How are you building the AI-enabled version of your Go To Market team? We are seeing two primary strategies.
Last Thursday, in the latest installment of Legible events, I walked through some of the best practices we are seeing in the market, with a deep dive on two different approaches; “Supercharge” and “AI Teammate.”
The first approach is to supercharge each team member with what can be considered a magic bag of tools. Skills. Scheduled jobs. Agents. Your team invokes them when they need them. The team members remain the vessel of the work.
At Legible, we use this method every day. A discovery follow-up skill that works off the transcript, not the notes. A briefing skill that pulls CRM, inbox, Slack, and past calls into one page before a high-stakes pitch. Proposal generation from the same corpus. Account health and renewal monitors so a small team can hold a lot of customers.
If you were launching a GTM team today, this is likely where you would start: write down the workflows, rank them by hours and impact, record every call, connect the systems, and decide what stays human. Sales calls and training stay human, for now. The follow-up after eight calls in a day does not.
The second approach we are seeing is to add AI Teammates to the org chart. These teammates have Slack accounts, email, a job description, and memory that belongs to the role. You manage them the way you manage people. You write the job. You give feedback. You give them the context they need to do the job.
I have been running that version too. I have an AI SDR whose job is to fill the calendar and not let inbound die. An AI AE who drafts follow-ups. An AI creative writer. An AI event planner. A chief of staff. They talk to each other overnight, sometimes without me in the conversation.
I use both. Claude skills every day. Teammates every day. The stress with the AI teammate model is cost. Token spend sits on top of the Claude seats we already pay for, and it is a black box.
We are going to be diving into the topic of measuring the ROI of your AI spend at our next event, join us if you can.
Roundtable: A Discussion of the Challenges of Understanding AI ROI Thursday, September 17, 11:00 AM to 12:00 PM PDT. Virtual. AI spend rarely shows up as one line. It is a thousand papercuts. We are going to talk about why investment is hard to see, why ROI is hard to attribute, and what a useful first cut looks like.