Oct 30, 2026 · 54 min · 14 segments
Your CRM was already a mess. Now every tool in your stack wants to switch on its own AI agent, and all of them are running on bad data. Jeb Blount Jr. sits down with Jayant Umrani and Steve Keck of…
Jayant UmraniGuestWhat are some of the major bottlenecks that people are dealing with, especially at a leadership level, looking at their entire sales organizations?
So I would say today, what's changed? Partly because the sales process has changed.
Everybody does a much more research on their own before they show up to a salesperson.
Then on top of that, you added AI, which sends everything off at 200 miles an hour.
Now you're trying to give access at hyperspeed to a bunch of garbage in your basement.
And it's like, okay, now we have to figure this out because you can't implement effective support strategies, leveraging AI.
And so we saw a lot of customers come around the circle of, we need an AI strategy.
And by the time we can even begin to get the initiative that the CEO is telling them, get an AI strategy for your sales team, before they can even do that, they had to come around that circle.
So we see that a lot that really when it comes down to workflows, they're not ready yet.
A lot of customers run into this problem because from a VP of sales perspective, it seems like it should be easy.
But then when you get through RevOps and look at the tech stack, and then you look at the data, you're like, well, You know, you put five companies together and none of this data syncs.
What are some of the major bottlenecks that people are dealing with, especially at a leadership level, looking at their entire sales organizations?
So I would say today, what's changed? Partly because the sales process has changed.
Everybody does a much more research on their own before they show up to a salesperson.
Then on top of that, you added AI, which sends everything off at 200 miles an hour.
Now you're trying to give access at hyperspeed to a bunch of garbage in your basement.
And it's like, okay, now we have to figure this out because you can't implement effective support strategies, leveraging AI.
And so we saw a lot of customers come around the circle of, we need an AI strategy.
And by the time we can even begin to get the initiative that the CEO is telling them, get an AI strategy for your sales team, before they can even do that, they had to come around that circle.
So we see that a lot that really when it comes down to workflows, they're not ready yet.
A lot of customers run into this problem because from a VP of sales perspective, it seems like it should be easy.
But then when you get through RevOps and look at the tech stack, and then you look at the data, you're like, well, You know, you put five companies together and none of this data syncs.
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