Sales and Marketing Frameworks That Win in the Age of AI
EP 132 of The Logan Bartlett Show: Untold stories from tech's inner circle
In my latest conversation with HubSpot CEO Yamini Rangan, we explored the new rules of go-to-market in the age of AI and how to successfully pivot to an AI-first roadmap.
Since stepping into the CEO role after Brian Halligan in 2021, Yamini has led HubSpot through major transformations—making her one of the best people to share insights for first-time CEOs and anyone looking to build world-class sales and marketing teams in an AI-driven world.
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✉️ Episode Memo
➡️ The biggest mistake companies make using AI to generate content
When AI first took off, the instinct was to create more content, but flooding the internet with AI-generated posts? That’s just spam.
The real power of AI isn’t in volume—it’s in personalization. When AI shifts from a content generator to a contextual curator, businesses see real impact. HubSpot put this to the test—leveraging AI-driven personalization to drive an 82% conversion rate.
➡️ Framework to future proof your company
HubSpot operates under a 3-year planning window, in which every Q2 they make a new 3-year plan by focusing on two key questions:
1. What are the decisions that we need to make in order to compete better and deliver more value for our customers in the next three years?
2. And what are the decisions if we don't make today will disrupt us in the next three years?
While the roadmap sometimes gets completely overhauled (like after ChatGPT launched), the exercise has proved super healthy for staying innovative in a world where the paranoid survive.
➡️ Will AI takeover sales?
Yamini believes the near future of sales will still be humans selling to humans, not AI agents negotiating with each other. AI can supercharge the science side of sales, but not the art of connecting with customers.
While AI can bring more personalized demos, discovery and solution forming, the trust and connection in a deal can’t be automated.
Rather than replacing human interaction, AI will be the ultimate sidekick to make personalized demos, personalized discovery, and personalized solution forming easier.
⭐ Trailer
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