Keep pulling the thread on Jason Lemkin.
Sastr has made the strategic decision to stop hiring human salespeople and will instead use AI agents.
An AI agent built on the Delphi platform, acting as a "digital Jason," independently closed a $70,000 sponsorship deal for Sastr.
In many AI product categories, over 50% of potential prospects are actively in the market for a solution, a significant increase from the traditional 3-5%.
Jason Lemkin predicts that 90% of email-based Sales Development Representative (SDR) roles will be displaced by AI within the next year.
Jason Lemkin predicts that Business Development Representative (BDR) roles focused on qualifying inbound leads will become "extinct" by next year due to AI automation.
Sastr has restructured its sales team from approximately 10 human SDRs and AEs to a team of one full-time AE, a part-time Chief of AI, and 20 AI agents.
Sastr's new sales team, composed of 1.2 humans and 20 AI agents, is achieving similar business performance to its previous 10-person human sales team.
Sastr used Salesforce's Agent Force to re-engage sales leads that human reps had deemed not worth their time, achieving a 70% response rate.
At Owner.com, the sales team is targeting $3 million to $5 million in revenue per sales representative, an order of magnitude higher than the previous benchmark of $300k-$500k, due to AI-driven efficiency.
Salesforce CEO Mark Benioff stated he wishes every Salesforce customer could go live with the product and see value before they have to pay.
Jason Lemkin predicts the emergence of a new type of high-value SDR role, earning $250,000 per year, focused on managing a team of 10 AI agents rather than prospecting manually.
Jason Lemkin predicts that while 70% of Account Executive (AE) jobs will be safe by the end of next year, this number will decline to 40-50% in the following years.