In this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies. We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment. AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant time and resources and shrinking the number of jobs. Revenue Operations has a crucial role in this changing landscape, as the only function positioned to optimize the end-to-end buying process. Join us for a thoughtful discussion on the past, present, and future of sales, and gain valuable insights from one of the industry's leading minds. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup. https://www.linkedin.com/in/jaccovanderkooij/ Key Topics[00:00] - Introduction[01:27] - The Golden Age of SaaS[04:21] - The old style vs. the new style of buying[08:34] - Adapting to the new reality[16:19] - Sales rockstars vs. consistent process[19:01] - The role of RevOps in establishing repeatability[26:50] - How to get salespeople to follow process [32:06] - AI vs. humans in sales[46:14] - Increasing focus on delivering impact Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today’s episode.  We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI. You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect.  So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksWinning by Design Resource LibraryRevenue Architecture Book, by Jacco van der KooijThe Revenue Formula Podcast - The SaaS Reset and what's nextMarc Andreeson - Why Software is Eating the...