buying journey for the customer, not internal processes.
• Stop hiding pricing and competitive information from your website visitors.
• Use AI to provide instant, expert-level answers rather than gating content.
• Avoid using AI as a spam cannon to flood prospects' inboxes.
• Buyers will soon use AI agents; adapt your go-to-market accordingly.

Transcript

How many times you went to a website and you saw 500 reviews from, you know, those review sites and people don't believe that. People don't believe that anymore. I think people mistake chat GPT for running a business on AI because they have like a subscription to chat GPT. There's a good use of AI and I think there's a bad use of AI.

So I think I gave you some good use of AI, but bad use of AI, I call it, you know, this fan cannon. Welcome back to another episode of the Bridge the Gap podcast powered by Revenue Reimagine. Today's guest is Omer Gotlib, who's the founder and CEO of SalesSpeak.ai and former co-founder of Totango.

Omer spent his career fixing the disconnect between how B2B companies sell and get this, this is the important part, y'all. How buyers want to buy. With SalesSpeak, he's built an AI sales brain that turns your website into a conversation, helping companies create 30% more qualified leads without more traffic. This episode's going to chat about the future of ATI, AI and go to market.

What it means for your website to actually speak sales. How to remove friction from the buying process and why traditional funnels are giving way to intelligent, self-directed buyer journeys. Homer, thanks for joining the show, man. Uh, thank you, Adam and Dale.

We're really excited to be here. Excellent. Appreciate you joining. Um, Adam is having not only tech problems, so he's having speaking problems.

Marvels. I'm on day two of a juice cleanse. I've had no food. If you said AGI, that would have made a lot of sense.

Yeah, listen. So, um, so, Omer, thanks for joining. Um, the AI brain behind B2B sales. What's the initial aha moment you had that led you to build salespeak.

ai? Well, you know, after we sold Totango in 2021, I I retired a bit. Uh and but I I knew I was going to build something new. I mean, I was uh looking forward to it.

uh but, you know, wanted to just lie down for a bit and and get rest. And then all of a sudden, chat GPT came out. Uh and I remember I started, you know, chatting with chat GPT and one of my first question was, uh tell me why Totango is better than Gainsight, one of our main competitors. And actually, I got a good answer.

It was much more biased towards Gainsight. So if I would be a Gainsight salesperson, I would be happy. Uh but it was a high-level response that made sense. And then I started actually playing with it and understood that it's really something that can provide expert level answers.

Uh almost immediately. It needs training, it needs, you know, being in a box, there's a lot of things there, but I thought of if we can provide that kind of experience to to our customer, I think that could be something really interesting. So that's where where we started. But, you know, thinking about my background and and I've led uh most of the go-to-market functions uh into Tango.

So I was the first salesperson, of course, and and then hired a sales team and then run most of the go-to-market function. Uh so, in parallel, I was a seller, I was a sales leader, I was a business owner, and I was always a buyer, right? Because people tried and are still trying to sell me a lot of things. And it took me a while to understand that there's a lot of friction, a lot of frustration on both sides uh that I didn't think uh technology was able to solve until I saw what chat GPT and other LLMs were actually able to do.

So, I think people mistake chat GPT for running an A business on AI because they have like a subscription to chat GPT. Um, and a lot of products out there are pretty chat GPT or Claude wrappers. Um, when you talk about, um, the product, you've described it as an AI sales brain. Talk to me about what like that that's and I don't want to call it fancy buzzwords, but like what is that mean?

Like in real life for a B2B company? And in full transparency with the audience, like I I went to your website. It's it's running it's less than five minute thing on my website. So I'm I'm excited to actually see it.

But what what does that mean in in layman's terms? Well, here's the thing. And by the way, we're expanding even more on the website because what led me eventually to to do what we're doing uh in SalesSpeak is really trying to understand how can we make a better buying experience? Uh I think AI uh is changing everything about the B2B buying behavior.

How they find you, how they research you, how they expect to communicate with you, how they're making decisions. Uh but yet a lot of B2B companies are still running, you know, legacy technology and all playbooks. Uh so how do we fix the buying process? And when I thought about it, at least for me, in B2B, it's really about having intelligent conversation.

If I'm going to buy a new CRM, if I'm going to buy a new HR system, if I'm going to buy a new cybersecurity, whatever it is, you give me two minutes to speak with the CTO, the CPO, maybe the founder, maybe the best SE, that would be amazing. I'm not saying I would make a final buying decision after two minutes, but based out of those two minutes, I know whether I want to spend time with this company, I'll need to check other things as well. And by the way, I also think it's a it's good for the company. So, what I'm telling all customers, imagine the founder is at the front of the website.

And they're able to actually have conversations with anybody that is coming and really answer everything that they have. But, you know, instead of answering questions just a very minor part, of course, you need to be able to answer questions. By the way, I'm assuming most of the sales team do not know how to answer all the questions. Uh but answering questions is table stakes.

What our AI is able to do is really trying to help the customer, we do calculate their intent, we do run some kind of a discovery process and qualification, but more important, we guide them to a goal that our customers define. And the goal could vary, right? It could be, hey, it's a small product and you're ready, why don't you buy it? Or you know what, we understand that you need a much deeper level discussion, let me schedule right now the meeting with the right person for you.

Or maybe, you know, just come see me in an event or just see a video or all those kinds of things can actually be done automatically. Uh, so first, of course, it helps with higher conversion rate because you compare that to a static website or a junior SDR team is doing a much better job. But second thing, think of really what what would happen if you would put the founder at the top at the front of the website. That founder will go back later to the marketing team and will say, hey, everybody's mentioning our competitor.

Everybody's looking for a feature that we don't have. Everybody that you brought in from a specific marketing campaign is asking the wrong question. Remember the feature we launched three months ago? Nobody asks about it.

So, all of a sudden, there's a lot of insights that the marketing team can actually get and they'll be able to identify content gaps, messaging gap, website gaps. So basically, what we're seeing here is intelligent conversation for both sides. It is intelligent for the buyer and helping them in the buying journey, but also intelligent for the company. So, what we do in SalesSpeak is trying to, you know, however, the the customer, the buyer is is finding you, however they're coming to you, whether they're coming to your website, or they're sending you an email, or, you know, what happened if they're going to chat GPT.

Can we make those conversation intelligent for both ways and eventually create a win-win situation? So, when I'm saying a brain and a sales brain, that's more or less for me, a combination of having an intelligent conversation with the user, but also providing insights back to the company. So if we if we double-click on that a little bit more, would you say that the SalesSpeak is more a AI knowledge base where there's like really good knowledge because what what I've seen with a lot of prior to AI, we've had a lot of data. There's just data all over the place.

Whether it's good data, bad data, but the challenge had always been, how do you get it to a digestible format for people to take it in through like, let's take a buying journey, for example. Take it in so that they can understand and it's not like everybody else is talking about because there's so much noise, so there's data and there's noise. And so does SalesSpeak become like a distinguishable knowledge base to help digestible content. I I think it's a it's a great example, but I think knowledge base is is level zero.

Yes, we do. Uh one of the first thing our AI is doing is actually learning everything uh about the company. From website, from documents, it actually takes a few minutes, but it doesn't encapsulate all the knowledge that they have, and I don't think there are a lot of people in that company that has all this knowledge. But again, our goal is not to educate the customer.

Of course, we have to educate the customer, but our goal is to provide with them with the right information that will be correct for them, but also guide them into a buying journey, hopefully a favorable decision to make a buying decision there. Uh I'll give you an example. If someone is going to ask me why my previous company, Totango, uh is better than Gainsight, first of all, I'm not going to answer. Uh the first thing I'm going to do is really, the first thing I'm going to do is really identify who's the person.

Why are they asking? What what do they know about us and about Gainsight already? Uh what's still me to you? What is Yeah, and, you know, eventually I I probably have five different answers why Totango is better than Gainsight.

Each one of them is correct, by the way. But for you, Dale, there's one specific answer right now that I think will make it make your decision. And for Adam, there might be another. So, that's what we're doing.

But there's also another way. Dale, you might want to consume information by reading long text. Adam's wants to see a video. I want to speak with a person.

No, I don't like to read. Each one of us, each one of us wants to consume information differently. So, our AI can also identify this and really present to you the information in the way that is digestible for you, for your role, for your stage in the journey, for your background, and do that. Again, uh that's not an easy problem to solve, but uh we're doing I think a good job in that and of course, we're only beginning.

Uh but that's what I'm saying, uh sales is difficult. It's not answering questions. Of course, you have to answer the question, but it's not it's far from being enough. So, I I want to click on that because you talked about how Dale might and Dale definitely doesn't want to read long-form content, but Dale might want to, you know, it might be a very different answer to Dale versus a different answer to me.

And I think that's true, right? Like if someone says, how is Totango better than Gainsight, whether you're talking to a sales rep, a leader, a manager, a finance person, everyone who touches customer success different is better to different people, right? I I tell a story all the time that when I test drove my first Tesla, the guy spent the 30-minute test drive telling me how great the sound system was and that's why I should buy the car. And while some people might really appreciate the 18-speaker sound system, I could care less about that.

What I wanted to talk about was the performance. So, same thing, and I think that speaks to buyer's journeys, right? We all want to consume information differently. We want to buy differently, and the buyer's journey doesn't necessarily equate to the sales journey or the sales process.

Like we talk all the time about your sales stages. Like no buyer is ever going to say, I'm in discovery. Like that that doesn't happen. When you say that the buying process is self-directed.

Talk to me about what you mean by that and how teams need to adapt to buyers not wanting to spend seven hours of demos with you. So, so let me start with something much more, I think, basic, but really important. You know, in marketing schools, uh the first thing they they teach is really basics design for the buyer, design for the customer. But if you look at the buying journey that 99% including, by the way, Totango, that we've done before, 99% of the B2B companies designed, they are designed for the customer for the company and not the customer.

I'll give you an example. Three things usually that I see. One is, you know, the the graveyard of forms. You can't get information until you identify.

No, no, no, it's fill in the details and and by the way, fill in your business email. That's that's one thing. Uh the second thing is, you know, the the qualification gauntlet, right? Uh you don't get to speak with uh or get this information unless I know some things about you and and maybe, you know, Dale, you're you're qualified, but Adam, I'm Adam, you're not.

Uh and the third thing is and the third thing is what I call the, you know, the the bottleneck for an expert. Yes, you're qualified, yes, but I don't know this answer. I'll need to bring an SE and that SE will need to bring another and and we're making buyers jump through hoops just to get the information that they need. Now, I did that before and I completely understand why companies did that because, you know, financially, we're not able to allocate our best resources, our best AI, our best SE into speak with everybody.

But think of the other side. Think of the buyers today and we spoke about how AI is is changing uh the journey, right? So, chat GPT, Gemini and Topic, they're educating each one of us that we can get instant level expert immediately, right? Uh do you guys ever uh ride a Waymo, driven in a Waymo?

I remember my first two minutes in a Waymo. It was like, oh my god, that's like what happens after two minutes in San Francisco? There was another Waymo, there was another Waymo, there was another Waymo, right? Our expectations of experiences are actually going up and up and up every day.

Adam, you mentioned Tesla. Can we compare the, you know, your experience of buying a Tesla with, you know, phone uh versus going to a car dealership? It's like those things are I I can give you 10,000 examples. Every every one of us, on our day-to-day business and personal life, are being educated that we can get information differently.

Uh we're exposed to data differently. And yet you're telling me that these people that a minute ago used the Tropic to brainstorm their board meeting or, you know, marketing plan, now they need to go to your website, fill up a form, wait a few hours until a junior present is going to call them, is not going to help them schedule a meeting with an AE, that AE is great but doesn't know, you know, ten percent. How how how can that work? How can that work?

Uh and so, when I'm saying, you know, intelligent conversation and remove friction and self-directed, I think companies need to move forward to that. If we'll put the buyer first, and I think one of the great uh uh skill set of a marketer or a founder is really the ability to be in the other person's shoes. Be in the buyer's shoes. I'll give you another example.

I always make fun of it. Um, I was presenting in front of like 400 entrepreneurs. I didn't tell him what I'm doing. I just went on stage and asked two questions.

Who here likes to speak with an SDR? Who likes to get spam emails? Why are we doing it to our customers? And and and once you understand that and you understand that AI and that's what really excite me about AI, AI can help you create new and different experiences.

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You'll still be able to move the customer to the journey. You'll still be able to identify them if they want to be identified, by the way. Uh and you'll be able to actually make it much more intelligent. Now, I don't think this is just uh, you know, a winning advantage.

This is table stakes. Really, I, you know, I know about me, if I'm going to go to a B2B website and there's not going to be an AI on it, I'm probably going to shift away. Now, maybe I'm one of the very very very early adopters, but let's take a year from now, that's what's going to happen. People are going to get used that AI is helping them in any every way.

And they're not going to, you know, continue to uh adapt with with the sales processes today. Yeah. Totally true. Like I I do think there's like this evolution happening and we we should never be in most cases, we should be not guarding content or guarding information that people really need to to make decisions because if you give them any type of reason to to to bounce off your website or any piece of content, they definitely will.

Um, what's one thing that most B2B websites get completely wrong about how the buyer is making a decision today? Is it is it the gating or is there something else besides the gating? I I think one it's a combination of uh the gating. Uh I would also call it lack of visibility and trust.

I'll give you two examples, okay? Uh pricing, competitive information. Many, many, many companies, no, pricing you have to speak with us. Uh competitive information doesn't know that.

So, what I'm, you know, I I'll give you an example. My friend called me last week. He told me, I was actually researching a company. Uh I uh and then I decided to go to the website.

And I didn't find what I need, so I went to chat GPT and asked it. And then it took me to the other route. So, one is really, you need to expose more information. I'm not saying you don't have to have go exact direct pricing.

I understand that pricing could be uh, you know, sensitive, but give me some kind of a framework that I'll know if I want to continue there. Competitive information. If you're not going to provide me that, I'm going to leave. And by the way, your competitor your competitors know how much what your pricing anyways, so.

Yeah, every every everybody knows everything. Absolutely right. So, their pricing is not the secret you think it is. Nothing, nothing is the secret.

By the way, that's the reason that I'm showing my product to everybody. Uh it's open, everybody can use it. There's no secret. Uh I I think eventually you win by execution and and not by hiding things.

Uh lack of trust, how many times you went to a website and you saw 500 reviews from, you know, those review sites and people don't believe that. People don't believe that anymore. They're going to go call their friends. They're going to call their, you know, uh professional group and ask if those things are correct or not correct.

Uh so I think again, we'll need to decide or design uh the websites and other communication channels into what the new, I would say, AI-oriented buyer is actually looking for. Uh, you know, we could get into a longer discussion about what is the future of the website, or is there a future of the website? Because again, there could be different answers as well. Uh whether there's a website for human and a website for a machine, it could be also another another approach as well.

But I think the goal is is really design it for the buyer. That's super interesting, whether there's a different website for a human or a machine. Like when you look at the human side of sales and I I do believe that sales is a deeply human business. I agree.

Um yet AI is handling so much of the sales journey now. How do you balance that automation of like AI with like when when do I'll use Dale's words, when do we have the human in the loop, right? And and people are different. I would like nothing more and it's it's a bad example of a car, but nine out of ten things, I would like nothing more than to never have to talk to a human.

Um there are other people that are the exact opposite. still doesn't like to talk to. Let me ask you a question, okay? You you are about to make a decision about a car and you know, you don't want to speak with a sales person.

Would you but you know that Johnny your friend actually has a Tesla. Would you call him and and ask what he thinks? I mean, I wouldn't buy a Tesla again, but that's another show. Um yeah, yeah, yeah, a hundred percent that that's what we do whether it's a car, whether it's a restaurant, no matter what.

The reason the reason you're doing that is because you're looking for other data points from trusted sources, right? Yes. Uh and I think uh a good role of AI plus a combination of a sales person is can I be a trusted source, which means I really know everything, but you can also trust me. Now, we know uh what some people think of some sales people and, you know, I'm going to put that aside, but uh and I think I think sales uh needs to change a bit.

I don't think anybody's going to buy $100,000 solution without speaking with a person. I don't think that's going to happen, right? Uh but the role of that sales person might be changed. Before the role was, I'm just going to provide you information, I'm going to convince you.

Maybe the role is now much more focused on let me guide you through the journey, let me bring you the right resources, let me be a trusted resource that you need, maybe a project manager. Um, the other thing is that listen, I I remember being me being frustrated with my own sales team in Totango. I was with them on a sales call and I was, oh, but why they don't know that? And why did they answer that?

And the reason is because it's very difficult. Me as a founder, I know to answer any question, right? You can ask me about the product, the technology, the pricing, the competition, the vision, everything. I I can't expect, you know, a salesperson to own those kinds of things, but I can expect that for my AI.

So again, uh I think designing and and different companies have different customers, right? You cannot compare Palantir with their buying journey into, I don't know, uh click up or Lavable, right? It it's a completely different buying journey, buyers persona, requirements, things like that. But the combination is if I can provide a source that you can trust and lead you to a great experience, that would be that would be a win-win.

So, for me, that's how I look, you know, when I'm helping companies design this, this is how I look about, you know, what's going to be a great experience from the buyer point of view with a trusted source that they can actually make decision based on that. Sometimes, by the way, I'll give you another example, when I speak with customers, sometimes the output is, I'm sorry, Adam, that's not a good fit. We're not a good fit for you. As it should be.

And and I think, you know, if we'll fine-tune to that and we'll make sure that that is the right answer. I may miss a sale here, but good, because that's going to be a bad sale. Uh, and but again, these are basics, right? I've learned that 20, 30 years ago.

I think we've forgotten that along the way. Uh, and I think AI uh it's actually going to create a revolution because buyer expectations are changing every day. Agreed. Couldn't agree more.

So, um, as you're moving forward, what what was some of the lessons from Totango and beyond? Like you built it as a leading customer success platform. Um, but what lessons in that journey are helping you shape the way you're doing the buying journey today at SalesSpeak? I I wish I could tell you, because to be really, really honest, running a company now versus running a company 10 years ago in Totango, five years ago in Totango, even two years ago when you started SalesSpeak, is a completely different ballgame.

Like everything is different. Uh, how how often do you think it's changing? Do you think it's changing like, I see it like every three to six months things are changing, but I'm curious as as you're leading this. I I completely agree.

It's changing rapidly on everything, on what it means to actually build a company, on what it means to raise money, what it means to actually have a competitive advantage and what it is it. Your go-to-market. Everything is changing all the time. Uh, so it is exciting, it is challenging.

Uh, but I I think the core principles I've learned, uh, in Totango is, you know, really, Totango was still is a customer success platform. It's about putting the customer in the middle. And if you can design for the customer, uh, if you can provide amazing experiences, uh, and if you can remove frictions, and removing friction, I think it's critical. Pre-sale, post-sale, you're going to be in a better position.

Uh now, the things we're focusing on, you know, in SalesSpeak today right now, you have to rise above the noise. You have to have a unique story, you have to have a unique point of view, and you have to have an amazing product. And that's really table stakes. Before that, you know, if you had an amazing product, you're probably 80% of the way, 90% of the way.

Today, I think it's actually table stakes. Again, it's because of the expectations. If, you know, I'm I'm getting used to so many amazing expectation experiences, I I'm, you know, I can't can't settle for something less than that. Uh, so these are mainly the the lessons I've brought in from Totango.

I am learning every day. Literally, I'm learning every day and I'm really excited about it. But it is completely different. Building a company now versus a year ago, two years ago, and definitely 10, 12 years ago.

So, looking back, like if you had access to today's AI tools, back when you were building Totango, what would you have done differently or what do you think would have happened differently? Wow. Loaded question, right? Yeah, I mean, first of all, probably the the company would uh look different.

We would not need so many people, we would not need to raise so much money. Uh or maybe use the money in other ways as well. Uh and I think You got you guys raised a lot of money. Yeah.

Uh and uh but by the way, when I'm mentoring uh, you know, entrepreneurs and founders, I don't think there's right or wrong. I think you need to be uh very opinionated or, you know, you need to understand the route that you're taking. Uh raising a lot of money could be great and could be horrible. Uh not not raising money could be the same, but you need to build the company accordingly.

Uh to that. Uh I think it would change again the way we run the company, manage the company, but I think the more most important part is it allows you to run much, much quicker at iterations on the product. Uh literally, we ship almost every day in in SalesSpeak. Amazing thing, not, you know, a button here and a button there.

We, four months ago, we thought about a new product and and Leo, my CTO, actually spent the weekend and we had 95% of the product after that. Like literally 95% of the product and an amazing one, right? So again, if you think about competition, if we can do that, competition can do that as well. How do we differentiate?

Those things make everything different. Crazy. Excellent. Um, I'm I'm a little curious because the go-to-market is changing so quickly as well.

So, not just the company side, but I'm curious your perspective on AI not necessarily in the top of the funnel, but as you go through the entire funnel. So, more on the back end, the post-sale, the CS side of the world. Where do you see AI transitioning in the in the back end of the funnel? Uh, I think there are actually a couple of companies that incumbents and new ones that are working on some very cool solutions uh over there.

Now, whether that's going to be called customer success, post-sales, in the sales department, that, you know, the market will say. But I think the core elements are the same on the pre-sale. Can I be a trusted advisor? Can I guide the customer?

Uh can I help them in an intelligent way? Can I provide insight back to the company? And if you think about what a great sales engineer, post-sales engineer, customer success manager are doing, they really understand the pain points of the customer, the reason that they bought the product. They have a lot of product knowledge and they can connect.

They can actually show the customer how to use the product in order to solve their pain points, right? So, for example, and I'll get back to uh example I I gave before. Uh if somebody's going to ask them, what is this dashboard for or how to use the dashboard, a good customer success manager would start with first understanding the problems, right? Uh and then, okay, let me show you how how you can actually do that uh in the dashboard.

That that's a combination of knowledge of the company, knowledge of the customer, and how to do that. Now, do I think AI can replace all those kinds of things? I I think, you know, in complicated products, uh high-value products, that's going to be very, very difficult. But I think AI can really help uh uh, you know, a company by collecting all the data points, identifying who's the right customer that needs attention right now, preparing content for them.

And in some some cases, also automating uh everything that the CSM would do. Uh, you know, if we we talk about post-sales, remember, even there are different types of companies. There are companies that have uh, you know, a small number of accounts for one CSM, and there are companies that have one customer success manager that owns 5,000 accounts, right? So, again, AI can be much more helpful there than others.

But I think eventually is, you know, making intelligent things. But I think if you look at the go-to-market and how AI is being used and I've spoken with many, mostly on the marketing side, everybody's under pressure to do something with AI, right? Uh, but the first thing they're doing and that's okay, they're doing things internally, right? What is the first AI product that you guys use?

Probably create content internally, because that's helping my team. So, helping my team being efficient, helping my team being more scalable, maybe some data that I analyzed. I think if you understand that this is just table stakes, that's not enough. That's not that doesn't mean that you're AI first.

What really means that you're AI first is again, look at the entire, I would say, funnel or entire post-sales, whatever process you own, and figure out how can you help your customers. And for me, that's what's really exciting, because, uh if we can do something that will help your customers, that's great. And I think every function in every company should think about first how do we help our customers, and then all the benefits are coming out of it. I think AI, it's not, you know, that's it, you have AI and you don't need to do everything anything after that, but it does help you do a lot of things faster than you've done before.

100% and the mindset of how can we help our customers and how does this benefit the customers? Um I know we've said something similar for a long time, but at the end of the day, like that is all that matters. Um especially if you want to survive as a company, because no customers, no company. And and but I'll give you, you know, I think we've mentioned there's a good use of AI.

I think there's a bad use of AI. So, I think I've gave you some good use of AI, but bad use of AI, I call it, you know, the spam cannon. Right? Uh because right now it's very easy for example to create a scalable email that are being sent to everybody.

Now, those emails could be smart, right? They know things about you. But the problem is that I'm opening my inbox and I'm getting 500 emails a day. I'm getting text messages, I'm getting LinkedIn messages.

Your email could be as smart as it can, but I'm not going to read it because this channel is flooded. Like completely flooded. Um the reason it's flooded is because it's very easy to do. Right now, you can do it with one person company with an AI.

You spend one hour and it will be good enough. Two years ago, you had to build infrastructure and pay companies and it took a lot. Uh and the outcome is we're spamming uh customers and we're flooding channels. Another example, I know when is the last time you went over LinkedIn.

But you can identify that a large percentage of the content in LinkedIn right now is AI-generated. It's templated. I can I can feel it, I can smell it, I can see Absolutely. Like that.

Uh, which means that in a very short period, unless LinkedIn will do something about it, I'm not going to go there. I'm not going to go there because I don't see value over there. That's another reason that another example of a great channel that is being flooded. Uh, so I think the the goal of a company, but also the goal of of the market, because eventually we want to use, everybody want to use, I want to I want to consume relevant content from LinkedIn and as a company, I want to publish converting content in LinkedIn.

And if that channel is being spammed and killed, I'm going to have a problem. So I think the market needs to take a a good holistic view on this and decide how we want to do that as well. By the way, my point of view, I think that everything here leads into eventually every buyer is going to have a buying agent, right? I'm going to, you know, I'm going to instead of hiring somebody or wasting my time, I'm going to go to a buying agent and tell him, hey, I'm a VPN engineering in a public company.

I own a team of 500 people. My main KPIs are this and that. Go. Go figure out what what can help me.

You speak with the companies. You I don't and eventually let me know who who do I need to speak with to make a decision. That that's something that is very easy to do with with AI. Uh and I think companies needs to to adjust to that future that is going to be very soon.

That would not surprise me at all. The LinkedIn thing is a whole separate show that we could go on for an hour about, um, that I wish we had time for, but you're 100% right. With that, as we, uh, start to wrap up here, let's dive into some quick rapid fire. Um, we'll try to keep it to 10 words or less.

What metric do you think sales leaders should stop tracking? Uh, wow. Um, probably meeting booked. I think that's uh, something that's gonna go out of of the world.

Again, what does it mean meeting? Buyers can make decision without meeting anymore. I don't think that's that's that important. So, besides SalesSpeak, what startup you're what's a startup you're watching right now that's doing AI in the in the right way?

Like from a go-to-market perspective. Uh, well, different things, but you know, I I really, you know, look at all with companies like Lovable and even Gamma that uh did that. Uh my dream as a founder was always, you know, if you can get to the end user veracity that people actually speak about it all the time, but they don't just speak about it. It's actually a great product that is being used.

I think, you know, Lovable, Replit, all those kind of based on F to F was like this. Uh, uh, Gamma on the other side, um, they're doing an amazing job. I think it's a combination of product and go-to-market, of course, right? It's not just one of them.

But they were able to create an ecosystem uh to do that. And it's funny, everybody thinks, I know, you said 10 words, but everybody thinks like, ah yeah, you know, in in one year they've done everything everything, right? No, it took them seven years to actually get to a place that then everything actually exploded. Uh but uh I think that that's really great to see.

What um, what's your favorite AI tool that you use right now? Um, my kids make fun of me. Uh they always tell me, you go speak with your best friend Claude. And I think Claude, by the way, Claude and uh for me, Claude and chat GPT are great tools for brainstorming as a CEO level.

Like literally, it's not, you know, uh I've, you know, I've set up my go-to-market advisory board. I prefer Claude too. virtual one. Like I took, you know, here's the post from this one, here's, you know, and let's share that.

Uh I've read some amazing books and actually put some of the content there, because, okay, if I would want to implement that technique in that book, what I could do. Uh hey, I have a challenge with, you know, uh this and that. So, I think for me, on an ongoing basis, uh Claude and chat GPT are really amazing brainstorming tools. They help me think, uh which which is great.

I'm not replacing my thinking, I'm not making decisions. Some of the things they say do not make sense. But it makes sense enough to open my mind and say, hey, if I didn't think about that, maybe I can actually think about other things as well. Uh so, I'm I'm really using that.

Yes. Few hours a day. On everything, on everything. Final final question.

Dream vacation destination. Make it make it an easy one for you. Uh yeah, because uh we're actually scheduled to go to New Zealand in the winter break. Nice.

So, uh yeah, in an RV. So, we're a family that actually like uh RV trips. We rented an RV and going to uh trip around New Zealand in RV. Really looking forward to it.

That'll be awesome. Hopefully you're not driving the RV to New Zealand. Just wanted to make sure. I know.

That would be that would be very interesting. Maybe in a few years, but no. That that's called a boat, Dale. Um, just to be clear, not an RV.

Homer SalesSpeak. Thank you so much for joining the show. Thank you for sharing about SalesSpeak. Thank you for sharing about AI, where the future is going.

What's important? What to avoid? Go check out salespeak.ai, correct?

I did it. I just checked it out on our website. Pretty cool. I was playing with it a little bit.

Dale will yell at me, but I wanted to see what it was while we were talking here. Um, go check it out. And Homer, thanks for joining, man. Thank you very much.

Enjoyed the conversation. Appreciate the time.