The Future of Sales: AI and Human Connection with Karan Singh, SVP of GTM Operations & Strategy @ LaunchDarkly

In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies.

Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes.


Takeaways

• Karan Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS.
• AI tools should enhance human connections rather than replace them in sales processes.
• Productivity is more important than leanness in sales organizations.
• The average tenure of a seller is around 18 months, highlighting the need for effective training.
• Investing in seller readiness early can lead to long-term success in sales organizations.
• Automation can help sellers focus on meaningful human interactions.
• Sales training should be consistent and comprehensive to ensure seller success.
• Understanding customer needs is crucial for effective sales conversations.
• Karan emphasizes the importance of developing B sellers into A sellers.
  The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement.