AI Agents, False Productivity, and the Sales Team Reset with Gabe Larsen
About this episode
John Barrows and Gabe Larsen discuss the impact of AI on sales productivity and the importance of mapping processes before implementing AI tools.
AI is everywhere in sales right now, but very little of it is actually moving the number. In this episode, John sits down with Gabe Larsen, CRO of Atonom, to dig into what is real, what is hype, and where AI is actually creating measurable ROI. Gabe walks through the SaaS golden age, the false positives it created, the rise of digital employees, and why most teams are still confusing efficiency with results. If you are trying to figure out where AI agents belong in your sales process, this conversation gives you a practical way to think about it: stop chasing every research bot, map the process first, and only automate the work that actually creates revenue or reduces cost. Want to reset your sales team before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen . What You’ll Learn Why saving time with AI is not the same as creating measurable business impact Where Gabe is seeing AI produce real ROI across coding, customer service, SDR work, and recruiting Why perfect prep docs and research bots still fail when reps lack the fundamentals How digital employees could change the way sales and customer-facing teams operate Why GTM leaders need…
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